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Marketing Metrics: The Definitive Guide to Measuring Marketing Performance (2nd Edition) [Kindle Edition]

Paul W. Farris , Neil T. Bendle , Phillip E. Pfeifer , David J. Reibstein
4.4 out of 5 stars  See all reviews (27 customer reviews)

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Book Description

Marketing Metrics: The Definitive Guide to Measuring Marketing Performance, Second Edition, is the definitive guide to today’s most valuable marketing metrics. In this thoroughly updated and significantly expanded book, four leading marketing researchers show exactly how to choose the right metrics for every challenge and expand their treatment of social marketing, web metrics, and brand equity. They also give readers new systems for organizing marketing metrics into models and dashboards that translate numbers into management insight.

 

The authors show how to use marketing dashboards to view market dynamics from multiple perspectives, maximize accuracy, and “triangulate” to optimal solutions. You’ll discover high-value metrics for virtually every facet of marketing: promotional strategy, advertising, and distribution; customer perceptions; market share; competitors’ power; margins and pricing; products and portfolios; customer profitability; sales forces and channels; and more. For every metric, the authors present real-world pros, cons, and tradeoffs--and help you understand what the numbers really mean.

 

This edition introduces essential new metrics ranging from Net Promoter to social media and brand equity measurement. Last, but not least, it shows how to build comprehensive models to support planning--and optimize every marketing decision you make:

 

·         Understand the full spectrum of marketing metrics: pros, cons, nuances, and application

·         Quantify the profitability of products, customers, channels, and marketing initiatives

·         Measure everything from “bounce rates” to the growth of your web communities

·         Understand your true return on marketing investment--and enhance it

 

This award-winning book will show you how to apply the right metrics to all your marketing investments, get accurate answers, and use them to systematically improve ROI.



Editorial Reviews

About the Author

Paul W. Farris is Landmark Communications Professor and Professor of Marketing at The Darden Graduate Business School, University of Virginia, where he has taught since 1980. Professor Farris’s research has produced award-winning articles on retail power and the measurement of advertising effects. He has published more than 50 articles in journals such as the Harvard Business Review, Journal of Marketing, Journal of Advertising Research, and Marketing Science. He is currently developing improved techniques for integrating marketing and financial metrics and is coauthor of several books, including The Profit Impact of Marketing Strategy Project: Retrospect and Prospects. Farris’s consulting clients have ranged from Apple and IBM to Procter & Gamble and Unilever. He has served on boards of manufacturers, retailers, and e-Business companies. Currently, he is a director of GSI Group, Sto Corp., and The Ohio Art Company.

 

Neil T. Bendle is a Ph.D. candidate in marketing at the Carlson School of Management, University of Minnesota. While studying for his Ph.D. he has won awards for his teaching, and his thesis has focused on managers’ difficulties in understanding consumer tastes. He holds an MBA from Darden and has nearly a decade’s experience in marketing management, consulting, business systems improvement, and financial management. He was responsible for measuring the success of marketing campaigns for the British Labour Party.

 

Phillip E. Pfeifer, Richard S. Reynolds Professor of Business Administration at The Darden Graduate Business School, currently specializes in direct/interactive marketing. He has published a popular MBA textbook and more than 35 refereed articles in journals such as the Journal of Interactive Marketing, Journal of Database Marketing, Decision Sciences, and the Journal of Forecasting. In addition to academic articles and a textbook, Mr. Pfeifer is a prolific case writer, having been recognized in 2004 as the Darden School’s faculty leader in terms of external case sales, and in 2008 with a Wachovia Award for Distinguished Case writer. His teaching has won student awards and has been recognized in Business Week’s Guide to the Best Business Schools. Recent consulting clients include Circuit City, Procter & Gamble, and CarMax.

 

David J. Reibstein is Managing Director of CMO Partners and William Stewart Woodside Professor of Marketing at the Wharton School. Regarded as one of the world’s leading authorities on marketing, he served as Executive Director of the Marketing Sciences Institute, and co-founded Wharton’s CMO Summit, which brings together leading CMOs to address their most pressing challenges. Reibstein architected and teaches the Wharton Executive Education course on marketing metrics. He has an extensive track record consulting with leading businesses, including GE, AT&T Wireless, Shell Oil, HP, Novartis, Johnson & Johnson, Merck, and Major League Baseball. He has served as Vice Dean and Director of Wharton’s Graduate Division, as visiting professor at Stanford and INSEAD, and as faculty member at Harvard. He serves on the Board of Directors of Shopzilla, And1, and several other organizations.

 


Product Details

  • File Size: 9234 KB
  • Print Length: 432 pages
  • Simultaneous Device Usage: Up to 5 simultaneous devices, per publisher limits
  • Publisher: Pearson FT Press; 2 edition (January 8, 2010)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B0031AI0VC
  • Text-to-Speech: Enabled
  • X-Ray:
  • Lending: Not Enabled
  • Amazon Best Sellers Rank: #142,045 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
16 of 16 people found the following review helpful
5.0 out of 5 stars Every marketing professional should buy this book October 4, 2010
Format:Hardcover|Verified Purchase
I'm a career marketing executive with 13 years of experience currently working as a Director of Marketing and Analytics for a VC-backed firm. This book is invaluable to me at our firm as we take a deep dive into our own data and attempt to build custom metrics and KPIs. This book provides insightful frameworks into how intelligent metrics are mathematically constructed, along with discussing their assumptions and limitations.

The writing is succinct, and the organization of this book appeals to one's intelligence and time. You don't have to read this book cover to cover! The table of contents in such a wonderful and simple fashion breaks down the book into the major subcategories of Marketing, such as Product and Portfolio Development. Each chapter first outlines and summaries major relevant metrics, and then discusses each in detail complete with theorems, assumptions, considerations, and weaknesses.

Every intelligent, ambitious, and professional executive must own this book. It gives you a rare balance of academic and practical rigor. If you don't see metrics that can help your business, then you can borrow its notions into how some of the most influential KPIs are constructed and then use those frameworks to exploit your own intelligence issues.

This is a great reference book, and it has a special place on my bookshelf at work. You don't have to be an academic to understand this book. If you are patient with this book, you will see what a gem this is. 5 stars.

Disclosure: I am neither a student, nor do I know any of the authors of this book.
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17 of 18 people found the following review helpful
4.0 out of 5 stars Good compendium of marketing metrics January 22, 2011
By Tezza
Format:Hardcover|Verified Purchase
The book is both an overview and a detailed discussion of every marketing metric you'd ever want to know.

I had studied some of the concepts in a business school course and throughout reading various literature, however it's nice to have the information all in one spot like a handy reference.

Unfortunately the metrics don't apply well to new media - for instance there is only one metric for social networking.

Probably a good follow on to this book would be the impact on smart phone apps, social networking, etc. etc. and relevant marking metrics.

I gave it four stars because I think it's an excellent compendium but I wouldn't say the earth moved for me as a result of reading it.
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5 of 5 people found the following review helpful
5.0 out of 5 stars A reference any marketer should have on hand April 17, 2010
Format:Hardcover
Objectivity is something hard to find, even in numbers. "Marketing Metrics: The Definitive Guide to Measuring Marketing Performance" is a guide to understanding the many measures of success in today's world and how to cut through spins and other word plays to best understand the real facts and numbers of business. It covers how to use these numbers to revise one's business strategy to meet these numbers, and the new and updated edition offers more facts and references to use in formulating one's own marketing plan. "Marketing Metrics" is a reference any marketer should have on hand.
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3 of 3 people found the following review helpful
5.0 out of 5 stars Marketing Metrics April 28, 2012
By steop22
Format:Hardcover|Verified Purchase
Selected this book as required textbook for the course "Financial Analysis for Marketing Decisions".
Johns Hopkins Carey School of Business, Graduate MBA Program.
Adjunct Faculty
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3 of 3 people found the following review helpful
5.0 out of 5 stars A comprehensive guide to measuring marketing results February 4, 2012
Format:Hardcover
You can't manage it if you can't measure it--and this authoritative book details metrics for every aspect of marketing, from profit margins and product portfolios to pricing, promotion, and the Web. Although I was a fan of the 1st edition, the 2nd edition is even more useful because it covers standard metrics for online communications. Especially strong: The chapter on pricing strategy, which explains a variety of calculations and measures for making good pricing decisions. In short, this book is a must-have reference for every marketing manager.
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2 of 2 people found the following review helpful
4.0 out of 5 stars Very helpful. August 12, 2013
Format:Hardcover|Verified Purchase
Very detailed, well written and helpful.

Simple explanations to complex issues. Very through. Helpful to establish marketing strategy, built around the right metrics.
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2 of 2 people found the following review helpful
Format:Hardcover|Verified Purchase
If measurement and marketing metics are important to you then this book is a must have. Paul Farris is sharing his thinking about the coming revolution in marketing -- it will all be about accountability.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Great book. February 6, 2013
By John M
Format:Hardcover|Verified Purchase
Great reference. This book has every formula and metric you would ever need to analyze marketing efforts. This book is my bachelor's degree in marking management in one reference book.
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Most Recent Customer Reviews
5.0 out of 5 stars Five Stars
It helped me a lot.
Published 20 days ago by Filipe
5.0 out of 5 stars Excellent
This book was an excellent resource and was found to be very useful and beneficial. It pertained very well to the class.
Published 2 months ago by Miriam Bach
3.0 out of 5 stars A reference book
Not readable. Does not flow or give a narrative. it's a big list of metrics. Very good for researching a specific metric.
Published 2 months ago by GuardiansBeer
3.0 out of 5 stars Same old story
Good as an basic level informational read; not really any new information. Still worth the time and as a refresher.
Published 5 months ago by lovesshoes
5.0 out of 5 stars GREAT BOOK
I PURCHASE FOR MY WIFE, SHE SAID THAT IS VERY SIMPLE AND VERY CLEAR TO UNDERSTAND, WITH SIMPLE EXAMPLES, SO ITS A GOOD TOOL FOR SOMEONE IN THE MARKETING AREA
Published 5 months ago by Benjamin C.
5.0 out of 5 stars Very, very good book
The author, obviously is a knowledgeable person in terms of both academic and practitioner; this is why this book can provide so many valuable insights that worth your time and... Read more
Published 7 months ago by wei hua
5.0 out of 5 stars Love this book
Love This book! it gives detail examples of when, why and how to apply certain metrics in deifferent situations. wish i knew of this book from the start of my BI career!
Published 7 months ago by Lorraine Dewar
5.0 out of 5 stars Great Book, will be a good reference book for Marketing Managers and...
Great book, a little complex for entry level marketing research. It feels like a textbook a masters degree student in Marketing might have read. Read more
Published 8 months ago by Ross Dorothy
4.0 out of 5 stars It's a book that every business man have to read
You can find many metrics for measure your marketing activities.
That,s metrics wil show us how well we management a business. Read more
Published 14 months ago by Arnold Inti
5.0 out of 5 stars A must read
If you track marketing metrics in your job, are starting a marketing firm, or need to know how to track metrics this is the go to book. Lots of helpful and inciteful information.
Published 15 months ago by Amazon Customer
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