Marketing Metrics: 50+ Metrics Every Executive Should Master | 
| Authors: Paul W. Farris, Neil T. Bendle, Phillip E. Pfeifer, David J. Reibstein
Publisher: Wharton School Publishing
Category: Book
List Price: $39.99
Buy New: $23.00
You Save: $16.99 (42%)
New (38) Used (16) from $17.20
Avg. Customer Rating:  27 reviews
Sales Rank: 7655
Media: Hardcover
Edition: 1
Number Of Items: 1
Pages: 384
Shipping Weight (lbs): 2
Dimensions (in): 9.3 x 6.9 x 1.7
ISBN: 0131873709
Dewey Decimal Number: 658.83
EAN: 9780131873704
Publication Date: April 28, 2006
Availability: Usually ships in 1-2 business days
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Product Description
Few marketers recognize the extraordinary range of metrics now available for evaluating their strategies and tactics. In Marketing Metrics, four leading researchers and consultants systematically introduce today's most powerful marketing metrics. The authors show how to use a "dashboard" of metrics to view market dynamics from various perspectives, maximize accuracy, and "triangulate" to optimal solutions. Their comprehensive coverage includes measurements of promotional strategy, advertising, and distribution; customer perceptions; market share; competitors' power; margins and profits; products and portfolios; customer profitability; sales forces and channels; pricing strategies; and more. You'll learn how and when to apply each metric, and understand tradeoffs and nuances that are critical to using them successfully. The authors also demonstrate how to use marketing metrics as leading indicators, identifying crucial new opportunities and challenges. For clarity and simplicity all calculations can be performed by hand, or with basic spreadsheet techniques. In coming years, few marketers will rise to senior executive levels without deep fluency in marketing metrics.This book is the fastest, easiest way to gain that fluency.
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| Customer Reviews: Read 22 more reviews...
 ok April 26, 2008
1 out of 2 found this review helpful
While most of these metrics are true, they are not always relevant. I guess if you use it as a reference, this is a good book and will do fine. But it is not necessarily something that will turn your world upside down with new knowledge.
 Good Primer for Marketing People October 10, 2007
2 out of 2 found this review helpful
This is a good fundamental description of different marketing measurments. These metrics used to be taught to people in the business as they worked their way up the ranks. Unfortunately, today there is virtually no marketing training being done at most organizations. This book can help those people who want to know how to look at a marketing from a more analytical basis and do a better job at managing the marketing for their company. I have already given it to two clients to help them do their job better.
 Carry This Book with You October 1, 2007
2 out of 2 found this review helpful
If a marketer really wants to be a good business person, then they should carry this book with them. I dislike hearing recent graduates say "Buy One Get One Free" when asked for promotion ideas. If you understand the financial consequences of that type of promotion then it's OK to suggest it. But the point is this book helps you think about the many types of measurements. At one point in my career I had three Product Managers work for me. This book would have been one that I insisted they read.
Is it Really About Metrics..But There's More To it Than That September 5, 2007
1 out of 2 found this review helpful
I think this book is an important tool in terms of measuring marketing and trying to ensure that you have the opportunity to understand your marketing outreach.
I also liked the newly released book, "Value Acceleration" by Mitchell Gooze and Ralph Mroz and think it should serve as a companion to this book in terms of truly identifying how marketing and sales can successfully work together and in terms of lean process, keeping the global competitive edge way beyond metrics.Value Acceleration: The Secrets to Building an Unbeatable Competitive Advantage
Looks great July 5, 2007
1 out of 5 found this review helpful
It's still early to rate as I just got the book, but it's definitely valuable.
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