Search results

This study seeks to provide a viewpoint on the marketing performance of banks in the context of the dynamic equilibrium of marketing. The current study attempts to discuss the views regarding the marketing performance of commercial banks, within the framework of the dynamic balance of marketing, and aims to design a model for measuring marketing performance through the dimensions of the dynamic balance of marketing, and these dimensions are the strategic alliance, laws and legislations, competition, and work to detect any dimensions more effective in achieving performance. The current study aims to show the importance of the dynamic balance of marketing and its relationship to marketing performance in the Iraqi banking sector.

The decade just ended will be most remembered in India for forcing a sea change in the mindset of Indian marketers. Traditionally engaged in rationing, distributing or selling their wares, they now have to market products and face fierce competition. They need to redefine themselves and dig out the concept of customer focus afresh. Their very survival depends on how swiftly and effectively they incorporate the customer in business plans. While conceptualizing customer focus for such marketers, the paper tracks the evolving instruments of customer focus from a pre-historic period of marketing to the present era of post-modern marketing. With a case illustration from Bajaj Auto, the paper suggests multiple ways in which marketers can discover customer focus and come out leaders in the postmodern era of marketing.

Customer focus is the most important challenge of the future. Providing good customer service depends on how well companies know their customers and clearly identify their needs. Availability of customer knowledge, which is knowledge from, for, and about the customer, thus becomes crucial in offering customized products or services. This can be gained most efficiently from direct interaction with customers, but requires the use of interpersonal and organizational soft skills. This book presents the interrelationship between customer knowledge management, customer focus and soft skills, and also provides concrete advice on how the management of customer knowledge can be optimized.

This study focuses on the influence of training courses, customer relationship and human resource management on customer focus among construction companies. This is due to the lack of information on its effectiveness. These problems may explain why the main players are less responsive to the implementation and practice of a mediating effect of Customer Relationship Management (CRM) and Human Resource management (HRM) on the relationship between Training Courses (TC) and Customer Focus (CF). It is essential that an appropriate model of CRM and HRM be used by administrators and professionals. The proposed model is based on the dependent variable, CF, and the independent variables, TC and mediator (CRM, HRM). This research is a descriptive-survey and inferential type based on the data collection method where parametric tests were used with the help of SPSS. The results of this research can be used in decision making, policy making, and also planning. In conclusion, it can be inferred that the relationship between CRM and HRM is still at its infancy stage, and as such, serious attention is needed among the players in the development of construction companies.

What do employees want and need from their defined contribution plans, and how can you design user-friendly plans that will meet these needs and encourage employees to save for retirement?

Introduction -- Focus of the book -- Background -- Developments since the first and second editions -- Who should read this book -- Acknowledgments -- Rationale -- Why visit customers? -- Customer visits and market focus -- Promise and peril of customer visits -- Additional information -- Customer visits as a distinctive approach to market research -- Why do market research at all? -- Why do market research via personal visits? -- Why visits by cross-functional teams? -- Additional benefits of team visits -- Additional information -- Limits, boundary cases, and the sweet spot for customer visits -- When customer visits are not the technique of choice -- The sweet spot for customer visits -- Boundary cases -- From conceptual rationale to practical advice -- Additional information -- Procedures -- Programmatic, ad hoc and hybrid approaches to visiting customers -- Ad hoc visits -- Hybrid and emerging visit types -- How to harvest data from ad hoc visits -- Planning a program of visits -- Why a program of visits? -- Appropriate and inappropriate applications for visit programs -- A seven-step procedure for planning customer visit programs -- To begin: set objectives -- Additional information -- Budgets, recruitment, coordination, team preparation, and time line -- Cost factors -- Recruit customers -- Coordination with the salesforce -- Select team members -- Time frame -- Additional information -- Selecting customers to visit -- Devising a sample frame -- Special cases in sample selection -- Additional information -- Preparing a discussion guide -- The goal: information capture -- The discussion guide -- A process for team preparation of a discussion guide -- Additional information -- Constructing good questions -- Preparation but also spontaneity -- Importance of open-ended questions -- Workhorse questions -- Specialized question strategies -- Criteria for effective and ineffective questions -- A few specific questions to avoid -- How to ask questions about pricing -- The importance of follow up questions -- Additional information -- Conducting the visits -- Interview format: time boundaries -- Interview format: spatial considerations -- Group vs. individual interviews -- Interview roles -- Interview skills -- Difficult interview situations -- Additional information -- Completing the visit program -- Debriefing -- Analysis and reporting -- Dissemination of results -- Storage of results -- Closure for customers and the field -- Additional information -- Analysis -- Generalizability of visit data -- Procedures for the analysis of visit data -- Process of analysis: baseline approach -- Analysis of visit data: a closer look -- Visual representation of visit data -- Tips for improving the analysis of visit data -- Additional information -- The place of customer visits within the market research toolbox -- Compartments in the market research toolbox -- Research planning -- Customer visits compared to kindred techniques -- Combination strategies involving customer visits -- Mistakes to avoid -- Summary -- Additional information -- Appendix: checklist for conducting a program of customer visits -- Bibliography -- About the author -- Index