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ISBN10: 1260460428 | ISBN13: 9781260460421

ROI in Marketing: The Design Thinking Approach to Measure, Prove, and Improve the Value of Marketing, 1st Edition

ISBN10: 1260460428
ISBN13: 9781260460421
By Jack J. Phillips, Frank Q. Fu, Patricia Pulliam Phillips and Hong Yi

© 2021 Published September 28, 2020

ISBN10: 1260460428 | ISBN13: 9781260460421

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$40.00
ISBN10: 1260460428 | ISBN13: 9781260460421

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Get your bottom-line results where you want them by putting your marketing campaigns and initiatives to powerful new use

Marketing is all about understanding and serving your customers’ needs—but how do you know that your events, campaigns, and communication initiatives are working at top effectiveness? And how can you determine whether your marketing investments are reaping real rewards? ROI (Return on Investment) is a performance measure used to evaluate the efficiency of all types of investments, and in this powerful guide, the team at the ROI Institute offer you a proven method for understanding your own marketing benchmarks as never before.

Drawing on real data collected from real cases of real companies in a variety of industries, ROI in Marketing uses a data-driven process to help you measure:

  • Input, including types of projects, audience reach, number of customers, costs, and more
  • Reactions of target groups to products, services, and messages
  • Actions, including how to process and monetize what the target group thinks, believes, and knows
  • Business impact of actions taken by the target group and their influence on sales, new accounts, and profits
  •  ROI, monetary benefits of marketing programs compared to costs
  • Intangibles, such as image, reputation, corporate social responsibility, and more

Packed with actionable, results-driven processes, ROI in Marketing offers a powerful blueprint for transforming how you interact with your customers to get clear bottom-line results.



Acknowledgments 
Preface 

PART I Why This Is Important
1 The Value of Marketing: A Critical Issue
2 How the ROI Methodology Works 

PART II The Details of the ROI Methodology
3 Start with Why: Align Programs with the Business 
4 Make It Feasible: Select the Right Solution 
5 Expect Success: Plan for Results 
6 Make It Matter: Design for Input, Reaction,
and Learning 
7 Make It Stick: Design for Action and Impact 
8 Make It Credible: Isolate the Effects
of the Program 
9 Make It Credible: Convert Data to Monetary
Value and Identify Intangible Measures 
10 Make It Credible: Capture Costs of Program
and Calculate ROI 
11 Tell the Story: Communicate Results to Key
Stakeholders 
12 Optimize Results: Use Performance Improvement
to Increase Funding 
13 Forecast the ROI 
14 Make It Work: Sustain the Change to
a Value-Driven Marketing Program 

Appendix A 
Appendix B 
Appendix C 
Notes 315
Index 321

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