Shopper Marketing
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Shopper Marketing : How to Increase Purchase Decisions at the Point of Sale

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Description

The aim of shopper marketing is to convert browsing shoppers into active purchasers at the point of sale. Although a relatively new area of marketing, it has attracted increased investment year on year - and according to surveys is growing even faster than internet advertising. Edited by two highly respected practitioners, "Shopper Marketing" demonstrates how marketers can influence the buying decision in-store, including practical advice on shopper needs and trends, retail environments, effective packaging and much more. The second edition has been fully updated and revised, with new material on shopper marketing in the international context and a new foreword by marketing guru Philip Kotler.

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Product details

  • Hardback | 296 pages
  • 164 x 236 x 24mm | 498.95g
  • Kogan Page Ltd
  • London, United Kingdom
  • English
  • Revised
  • 2nd Revised edition
  • 0749464712
  • 9780749464714
  • 282,105

About Markus Stahlberg

Markus Stahlberg (editor) is the CEO of Phenomena Group Ltd. Ville Maila (editor) is the Planning Director of Phenomena Group Ltd. Phenomena Group was the first shopper marketing company to be founded in Europe. It is the global leader in package promotions with more than 40 offices in as many countries.

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Review quote

"A fantastic read - no matter who you are in the organization" Darren Marshall, Vice President, Global Customer & Shopper Marketing, The Coca Cola Company

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Table of contents

Chapter - 22: Marketing as a crucial part of retailer partnership - Antti Syvaniemi;Chapter - 23: Touching the elephant - Chris Hoyt;Chapter - 24: Future shock - Ken Barnett;Chapter - 25: Shopper marketing's true potential - Dan Flint;Chapter - 26: Putting the shopper in your shopper marketing strategy - Matt Nitzberg;Section - THREE: What is shopper marketing in action?;Chapter - 27: Improving shopper marketing profitability with innovative promotions - Markus Stahlberg;Chapter - 28: The circle of shopper marketing mechanization - Dick Blatt;Chapter - 29: Nestle Rossiya, Russia - Lubov Kelbakh;Chapter - 30: Connected shoppers are here, now - but how do you connect with them? - Jason Rogers;Chapter - 31: Tesco Fresh & Easy, USA - Simon Uwins;Chapter - 32: Shopper-oriented pricing strategies - Jon Hauptman;Chapter - 33: Packaging can be your best investment - Russ Napolitano;Chapter - 34: The real power of brands in the digital world: what marketers must know about the online shopping decision process - Juliano Marcilio;Chapter - 35: 'Too many choices' - and their implications for package design - Scott Young;Chapter - 36: Maximizing ROI of package promotions - Ville MailaChapter - 21: Shopper promotions: what can marketers learn from price discounts - Markus Stahlberg;Chapter - 20: Capitalize on unrealized demand among shoppers - Al Wittemen;Chapter - 19: The missing link: turning shopper insight into practice - Toon van Galen;Chapter - 18: Bridging gaps: retail in the emerging Indian market - Dheeraj Sinha;Chapter - 17: Ensuring your brand gets on the shopping list - Robert Levy;Chapter - 16: Internationalization of shopper marketing - Ville Maila;Chapter - 15: The conversion model for shopper research - Clemens Steckner;Chapter - 14: Integrated communications planning for shopper marketing - David Sommer;Chapter - 13: Retail media: a catalyst for shopper marketing - Gwen Morrison;Chapter - 12: Tailing your shoppers: retailing for the future - AnnaMaria M Turano;Chapter - 11: Connecting, engaging and exciting shoppers - Michael Morrison and Meg Mundell;Section - TWO: Strategy: how to approach shopper marketing;Chapter - 10: The shopping motives of Chinese shoppers - Kevin Mu;Chapter - 09: The three shopping currencies - Herb Sorensen;Chapter - 08: For shoppers there's no place like home - Harvey Hartman;Chapter - 07: Illogic inside the mind of the shopper - Michael Sansolo;Chapter - 06: Science of shopping - Gopi Krishnaswamy;Chapter - 05: Bringing shopper into category management - Brian Harris;Chapter - 04: Seven steps towards effective shopper marketing - Luc Desmedt;Chapter - 03: Shopper marketing: the discipline, the approach - Jim Lucas;Chapter - 02: Point of view on shopper marketing - Gordon Pincott;Chapter - 01: Science of shopping - Paco Underhill;Section - ONE: Definition: what is shopper marketing?;Chapter - 00: Introduction;

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Review Text

"A fantastic read - no matter who you are in the organization"

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