Recommendations generously offered by Larry Robinson. Be careful, you might learnsomething.
Books about Marketing
Theodore Levitt, The Marketing Imagination, Thinking About Management, Marketing for Business Growth and his classic articles on marketing in Harvard Business Review: “Marketing Myopia”, 1960 and “Marketing Success through the Differentiation of Anything”, 1980
Philip Kotler, Marketing Insights From A to Z: 80 Concepts Every Manager Needs to Know
George S. Day, Market Driven Strategy: Processes for Creating Value
James C. Anderson and James A. Narus, Business Market Management: Understanding, Creating, and Delivering Value
Sam Hill and Glen Rifkin, Radical Marketing
Al Ries and Jack Trout, Positioning: the battle for your mind, Marketing Warfare
Gerald Michaelson, Winning the Marketing War: A Field Manual for Business Leaders
Jack Trout and Steve Rivkin, Differentiate or Die: Survival in our era of killer competition
Seth Godin, Permission Marketing: turning strangers into friends and friends into customers
Kevin Clancy and Robert Shulman, The Marketing Revolution
Stan Rapp and Tom Collins, Maxi-Marketing: The New Direction in Advertising, Promotion, and Marketing Strategy
Karen Ritchie, Marketing to Generation X
Rick Levine, Doc Searls, David Weinberger, Jr. The Cluetrain Manifesto
Books about Management Strategies of Successful Companies
Thomas Peters and Robert Waterman, In Search of Excellence
Thomas Peters and Nancy Austin, A Passion for Excellence
Thomas Peters, Thriving on Chaos
James C. Collins and Jerry I. Porras, Built to Last: Successful Habits of Visionary Companies
James C. Collins, Good to Great
Donald K. Clifford and Richard K. Cavanaugh, The Winning Performance: How America’s Mid-sized Growth Companies Succeed
Books about customers, CRM, customer lifetime value:
Don Peppers and Martha Rogers, The One to One Future, One to One B2B, The One to One Fieldbook (co-authored with Bob Dorf)
Jan Carlzon, Moments of Truth
Miland Lele, The Customer is Key
Lewis Carbone, Clued In: how to keep customers coming back again and again
Leonard L. Berry and A. Parasuraman, Marketing Services: Competing Through Quality
Patricia Seybold, Customers.com
Carl Sewell and Paul Brown, Customers for Life
Jill Dyche, The CRM Handbook
Pricing
Robert Dolan and Hermann Simon, Power Pricing
Michael Marn, Eric Roegner, and Craig Zawada, The Price Advantage
Kent B. Monroe, Pricing: Making Profitable Decisions
Trends Analysis
Sam Hill, 60 Trends in 60 Minutes
Ken Dychtwald, Age Wave, The Challenges and Opportunities of an Aging America
John Naisbitt, Megatrends: Ten New Directions Transforming Our Lives
Faith Popcorn, The Popcorn Report: The Future of Your World, Your Company, Your Life
Favorite Articles:
V. Kumar and Werner Reinartz, “Mismanagement of Customer Loyalty” Harvard Business Review, July 2002, pp 86-92
Frederick F. Reichheld, “The One Number You Need to Grow”, Harvard Business Review, December, 2003, pp 46-54
Robert J. Dolan, “Note on Marketing Strategy”, Harvard Business School, November, 2000, 17 pages 9-598-061
F. William Barnett, “Four Steps to Forecast Total Market Demand”, Harvard Business Review, July-August, 1988, pp 28-38
James C. Anderson and James A. Narus, “Business Marketing: Understand What Customers Value” Harvard Business Review, November-December, 1998, pp. 53-65
George Stalk, Jr. and Rob Lachenauer, “Hardball: Five Killer Strategies for Trouncing the Competition”, Harvard Business Review, April, 2004, pp 62-73.
Ove Haxthausen, “Secrets of Challenger Brands”, Marketing Management, May/June, 2004, pp 35-38
Theodore Levitt, “Marketing Success Through the Differentiation of Anything”, Harvard Business Review, Jan-Feb 1980, pp 83-91
Vijay Mahajan and Yoram (Jerry) Wind, “Got Emotional Product Positioning?” Marketing Management, May/June, 2002, pp. 35-41
Stephen H. Haeckel, Lewis P. Carbone, and Leonard L. Berry, “How to Lead the Customer Experience”, Marketing Management, January-February, 2003, pp. 18-23
Walter Baker, Mike Marn, and Craig Zawada, “Price Smarter on the Net”, Harvard Business Review, February, 2001, pp 122-27
Navi Radjou, “The X Internet Invigorates Supply Chains”, Industrial Management, Jan/Feb, 2004, pp. 13-17.
Michael V. Marn, Eric V. Roegner, Craig C. Zawada, “The Power of Pricing”, McKinsey Quarterly, 2003, Issue 1, pp 26-39
Geoffrey Colvin, “Pricing power ain’t what it used to be”, Fortune, September 15, 2003, p. 52.
George E. Cressman, Jr. “Snatching Defeat From the Jaws of Victory”, Marketing Management, Summer, 1997, pp 8-19.
Michael V. Marn and Robert L. Rosiello, “Managing Price, Gaining Profit”, Harvard Business Review, Sept-Oct 1992, pp 84-93
Gerald E. Smith and Thomas T. Nagle, “How Much Are Customers Willing to Pay?” Marketing Research, Winter, 2002, pp 20-5
Aimee Stern, “The Pricing Quandary” Across the Board, May 1997, pp 16-22
Akshay R. Rao, Mark E. Bergen and Scott Davis, “How to Fight a Price War” Harvard Business Review March-April 2000, pp 107-13
Cameron C. McClearn, “When You’ve Lost the Power to Set Prices”, Across the Board May-June 2004, pp 37-42
George E. Cressman, Jr. “Dealing with “Dumb” Competitors”, The Pricing Advisor, A Professional Pricing Society Publication, April, 2003, pp 1-2.
Michael V. Marn, Eric V. Roegner, and Craig C. Zawada, “Pricing New Products” McKinsey Quarterly, 2003, Issue 3, pp 40-9
John M. Abele, Brian R. Elliott, Ann A. O’Hara, and Eric V. Roegner, “Fighting For Your Price”, McKinsey Quarterly, 2002, Issue 4, pp 117-25.
Thomas T. Nagle, “How to Pull it Off” Across the Board, March 1999, pp 53-6
Thomas T. Nagle, “Evening the Odds in Price Negotiations” Across the Board, March 1999, pp 56-8
Benson P. Shapiro, “Performance-based Pricing Is More Than Pricing”, Harvard Business School Note 9-999-007, Feb 2002
Hermann Simon and Robert J. Dolan, “Price Customization” Marketing Management, Fall, 1998, pp 11-17
Frederick H. deB. Harris and Peter Peacock, “Hold My Place Please”, Marketing Management, Fall, 1995, 34-46
L. Pitt, P. Berthon, R. Watson & M. Ewing, “Pricing Strategy and the Net”, Business Horizons, March-April, 2001, pp45-54
Walter Baker, Michael V. Marn and Craig C. Zawada, “Price Smarter on the Net”, Harvard Business Review, Feb 2001, pp2-7
Robert J. Dolan, “How Do You Know When the Price Is Right?” Harvard Business Review, Sept-Oct 1995, pp 4-11
Paul Hunt, “Five Cardinal Rules of Pricing Research”, Imprints, December, 1999, pp 18-9 and “Putting the Right Price on New Products”, Imprints, January, 2000, pp 14, 16
Web sites for marketers:
www.webbers.com/emark/ (web site for E-Marketing)
www.nsns.com/MouseTracks/tloml.html (list of marketing lists)
www.smei.org (web site for Sales and Marketing Executives International)
www.msi.org/ (Marketing Science Institute)