Shopper Marketing: Profiting From The Place Where Suppliers, Brand Manufacturers, And Retailers…

Hardcover | May 28, 2014

byDaniel J. Flint, Chris Hoyt, Nancy Swift

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The shopper marketing methodology is a powerful, complete approach for satisfying target consumer demand at the point of maximum influence, and thereby driving consumers to purchase. It gives companies a far deeper understanding how consumers behave as shoppers, and leverages this intelligence across the entire supply chain to benefit all stakeholders: companies, brands, consumers, retailers, and shoppers.

 

Shopper marketing requires supply chain partners to smoothly integrate complex sets of marketing and sales tools, in order to engage shoppers, build brand equity, and persuade shoppers when they move into "shopping mode." Internally, it also demands deeper coordination of R and D, marketing innovation, operations, logistics, and distribution. It isn’t easy, but it offers remarkable, proven results that are virtually unachievable any other way.

 

In Shopper Marketing , three of the field’s pioneering innovators and consultants bring together state-of-the-art insights, strategic approaches, and supply chain execution methods for successfully employing shopper marketing initiatives throughout your organization.

 

Dan Flint, Chris Hoyt and Nancy Swift clearly explain what shopper marketing is, and why it is critical for marketers to master. They review each of its six objectives and eight foundational principles, demonstrating how to adapt and apply it in your environment, overcome obstacles, and systematically create value along your entire "path to purchase." Drawing on their unsurpassed consulting experience, they also assess emerging trends and their implications, helping you deepen customer loyalty, extend competitive advantage, and improve profitability for years to come.

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From the Publisher

The shopper marketing methodology is a powerful, complete approach for satisfying target consumer demand at the point of maximum influence, and thereby driving consumers to purchase. It gives companies a far deeper understanding how consumers behave as shoppers, and leverages this intelligence across the entire supply chain to benefit ...

From the Jacket

Drive Profits by Influencing Shoppers When It Matters Most: While They’re Deciding What, When, and Where to Buy   Shopper marketing offers you a powerful new framework for marketing to consumers as they morph into shoppers and move toward a final  purchase decision. Using it, you can gain a deeper understanding of shoppers and lev...

Daniel Flint, PhD, is the Regal Entertainment Group Professor of Business and Director/Founder of the Shopper Marketing Forum in The Department of Marketing and Supply Chain Management, The University of Tennessee, Knoxville. He is a graduate from the US Naval Academy, has a sales engineering background, and a PhD in marketing and log...

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Format:HardcoverDimensions:320 pages, 10 × 8 × 0.8 inPublished:May 28, 2014Publisher:Pearson EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0133481425

ISBN - 13:9780133481426

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Extra Content

Table of Contents

Introduction What Is This Book All About?     xvii

 

Chapter 1 Shopper Marketing Overview     1
Chapter 2 Who Is the Shopper Anyway?     19
Chapter 3 How Retailers Work     45
Chapter 4 How Consumer Goods Manufacturers Work     67
Chapter 5 Opportunity Identification     91
Chapter 6 Strategic Planning     119
Chapter 7 Execution     147
Chapter 8 Measurement     167


Part II The Scholar’s View     175

 

Chapter 9 What Do Academics Actually Do and How Do They Think?     177

Chapter 10 Exemplars of Shopper Marketing Relevant Academic Research     207

Chapter 11 Connecting Supply Chain Management to Shopper Marketing     237

Chapter 12 Conclusion     245