Kategoria BISAC: Business & Economics >> Consumer Behavior - General

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."--Jim Cusick, vice president of sales, SAP America, Inc.

"Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced "--Alan D. Rohrer, director of sales, Hewlett Packard

For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become...

If you need the best practices and ideas for making your
customers loyal and profitable--but don't have time to find
them--this book is for you. Here are nine inspiring and useful
perspectives, all in one place.

This collection of HBR articles will help you:

- Turn angry customers into loyal advocates

- Get more people to recommend you

- Boost customer satisfaction by satisfying your employees

- Focus on profitable customers--whether they're loyal or not

- Invest in the right CRM...

Generative design research is an approach to bring the people we serve through design directly into the design process in order to ensure that we can meet their needs and dreams for the future. The book introduces an emerging domain of design that is of immense interest today not only to the academic design research community but also to those in the business community charged with the development of human-centred products, systems, services, and environments. There are no other books with this focus and coverage currently available.

Because American consumers transmigrate between social identities in expressing their values and affiliations, marketers must apply transcultural marketing methods and offer a cultural values proposition if they want to build long-term customer relationships. In Transcultural Marketing: Building Customer Relationships in Multicultural America, these topics are woven into profiles of nine American subcultures whose members have unique information sources, marketing preferences, values, and groups with which they identify.

This unique book describes the most influential American...

Because American consumers transmigrate between social identities in expressing their values and affiliations, marketers must apply transcultural marketing methods and offer a cultural values proposition if they want to build long-term customer relationships. In Transcultural Marketing: Building Customer Relationships in Multicultural America, these topics are woven into profiles of nine American subcultures whose members have unique information sources, marketing preferences, values, and groups with which they identify.

This unique book describes the most influential American...

Why do some products capture widespread attention while others flop? What makes us engage with certain products out of sheer habit? Is there a pattern underlying how technologies hook us?

Nir Eyal answers these questions (and many more) by explaining the Hook Model--a four-step process embedded into the products of many successful companies to subtly encourage customer behavior. Through consecutive "hook cycles," these products reach their ultimate goal of bringing users back again and again without depending...

Revealing the hidden processes behind why certain brands command our loyalty and trust, Brand Psychology looks at how to build up a positive brand image through Corporate Social Responsibility and ethical transparency.

Reputation management authority Jonathan Gabay takes readers on a tour of the corporate, political and personal brands whose understanding of consumer psychology has either built or broken them. He answers key questions about brand and reputation management, including:
--Why do we trust some brands more than others?
--How important is integrity for a...