Seven benefits from using marketing analytics

"Give the lady what she wants" and "The customer is always right" are quotes attributed to the venerable Chicago retailing pioneer Marshall Field. That customer-centered approach to doing business was leading-edge at the close of the 19th century and soon became a competitive advantage for Mr. Field's namesake department store empire. […]

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Five ways to increase fan revenue with marketing analytics

Experiencing a major sporting event in person is a hard-to-describe experience for a fan. When your team is winning, a feeling of euphoria rolls through the stadium or arena. I have hugged and high-fived complete strangers when a game-winning shot goes in or someone scores a game-winning touchdown in the […]

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The impact of negative reviews on purchase decisions

My colleague Kelly McGuire recently teamed with Associate Professor Breffni Noone at The Pennsylvania State University to study the role of reviews and ratings and price on purchase decisions in the hotel sector. Their findings confirmed the relationship linking ratings and reviews with quality and value perceptions of hotel room purchases that they'd found […]

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3 lessons in social media monitoring and response

Last week I described our social media monitoring and response pilot, and this week I’d like to talk about some key takeaways and lessons learned while working on the pilot. Leveraging knowledge across the enterprise is key Developing a First Responders list enabled our team to respond quickly, while leveraging […]

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4 steps to formalize your social monitoring and response program

Brands like Comcast, Dell, and Nike have made names for themselves on Twitter as customer service pros. Their responses to customer mentions in the social sphere are known for being useful, timely and fun. At SAS, we were hoping to develop a similar program for monitoring and responding to our […]

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How marketing operations management supports strategic alignment

Every once in a while I stop for a moment and consider how radically different marketing is today compared with just 3 years ago. Looking no further than my desk, it's quite amazing how my job has changed in just that short period of time. Previously, marketing seemed more an art […]

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Integrated marketing management: manage the customer experience

Thanks for joining us for the final post in our series detailing out the Integrated Marketing Management visual that describes what it takes for marketing departments to deliver long term profitable growth to their organizations. In our previous posts we detailed the full visual, and then the first two sections […]

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Should pharma companies try to delight customers?

Pharmaceutical companies (“Pharma”) operate in a very complex environment – to begin with, their customer is usually referred to as “the patient” and it gets more complicated from there. The relationship between Pharma and the patient is not always a direct one, and whether or not the customer is “delighted” often […]

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3 ways to show your love to your customers

It's Valentine's Day - a day widely associated with love, or at least as a day for acknowledging love. It's celebrated world-wide with offers of candies, flowers, poetry and many other ways to make it very clear how you feel. While observed around the world, Wikipedia notes that it's a working day in most countries.  And […]

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3 ways marketing analytics impact customer centricity

The idea of customer centricity in marketing is as "old as dirt" - it's probably been around as long as people have been interested in buying or selling things to each other. So why are we still talking about it, and why is it so seemingly elusive for some organizations? The […]

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