The Business and Management Bookstore:
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Influence : The Psychology of Persuasion Influence : The Psychology of Persuasion
by Robert B. Cialdini

Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer, or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.

Robert Cialdini's Influence was a hit the moment it was first published in 1984. Now it's been updated and revised to incorporate the most recent developments in the fields of persuasion and compliance to provide fresh insights and examples of how influence works to change behavior. Photographs.

CLICK HERE TO ORDER Influence : The Psychology of Persuasion


Crossing the Chasm : Marketing and Selling High-Tech Products to Mainstream
Customers Crossing the Chasm : Marketing and Selling High-Tech Products to Mainstream Customers
by Geoffrey A. Moore

Every year companies gamble away millions of dollars and countless hours of technical talent on doomed efforts to market technology products that are greeted with enthusiasm, but ultimately fizzle in the marketplace. Based on the revolutionary model derived from Moore's extensive experience in high-tech markets, Crossing the Chasm is the definitive book on a vital but capricious market.

peter@thirdeye.com, 06/27/97, rating=10: Required reading for Marketing-challenged techies. The only thing that could have made this book more valuable to me was reading it when it was first published in 1991. Everything my company did right and, sadly, everything we did wrong is laid out in clear language. If you are a techie who thinks that "Technology is 98% of the Company", read this book before you go broke.

CLICK HERE TO ORDER Crossing the Chasm


Inside the Tornado : Marketing Strategies from Silicon Valley's Cutting Edge Inside the Tornado : Marketing Strategies from Silicon Valley's Cutting Edge
by Geoffrey A. Moore

Inside the Tornado the long-awaited sequel to Crossing the Chasm by Silicon Valley marketing strategist Geoffrey Moore, follows its predecessor as required reading material for today's leading business schools and industry luminaries. The book focuses on the market dynamics of hypergrowth, with a behind-the-headlines look at how companies such as Microsoft and Netscape capture dominant market shares and leap into prominence.

"Geoff Moore's books are a must-read for all participants in high-tech. Crossing the Chasm and Iinside the Tornado are required reading for my students both at the Stanford Engineering School and the Harvard Business School," said Thomas J. Kosnik, consulting associate professor, Stanford Engineering School, and visiting associate professor, Harvard Business School.

CLICK HERE TO ORDER Inside the Tornado


Intellectual Capital : The New Wealth of Organizations Intellectual Capital : The New Wealth of Organizations
by Thomas A. Stewart

Intellectual Capital is a groundbreaking book, visionary in scope and immediately practical in application. It offers powerful new ways of looking at what companies do and how to lead them. This is the first book to show how to turn the untapped, unmapped knowledge of an organization into its greatest competitive weapon. It reveals how to unlock the value of hidden assets; how to find them in the talent of a company's people, the loyalty of its customers, and the collective knowledge embodied in an organization's culture, systems, and processes. And it shows how to manage these vital assets - which until now have largely been ignored.

CLICK HERE TO ORDER Intellectual Capital


The E-Myth Revisited : Why Most Small Businesses Don't Work and What to Do About
It The E-Myth Revisited : Why Most Small Businesses Don't Work and What to Do About It
by Michael E. Gerber

In this totally revised and updated edition, Gerber explodes the myths surrounding starting your own business and show how common assumptions, expectations and even technical expertise can get in the way of running a business.

arikap@aol.com, 06/15/97, rating=10: The single most important book I've ever read. If there were a higher grade than ten this book deserves it. It is the single most influential and important book I have ever read...business or otherwise. Gerber powerfully spells out the enormous benefits of working "on" your business not "in" it. Follow these principles and it will enrich your life in every sense of the word. Change your thinking about your business, as Gerber suggests, and you will stand an excellent chance of hitting a grand slam...ignore his advice and you'll likely find drudgery in your work and life...yes, the message is that powerful!!!

CLICK HERE TO ORDER The E-Myth Revisited


The Balanced Scorecard : Translating Strategy into Action The Balanced Scorecard : Translating Strategy into Action
by Robert S. Kaplan, David P. Norton

How to use measurement systems to implement strategy. We originally developed the Balanced Scorecard to improve performance measurement systems. The Balanced Scorecard retains financial measures, such as return-on-capital-employed and economic value added, and supplements these with new measures on value creation for customers, enhancement of internal processes, including innovation, to deliver desired value propositions to targeted customers, and the creation of capabilities in employees and systems. As companies developed and used their Balanced Scorecard, they soon made it the centerpiece of their management systems. Innovating companies today are using their Balanced Scorecards to (1) gain consensus and clarity about their strategic objectives, (2) communicate strategic objectives to business units, departments, teams, and individuals, (3) align strategic planning, resource allocation and budgeting processes, and, (4) obtain feedback and learn about the effectiveness of their strategic plan and its implementation. The book describes, in detail, the construction and use of the Balanced Scorecard as a strategic management system.

CLICK HERE TO ORDER The Balanced Scorecard


Enterprise One to One : Tools for Competing in the Interactive Age Enterprise One to One : Tools for Competing in the Interactive Age
by Don Peppers and Martha Rogers

Their 1993 bestseller, THE ONE TO ONE FUTURE, which is being released as a paperback this month (Jan.), has been hailed as the bible for marketers and earned Peppers and Rogers international acclaim.

In ENTERPRISE ONE TO ONE, Peppers and Rogers go beyond that now classic work on how to sell more products to fewer customers. For the last several years, they have been teaching companies how to stay at the head of the pack by harnessing technology to achieve killer competitive advantages in customer loyalty and unit margin. In this brave new world where microchip technology is making it possible for houses to know their occupants better than the occupants know their own houses -- know the owners' temperature preferences, water use, lights, appliances -- businesses have a great advantage in building unbreakable customer relationships.

The author, Don Peppers peppers@marketing1to1.com, 02/24/97: Please come visit us at www.marketing1to1.com. ENTERPRISE ONE TO ONE includes spreadsheets and other tools which we are making available on our Web site, www.marketing1to1.com. We also have a thriving series of discussion threads on a variety of topics, ranging from whether WebTV and similar ideas will be successful, to how non-profits and/or oligopolies approach customer relationships. Buy the book here at Amazon, read it, and then LET US HEAR FROM YOU!

CLICK HERE TO ORDER Enterprise One to One


Organizing Genius : The Secrets of Creative Collaboration Organizing Genius : The Secrets of Creative Collaboration
by Warren Bennis and Patricia Ward Biederman

For years, Warren Bennis has written about leadership in works such as Learning to Lead, Beyond Leadership, and the bestselling On Becoming a Leader. His aim in these well- received titles was to catalog the traits and styles of leadership that help individuals excel in their work. In his new book (and already another bestseller) Organizing Genius, Bennis declares the age of the empowered individual ended: what matters now is "collaborative advantage" and the assembling of powerful teams. Drawing from six case studies that include Xerox's PARC labs, the 1992 Clinton campaign, and Disney animation studios, Bennis and coauthor Patricia Biederman distill the characteristics of successful collaboration, showing how talent can be pooled and managed for greater results than any individual is capable of producing. Organized in easily digested chapters and written in clear, concise prose, Organizing Genius will be useful to folks finding their way in new organizational structures. The lessons Bennis and Biederman offer in the final chapter of the book don't constitute the obvious advice most business books convey; these are real experiences gleaned from the stories of collaboration they surveyed.

CLICK HERE TO ORDER Organizing Genius


The Loyalty Effect : The Hidden Force Behind Growth, Profits, and Lasting Value The Loyalty Effect : The Hidden Force Behind Growth, Profits, and Lasting Value
by Frederick F. Reichheld and Thomas Teal

U.S. corporations now lose half their customers in five years, half their employees in four, and half their investors in less than one. The Loyalty Effect reveals the secrets of successful companies which base their business strategies on loyal relationships. Reichheld lays out the principles that connect value creation, loyalty, growth, and profits, and shows how great companies have used these principles to build loyal customers, loyal employees, and loyal owners.

chris.benyo@bridge.bst.bls.com, 08/09/96, rating=10: A great, non-preachy business book. While many authors of business books seem to be really just selling their consulting services, Mr. Reicheld paints a picture of what businesses need to do to retain customers while adding VALUE to those customer relationships. Reicheld talks about his experience as a consultant, but I never felt he was trying to sell me on his services. The Loyalty Effect is a must read for anyone who is mystified at why their profits aren't as high as their competitors while everyone seems to have about equal margin.

CLICK HERE TO ORDER The Loyalty Effect


The Art of the Long View : Planning for the Future in an Uncertain World The Art of the Long View : Planning for the Future in an Uncertain World
by Peter Schwartz

One of the world's leading futurists--who has served as a consultant to clients as diverse as Volvo and the White House--presents a revolutionary guide to planning for the future. A powerful tool for developing strategic vision, this book reveals how to navigate the future by applying the intuitive skills used by artists and musicians.

alden_globe@jdedwards.com, 12/02/96, rating=10: Marshall McLuhan once explained to me that to deal with information overload, we must be like the sailor in Edgar Allan Poe's Descent Into The Maelstrom. Schwartz's book is the best title I've come across to help illuminate the power of strategic planning and its role in shaping corporate directions, web development, small business and personal planning. It's the "life- saver" we need to float on top of the sea of data in which we are drowning.

CLICK HERE TO ORDER The Art of the Long View


Electronic Selling : Twenty-Three Steps to E-Selling Profits Electronic Selling : Twenty-Three Steps to E-Selling Profits
by Brian Jamison, Josh Gold, and Warren Jamison

Written by the co-founders of an agency that designs Web sites for major corporations, Electronic Selling: 23 Steps to E-Selling Profits provides an overview of the entire process for executives who don't have backgrounds in technology. Following a step-by-step action plan that moves from project conception through marketing assignments, it offers detailed information on critical topics like the actual mechanics of cyber sales and the issues surrounding online security. Numerous successful Web sales efforts also are profiled.

WAllah@pil.com, 03/28/97, rating=10: Excellent guide to getting your business on the Web! If you're business is not yet on the Internet, this book is an excellent resource to provide you with the tools to get you started with a Web site. It guides you through a simple 23 step to get you started. Very informative. No overly-technical gibberish. A must read for any business, large or small, interested in making money on the Net.

CLICK HERE TO ORDER Electronic Selling


The One to One Future : Building Relationships One Customer at a Time The One to One Future : Building Relationships One Customer at a Time
by Don Peppers and Martha Rogers

What will life be like after mass marketing? Today, technology allows us to sell more goods to fewer people, which is far more efficient than selling fewer goods to more people. Peppers, an advertising executive, and Rogers, a marketing scholar, set out their new marketing paradigm in detail. A one-to- one competitor focuses on "share of customer" rather than the mass-marketer's "share of market." Learn to collaborate with the customer to build loyalty and build your opportunities for future profit. The strategies in this book work as well -- maybe even better -- for small companies as for the blue-chippers.

CLICK HERE TO ORDER The One to One Future


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