Book Description
Finally, a comprehensive guide, to trade show and event marketing, for the business marketer who seeks to integrate events into the entire go-to-market strategy and deliver a demonstrable return on investment. Every year, U.S. businesses spend over $20 billion on marketing at trade shows, and another $15 billion on proprietary corporate events. But what are they getting for their money? Even the savviest marketing executives often have a hard time answering that question. With Trade Show and Event Marketing, marketers can turn a budgetary black hole into their greatest lead and income generator. Smart trade show and event management can be a company's most important success generator with proper planning, strategy and execution. Trade Show and Event Marketing can be your guidebook to that marketing success.
Customer Reviews:
Case HistoriesThat Teach Really Valuable Lessons.......2007-03-06
Not until I dug into the case histories did I realize how truly valuable this book is. These punchy examples drive home point after point with clarity that makes all other how-to books I've read on this subject pale by comparison. "Put Ruth in Your Booth" could be its subtitle.
Trade Show and Event Marketing. Review by: Adam Platts.......2006-09-28
Ruth Stevens' Trade Show and Event Marketing has proven to be a very useful book with many good ideas. As a Marketing representative who has worked in both the Tech Industry and for Consumer Products companies I have had the opportunity to attend a wide variety of trade shows, ranging from annual Comdex and CES shows in Las Vegas, to ECRM, NACS, and GMDC shows around the country. When you are dealing with such high costs and logistical problems at these shows you can tend to feel overwhelmed. But authors like Ruth Stevens have helped to pave the way, making our paths to trade show success a little more pleasant, by way of communicating a thoughtful approach to difficult problems. Good work!
Review by: Adam Platts, Northridge
Fantastic tool for anyone involved in trade shows/event marketing.......2006-04-26
Completely comprehensive on every aspect of trade shows and event marketing. Whether you are part of show management or an exhibitor this book is a solid reference. Even if you are seasoned at trade show and event marketing - you will learn something from this book.
Justify Your Trade Show Investment.......2006-03-20
Ruth has hit all the right buttons in this book. As a trade show consultant, too many of my clients focus on the display and event on the show floor, neglecting the pre-show and post-show part of the medium. When you take Ruth's well-documented book literally and plan, promote, you will indeed profit. Especially with proper post-show lead development. I am sending copies of this one to my best clients and prospects.
Specific Trade Show Strategies.......2005-11-16
If you are in marketing and you exhibit at trade shows, this book may change your behavior forever. Not only does it provide in-depth information about what trade shows can do and how they operate, but it also explains the financial structure you should put in place to determine whether participating in a trade show is worth your while financially. That may be bad news for corporate marketers who prefer to unpack their booth, buy the coffee and flowers, and hand out literature.
But if you want to turn a trade show appearance into a truly special corporate event, author Ruth Stevens has a game plan for you. Her book includes sample budgets, case studies, expense spread sheets, lead generation forms, checklists, survey ideas and a great appendix listing sources of additional information. It explains everything you need to know about the opportunities that trade shows offer and how you can use them to advance your marketing goals. We highly recommend this book to marketing managers of business-to-business companies who want to start getting solid returns from special events.
Book Description
As products become increasingly similar, companies are turning to branding as a way to create a preference for their offerings. Branding has been the essential factor in the success of well-known consumer goods such as Coca Cola, McDonald's, Kodak, and Mercedes. In fact, these brands are worth many times more than the book value of the property used to make these brands.
Now it is time for more industrial companies to start using branding in a sophisticated way. Some industrial companies have led the way... Caterpillar, DuPont, Siemens, GE. But industrial companies must understand that branding goes far beyond building names for a set of offerings. Branding is about promising that the company's offering will create and deliver a certain level of performance. The promise behind the brand becomes the motivating force for all the activities of the company and its partners. Thus if Motorola promises six sigma quality, then everyone at Motorola is driven to create and deliver this level of performance.
Thus branding is the road that a company must travel to define what it wants to be excellent at and how its offerings differ from competitors. Branding is the outward expression of the company's earlier decisions on positioning its products and articulating its value propositions to buyers. When branding works, the sales people enter the offices of customers already well-known and respected who stand ready to give them a hearing.
Our book is one of the first to probe deeply into the art and science of branding industrial products. We provide the concepts, the theory, and dozens of cases illustrating the successful branding of industrial goods.
Customer Reviews:
Good for inspiration, hard for practise.......2007-08-06
It is good to have, finally, professional efforts to grasp the notion of B2B branding. I find that the Kotler-Pfoertsch book is worth buying, reading and studying. B2B practitioners will find new and useful concepts, but i would recommend a few ideas for the following editions:
1. The book needs to organize the myriad of terms and definitions that are spread all around the chapters. I counted more than 50 different terms for branding management just placed somewhere and highlighted in bold case. It is a bit disconcerting.
2. B2B examples need to be real hard core industrial ones. Most of the examples come from "retail-close-enough" marketing efforts that are much easier to work since they are closer to the final consumer (Samsung, Fedex, Intel, Michelin, Phillips, Domino's Pizza, UPS, Citibank, UBS, DHL, Caterpillar, Bosch, Mercedes, Marriott, etc). However, Tata steel is an excellent case, as well as some German ones. I wonder about replacing some examples with a few that are far back in the industrial chain: Codelco (cupper), Gerdau (Steel), Alcan (alumminum), etc.
3. I have often wondered why branding theory, in particular branding positioning, tries to run in parallel with the company's overall positioning. It is as if having "a life on its own", which in industrial markets is a dangerous thing to propose.
Claudio Saavedra, MBA., PhD
Professor of Industrial Marketing
Santiago - Chile
Valuable Read for B2B Marketers.......2007-01-11
A valuable read for B2B marketers looking to create the same valuable brand loyalty enjoyed by consumer brands.
For B-to-B Marketers - A Must Read.......2006-12-22
Philip Kotler, one of the titans of modern marketing and Waldemar Pfoertsch, a Professor for International Business at the Pforzheim University in Germany have collaborated on a new book that is destined to become a classic. B2B Brand Management covers a lot of territory and has some great case histories.
The authors don't pull any punches in taking on the B2B branding issue claiming "most B2B companies share a modest growth rate throughout their whole lifetime." Their indictment about why these companies do not achieve "acceleration" (successful growth) rests squarely on management not embracing brand management leadership. The authors praise companies like Microsoft and Intel "for having the guts" to buy into the idea (branding)". They lament, "Unfortunately, this (brand leadership from top management ) doesn't happen often enough in B2B companies." Ouch! Tough Love. If you work in the B2B space, you should read it. So should your CEO.
from a University of Illinois at Chicago MBA Program Student (Tien-Pin,Chang).......2006-11-01
It's just like a bible of branding.This book includes all the strategies for brand management that a business man or student should know. Latest information and analysis helps a lot when making branding decision.
Book Description
Lead Generation for the Complex Sale arms you with a sophisticated multimodal approach to generating highly profitable leads. Brian Carroll, CEO of InTouch Incorporated and expert in lead generation solutions, reveals key strategies that you can implement immediately to win new customers, accelerate growth, and improve your sales performance.
You'll start by defining your ideal leads and targeting your ideal customer. Then, you'll construct your lead generation plan, a crucial step to staying ahead of your competition long-term. To help you put your plan into action, Carroll guides you step by step to:
- Align sales and marketing efforts to optimize the number of leads
- Use multiple lead generation vehicles, including e-mail, referrals, public relations, speaking events, webinars, and more
- Create value for the prospective customer throughout the buying process
- Manage a large group of leads without feeling overwhelmed
- Identify and prioritize your best prospects
- Increase the percentage of leads who become profitable customers
- Avoid lulls in the sales cycle
With Lead Generation for the Complex Sale you'll learn how to target prospects early in the buying process and make the most efficient use of sales productivity and marketing resources.
Customer Reviews:
Very Helpful At Very Short Notice!.......2007-07-20
I needed to know a lot about generating leads in a market that I wasn't familiar with. And I didn't have time to do lots of research. This book gave me just the important points I needed to know to develop a solid lead generation marketing plan. And it was very realistic about lead management, the relationship between sales and marketing, and lots of tips on how to make it better.
Tried hard to like this book, but..........2007-07-07
I tried hard to like this book but I just couldn't get there.
It is a generalist book. You would be better served to purchase books that extensively develop some of the key points. I found this one wanting.
The sales pipeline is any organization's lifeline........2007-06-06
For as long as I can remember, I have heard the assertion that "sales is a numbers game." For Brian Carroll, this means that the more qualified leads you have, the more you will sell and that is especially true of the complex sale. However, he acknowledges "unique demands" that limit the process of lead generation: fewer opportunities, commoditization is more difficult to overcome with differentiation (I'm not convinced of that, at least insofar as "big ticket" purchases are concerned), increased selling at the executive level, involving those who comprise the sphere of influence, less selling time (usually in combination with a longer sales cycle), and ROI. To these I would add that buyers are much more sophisticated in what has become a "customer-driven" sales environment. So the challenge is to initiate and then sustain lead generation for the complex sale. More specifically, Carroll, explains how to:
Build an ideal customer profile
Talk to your best customers
Build your personal prospecting engine
Develop a lead generation calendar
Act like a good financial manager
Define your goals for lead generation
Rigorously qualify
Be consistent
Develop a lead nurturing plan
Develop and maintain your own database
What Carroll provides in this book is a comprehensive, cohesive, and cost-effective program to initiate and then sustain lead generation for the complex sale. He has carefully organized his material as follows:
Part One: Fundamentals of lead Generation for the Complex Sale
Part Two: Lead Generation Tactics for the Complex Sale
Part Three: Lead Development for the Complex Sale
For me, some of the most valuable material is provided in Chapter Four as he explains why the ROI of lead generation depends on the quality of data: "There is an old expression that says if you have eight hours to cut down a tree, spend six hours sharpening your ax. So it goes with creating [and then maintaining] the marketing database for companies that specialize in the complex sale. The marketing database is crucial to any lead generation program. Experts agree that it can influence the program's success by a factor of 50 percent. Unfortunately it is still one of the most overlooked tools in many companies' lead generation strategies." Especially now when there is so much information readily available (at little or no cost), there is no excuse for not having all that needs to be known about relevant industries, client prospects, their competitors, key contacts at each prospect company (including those who comprise what Michael Boylan aptly characterizes as the "circle of influence"), the prospect company's history, and its current circumstances (e.g. nature and extent of operations, financials, what it sells and to whom).
Then in Chapter Five, Carroll shares his thoughts about another especially important subject, the value proposition, and its function within the complex sale's purchase process. In this context, I am again reminded of a conversation years ago during which someone suggested that there are three very basic questions anyone in marketing or sales must be prepared to answer. The first two usually pose no difficulties but the third one often does:
Who are you?
What do you do?
Why should I care?
Hence the importance of the value proposition. According to Carroll, an appropriate one "focuses on the contacts within your ideal customer profile. The potential customer has business issues that it needs - and wants - resolved. The potential customer must know the difference between opting for your solution and doing nothing. The potential customer must be convinced that you represent the best solution." (Jeff Thull calls it the "prime solution.") It is impossible to exaggerate the importance of carefully formulating and then effectively explaining an appropriate value proposition, especially when a complex sale is involved. Without one, the given lead generation process - however efficient and productive it may be - will simply increase the number of wasted opportunities.
Obviously, it would be a fool's errand to accumulate lots of ideas from only one source or, worse yet, from a wide range of sources and then attempt to apply each of them. There is much truth in the suggestion that a camel is a horse designed by a committee. That said....
Those who share my high regard for this book are urged to check out thee books by Thull: Mastering the Complex Sale: How to Compete and Win When the Stakes are High! (2003), The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale (2005), and Exceptional Selling: How the Best Connect and Win in High Stakes Sales (2006). Also these: Boylan's The Power to Get In: A Step-by-Step System to Get in Anyone's Door So You Have the Chance to... Make the Sale... Get the Job... Present Your Ideas (1996 and still relevant) and Accelerants: Twelve Strategies to Sell Faster, Close Deals Faster, and Grow Your Business Faster (2006), and, Anthony Parinello's Selling To VITO (The Very Important Top Officer) first published 1999 and also still relevant and Getting to VITO: 10 Steps to VITO's Office (2005).
A very important read, especially for managers and leadership.......2007-06-02
This book is fantastic for sales leaders, management, and business owners. It points out that the average salesperson (in complex sales, i.e. capital equipment, business sales, etc.) must generate $1,000 in business per working hour to make their quotas. That won't happen if we spend our time in unproductive, low quality work, regardless of how important such activities may be.
This book contains the strategies and tools for creating an in-house lead generation system that will help salespeople do what they do best: sell qualified prospects. This book will help transform companies into market/sales driven enterprises, critical to success in this age of hyper-competitively. I believe this is simply one of the best books on this subject (another is "The Fundamentals of Business-to-Business Sales & Marketing"). However many of the suggestions cannot be implemented and may even run counter to the politics and management of the organization you work for. Therefore most of the ideas won't work for a salesman in the territory pounding away daily to get sales. For example, aligning business systems and the value proposition to optimize lead generation is imperative, however I can't do that alone, neither can most salespeople.
If you're an entrepreneur, a sales leader or a manager this book is a must read with sage and up-to-date advice. For the salespeople on-the-ground and in-the-field better book selections for lead generation are "Selling to Big Companies" and "Selling Against the Goal." However, "Lead Generation for the Complex Sale" does inform every salesperson about the skills needed to be successful regardless of one's position. Knowing business metrics, how to profile and evaluate prospects, increasing the value of the sales process by being a consultant and not simply a vender with PowerPoint are all critical success factors for modern salespeople. Not only will salespeople be dramatically helped by reading this book, they may be able to create upward pressure for the business and management to improve as well.
A must read!.......2007-05-06
After reading this book twice and turning the entire inside yellow with my highlighter, I purchased a copy for all of my lead managers, sales consultants and marketing team! I made it required reading but I didn't have to pull teeth, everyone on my team loved it and it has become part of our company sales bible. Thank you for the excellent insight on lead generation and nuturing. I have also been subscribing to Brian's blog for a long time and have found it invaluable, thank you!
Average customer rating:
- Terrific primer on a complicated subject
|
B2B and Beyond: New Business Models Built on Trust
Harry B. Demaio
Manufacturer: John Wiley & Sons
ProductGroup: Book
Binding: Hardcover
 Corporate Finance
| Finance
| Business & Investing
| Subjects
| Books
General
| Business & Investing
| Subjects
| Books
Management
| Management & Leadership
| Business & Investing
| Subjects
| Books
General
| E-commerce
| Industries & Professions
| Business & Investing
| Subjects
| Books
Privacy
| Business & Culture
| Computers & Internet
| Subjects
| Books
Manager's Guides to Computing
| Business & Culture
| Computers & Internet
| Subjects
| Books
Electronic Data Interchange (EDI)
| Data in the Enterprise
| Networking
| Computers & Internet
| Subjects
| Books
Network Security
| Networking
| Computers & Internet
| Subjects
| Books
Internet
| Home Computing
| Computers & Internet
| Subjects
| Books
| Internet & Education
| Online Searching
| Web Browsers
| Web for Kids
General
| Computers & Internet
| Subjects
| Books
ASIN: 0471054666 |
Book Description
A groundbreaking guide to forging trusting, mutually beneficial B2B relationships
Companies that have entered into B2B alliances may simultaneously be one and another's customers, suppliers, allies, and competitors. But in today's turbo-charged e-environment, how do companies take full advantage of the many benefits of B2B alliances while avoiding the obvious dangers of allowing potential competitors intimate access to their value chains? In this groundbreaking book Harry DeMaio, Director of Deloitte & Touche's renowned Enterprise Risk Service Practice, answers that question with the revolutionary concept of E-Trust, a proven strategy based on fostering business relationships based on mutual self-interest and trust. Writing for managers and corporate decision-makers, DeMaio explains the current state of B2B in an approachable, entertaining fashion, making difficult concepts easy to grasp. He demonstrates the critical role that trust, privacy, and security issues play in the B2B environment and provides guidance on how companies in various industries engaged in B2B relationships must address their varying security and privacy needs.
Harry DeMaio (Cincinatti, OH) is Director of Deloitte & Touche's Enterprise Risk Service Practice.
Customer Reviews:
Terrific primer on a complicated subject.......2002-03-15
I just finished reading this book and recommend it enthusiastically to anybody interested in how B2Bs and extended enterprises must work in the future. The book is broken down into 3 parts: Part 1 explains how B2Bs interact and how trust plays a critical role, Part 2 discusses the concept of e-Trust and business processes by industry, and Part 3 discusses e-infrastructure, security, and controls on a more technical level. Overall, the author manages to provide clear and comprehensive coverage on an exremely challenging, constantly evolving subject.
Book Description
Imagine that you lived in a city made of steel and woke up one morning to discover the entire city had been turned to glass. Everything that had been opaque would be transparent, everything sturdy would be fragile. One false move, even the slightest slip and--boom!--everything around you could shatter.
Nowhere does this frightening image seem more real than in the realm of business-to-business commerce, where the Internet is recasting and remodeling nearly every existing relationship.
Although consumer marketers may have been first to launch Web-based, customer-centric initiatives, it is the business-to-business companies that have the most to gain.
They also have the most to lose by doggedly sticking with out-dated traditional market penetration strategies. In
One to One B2B, marketing gurus Don Peppers and Martha Rogers argue persuasively that in the broad arena of business-to-business commerce, organizations will rise or fall on the basis of their abilities to cultivate one-to-one relationships with their customers.
In a series of richly detailed case studies, the authors paint vivid portraits of B2B organizations wrestling with front-burner issues such as channel complexity, customer valuation, account development, sales force automation, knowledge-based selling, and new modes of compensation.
And they squarely tackle the question of how much technology is too much, arguing that one shouldn't ask "How can you use technology to automate a relationship?" but ,rather, "How can you use technology to strengthen a relationship and make it more valuable over time?"
In
One to One B2B, readers will discover the critical role a "learning relationship" plays in developing new and existing customers to their fullest potential, as well as strategies designed specifically to unlock higher levels of profitability, ensure client loyalty, and fight margin erosion in the face of intense global competition.
The result is an indispensable handbook on how to create and develop business-to-business sales and marketing techniques successfully in the bump and grind of the real world.
Customer Reviews:
Don't buy it - opt for "MANAGING CUSTOMER RELATIONSHIPS".......2005-01-27
Having worked in line management with relationship marketing for many years, Peppers & Rogers have inspired my thinking on "One-to-One" tremendously. I believe that Peppers & Rogers' most important contribution is to change a company's focus from customer acquisition to customer retention. That is: Stop spending all your money getting new customers and start spending more on keeping and growing existing customers.
But if you have high expectations - like I had back in 2001 -, then this book on "B2B One-to-One" will be a huge disappointment. The real good stuff on one-to-one is all found in the first part of the book. But even that is merely a summary of their previously published material.
The case stories - being the bulk of this book - are not very inspiring (except perhaps the inevitable Dell Premier case). I cannot recommend you wasting your time on them. They were already of poor value when published in 2001.
The only real value of "B2B One-to-One" is provided in few charts as well as a small table on page 64 of the book. Curiously, the authors do not expand on the table's valuable content. If you have read some of the authors' previous publications, you'll already be familiar with their core concept of the IDIC-model (Identify-Differentiate-Interact-Customize):
Phase 1: IDENTIFY
What B2B firms typically do: Identify the most valuable customers by value. Know key contacts in the customer organization.
What B2B firms should do: Map all contacts in the customer organization. Map and remember every contact's influence on the buying process. Create a programme specifically targeting end-users.
Phase 2: DIFFERENTIATE
What B2B firms typically do: Treat different customers differently. Provide superb service levels to the most valuable customers. Differentiate reactively on customers' expressed needs.
What B2B firms should do: Rank customers by lifetime value and strategic value (most growable customers!). Develop strategies for unprofitable customers. Differentiate proactively the handling of different needs-based customer categories.
Phase 3: INTERACT
What B2B firms typically do: Keep interaction only via sales reps. Believe that sales reps will resist change towards sales automation or CRM initiatives because they see them as a threat. Restrict EDI to the largest customers.
What B2B firms should do: Remember interactions with the customer across all interaction points ... including the Internet. Compensate sales reps for reporting details on the customer interaction. Market the Internet as an alternative to EDI.
Phase 4: CUSTOMIZE
What B2B firms typically do: Customize products and services on request from the largest customers on an ad-hoc basis. Develop and execute account plans.
What B2B firms should do: Mass-customize products and services by modularizing the production, delivery, and services processes. Make a template for handling individual customers by using a needs-based segmentation on a routinely basis. Develop and execute specific customer strategies - including strategies for individual contacts within the customer organization.
For the insight provided by this table's content, I rate the book 2 stars.
I recommend that you buy Peppers & Rogers 2004-publication "MANAGING CUSTOMER RELATIONSHIPS" instead. If you read my online review of that book, you'll see why.
Peppers & Rogers' "ONE TO ONE FIELDBOOK" (1999) is also highly recommended. It's a hands-on book with many checklists and inspiring tools for Monday morning. And it has a dual focus: Both B2C and B2B.
Peter Leerskov,
MSc in International Business (Marketing & Management) and Graduate Diploma in E-business
Will Be A Classic.......2001-09-14
Over the years, the Peppers and Rogers duo have made an outstanding contribution to the field of marketing and the process of developing relationships with customers. "One to One B2B" is yet another installment. This well-written book builds on their earlier works and does a great deal to define in a tangible fashion the new "customer relationship mentality" that is so essential for all organizations to consider in today's real economy. This book is thought-provoking and stimulating. It is evident that the authors who have pioneered the bulk of the original thinking underlying customer relationship management want to share their compelling philosophy. They are very convincing in citing numerous advantages that accrue to those who embrace their way of operating a business. And, this book seems to be committed to showing a straightforward, direct blueprint for implementation. The initial chapters of the book provide an updated version of the principles and philsophy found in their earlier works. These early chapters constitute a worthwhile review, but the also offer some different slants that are extremely valuable supplements. The later chapters are integral to the book's mission. The authors offer very detailed coverage of companies and organizations that have adopted the "one to one" way of doing business. The book provides detailed description in a case study format illustrating the steps of implementation and explaining the benefits associated with each implementation phase. In keeping with their well-established literary character, in the final section of their book Peppers and Rogers have an eye to the future they share with the reader. For example, they don't shy away from offering advice to Dell on future direction in light of the challenges posed by the current environment. And, they take time to weigh the eventual impact of a B2B world that is rapidly extending its scope, offering conjecture from their very informed perspectives. As an academician who has spent significant time studying the CRM movement and consulting with companies that embrace the same, this book definitely offers value and is a must read for anyone that is committed to preserving lasting customer relationships.
So Obvious and Yet So Under-Appreciated.......2001-08-30
Those who have already read any of Peppers and Rogers' previous books (The One to One Future, Enterprise One to One, The One to One Fieldbook with Bob Dorf, and The One to One Manager) no doubt share my high regard for their uniquely creative as well as highly analytical thinking about CRM within the global marketplace. They continue to draw upon an abundance of real-world experience. This book may well be their most important thus far. In it, they suggest and then explain a number of strategies to create and then sustain solid relationships with B2B customers. Even if your organization is not currently involved in such relationships, these same strategies can also be of substantial value. Once again, the authors' essential idea (hardly original, they realize) is that businesses as well as most other human communities (e.g. a political constituency, a religious following, a military force) share at least this in common: Each is built one believer at a time to serve mutual self-interests. In this sense, the term "B2B" is a misnomer because people do business with other people. (Rest assured, I fully understand the differences between and among B2B, B2C, and B2B2C.) Even when purchases are completed electronically, they are initiated and fulfilled by people. Goods are manufactured by people. Services are provided by people. And so forth.
Over the years, when customers have been asked to cross-rank attributes of greatest importance to them, "Feeling Appreciated" and "Convenience" or "Ease of Doing Business" are either #1 or #2. (Remarkably, "Price" is usually ranked between 9th and 14th in order of importance.) It is also worth noting that, as Peppers and Rogers carefully explain in this book, as new efficiencies are created by breakthrough technologies, the quality of one-to-one human interaction becomes even more important. They include five case studies, including one which examines the policies and procedures of Dell Computer. Somehow, they gained access to information which is probably otherwise unavailable, except to those involved in the Dell organization. Each of the case studies reads as if it were a one-act play. However different their "characters" and "plot" may be, all five companies are literally customer-driven. Their ultimate objective is not to achieve "customer satisfaction"; rather, as Jeffrey Gitomer and others have insisted, their ultimate objective is sustainable "customer loyalty" (indeed "customer passion"). Peppers and Rogers provide a cohesive, comprehensive, and cost-effective system to achieve that objective. They would be the first to recommend that each reader make appropriate modifications of that system to accommodate the specific CRM needs, interests, and resources of her or his own organization.
Earlier, I suggested that this may well be the most important book Peppers and Rogers have written thus far. The system they provide in it is worthless, however, unless and until an organization involved in B2B is wholly committed (top to bottom) to doing everything possible to make each customer feel appreciated. One of the best strategies to accomplish that is to make doing business with it as convenient (as "easy") as possible.
Here's another key point. Based on my own extensive experience working closely with all manner of organizations, I have become convinced that organizations cannot be "customer-driven" unless they are first "employee/associate-driven." Those who feel mistreated cannot be expected to treat others well. Therefore, effective CRM depends almost entirely on the quality of relationships within a given organization...and each of them is also, inevitably, one-to-one.
Excellent.......2001-07-16
After reading many books about CRM/Marketing One-One, my opinion is this book has to be read as soon as possible. You might have read others like me but this one is a plus. Buy it, read it, apply it, let it pass 6 months, then read it again. Finally, post here how much it helped you. It includes pratical stuff (case studies) of leading companies (Dell, Convergys, etc). This book has to be seen as a complement to others previously written by same authors.
Great Survival Handbook for CRM.......2001-07-02
Peppers & Rogers are definitely the heavyweight champions of customer-centric marketing. This new book continues their odyssey from theory to practice. Each of the case studies are like mini-novels, complete with plot twists and cliff-hangers. For a business book, this is exceptionally well written and very accessible. It's a good read, for newcomers and experienced one-to-one marketers.
Peppers' & Rogers' stories are fresh and unique. Even the chapter about Dell reveals aspects of that company that are rarely discussed with outsiders. It's amazing that they were able to get such detail from companies that are usually tight-lipped about their CRM strategies. Worthwhile reading for managers who need to go beyond CRM hype and learn from the real, and sometimes painful, experiences of others. This book is well-researched and crisply written.
Book Description
The Case For B2B Branding is the first book ever to focus exclusively on business-to-business branding. A skillful blend of journalistic research and practitioner experience, this book contains 21 new case studies and an easy-to-follow seven step process for building b-to-b brands. You'll find actionable ideas on virtually every page.
Customer Reviews:
B2B is Brutally Bad.......2007-10-15
I picked this book up because I work in B2B marketing. This book offers almost nothing in terms of branding your business in the B2B marketing, which is disappointing considering the title of the book. Mr. Lamons rehashes his "research" (ie. other people's ideas) and devotes more than half of the book to case studies. Another marketing book that clogs up the shelves, and which ideas could be consensed into a couple pages. No thanks!
Nothing Better On B-to-B.......2006-11-23
The available literature on business-to-business marketing is pathetically meager, but Lamon's "Case" is a volume to be read, re-read and referred to until one's copy is worn and frayed like an evangelical's Bible. What little else that's out there is academic sophistry written by professors who've never peddled anything other than a consulting gig or a research project to a business decision-maker. Lamons has been to the books and the battlefields. As a marketing executive, agency owner and American Marketing Association columnist, Lamons knows how to tell the "how to" in a way that inspires deep appreciation of the unique fundamentals of B-to-B marketing and an understanding of how to put those fundamentals to work, right now. After 25 years in the vineyards of B-to-B --- drat! --- It's the book I wished I had written myself.
Rick Segal, Chief Executive, HSR Business to Business Inc.
Dan Diveley.......2006-03-03
This is the best b2b branding book that I have read. Unlike other branding experts, the author presents branding in a simple, straightforward way. None of the typical b.s. other writers throw in to try to make them look smarter (and sell more books). Anyone in b2b marketing should read this book. As trite as this is going to sound, I think we all need to learn about branding in order to make our clients' companies strong which in turn, builds the economy and keeps our country prosperous.
Best quick guide to branding for B2B marketers.......2006-02-22
Bob Lamons gives you two books in one -- a succinct summary of branding fundamentals without the mumbo jumbo, plus 21 concise case histories from leading business-to-business companies. In an era where every brand consultancy must have its own "model," Lamons distills the essentials, the common ground, that every brand needs to thrive. His cases are to-the-point and insightful, although at times almost too brief, too neat, too self-contained. If your firm's (or your customers')brands need help, read this book first. It will be time well spent.
A Clear View of B2B Positioning.......2006-01-09
How do you make a consumer feel good about a light bulb? General Electric did it by building its brand identity around trust. When customers attribute such personality traits to a corporation and its brand, that attachment translates into millions of dollars in revenues. This is why corporate positioning and brand building is so important, yet powerful branding remains as elusive as the marketing Holy Grail. Author and branding expert Bob Lamons' road map to building your brand is a very usable resource for navigating your way to a brand strategy that works. Lamons breaks down the brand-building process step-by-step, from wooing management to finding a position to measuring the results. He avoids market-speak and illustrates his points with motivational anecdotes and case histories from business-to-business companies with successful brands. Lamons does seem to concentrate more on branding and less on B2B, but we feel this would be a welcome, well-used addition to any marketing professional's resource library.
Book Description
A company’s identity is far more than just letterhead, logo and business cards. It requires an end-to-end communications approach with verbal, written, and visual messages that target the customers you want to reach, ensure consistency in all marketing materials, and keep your identity program on track.
In
Stand Out from the Crowd, marketing expert
Jay Lipe offers entrepreneurs, small-business owners, and marketers the necessary tools to implement a comprehensive company identity strategy. With clear-cut action steps, case studies, and visual examples, he highlights the best ways to build a reputation and make a lasting impression.
Learn how to:
· Ensure that your customers notice – and remember – your business.
· Create power-packed visual elements, such as logos, colors, and images.
· Make sure that your corporate identity is used consistently.
· Craft a selling proposition that moves customers to buy.
By illuminating fundamental strategic principles with easy-to-use methods, Lipe arms you and your business with a winning competitive advantage.
Customer Reviews:
Enthusiastically recommended especially for anyone involved in establishing a company's brand and identity........2007-04-14
Advertising and branding professional Jay Lipe puts his 20 years of experience on paper in Stand Out From the Crowd: Secrets to Crafting A Winning Company Identity, a guide especially for small-business owners, entrepreneurs, and marketers. Offering a plethora of tips, tricks, and techniques to build a reputation and make a long-lasting impression upon clientele, Stand Out From the Crowd covers how to properly craft a mission statement, create an intense focus on one's target markets, deliver world-class service, determine a properly balanced fee for services rendered, write copy that motivates people to buy, use taglines, logos, and colors to maximum effect, and much more. Enthusiastically recommended especially for anyone involved in establishing a company's brand and identity.
Incredibly Useful Marketing Tool.......2006-12-12
With the multitude of marketing techniques employed today, Jay Lipe takes us back to basics in creating a strong, memorable company identity. This quick, easy-to-follow guide is a must-read for anyone looking to come out ahead in our commercially overloaded marketplace. Lipe covers everything from crafting a workable mission statement to producing marketing materials that encourage customers to purchase your product or service. The benefits of using these tools were noticed immediately in my business!
Simple to follow, full of useful tips and ideas.......2006-11-29
There are hundreds of business books on the market these days. However, most of them fall short and either provide vague information or they just aren't easy to read or follow.
Stand Out From the Crowd is different than most books. It's very well written and contains a wealth of information that I found useful - even being in business for myself for over 5 years.
I liked the fact that most of the ideas are followed by concrete suggestions and steps you can take to implement them.
Definitely worth a read.
Great Follow Up to "Marketing Toolkit".......2006-10-31
Jay has put together a gem. His vast knowledge on marketing concepts and tools is evident throughout "Stand Out". The difference between this and other titles with the similar info is that Lipe gives you actionable step by step instruction.
While many authors philibuster on theory, Lipe gives the small business owner exactly what they need, real ideas and exercises that lead to improving company identity. I would recommend reading the entirety of the book and then going back through to highlight chapters where your company needs increased attention. If you own a company this book is the best possible solution to gauging and modifying your marketing to produce a more valid and recognizable identity. Get the book, it will pay dividends for years and years to come.
Valuable Marketing Resource.......2006-10-26
Jay Lipe's Stand Out from the Crowd is an excellent guide for helping companies to craft their identity. Lipe gives you an easy-to-read, actionable and step-by-step plan for building company and brand awareness in your marketplace. This guide condenses everything you would learn in your MBA marketing classes into a quick, enjoyable and instructive read. I guarantee that you will continually consult this guide when developing your marketing plans...I know that I will!
Average customer rating:
- Not a B2B book at all
- Practical, Comprehensive, and Lucid
|
B2B.Com: Cashing-In on the Business-To-Business E-Commerce Bonanza
Brian O'Connell
Manufacturer: Adams Media Corporation
ProductGroup: Book
Binding: Hardcover
General
| Business & Investing
| Subjects
| Books
Management & Leadership
| Business & Investing
| Subjects
| Books
| Business Ethics
| Consolidation & Merger
| Decision-Making & Problem Solving
| Distribution & Warehouse Management
| Industrial
| Information Management
| Leadership
| Management
| Management Science
| Motivational
| Negotiating
| Operations Research
| Planning & Forecasting
| Pricing
| Production & Operations
| Project Management
| Quality Control
| Risk Assessment
| Statistics
| Strategy & Competition
| Systems & Planning
| Systems Analysis
| Teams
| Total Quality Management
| Training
Multilevel
| Marketing
| Marketing & Sales
| Business & Investing
| Subjects
| Books
Shopping & Commerce
| Reference
| Business & Investing
| Subjects
| Books
General
| Small Business & Entrepreneurship
| Business & Investing
| Subjects
| Books
Web Marketing
| Business & Culture
| Computers & Internet
| Subjects
| Books
E-Commerce
| Business & Culture
| Computers & Internet
| Subjects
| Books
Internet
| Home Computing
| Computers & Internet
| Subjects
| Books
| Internet & Education
| Online Searching
| Web Browsers
| Web for Kids
General
| Computers & Internet
| Subjects
| Books
ASIN: 1580624030 |
Customer Reviews:
Not a B2B book at all.......2001-05-10
It is very hard to find valuable B2B literature around. Because of media hype and market valuations it seems (until last year) everything written in eCommerce was about B2C models. However, times have changed and now we are looking more into B2B as the saviour model of eCommerce.
I bought this book convinced it was a B2B book but it isn't. At least 50% of the chapters and 50% of the "examples" shown correspond clearly to a B2C text. Maybe the worst part is that they are so mixed you start to loose focus on what you wanted to read the book in the first place !
It is a nice "general eCommerce book" but will never be a classic on B2B. If you want insights on B2B look elsewhere....
Practical, Comprehensive, and Lucid.......2000-11-14
This can be an invaluable book for any company which is determined to cash in on what the subtitle refers to as "the business-to-business e-commerce bonanza." (I found it interesting to note that the same principles which O'Connell advocates are also relevant to B2B2C.) In the Introduction, he asks "So who are the new power brokers in the corporate e-commerce market? How are they using online business-to-business applications to turn their annual ledgers from red to black? What do their award-winning Web sites look like? And what's in store for the commercial online industry in years to come?" To answer these basic (and imperative) questions, O'Connell draws upon a wealth of information which includes new ideas germinating in small cubicles, and on corporate drawing boards nationwide, feedback from online discount suppliers and dozens of online experts, revelations within real-life case studies, and what he calls "infoboxes, sidebars, and colorful industry profiles." Lots of good stuff.
In the final chapter, O'Connell shares some especially interesting forecasts. For example:
* According to the Gartner Group, in the run up to 2003, almost 75% of European companies will under budget e-business transformation costs.
* According to Forrester Research, one-third of all Europeans will use the Net via mobile phones in 2004.
* According to a research study conducted by PriceWaterhouseCoopers in 1999, 67% of Asian CEOs stated that they believe that e-business will have a significant impact on competition in their industries, while 47% stated they believe financial services will be the sector most significantly impacted by the Internet in the next two years.
This book will be especially valuable to small-to-midsize companies with relatively limited resources. O'Connell suggests all manner of strategies and tactics to assist them when setting up (or improving) an e-business Web site; where to locate and what to learn from the hottest B2B sites; how to market e-business; and how to use e-business to create value-added benefits for suppliers, partners, customers, employees, etc. If any of this is of immediate and urgent importance to you and to your own company, obtain and read a copy ASAP. Better yet, have the other key people in your organization also read it, then conduct an off-site 2-3 day workshop with the book setting the agenda for group discussion. By the workshop's conclusion, the group should have formulated a game plan which must then be implemented with passion as well as precision. Good luck!
Average customer rating:
- Excellent coverage
- Out of date and filled with fluff
- Disappointing
- Where's the e-commerce, where's the professionality?
- Ecellent overview of a wide range of topics
|
Professional Java E-Commerce
Subrahmanyam Allamaraju ,
Ronald Ashri ,
Chad Darby ,
Robert Flenner ,
Alex Linde ,
Tracie Karsjens ,
Mark Kerzner ,
Alex Krotov ,
Jim MacIntosh ,
James McGovern ,
Thor Mirchandani ,
Bryan Plaster ,
Don Reamey , and
P.G. Sarang
Manufacturer: Peer Information
ProductGroup: Book
Binding: Mass Market Paperback
General
| Business & Investing
| Subjects
| Books
Management & Leadership
| Business & Investing
| Subjects
| Books
| Business Ethics
| Consolidation & Merger
| Decision-Making & Problem Solving
| Distribution & Warehouse Management
| Industrial
| Information Management
| Leadership
| Management
| Management Science
| Motivational
| Negotiating
| Operations Research
| Planning & Forecasting
| Pricing
| Production & Operations
| Project Management
| Quality Control
| Risk Assessment
| Statistics
| Strategy & Competition
| Systems & Planning
| Systems Analysis
| Teams
| Total Quality Management
| Training
E-commerce
| Web Development
| Computers & Internet
| Subjects
| Books
General
| Programming
| Web Development
| Computers & Internet
| Subjects
| Books
General
| Java
| Programming
| Computers & Internet
| Subjects
| Books
XML
| Languages & Tools
| Programming
| Computers & Internet
| Subjects
| Books
General
| Languages & Tools
| Programming
| Computers & Internet
| Subjects
| Books
General
| Programming
| Computers & Internet
| Subjects
| Books
Privacy
| Business & Culture
| Computers & Internet
| Subjects
| Books
E-Commerce
| Business & Culture
| Computers & Internet
| Subjects
| Books
Network Security
| Networking
| Computers & Internet
| Subjects
| Books
General
| Computers & Internet
| Subjects
| Books
General
| Software
| Computers & Internet
| Subjects
| Books
Similar Items:
-
Java Developer's Guide to E-Commerce with XML and JSP
ASIN: 1861004818 |
Amazon.com
Ideal for IT managers and developers working on e-commerce projects, Professional Java E-Commerce shows off how to design and program working e-stores and other enterprise Web applications powered by Java. This book is a guide to the nuts and bolts of Java used for e-commerce sites, and it also surveys the management and design issues that any organization will face when doing business online.
The first sections give an IT manager's perspective on integrating e-commerce initiatives into your organization, whether they're B2B, B2C, or m-commerce initiatives. The coverage achieves considerable depth. As well as terms you've already heard about, the team authors also look at B2B2C and C2B2C scenarios. They cover project planning for successful e-commerce software development and today's n-tiered architectures for scalability, and provide a quite thorough discussion of the security issues surrounding e-commerce.
The book then delves into actual sample source code for a variety of e-commerce applications, beginning with a traditional online store (for selling computers) with a product catalog and a shopping basket. Written with simple JSP, this site gets enhanced later using state-of-the-art Enterprise JavaBeans (EJB) for better scalability and performance. Hands-on advice for using tools like BEA WebLogic Application Server (something of an industry standard) will help you apply your knowledge to real projects. Further examples look at real-world instances of corporate e-commerce in action, including working code for a portal Web site, a supply chain application (using XML), and a workflow Web application. The book closes with newer technologies like m-commerce (in which business is conducted through wireless devices) and smart cards.
The working source code and real-world perspective help distinguish this text in its presentation of some emerging Java enterprise-level technologies. For many working Java developers or managers, Professional Java E-Commerce can help shift the odds in your favor for that next big e-commerce project with its mix of canny advice and very practical sample source code that shows the right ways to use Java to write several high-end enterprise e-commerce solutions. --Richard Dragan
Topics covered:
- E-commerce business strategy and planning
- Types and business impact of e-commerce (including B2C, B2B, B2B2C, C2C, C2B2C, and m-commerce)
- Business requirements for e-commerce applications (including technological and business considerations)
- E-commerce project planning (software project management and process)
- Guide to architecting e-commerce applications (technical requirements and architecture)
- Overview of the Java 2 Enterprise Edition (J2EE) and its support for e-commerce
- Design approaches and components for e-commerce
- Introduction to XML and XSLT
- Security issues for online business (including Java security, authentication, and authorization)
- Sample B2C online computer store
- Usability issues (searching, feedback, and membership and internationalization)
- Data validation techniques for user input (client-side and server-side options)
- Adding Enterprise JavaBeans to the e-commerce site
- Using BEA WebLogic
- Case study for a custom portal
- Case study for a B2B solution using XML/XSLT to share data between systems in the supply chain
- Mass integration with the Java Message Service (JMS)
- Introduction to application service providers (ASPs)
- Case studies for a workflow application and a corporate purchasing Web site
- Introduction to m-commerce
- WAP and WML
- Smart cards
- XML and XSLT primer
Book Description
The term e-commerce encompasses a spectrum of trading interactions from the business-to-consumer (B2C) transactions that facilitate Web-based retail trade, to business-to-business (B2B) data exchange that increases supply chain efficiency. This book shows how the Java platform and Java technologies can be, and have been, employed to develop solutions that address these scenarios.
To allow readers to gain a full appreciation of the diversity of topics involved in building e-commerce solutions, the book consists of five main sections. We begin by looking at the general area of e-business and the commercial considerations surrounding such application development. We then look at the Java 2 Platform Enterprise Edition (J2EE), XML, and XSLT. Building on this, we discuss the development of B2C sites for online selling and the design of effective portal sites. Our fourth section is devoted to the expanding area of B2B commerce where XML and XSLT are proving invaluable. Finally, we highlight new developments in the area of m-commerce and see how Java technologies can be used to facilitate trading anywhere. A particular feature of the book is the inclusion of case studies that provide hard won information on the challenges of building effective B2C and B2B applications in the real world.
Customer Reviews:
Excellent coverage.......2002-12-09
This is the only book that covers such a wide range of issues relating to the application of Java to e-commerce. Although there are subjects that experienced users would certainly prefered to see treated in more depth this is an invaluable resource to those that need to get the big picture to a level that is practical and useful for understanding application and designing solutions. Well done.
Out of date and filled with fluff.......2002-10-27
Of all the technical books I've read this one qualifies as the worst. It's out of date, but even when it was new it would justify my opinion.
It attempts to cover too wide an area of subjects, and manages to either state the obvious (as in the first chapters that make a sophmoric attempt to define e-commenrce), to display questionable knowledge on the part of contributing authors, as in the section that lamely attempts to discuss architecture. The section on architecture should have been written by someone who could write and who understood architecture. Unfortunately I got the impression that the authors had neither qualifications.
The case studies were interesting, but were not sufficiently insightful to warrant buying this book that those alone.
There are positives to this book though. It weighs nearly 6 pounds, making it suitable as a doorstop. Having photos of all of the authors who contributed on the front cover is helpful if you conduct interviews since it helps in the screen process in case one of them shows up for an interview or tries to come in as a consultant.
My advice is to avoid this book. There are much better ones that cover the subjects in it.
Disappointing.......2002-10-25
There are a few good sections in this book (mainly the chapters that deal with WebLogic and the appendices of primers and reference material that comprise Section 6). However, considering that this book weighs in at over 1000 pages, its mainly fluff or glib (but not helpful), with too much material that states the obvious.
Much of the fluff is found in Section 1 (The E-Commerce Landscape), and Section 2 (Architecting Java-Based E-Commerce Systems) was, in my opinion, a glossed over, high-level overview that was used as filler.
Sections 3 (B2C E-Commerce Solutions) and 4 (B2B E-Commerce Solutions) have a few interesting chapters in each. My main complaint here is that Section 3 is a mix of solutions and techniques, while Section 4 is purely solution-focused. Section 5 (M-Commerce) is too light to be useful, and most of the material is already woefully out of date.
My recommendation is to pass this book up and, instead, seek out single-topic books that address the subjects in which you're interested.
Where's the e-commerce, where's the professionality?.......2002-04-07
I can't believe the rating some people give this book. This book touches a lot of areas with little depth. The book contains a lot of filling with no practical usable things.
The information on practical Java E-commerce is very limited, and if you need usable information on JSP, Application Servers, ... I suggest you buy books about the specific areas you need information on. Even if this book was intended to be a high level overview on E-commerce it would miss its mark.
Ecellent overview of a wide range of topics.......2001-07-27
The Audience for this Book
Java E-Commerce is aimed at people who already know Java and need to evaluate the technologies available. I first I wondered what the target audience would be, if you are a programmer you might not get to choose the technologies and if you are a manager you might not have the time or inclination to learn about these technologies in such depth. I now appreciate that they are appropriate for just about anyone except a beginner, most programmers need to know what technologies are available and managers need to know what the programmers are talking about.
How the book is organised
The book is divided into five sections starting with The E-commerce Landscape. This didn't tell me much I didn't already know, evolution of internet... exciting, define e-commerce....arpanet, web browsers etc etc. All scene setting stuff, but you can't have a fairy story without "once upon a time". Things get a little more interesting with Section 2, "Architecting Java Based e-commerce systems".
Some parts of the web world assume that "everyone uses Microsoft Internet Explorer". The authors of this book recognize that in the future your audience might well be WebTV, a mobile phone or PDA. Although there is plenty of coverage of specific Java technologies such as EJB and Servlets the book recognises that most developments will have to fit in with legacy systems and that the heart of the task is to give the potential purchaser a usable and easy browsing experiences.
Much of the material covers topics I already knew about superficially. Some crucial aspects covered are EJB, XML and JMS. I was fairly stunned to note a mention of the Log4J technology from the Apache group. If you haven't come across Log4J, go to the Apache org web site and download it. I challenge anyone not to find a use for it in any non trivial application. Even allowing for the time it takes to put a book together this illustrates that the authors are right at the front of developing technologies, absorb what these people say, they know what they are talking about.
Plenty of XML Coverage
The topic of XML runs though large parts of the book. Chapter 16 gives an interesting overview of the emerging standards in XML dtd's. There are a raft of competing standards and the dust is yet to clear on which ones will be generally adopted. Chapter 13 has an in-depth discussion of an Intelligent Assistant, ie a natural language parser system to allow customers to interact with a virtual shop assistant. I thought this was interesting in an academic way but I suspect that the number of people who will actually adopt this technology would be very small indeed. The
Bits I enjoyed most
The part I enjoyed most was a part I thought I might not even get around to reading which was Chapter 23, "In the MarketPlace, Corporate Purchasing". This is written in a laconic style by people who obviously have plenty of real world experience. Mixed in with headings like " Characteristics of Corporate Purchasing Systems are titles like "The headaches of having more than one partner." At the end of this chapter are 4 case studies that made me smile for all the right reasons. I did my post graduate education in Software after I had a decade of experience in the industry. It used to annoy me that the lecturers insisted on describing an ideal world that I knew did not exist. I get annoyed by technical books that insist that by following their golden recipes everything will go perfectly. The 4 case studies illustrate that things rarely go to plan, frequently do not go as expected and sometimes have to use horrible solutions but can still solve the problems. If you are browsing your local book shop, pick up this book and jump to the end of chapter 23.
I try to read everything I can about emerging net and Java technologies but I learnt a whole slew of new things reading Java E-Commerce. Notably the nature of B2B technologies. I had rather foolishly assumed it was just more web applications where the person using the browser at one end was in a business and connecting to a server at another business. It actually refers to using web technologies to replace the automated EDI technologies that large corporations have been using for years. I found the topic of XSLT transformations fascinating in that it explains how to get around the incompatibilities between different forms of XML used by different companies. If two companies use different DTDs to structure their XML XSLT can be used to convert between the formats. Until I read that section I had thought of XSLT as a way of transforming XML into nicely formatted HTML.
I found the chapter on M-commerce (transactions via mobile devices) to be interesting as a primer on what can be done via mobile devices, but I suspect you could fit everyone who has ever placed an order via a mobile phone, in my living room and still have space for unexpected visitors.
The book gives a high level coverage of a wide range of related Java technologies by people who appear to have actually worked with them on real world projects. The authors seem to have actually used the technologies in the real world rather than just read the documents and played with a few toy applications. It gives you enough to evaluate how and where you would use each of the technologies and examples of how people have used it in real projects.
Should you buy it?
If you want to be aware of what technologies are available and find out how they can be applied then this is an excellent buy. If you want to start to learn and implement any of the topics mentioned from scratch, you would be better off buying a book that caters specifically for that topic.
...
Book Description
In this original and highly useful resource, Colin Rule—a pioneer in the field of online dispute resolution (ODR)—shows how ODR can be used to resolve conflicts which inevitably arise both online and offline in business and commerce. Based on exclusive research and up-to-date best practices, Online Dispute Resolution for Business presents expert advice on how ODR can save time and money, offering timely suggestions and proven approaches for resolving business related conflicts online.
Customer Reviews:
Dealing with Disputes in Cyberspace.......2003-05-06
With this work, Colin Rule, who is one of the pioneers of ODR, and also an excellent writer, has given us much to consider about dispute resolution in cyberspace. The book is written for "managers, employees, union representatives, and others who are looking for a better way to handle conflict in their businesses and organizations." There is a interesting overview of the development of online dispute resolution. Also the author discusses his personal experiences in the field, which adds to the overall credibility of the book.
ODR originated in online disputes for which traditional means of dispute resolution were not suited. With as many as 500 million plus people online worldwide, as more businesses and individuals come to realise this significant point, ODR will flourish.
Challenges arising from ODR are covered in sufficient detail by the author and not only alert us to the issues, but also to suggest realistic ways of dealing with them. The author believes that businesses will come to use ODR as matter of course. His book makes a persuasive case for such an outcome.
This is a practical work on an important aspect of ADR.
Books:
- Trading for Dummies
- Travels in the Skin Trade: Tourism and the Sex Industry
- Web ReDesign 2.0: Workflow that Works
- When in Germany, Do as the Germans Do: The Clued-In Guide to German Life, Language, and Culture
- About Wine
- About Wine
- About Wine
- Adventuring With Children: An Inspirational Guide to World Travel and the Outdoors (Avalon House Travel Series)
- Adventuring With Children: An Inspirational Guide to World Travel and the Outdoors (Avalon House Travel Series)
- Are Prisons Obsolete?
Books Index
Books Home
Recommended Books
- The Federalist Papers
- History: Fiction or Science
- Tissue Culture Techniques: An Introduction
- Advances in Dendritic Macromolecules, Volume 4
- Dali
- History: Fiction or Science
- Dionne Lucas Book French Cooking
- The Grove Encyclopedia of Classical Art & Architecture
- Visual Merchandising 4
- A key to the genera of the Compositales of northeasten North America:
How to Get the Most Out of Trade Shows
The Event Marketing Handbook : Beyond Logistics and Planning
Powerful Exhibit Marketing: The Complete Guide to Successful Trade Shows, Conferences, and Consumer Shows
Guerrilla Trade Show Selling: New Unconventional Weapons and Tactics to Meet More People, Get More Leads, and Close More Sales (Guerrilla Marketing Series)
Behind the Scenes: Managing a Trade Show Without Losing Your Mind
