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Kellogg on Marketing
The Marketing Faculty of the Kellogg School of Management

Alexander Chernev (Edited by), Philip Kotler (Edited by)

9781119906247, Wiley

Hardback, published 17 April 2023

432 pages
23.4 x 16 x 4.1 cm, 0.635 kg

The ultimate marketing resource from the world’s leading scholars

From the world’s #1 MBA marketing program comes the latest edition of Kellogg on Marketing, presented by Philip Kotler and Alexander Chernev. With hundreds of pages of brand-new material on timely topics, like creating value to disrupt markets, defensive marketing strategies, strategic customer management, building strong brands, and marketing in the metaverse, the book explores foundational and advanced topics in marketing management.

You’ll discover a renewed focus on digital transformation and data analytics, as well as comprehensive explanations of the strategic and tactical aspects of effective marketing. From managing business growth to identifying target customers, developing a meaningful value proposition, and data-driven marketing, every area relevant to marketing professionals is covered by expert contributors possessing unique insights into their respective competencies.

Readers will also find:

  • Discussions of the unique challenges facing brands in designing and managing their image and techniques for building resilient brands
  • Strategies for creating loyal customers and developing personalization at scale
  • Strategies for designing effective omni-channel marketing platforms
  • Strategies for crafting a successful cross-platform communications campaigns
  • Discussions on the application of data analytics and artificial intelligence to the creation of successful marketing programs

An indispensable resource for any professional expected to contribute to their organization’s marketing efforts or business growth, Kellogg on Marketing, Third Edition, also earn a place in curricula of the business school educating the next generation of business leaders.

Preface vii

Acknowledgments xiii

Part 1 Marketing Strategy and Tactics 1

1 Marketing in the Age of Disruption 3
Alexander Chernev and Philip Kotler

2 The Fall of the Four Ps and the Rise of Strategic Marketing 19
Alexander Chernev and Philip Kotler

3 The Framework for Marketing Management 33
Alexander Chernev

Part 2 Marketing as an Engine of Business Growth 51

4 Creating Value to Disrupt Markets 53
Lakshman Krishnamurthi and Rebecca Devine

5 Customer Centricity as a Business Strategy 71
Tom O’Toole

6 Emptor Cognita: Competitive Advantage through Buyer Learning 87
Gregory S. Carpenter

7 Defensive Market Strategy 99
Tim Calkins

Part 3 Developing a Winning Marketing Strategy 115

8 Target Market Analysis: How to Identify the Right Customers 117
Julie Hennessy

9 Defining Customer Segments: Four Steps for Successful Market Segmentation 131
Kent Grayson

10 Crafting a Positioning Strategy: Capturing the Customer Mindshare 151
Kevin McTigue

Part 4 Creating Value with Brands 167

11 Building Strong Brands 169
Alexander Chernev

12 Creating a Meaningful Brand Image 189
Neal J. Roese

13 Brand Resilience: Surviving a Brand Crisis 205
Jonathan Copulsky

Part 5 Crafting a Successful Communication Campaign 225

14 Managing Advertising: From Strategic Planning to Creative Review 227
Derek D. Rucker

15 Developing an Impactful Communication Campaign 247
Kevin McTigue

16 Marketing in the Metaverse 261
Mohan Sawhney

Part 6 Designing Effective Distribution Channels 279

17 Strategic Channel Management 281
Julie Hennessy and Jim Lecinski

18 Go-to-Market Omnichannel Design 305
Jim Lecinski

19 Sales as Storytelling 321
Craig Wortmann

Part 7 Data-Driven Marketing 335

20 Leading with AI and Analytics 337
Eric T. Anderson and Florian Zettelmeyer

21 Leveraging Technology to Manage the Customer Experience 351
Aparna A. Labroo

22 The Consumer INSIGHT Framework: A Hypothesis-Driven Approach to Data Analytics 367
Derek D. Rucker and Aparna A. Labroo

23 Personalization: Today and Tomorrow 387
Tom O’Toole

Notes 405

Subject Areas: Business & management [KJ]
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