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Now updated with new techniques and even more practical insights, this is the definitive guide to todays most valuable marketing metrics. Four leading marketing researchers help you choose the right metrics for every challenge, and use models and dashboards to translate numbers into real management insight. Marketing Metrics: The Managers Guide to Measuring Marketing Performance, Third Edition now contains: Important new coverage of intangible assets A rigorous and practical discussion of quantifying the value of information More detail on measuring brand equity A complete separate chapter on web, SEM, mobile, and "digital" metrics Practical linkages to Excel, showing how to use functions and Excel Solver to analyze marketing metrics An up-to-date survey of free metrics available from Google and elsewhere Expanded coverage of methodologies for quantifying marketing ROI The authors show how to use marketing dashboards to view market dynamics from multiple perspectives, maximize accuracy, and "triangulate" to optimal solutions. Youll discover high-value metrics for virtually every facet of marketing: promotional strategy, advertising, and distribution; customer perceptions; market share; competitors power; margins and pricing; products and portfolios; customer profitability; sales forces, channels, and more. For every metric, the authors present real-world pros, cons, and tradeoffs and help you understand what the numbers really mean. Last but not least, they show you how to build comprehensive models to support planning and optimize every marketing decision you make. Marketing Metrics, Third Edition will be invaluable to all marketing executives, practitioners, analysts, consultants, and advanced students interested in quantifying marketing performance.
Table of Contents -- 1: INTRODUCTION -- 2: SHARE OF HEARTS, MINDS, AND MARKETS -- 3: MARGINS AND PROFITS -- 4: PRODUCT AND PORTFOLIO MANAGEMENT -- 5: CUSTOMER PROFITABILITY -- 6: SALES FORCE AND CHANNEL MANAGEMENT -- 7: PRICING STRATEGY -- 8: PROMOTION - 9: ADVERTISING METRICS -- 10: ONLINE, EMAIL, AND MOBILE METRICS -- 11: MARKETING AND FINANCE -- 12: THE MARKETING METRICS X-RAY AND TESTING --13: SYSTEM OF METRICS - Bibliography - Endnotes -- Index.
