Essentials of Marketing ISE

Joseph P. Cannon is Deans Distinguished Teaching Fellow and professor of marketing at Colorado State University. He has also taught at the University of North Carolina, Emory University, Instituto de Empresa (Madrid, Spain), INSEAD (Fontainebleau, France), Thammasat University (Bangkok, Thailand), and the University of Ljubljana (Slovenia). He has received many teaching awards and the N. Preston Davis Award for Instructional Innovation.  Dr. Cannons research has been published in the Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Journal of Operations Management, Journal of Personal Selling and Sales Management, Journal of Public Policy and Marketing, Antitrust Bulletin, and the Academy of Management Review, among others. He is a two-time recipient of the Louis W. and Rhona L. Stern Award for high-impact research on interorganizational topics. He has also written numerous teaching cases. Dr. Cannon serves (or served) on the editorial review boards of the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Operations Management, Journal of Personal Selling and Sales Management, and Journal of Marketing Education. The Journal of Marketing has honored Dr. Cannon with several distinguished reviewer awards. He served as chair of the American Marketing Associations Interorganizational Special Interest Group (IOSIG). Before entering academics, Dr. Cannon worked in sales and marketing for Eastman Kodak Company. William D. Perreault Jr. is Kenan Professor of Business Emeritus at the University of North Carolina. Dr. Perreault is the recipient of the two most prestigious awards in his field: the American Marketing Association Distinguished Educator Award and the Academy of Marketing Science Outstanding Educator Award. He was also selected for the Churchill Award, which honors career impact on marketing research. He was editor of the Journal of Marketing Research and has been on the review board of the Journal of Marketing and other journals.  The Decision Sciences Institute has recognized Dr. Perreault for innovations in marketing education, and at UNC he has received several awards for teaching excellence. He is also the author of Basic Marketing and The Marketing Game!  Dr. Perreault is a past president of the American Marketing Association Academic Council, served as chair of an advisory committee to the U.S. Census Bureau, and served as a trustee of the Marketing Science Institute. He has also worked as a consultant to organizations that range from GE and IBM to the Federal Trade Commission. Marketing lost one of its pioneers when E. Jerome Jerry McCarthy passed away at his home in East Lansing, Michigan, in 2015.  All marketing instructors owe Jerry McCarthy a great debt of gratitude. Jerry was a pioneer in marketing and wrote the predecessor to this title, Basic Marketing, and the first few editions of Essentials of Marketing. He popularized the 4 Ps approach to managerial marketing management. Because of the impact he had in marketing and this title specifically, we dedicate this 18th edition to him in honor of his memory.  After earning a PhD at the University of Minnesota, Dr. McCarthy joined the faculty at Notre Dame and became a Fellow in the prestigious Ford Foundation Program at Harvard, an experience that focused on how to make marketing management practice more rigorous and shaped his thoughts on the needs of students and educators. Dr. McCarthy spent most of his career at Michigan State University, gaining a reputation for working with passion and purpose. He received the AMAs Trailblazer Award in 1987 and was voted one of the top five leaders in marketing thought by marketing educators.  Dr. McCarthy was well known for his innovative teaching materials and texts, including Basic Marketing and Essentials of Marketing. These books changed the way marketing was taught by taking a managerial point of view. He also introduced a marketing strategy planning framework, organizing marketing decisions around the Four PsProduct, Place, Promotion and Price. As these approaches became the standard in other texts, Dr. McCarthy continued to innovate, including new materials in the digital realm. Todays marketing instructors owe a great debt to this innovative pioneer.

Chapter 1: Marketing's Value to Consumers, Firms, and Society 

Chapter 2: Marketing Strategy Planning 

Chapter 3: Evaluating Opportunities in the Changing Market Environment 

Chapter 4: Focusing Marketing Strategy with Segmentation and Positioning 

Chapter 5: Final Consumers and Their Buying Behavior 

Chapter 6: Business and Organizational Customers and Their Buying Behavior 

Chapter 7: Improving Decisions with Marketing Information 

Chapter 8: Elements of Product Planning for Goods and Services 

Chapter 9: Product Management and New-Product Development 

Chapter 10: Place and Development of Channel Systems 

Chapter 11: Distribution Customer Service and Logistics 

Chapter 12: Retailers, Wholesalers, and Their Strategy Planning 

Chapter 13: Promotion—Introduction to Integrated Marketing Communications 

Chapter 14: Personal Selling and Customer Service 

Chapter 15: Advertising and Sales Promotion 

Chapter 16: Publicity 

Chapter 17: Pricing Objectives and Policies 

Chapter 18: Price Setting in the Business World 

Chapter 19: Ethical Marketing in a Consumer-Oriented World