Market-Based Management, 6th edition

For courses in marketing management or marketing strategy.

A focus on how marketing performance, profitability, and strategies affect profit.

Measuring performance and profitability in marketing is becoming more and more important in the business world. Best focuses on marketing performance, and profitability, and the role marketing strategies play in building the profits of a business.

This edition further builds on the metrics and analytics focus, while incorporating the rise of technology in marketing.

For courses in marketing management or marketing strategy.

A focus on how marketing performance, profitability, and strategies affect profit.

Measuring performance and profitability in marketing is becoming more and more important in the business world. Best focuses on marketing performance, and profitability, and the role marketing strategies play in building the profits of a business.

This edition further builds on the metrics and analytics focus, while incorporating the rise of technology in marketing.

• A new section on why marketing analytics and marketing metrics are important has been added along with new Figure 2-5.
• Revised marketing metrics with new Figure 2-8 adds forward- and backward-looking performance metrics to market-based performance management.
• Figure 15-1 provides access to Marketing Metrics Solutions and access to blogs, podcast, and a white paper on How to Get Started Using Marketing Metrics.

NEW! Help students evaluate marketing performance: New Marketing Performance Tool. Chapter 4 contains a new marketing performance tool that was added for the new customer value methodology presented in Figure 4-17.

NEW! Cover the hottest new marketing trend: Coverage of Social Media. Social media is now pervasive in marketing, but students will need a way to evaluate its effectiveness, which is why Chapter 10 covers this subject in depth. New sections found in this chapter include:

• A new section on marketing communications and customer response, created with three major types of marketing communications: brand-image, brand-information, and brand-action communications.
• A new section on Digital Marketing Communications and supporting examples.
• A new section on Social Media Marketing Communications is presented highlighting the use of FaceBook, YouTube, Twitter, blogs and LinkedIn. 
• A new section on advertising-sales relationship is presented using sales and advertising expenses for Hart-Schaffner-Marx men’s suits. This comprehensive example illustrates the strength of the sales-ad relationship, advertising elasticity, and advertising carryover effect.

NEW! Show students the context: Updated Stericycle Marketing Plan. Stericycle’s 2010 financial performance and marketing profitability were updated in Chapter 16. The opening page shows how Stericycle performed relative to Fortune 500 companies with respect to Marketing ROI and Operating Income as a percent of sales. Figure 16-1 illustrates the high correlation between Stericycle Net Marketing Contribution and Operating Income from 2000 to 2010.