قائمة المراجع

(١) طبيعة التسويق

(٢) أبحاث التسويق

  • American Marketing Association (2014) Marketing research definition, https://www.ama.org/the-definition-of-marketing/ (accessed 11 June 2019).
  • Babin, B. and Zikmund, W. (2016) Essentials of Marketing Research, 6th edn, Boston: Centage Learning.
  • Bryman, A. (2016) Social Research Methods, Oxford: Oxford University Press.
  • ESOMAR Global Market Research Report (2019) https://www.esomar.org/knowledge-center/library?publication=2898 (accessed 5 August 2019).
  • Etikan, I. and Bala, K. (2017) Sampling and sampling methods, Biometrics & Biostatistics International Journal 5(6): 1–3.
  • Hair, J. F., Black, W. C., Babin, B., Anderson, R. E., and Tatham, R. L. (2005) Multivariate Data Analysis, 6th edn, Upper Sadler River: Prentice-Hall.
  • Harrell, E. (2019) Neuromarketing: what you need to know, Harvard Business Review, https://hbr.org/2019/01/neuromarketing-what-you-need-to-know (accessed 30 August 2019).
  • Malhotra, N., Nunan, D., and Birks, D. F. (2017) Marketing Research: An Applied Approach, 5th edn, Harlow: Pearson.
  • The New Coke Story: https://www.coca-colacompany.com/stories/coke-lore-new-coke (accessed 6 August 2019).
  • Parasuraman, A. (1991) Marketing Research, 2nd edn, Wokingham: Addison-Wesley.

(٣) التجزئة والاستهداف والمَوضعة ودور التمييز بالعلامة التجارية

  • Aaker, D. (1996) Building Strong Brands, New York: Free Press.
  • Barden, P. (2014) Decoded: The Science Behind Why We Buy, Chichester: John Wiley & Sons.
  • Corstjens, M. and Lai, R. (2000) Building store loyalty through store brands, Journal of Marketing Research 37(3): 281–91.
  • Dallenbach, K., Parkinson, J., and Krisjanous, J. (2018) Just how prepared are you? An application of marketing segmentation and theory of planned behavior for disaster preparation, Journal of Non-profit & Public Sector Marketing 30(4): 413–43.
  • Fenton-O’Creevy, M., Dibb, S., and Furnham, A. (2018) Antecedents and consequences of chronic impulsive buying: can impulsive buying be understood as dysfunctional self-regulation? Psychology & Marketing 35(3): 175–88.
  • Freytag, P. V. and Clarke, A. H. (2001) Business to business segmentation, Industrial Marketing Management 30(6): 473–86.
  • Hooley, G., Piercy, N. F., Nicouland, B., and Rudd, J. M. (2017) Marketing Strategy & Competitive Positioning, 6th edn, Harlow: Pearson.
  • Philip Kotler on branding: https://www.marketingweek.com/philip-kotler-modern-marketing/ (accessed 31 July 2019).
  • Lanning, M. and Michaels, E. (1988) A business is a value delivery system, McKinsey Staff Paper, July: 41.
  • McDonald M. and Dunbar, L. (2004) Market Segmentation—How to Do It: How to Profit from It, Oxford: Elsevier.
  • Rosenbaum-Elliot, R., Percy, L., and Pervan, S. (2018) Strategic Brand Management, 4th edn, Oxford: Oxford University Press.
  • Stewart, D. W. (1988) Segmentation and positioning for strategic marketing decisions, Journal of Marketing Research 35(1): 128–9.
  • Szmign, I. and Piaentini, M. (2015) Consumer Behaviour, Oxford: Oxford University Press.
  • Wind, Y. and Cardoza, R. (1974) Industrial market segmentation, Industrial Marketing Management 3(3): 153–66.

(٤) سلوك المستهلِك والمشتري وعرض القيمة المقترَحة

  • Anderson, J. C., Narus, J. A., and Van Rossum, W. (2006) Customer value propositions in business markets, Harvard Business Review, May: 90–9.
  • Ballantyne, D., Frow, P., Varey, R., and Payne, A. (2011) Value propositions as communication practice: taking a wider view, Industrial Marketing Management 40(2): 202–10.
  • Biemans, W. G. (2010) Business to Business Marketing: A Value-Driven Approach, Maidenhead: McGraw-Hill.
  • Capraro, A. J., Broniarczyk, S., and Srivastava, R. K. (2003) Factors influencing the likelihood of customer defection: the role of consumer knowledge, Journal of the Academy of Marketing Science 32(2): 164–75.
  • Cornwell, T. B., Humphreys, M. S., Maguire, A. M., Weeks, C. S., and Tellegen, C. L. (2006) Sponsorship-linked marketing: the role of articulation in memory, Journal of Consumer Research 33(3): 312–21.
  • Engel, J. F., Blackwell, R. D., and Miniard, P. W. (1995) Consumer Behaviour, 8th edn, Fort Worth: Dryden.
  • Keller, K. L. (2013) Strategic Brand Management, 4th edn, Harlow: Pearson.
  • King, S. F. and Burgess, T. F. (2008) Understanding success and failure in customer relationship management, Industrial Marketing Management 37(4): 421–31.
  • Kotler, P. and Armstrong, G. (2017) Principles of Marketing, 17th global edn, Harlow: Pearson.
  • Lanning, M. and Michaels, E. (1988) A business is a value delivery system, McKinsey Staff Paper, July: 41.
  • Payne, A., Frow, P., and Eggart, A. (2017) The customer value proposition: evolution, development and application in marketing, Journal of the Academy of Marketing Science 45(4): 467–89.
  • Pressey, A., Tzokas, N., and Winklhofer, H. (2007) Strategic purchasing and the evaluation of problem key supply relationships: what do key supplies need to know? Journal of Business & Industrial Marketing 22(5): 282–94.
  • Uber value proposition: https://www.wordstream.com/blog/ ws/2016/04/27/value-proposition-examples (accessed 6 August 2019).
  • Webster, F. E. and Wind, Y. (1972) Organizing Buying Behaviour, Englewood Cliffs: Prentice Hall.
  • Wind, Y. and Cardoza, R. (1974) Industrial market segmentation, Industrial Marketing Management 3(3): 153–66.

(٥) العروض الترويجية (الاتصالات التسويقية) ووسائل التواصل الاجتماعي

  • Advertising Standards Authority codes: https://www.asa.org.uk (accessed 17 January 2019).
  • De Pelsmaker, P., Geuens, M., and Van Den Bergh, J. (2017) Marketing Communications: A European Perspective, 6th edn, Harlow: Pearson.
  • Duncan, T. (2002) IMC Using Advertising and Promotion to Build Brands, Boston: McGraw-Hill Irwin.
  • Event Marketing Institute (2016) How brands and consumers use events as content generators, http://www.eventmarketer.com/wp-content/uploads/2016/05/2016EventTrackExecSummary.pdf (accessed 11 February 2019).
  • Fill, C. and Turnbull, S. (2013) Marketing Communications: Discovery, Creation and Conversations, 7th edn, Harlow: Pearson.
  • Global Advertising Spend 2010–18: https://www.statista.com/ statistics/236943/global-advertising-spending/ (accessed 16 January 2019).
  • International Chamber of Commerce, Article C14, Respecting consumer wishes, http://codescentre.iccwbo.org/icc-code/direct-marketing.aspx (accessed 9 February 2019).
  • Kotler, P. T. and Armstrong, G. (2017) Principles of Marketing, 17th edn, Harlow: Pearson.
  • Kotler, P., Kartajaya, H., and Setiawan, I. (2017) Marketing 0.4, from Traditional to Digital, Hoboken, NJ: John Wiley & Sons.
  • Martin, G. Z. (2017) The Essential Social Media Marketing Handbook: A New Roadmap for Maximizing Your Brand, Influence, and Credibility, Wayne, NJ: Careers Press.
  • Percy, L. and Rosenbaum-Elliott, R. (2016) Strategic Advertising Management, 5th edn, Oxford: Oxford University Press.
  • Public Relations Society of America: https://martech.zone/how-to-measure-public-relations-online/ (accessed 9 February 2019).
  • Thomas, J. S. and Sullivan, U. Y. (2005) Managing marketing communications with multichannel customers, Journal of Marketing, 69(4): 239–5.

(٦) السعر والمكان (إدارة القنوات)

  • Anderson, J. C., Wouters, M., and Van Rossum, W. (2010) Why the highest price isn’t the best price, Sloan Management Review 51(2): 69–76.
  • Anderson, P. and Anderson, E. (2002) The new e-commerce intermediaries, Sloan Management Review 43(4): 53–62.
  • De Toni, D., Milan, G. S., Saciloto, E. B., and Larentis, F. (2017) Pricing strategies and levels and their impact on corporate profitability, Revista de Administracao 52(2): 120–33.
  • Gerster, E. (1985) Do higher prices signal higher quality? Journal of Marketing Research 22(2): 209–15.
  • Gourville, J. and Soman, D. (2002) Pricing and the psychology of consumption, Harvard Business Review 80(9): 91–6.
  • Hamilton, R. and Chernev, A. (2013) Low prices are just the beginning: prices image in retail management, Journal of Marketing 77(6): 1–20.
  • Hinterhuber, A. and Liozu, S. (2012) Is it time to rethink your pricing strategy? Sloan Management Review 53(4): 69–77.
  • Kotler, P. and Armstrong, G. (2017) Principles of Marketing, 17th global edn, Harlow: Pearson.
  • Narus, J. A. and Anderson, J. C. (1986) Industrial distributor selling: the roles of outside and inside sales, Industrial Marketing Management 15(1): 55–62.
  • Not for profit vs non-profit—everything you need to know: https://www. upcounsel.com/not-for-profit-vs-nonprofit (accessed 21 August 2019).
  • Popescu, I. and Wu, Y. (2007) Dynamic pricing strategies with reference effects, Operations Research 55(3): ii–613.
  • Shapiro, B. P. and Jackson, B. B. (1978) Industrial pricing to meet customer needs, Harvard Business Review, November/December: 119–27.
  • Simon, H. (1992) Pricing opportunities-and how to exploit them, Sloan Management Review 33(2): 55–65.
  • Taylor, D., Brockhaus, S., Knemeyer, A., and Murphy, P. (2019) Omnichannel fulfilment strategies: defining the concept and building an agenda for future inquiry, The International Journal of Logistics Management 30(3): 863–89.
  • Verhoef, P. C., Kannan, P. K., and Inman, J. J. (2015) From multi-channel retailing to omni-channel retailing: introduction to the special issue on multi-channel retailing, Journal of Retailing 91(2): 174–81.
  • Wollenburg, J., Holzapfel, A., Hübner, A., and Kuhn, H. (2018) Configuring retail fulfillment processes for omni-channel customer steering, International Journal of Electronic Commerce 22(4): 540–75.

(٧) المنتَج، وابتكار منتَج جديد، وتسويق الخدمة

  • Allen, B. J., Dholakia, U. M., and Basuroy, S. (2016) The economic benefits to retailers from customer participation in proprietary web panels, Journal of Retailing 92(2): 147–61.
  • Ansoff, I. (1957) Strategies for diversification, Harvard Business Review 35(5): 113–24.
  • Booms, B. H. and Bitner, M. J. (1981) Marketing strategies and organization structures for service firms. In J. H. Donnelly and W. R. George (eds), Marketing of Services, New York: American Marketing Association, pp. 47–51.
  • Brady, M. K., Baurdeau, B. L., and Heskel, J. (2005) The importance of brand cues in intangible service industries: an application to investment services, Journal of Service Marketing 19(6): 401–10.
  • Buganza, T., Gerst, M., and Verganti, R. (2010) Adoption of NPD flexibility practices in new technology-based firms, European Journal of Innovation Management 13(1): 62–80.
  • Castellion, G. and Markham, S. K. (2013) Myths about new product failure rates, Journal of Product Innovation & Management 37(4): 976–9.
  • Di Benedetto, C. A. (1999) Identifying the key success factors in new product launch, Journal of Product Innovation Management 16(3): 530–44.
  • Furnham, A. and Milner, R. (2013) The impact of mood on customer behaviour: staff mood and environmental factors, Journal of Retail and Consumer Services 20(6): 634.
  • Gill, I., Berenguer, G., and Gevera, A. (2007) The roles of service encounters, service value and job satisfaction in business relationships, Industrial Marketing Management 37(8): 921–39.
  • Gummesson, E. (2004) Implementing the marketing concept: from service and values to lean consumption, Marketing Theory 6(3): 291–3.
  • Jobber, D. and Fahy, J. (2009) Foundations of Marketing, Maidenhead: McGraw-Hill.
  • Philip Kotler’s five product levels: https://www.toolshero.com/ marketing/five-product-levels-kotler/ (accessed 21 August 2019).
  • Marinova, D. (2004) Actualising innovation effort: the impact of market knowledge diffusion in a dynamic system of competition, Journal of Marketing 68(3): 1–19.
  • Peres, R., Muller, E., and Mahajan, V. (2010) Innovation diffusion and new product growth models: a critical review and research directions, International Journal of Research in Marketing 27(2): 91–106.
  • Rogers, E. M. (2003) The Diffusion of Innovations, 5th edn, New York: The Free Press.

(٨) طبيعة التسويق المتغيِّرة

  • Bell, A. (2019) Waiting on hold will soon become a thing of the past, https://whatsnext.nuance.com/customer-experience/artificial-intelligence-bridges-gaps-between-consumer-demands-and-contact-centers/ (accessed 20 August 2019).
  • Chaffey, D. and Smith, P. R. (2017) Digital Marketing Excellence: Planning Optimizing and Integrating Online Marketing, London: Routledge.
  • Charlesworth, A. (2018) Digital Marketing: A Practical Approach, Abingdon: Routledge.
  • Gutierrez, A., O’Leary, S., Rana, N. P., Dwivedi, Y. K., and Calle, T. (2019) Using privacy calculus theory to explore entrepreneurial directions in mobile location-based advertising: identifying intrusiveness as the critical risk factor, Computers and Human Behavior 95(6): 295–306.
  • Heinze, A., Fletcher, G., Rashid, T., and Cruz, A. (2017) Digital and Social Media Marketing, London: Routledge.
  • Kim, A. J. and Ko, E. (2012) Do social media marketing activities enhance customer equity? An empirical study of luxury fashion brand, Journal of Business Research 65(10): 1480–6.
  • Knight, W. (2017) The Dark Secret at the Heart of AI, Intelligent Machines, https://www.technologyreview.com/s/604087/the-dark-secret-at-the-heart-of-ai/ (accessed 29 August 2019).
  • Kotler, P., Kartajaya, H., and Setiawan, I. (2017) Marketing 4.0: Moving from Traditional to Digital, Hoboken, NJ: John Wiley & Sons.
  • Ramaswamy, V. and Kerimcan, O. (2018) Offerings as digitalized interactive platforms: a conceptual framework and implications, Journal of Marketing 82(4): 19–31.
  • Syam, N. and Sharma, A. (2018) Waiting for a sales renaissance in the fourth industrial revolution: machine learning and artificial intelligence in sales research and practice, Industrial Marketing Management 69(2): 135–46.
  • The most effective social media sites for start-ups: https://www.eu-startups.com/2018/09/the-most-effective-social-media-channelsstrategies-for-startups/ (accessed 27 August 2019).
  • ten Berg, K., Spil, T. A. M., and Effing, R. (2019) The privacy paradox of utilizing the Internet of Things and Wi-Fi tracking in smart cities. In Y. Dwivedi, E. Ayaburi, R. Boateng, and J. Effah (eds), ICT Unbounded, Social Impact of Bright ICT Adoption: TDIT 2019. IFIP Advances in Information and Communication Technology, vol. 558, Cham: Springer.
  • Wirth, N. (2018) Hello marketing, what can artificial intelligence help you with? International Journal of Market Research 60(5): 435–8.

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