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Businesses rely on solid marketing strategies to boost
sales yet the tools used to evaluate these strategies often provide
misleading results, leaving managers with the inability to accurately
measure how they can get the best bang for their marketing buck."Companies really need to pay attention to the effectiveness of their marketing instruments"
Thomas J. Steenburgh, an associate professor in the Marketing Unit at
Harvard Business School, has developed a new analytical tool that more
accurately measures the effectiveness of various marketing efforts. He
created the model with Qiang Liu, an assistant professor of marketing at
Purdue University, and Sachin Gupta, the Henrietta Johnson Louis
Professor of Management and professor of marketing at Cornell
University.