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Author : James C. Anderson Publisher : Harvard Business Press Page : 253 pages File Size : 16,52 MB Release : 2007-11-07 Category : Business & Economics ISBN : 1422131076
Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? If so, you may be leaving big money on the table. Consider the integrated-circuit supplier representative who lost $500,000 of potential profit on a single transaction, just to "win" a deal that he would have closed anyway at the higher price. Do not make price concessions. Become a value merchant instead. In this authoritative book, James Anderson, Nirmalya Kumar, and James Narus explain how companies in business markets can use customer value management techniques to estimate the value of your market offerings, create value propositions that resonate with your customers, and maximize the return you will get on the superior value that you deliver. Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketers—as well as your customers.
From the author of the award-winning The Master Switch, who coined the term "net neutrality”—a revelatory, ambitious and urgent account of how the capture and re-sale of human attention became the defining industry of our time. "Dazzling." —Financial Times Ours is often called an information economy, but at a moment when access to information is virtually unlimited, our attention has become the ultimate commodity. In nearly every moment of our waking lives, we face a barrage of efforts to harvest our attention. This condition is not simply the byproduct of recent technological innovations but the result of more than a century's growth and expansion in the industries that feed on human attention. Wu’s narrative begins in the nineteenth century, when Benjamin Day discovered he could get rich selling newspapers for a penny. Since then, every new medium—from radio to television to Internet companies such as Google and Facebook—has attained commercial viability and immense riches by turning itself into an advertising platform. Since the early days, the basic business model of “attention merchants” has never changed: free diversion in exchange for a moment of your time, sold in turn to the highest-bidding advertiser. Full of lively, unexpected storytelling and piercing insight, The Attention Merchants lays bare the true nature of a ubiquitous reality we can no longer afford to accept at face value.
There was a time when humanity looked in the mirror and saw something precious, worth protecting and fighting for—indeed, worth liberating. But now, we are beset on all sides by propaganda promoting a radically different viewpoint. According to this idea, human beings are a cancer upon the Earth, a horde of vermin whose aspirations and appetites are endangering the natural order. This is the core of antihumanism. Merchants of Despair traces the pedigree of this ideology and exposes its pernicious consequences in startling and horrifying detail. The book names the chief prophets and promoters of antihumanism over the last two centuries, from Thomas Malthus through Paul Ehrlich and Al Gore. It exposes the worst crimes perpetrated by the antihumanist movement, including eugenics campaigns in the United States and genocidal anti-development and population-control programs around the world. Combining riveting tales from history with powerful policy arguments, Merchants of Despair provides scientific refutations to all of antihumanism’s major pseudo-scientific claims, including its modern tirades against nuclear power, pesticides, population growth, biotech foods, resource depletion, and industrial development.
In The Merchants of Siberia, Erika Monahan reconsiders commerce in early modern Russia by reconstructing the trading world of Siberia and the careers of merchants who traded there. She follows the histories of three merchant families from various social ranks who conducted trade in Siberia for well over a century. These include the Filat'evs, who were among Russia’s most illustrious merchant elite; the Shababins, Muslim immigrants who mastered local and long-distance trade while balancing private endeavors with service to the Russian state; and the Noritsyns, traders of more modest status who worked sometimes for themselves, sometimes for bigger merchants, and participated in the emerging Russia-China trade. Monahan demonstrates that trade was a key component of how the Muscovite state sought to assert its authority in the Siberian periphery. The state’s recognition of the benefits of commerce meant that Russian state- and empire-building in Siberia were characterized by accommodation; in this diverse borderland, instrumentality trumped ideology and the Orthodox state welcomed Central Asian merchants of Islamic faith. This reconsideration of Siberian trade invites us to rethink Russia’s place in the early modern world. The burgeoning market at Lake Yamysh, an inner-Eurasian trading post along the Irtysh River, illuminates a vibrant seventeenth-century Eurasian caravan trade even as Europe-Asia maritime trade increased. By contextualizing merchants and places of Siberian trade in the increasingly connected economies of the early modern period, Monahan argues that, commercially speaking, Russia was not the "outlier" that most twentieth-century characterizations portrayed.
The gripping and definitive in-the-room account of the revolution that has swept the news industry over the last decade and reshaped our world. The last decade has seen the News industry face unprecedented change. The sometimes-century old institutions which were once the bastions of truth have had their dominance eroded by vast innovations in viral technology and, as millennial appetites force the industry to choose between principles of objectivity and impartiality, the survivors must confront the horrifying cost of their success: sexual scandal, fake news, the election of President Trump and the shaking of democracy. Taking us behind the scenes at four media titans - BuzzFeed, VICE, The New York Times and The Washington Post - Abramson reveals the human drama behind this shift: one involving deal-making tycoons, thrusting reporters, hard-bitten editors, egomaniacs, bullshitters, provocateurs and bullies, with some surfing and others drowning in the breaking wave of change. 'A cracking, essential read... Abramson knows where most of the bodies are buried and is prepared to draw the reader a detailed map' Guardian
A new history of English trade and empire—revealing how a tightly woven community of merchants was the true origin of globalized Britain In the century following Elizabeth I’s rise to the throne, English trade blossomed as thousands of merchants launched ventures across the globe. Through the efforts of these "mere merchants," England developed from a peripheral power on the fringes of Europe to a country at the center of a global commercial web, with interests stretching from Virginia to Ahmadabad and Arkhangelsk to Benin. Edmond Smith traces the lives of English merchants from their earliest steps into business to the heights of their successes. Smith unpicks their behavior, relationships, and experiences, from exporting wool to Russia, importing exotic luxuries from India, and building plantations in America. He reveals that the origins of "global" Britain are found in the stories of these men whose livelihoods depended on their skills, entrepreneurship, and ability to work together to compete in cutthroat international markets. As a community, their efforts would come to revolutionize Britain’s relationship with the world.
Praise for Merchant of Death "A riveting investigation of the world's most notorious arms dealer--a page-turner that digs deep into the amazing, murky story of Viktor Bout. Farah and Braun have exposed the inner workings of one of the world's most secretive businesses--the international arms trade." —Peter L. Bergen, author of The Osama bin Laden I Know "Viktor Bout is like Osama bin Laden: a major target of U.S. intelligence officials who time and again gets away. Farah and Braun have skillfully documented how this notorious arms dealer has stoked violence around the world and thwarted international sanctions. Even more appalling, they show how Bout ended up getting millions of dollars in U.S. government money to assist the war in Iraq. A truly impressive piece of investigative reporting." —Michael Isikoff, coauthor of Hubris: The Inside Story of Spin, Scandal, and the Selling of the Iraq War "Douglas Farah and Stephen Braun are two of the toughest investigative reporters in the country. This is an important book about a hidden world of gunrunning and profiteering in some of the world's poorest countries." —Steve Coll, author of Ghost Wars: The Secret History of the CIA, Afghanistan, and bin Laden, from the Soviet Invasion to September 10, 2001 "In Merchant of Death, two of America's finest reporters have performed a major public service, turning over the right rocks that reveal the brutal international arms business at the dawn of the twenty-first century. In Viktor Bout, they have given us a new Lord of War, a man who knows no side but his own, and who has a knack for turning up in every war zone just in time to turn a profit. As Farah and Braun uncover and document his troubling role in the Bush Administration's Global War on Terror, his ties to Washington almost seem inevitable." —James Risen, author of State of War: The Secret History of the CIA and the Bush Administration "An extraordinary and timely piece of investigative reporting, Merchant of Death is also a vividly compelling read. The true story of Viktor Bout, a sociopathic Russian gunrunner who has supplied weapons for use in some of the most gruesome conflicts of modern times--and who can count amongst his clients both the former Taliban regime in Afghanistan and the U.S. military in Iraq--is a stomach-churning indictment of the policy failures and moral contradictions of the world's most powerful governments, including that of the United States." —Jon Lee Anderson, author of The Fall of Baghdad Two respected journalists tell the incredible story of Viktor Bout, the Russian weapons supplier whose global network has changed the way modern warfare is fought. Bout’s vast enterprise of guns, planes, and money has fueled internecine slaughter in Africa and aided both militant Islamic fanatics in Afghanistan and the American military in Iraq. This book combines spy thrills with crucial insights on the shortcomings of a U.S. foreign policy that fails to confront the lucrative and lethal arms trade that erodes global security.
Terry Felber has written a parable that will transform your life and your business. Many years ago, this book helped Dave Ramsey rediscover the marketplace as a mission field--and merchants as ministers. Now let it open your eyes to the opportunities for service and leadership all around you.