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Neil T. Bendle - Marketing Metrics, 4th Edition

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Contents
About This eBook

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Marketing Metrics

Fourth Edition

Marketing Metrics 4th Edition - image 2
Marketing Metrics

Fourth Edition

The Managers Guide to Measuring Marketing Performance

Neil T. Bendle

Paul W. Farris

Phillip E. Pfeifer

David J. Reibstein

Marketing Metrics 4th Edition - image 3

Many of the designations used by manufacturers and sellers to distinguish their products are claimed as trademarks. Where those designations appear in this book, and the publisher was aware of a trademark claim, the designations have been printed with initial capital letters or in all capitals.

The authors and publisher have taken care in the preparation of this book, but make no expressed or implied warranty of any kind and assume no responsibility for errors or omissions. No liability is assumed for incidental or consequential damages in connection with or arising out of the use of the information or programs contained herein.

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Library of Congress Control Number: 2020941958

Copyright 2021 Pearson Education, Inc.

All rights reserved. This publication is protected by copyright, and permission must be obtained from the publisher prior to any prohibited reproduction, storage in a retrieval system, or transmission in any form or by any means, electronic, mechanical, photocopying, recording, or likewise. For information regarding permissions, request forms and the appropriate contacts within the Pearson Education Global Rights & Permissions Department, please visit www.pearson.com/permissions/.

ISBN-13: 978-0-13-671713-3

ISBN-10: 0-13-671713-6

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Editor-in-Chief: Mark L. Taub

Executive Editor: Kim Spenceley

Development Editor: Chris Zahn

Managing Editor: Sandra Schroeder

Senior Project Editor: Lori Lyons

Production Manager: Aswini Kumar/codeMantra

Copy Editor: Paula Lowell

Indexer: Ken Johnson

Proofreader: Donna Mulder

Cover Designer: Chuti Prasertsith

Compositor: codeMantra

Credits

Cover: agsandrew/Shutterstock

: Our analysis measured a (total, incremental, or marginal) MROI of (scope of spending) using (valuation method) over time period. Paul W. Farris, Dominique M. Hanssens, James D. Lenskold and David J. Reibstein (2015), Marketing return on investment: Seeking clarity for concept and measurement Applied Marketing Analytics, 1 (3), 267282.

We dedicate this book to our students, colleagues,
and consulting clients, who convinced us that
a book like this would fill a real need.

Contents-at-a-Glance
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Acknowledgments

We hope this book will be a step, however modest, toward clarifying the language, construction, and meaning of many of our important marketing metrics. If we have succeeded in making such a step, we owe thanks to a number of people.

Jerry Wind reviewed our initial concept and encouraged us to set our sights higher. Rob Northrop, Simon Bendle, and Vince Choe read early drafts and gave valuable feedback on the most important chapters. Eric Larson, Jordan Mitchell, Tom Disantis, and Francisco Simon helped develop material for important sections and provided their research skills. Gerry Allan and Alan Rimm-Kauffman allowed us to cite liberally from their materials on customers and Internet marketing. We thank Valerie Redd and Kelly Brandow for their help in designing, testing, and administering the survey of the metrics that senior marketing managers use to monitor and manage their businesses.

Marc Goldstein and Lynn Selhat combined business savvy with deft editing touches that improved the readability of almost every chapter. Kim Spenceley, Chris Zahn, Paula Lowell, Lori Lyons, and the production team also made significant improvements in moving from a raw manuscript to the book in your hands.

Erv Shames, Stu James, and Richard Johnson have collaborated on our Management by the Numbers online tutorials. That work helped us set the stage for this volume. Finally, we thank Emily, Kate, Donna, and Sarah, who graciously tolerated the time sacrificed from home and social lives for the writing of this book.

For the Third Edition, we would also like to thank Raymond Pirouz and Liz Gray for sharing their opinions and expertise in respect to online marketing.

Thanks to Dr. Manuel Garcia-Garcia, Neuroscience Director, Nielsen and Adjunct Associate Professor, NYU Stern School of Business, and Neuroscience UVA student Pasha Davoudian for their invaluable guidance and assistance with the section on neuro-marketing.

For the Fourth Edition, we would like to add our thanks to those who have shared their ideas and suggestions, such as Samuel Franssens, Raymond Pirouz, Bob Robicheaux, and Bruno Aeschbacher.

About the Authors

Neil T. Bendle is an Associate Professor of Marketing at the Terry College of Business, University of Georgia. He holds a PhD from the Carlson School of Management, University of Minnesota, and an MBA from Darden. He has been published in journals such as Marketing Science, MIT Sloan Management Review, Management Science, and the Journal of Consumer Research

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