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      Book

      Mapping Out Marketing
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      Book

      Mapping Out Marketing

      DOI link for Mapping Out Marketing

      Mapping Out Marketing book

      Navigation Lessons from the Ivory Trenches

      Mapping Out Marketing

      DOI link for Mapping Out Marketing

      Mapping Out Marketing book

      Navigation Lessons from the Ivory Trenches
      Edited ByRonald Hill, Cait Lamberton, Jennifer Swartz
      Edition 1st Edition
      First Published 2018
      eBook Published 25 May 2018
      Pub. Location London
      Imprint Routledge
      DOI https://doi.org/10.4324/9781315112602
      Pages 212
      eBook ISBN 9781315112602
      Subjects Behavioral Sciences, Economics, Finance, Business & Industry
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      Hill, R., Lamberton, C., & Swartz, J. (Eds.). (2018). Mapping Out Marketing: Navigation Lessons from the Ivory Trenches (1st ed.). Routledge. https://doi.org/10.4324/9781315112602

      ABSTRACT

      Sea-changes in society, technology, consumer expectations and our understanding of behavioral economics have caused us to rethink our understanding of the scope of knowledge required to navigate, analyze and shape consumer behavior.

      You hold in your hand a field guide for this adventure. Ron Hill and Cait Lamberton have gathered together the very top professors from around the world and invited them to share the beliefs, practices and wisdom that they have developed and honed across years and contexts.

      Each of these luminaries shares personal stories and deep insights about the way that not only business works, but the way we, ourselves, navigate the world. These short contributions are contained in eight "destinations" that showcase overlapping and essential topics, ranging from technology to subsistence marketplaces, followed by unique questions that are answered by the material provided. The research described has helped the field understand the central role of exchange in marketing relationships, and how product features, pricing strategies, delivery mechanism and various communication modalities create or fail to produce functioning marketplaces around the world. In addition, it reminds us all of the need to continue to learn, to grow, and to share our knowledge – in whatever corner of the marketing world we find ourselves.

      TABLE OF CONTENTS

      part Destination #1|23 pages

      Research and technology

      chapter Entry #1|3 pages

      How do you stay on trend amidst the always-evolving world of digital marketing?

      ByAndrew T. Stephen

      chapter Entry #2|3 pages

      What role might bioscience play in helping us deepen our understanding of—and intervention in—human behavior?

      ByJoseph W. Alba

      chapter Entry #3|3 pages

      How can we conduct research that truly furthers our understanding of diversity, rather than reinforcing old models?

      ByJerome D. Williams

      chapter Entry #4|2 pages

      How can you use models in a meaningful way for your market?

      ByGreg Allenby

      chapter Entry #5|2 pages

      Does “big data” have the right customer satisfaction answers?

      ByRonald Hill

      chapter Entry #6|2 pages

      How can you capture data that reflects complex life decisions?

      ByFred M. Feinberg

      chapter Entry #7|3 pages

      What are consumers’ interactions with the Internet of Things and how does it affect marketing?

      ByDonna L. Hoffman

      part Destination #2|24 pages

      Target markets and consumer behavior

      chapter Entry #8|3 pages

      Who are your consumers (really)?

      ByAmericus Reed

      chapter Entry #9|3 pages

      How can you get to know the true identity of your target market?

      ByCraig J. Thompson

      chapter Entry #10|3 pages

      What role does intuition play in consumers’ decisions?

      ByRebecca Walker Reczek

      chapter Entry #11|3 pages

      Why does obligation play into consumers’ behaviors and how can you prepare accordingly?

      ByRaj Raghunathan

      chapter Entry #12|2 pages

      How can the sense of touch change consumer experience and response?

      ByJoann Peck

      chapter Entry #13|2 pages

      Did you smell that? How scent affects the consumer experience

      ByMaureen Morrin

      chapter Entry #14|3 pages

      How do you engage low-literate, low-income consumers and entrepreneurs in the marketplace?

      ByMadhu Viswanathan

      part Destination #3|22 pages

      Branding

      chapter Entry #15|2 pages

      How do attitudes affect brands?

      ByRichard J. Lutz

      chapter Entry #16|3 pages

      How can you strengthen communication effects to better your brand?

      ByKevin Lane Keller

      chapter Entry #17|2 pages

      How can marketers foster brand attachment?

      ByAndreas Eisingerich, Deborah J. MacInnis, Whan C. Park

      chapter Entry #18|2 pages

      When does your positional advantage pose challenges to success?

      ByRebecca J. Slotegraaf

      chapter Entry #19|2 pages

      How does your advertising affect consumers?

      ByCharles R. Taylor

      chapter Entry #20|2 pages

      How can you use your brand to help your consumers live better lives?

      ByDeborah Roedder John

      chapter Entry #21|3 pages

      Why hire someone who does not fit consumers’ stereotypes?

      ByValerie S. Folks

      part Destination #4|22 pages

      Enhancing the marketplace

      chapter Entry #22|3 pages

      Price competition, attraction effects, and line–extension effects: What are their hidden returns?

      ByTimothy B. Heath

      chapter Entry #23|3 pages

      What makes a new product successful?

      ByDonald R. Lehmann

      chapter Entry #24|2 pages

      What are the consequences for remedying risk?

      ByLisa E. Bolton

      chapter Entry #25|2 pages

      Why do business relationships often fail and how can you turn that trend around?

      BySandy D. Jap

      chapter Entry #26|2 pages

      Is it better for us (and our consumers) to make decisions together or alone?

      ByCait Lamberton

      chapter Entry #27|3 pages

      What steps can you take to create an inclusive marketplace?

      BySonya A. Grier

      chapter Entry #28|2 pages

      How can looking at the whole picture help you serve customers?

      ByMichael K. Brady

      part Destination #5|22 pages

      Customer satisfaction

      chapter Entry #29|2 pages

      What do customers really want?

      ByMichael Norton

      chapter Entry #30|3 pages

      How do marketers bring back the voice of the customer?

      ByKelly D. Martin

      chapter Entry #31|2 pages

      How does satisficing and justifying among consumers affect marketing?

      ByJames W. Gentry

      chapter Entry #32|3 pages

      How can you better predict future consumer preferences when consumers often have trouble doing so?

      ByRebecca Hamilton

      chapter Entry #33|3 pages

      How do your prices actually affect consumers?

      ByRyan Hamilton

      chapter Entry #34|3 pages

      How do you create the ultimate customer experience?

      ByKay Lemon

      chapter Entry #35|2 pages

      How do you measure service quality?

      ByValarie A. Zeithaml

      part Destination #6|19 pages

      Consumer wellbeing

      chapter Entry #36|2 pages

      How can marketing spark change in consumer health?

      ByCornelia (Connie) Pechmann

      chapter Entry #37|2 pages

      What is the best strategy to employ when conducting healthy food marketing?

      ByPierre Chandon

      chapter Entry #38|3 pages

      How does price influence food decision making?

      ByKelly L. Haws

      chapter Entry #39|3 pages

      What factors influence over-consumption and how can marketers use this information to improve customers’ wellbeing?

      ByMaura L. Scott

      chapter Entry #40|2 pages

      How do female mannequins impact consumers?

      ByJennifer J. Argo

      chapter Entry #41|3 pages

      How can marketing make prevention education effective?

      ByJ. Craig Andrews

      part Destination #7|22 pages

      Motivating change

      chapter Entry #42|3 pages

      How can you influence change and innovation?

      ByStacy Wood

      chapter Entry #43|3 pages

      What role do consequences play in motivating consumers?

      ByGeorge Loewenstein

      chapter Entry #44|2 pages

      How can you enhance consumer persuasion?

      ByPunam A. Keller

      chapter Entry #45|2 pages

      How can you use negative associations to motivate consumers?

      ByKatherine White

      chapter Entry #46|3 pages

      How can you tap into consumers’ surroundings to influence their actions?

      ByJuliano Laran

      chapter Entry #47|3 pages

      Does consumers’ photo-taking enrich or impoverish experience?

      ByGal Zauberman, Kristin Diehl, Alix Barasch

      chapter Entry #48|2 pages

      What can you do to stay motivated throughout your career?

      ByBrian Wansink

      part Destination #8|22 pages

      Marketing and the world at large

      chapter Entry #49|2 pages

      What does wisdom entail and how can it make you a better marketer?

      ByDavid Glen Mick

      chapter Entry #50|3 pages

      How is collaboration beneficial to you and your business?

      ByJulie L. Ozanne, Lucie K. Ozanne

      chapter Entry #51|3 pages

      How can you employ macromarketing to better your business?

      ByClifford J. Shultz

      chapter Entry #52|3 pages

      How is sustainability changing the marketing world?

      ByC. B. Bhattacharya

      chapter Entry #53|3 pages

      How does climate determine consumption and culture?

      ByJagdish Sheth

      chapter Entry #54|3 pages

      How can you help children navigate market messages as technology progresses?

      ByLan Nguyen Chaplin

      chapter Entry #55|2 pages

      What should students learn about marketing?

      ByLeigh McAlister

      chapter |3 pages

      Closing remarks

      ByRonald Hill, Cait Lamberton, Jennifer Swartz
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