jim.shamlin.com

General Business and Management

This is an attempt to organize my notes by topic. Stress on "attempt," as it's rather a wreck right now, and I expect it always will be.

 

Marketing and Sales

Advertising Transformed (Books)

Fons Van Dyck (Kogan Page: 2014)

Observation and theory about the way in which advertisers must change their practices to remain effective in the digital age.

The Art of Influence without Manipulation (Books)

Rob Jolles (Berrett-Koehler: 2013)

A process-oriented approach to persuading prospects in the sales process that, while not entirely without manipulation, is at least more subtle than traditional approaches to selling.

The Art of Selling to the Affluent (Books)

Matt Oechsli (Wiley: 2005)

Considers the mindset and motivations of affluent customers ($100K+ annual household income) and the specialized sales tactics that must be used to appeal to them.

The Branded Mind (Books)

Erik du Plessis (Kogan Page: 2011)

This book provides a rational examination of the application of brain science to marketing, avoiding the hype and disinformation that generally surround the topic.

Brand Psychology (Books)

Jonathan Gabay (Kogan Page: 2015)

Rather a succotash of random topics related to the way in which psychology influences brand perception and engagement.

Brand Turnaround (Books)

Karen Post (McGraw-Hill: 2012)

Considers the factors that leave a brand vulnerable to attack as well as strategies for recovering after a publicity crisis.

Brand Seduction (Books)

Daryl Weber (Career Press: 2016)

A plausible exploration of the emotional (rather than rational) bases of buying decisions and consumer loyalty.

Branding Your Business (Books)

James Hammond (Kogan Page: 2011)

While rife with flaws, this book takes a fairly comprehensive swipe at the notion of brand and the ways it can be built, maintained, and leveraged.

Building Customer-Brand Relationships (Books)

Don E. Schultz et. al. (M. E. Sharpe: 2009)

This book atttempts to identify some of the flaws in traditional marketing practices, with an eye toward replacing them with notions better suited to the contemporary arena of customer-brand relationship management.

Built to Love (Books)

Peter Boatwright and Jonathan Cagan (Berrett-Koehler: 2010)

Considers the emotional aspects of the relationship between customers and brands, specifically looking to the way they factor into consumer preference.

Buyer Behaviour (Articles)

Frank Atkinson (Ventus: 2010)

This booklet wanders through a few topics pertaining to salesmanship: considering the personality, motivation, and negotiation styles of consumers.

Conversion Optimization: The Art and Science of Optimized Marketing (Books)

Chris Goward (Sybex: 2013)

Focusing primarily on small to medium-sized operations, this book provides some guidance for improving conversion rates by altering the design elements of web sites.

CRM Fundamentals (Books)

Scott Kostojohn et. al. (Apress: 2011)

A general description of customer relationship management systems and programs, light on practical details, but thorough on managing the processes and projects required to implement a CRM program.

Consumer Behaviour in the International Restaurant Sector (Books)

Donald Sloan (Taylor and Francis: 2004)

A collection of articles that consider the customer experience in the food service industry, which serves as an apt model for goods and service retail in general.

Customer Loyalty: How to Earn It, How to Keep It (Books)

Jill Griffin (Bass: 2002)

A consideration of customer loyalty, a notiuon that is not entirely new, but merely being revived as the era of mass-marketing draws to a close.

Customer Relationship Management (Articles)

Roger Baran, Christoher Zerres, and Michael Zerres (June 2010)

This article provides a brief overview of the current state of customer relationship management.

Customer Relationship Management Essentials (Books)

John W. Gosney and Thomas P. Boehm (Premier Press: 2000)

A guide for businesses that wish to regain their lost relationship with their customers.

Fundamentals of Marketing (Books)

Eugene Johnson (AMACOM: 2002)

A survey of some of the basic principles of marketing, largely from a traditional (pre-internet) consumer marketing perspective.

Generational Selling Tactics that Work (Books)

Cam Marston (Wiley: 2011)

Suggest methods for adjusting marketing and sales tactics to appeal to the specific values, beliefs, and preferences to the primary age groups in the current US marketplace.

The Human Brand (Books)

Chris Malone (Jossey-Bass: 2013)

A somewhat mediocre consideration of the way people (consumers, employees, investors, and other stakeholders) relate to people, products, brands, and companies.

Introduction to Mobile Advertising (Articles)

Lawrence Harte (Althos: 2008)

Presents information about advertising targeted to mobile devices.

Learning from Customer Defection (Articles)

Frederick Reichheld

While companies have a vague sense that customer loyalty is important, few recognize the impact of defection, or have effective methods and metrics to address the phenomenon.

The Luxury Strategy (Books)

Jean-Noel Kapferer and Vincent Bastien (Kogan Page: 2012)

Considers the idiosyncrasies of the luxury market, which is significantly different and often diametrically opposed to traditional mass marketing practices.

Marketing without Advertising (Books)

Michael Phillips and Salli Rasberry (Nolo: 1997)

Examines the (much neglected) methods for product promotion, public relations and brand and reputation building other than paid advertisement.

Landing Page Optimization (Books)

Tim Ash (Sybex: 2008)

This book deals with an essential and often overlooked aspect of promotion: once you have attracted visitors to you Web site, what do you do with them?

Multichannel Marketing: Metrics and Methods (Books)

Akin Arikan (Sybex: 2008)

A guide for measuring the impact of marketing efforts with an eye toward an inclusive approach that measures the impact of all channels.

Persuading Customers When They Ignore Marketing (Books)

Bryan Eisenberg, Jeffrey Eisenberg and Lisa T. Davis (Nelson: 2006)

A process-oriented approach to considering the customer's perspective when offering goods and services in a competitive and communicative global market.

Persuasive Technology (Books)

B.J. Fogg (Kaufmann Publishers: 2003)

A psychological perspective on the use of computer technology toward affecting the attitudes and behaviors of users.

Predictably Irrational (Books)

Dan Ariely (HarperCollins: 2008)

This book considers that not all economic decisions are made with perfect information and flawless reason - but unfortunately takes the opposite extreme in the argument.

The Relationship Edge (Books)

Jerry Acuff and Wally Wood (John Wiley & Sons: 2007)

A book is about relationship management in meatspace that has some insights that may be worth considering for Web and social media.

Relationship Marketing (Books)

Martin Christopher et. al. (Taylor and Francis: 2002)

An overview of relationship marketing and the customer value chain as an alternative to the organization-centric transactional approach.

Relevance: The Power to Change Minds and Behavior (Books)

Andrea Coville (Bibliomotion: 2014)

A somewhat rambling consideration of the value of relevance in a competitive market

Retail Analytics: The Secret Weapon (Books)

Emmett Cox (Wiley: 2012)

Explores the use of customer data (primarily market basket data) as a means to analyse and influence consumer purchasing behavior.

Sales Mastery (Books)

Chuck Bauer (Wileu: 2011)

Tips and advice for personal selling from a seasoned industry veteran.

Secrets of Selling Services (Books)

Stephan Schiffman (McGraw-Hill: 2013)

Considers some of the peculiarities that are pronounced when attempting to convince customers of the value and reliability of an intangible.

Scientific Selling (Books)

Nancy Martini and Geoffrey James (Wiley: 2012)

While stilted to promote services sold by the authors' consulting firm, this book also provides some general information on the use of applied psychology to improve sales and sales management.

The Shopper Economy (Books)

Liz Crawford (McGraw-Hill: 2012)

Explores the notion of providing payment (cash or other rewards) to shoppers for various activities on the path to, but not inclusive of, purchasing products.

Social Media Marketing for Business (Books)

Eileen Brown (BCS: 2010)

A perspective on some ways in which commercial organizations can leverage social media, primarily to engage with customers

Social Media Marketing Handbook (Books)

Darren Barefoot and Julie Szabo (No Starch Press: 2010)

A guide for marketing professionals who are seeking to leverage social media as a marketing channel.

The Third Screen (Books)

Chuck Martin (Brealey: 2011)

A fairly reasonable consideration of the mobile channel, covering customer behavior and ways in which commercial interests can leverage the channel without becoming intrusive.

Using Emotions to Make Your Message Memorable (Books)

Vikas Gopal Jhingran (Career Press: 2014)

In verbal communications, maintaining the interest of your audience and leaving a lasting impressions depends on the emotional impact of your speech.

Web Metrics (Books)

Jim Sterne (John Wiley: 2002)

A discussion of methods for assessing Web site data to provide meaningful information for decision making.

Why Service Stinks ... and Exactly What to Do About It (Books)

T. Scott Gross (Kaplan: 2004)

An examination of problems with service in the retail industry that identifies key issues that degrade customer experience.

 

Project Management

Agile: An Executive Guide (Articles)

Jamie Lynn Cooke (IT Governance: 2011)

A booklet that provides a brief overview of the "agile" approach to software development and project management.

The CIO Paradox (Books)

Martha Heller (Bibliomotion: 2013)

A collection of anecdotes, quotes, and random advice for technology executives seeking to seize power within organizations.

Developing Effective Websites (Books)

Roy Strauss and Patrick Hogan (Focal Press: 2001)

Guidance for managing Web site development projects, which are significantly different than typical business projects, and slightly different from software development ones.

On Line, On Time, On Budget (Books)

Mark Kozak-Holland (MC Press: 2002)

Recommended practices to avoid or mitigate risk in online projects, as a method of reducing the cost/time of dealing with problems in both development and production.

Practical Guide to Project Planning (Books)

Ricardo Viana Vargas (Auerbach Publications: 2008)

A quick overview of project management using the Project Management Body of Knowledge (PMBOK), a reference developed by a professional association.

Writing Better Software Requirements (Books)

Ben Rinzler (John Wiley & Sons: 2009)

A common-sense approach that departs from the current practice of complex and incomprehensible documentation techniques to arrive at clear, compelling, and usable requirements documents.

What is Six Sigma? (Books)

Pete Pande and Larry Holpp (McGraw-Hill: 2002)

A concise overview of the Six Sigma methodology - but it should be approached with caution, as the tone is extremely promotional and polemical.

 

Leadership and Personnel

Becoming an Effective Leader (Books)

Harvard Business School Publishing (Harvard Business School Publishing: 2005)

A collection of articles, case studies, essays, and other short works on the topic of leadership.

Building Respected Companies (Books)

Jordi Canals (Cambridge University Press: 2010)

Analyzes the reputation of a firm from a perspective of the social responsibility in a manner that is compatible with and derivative from the its mission and purpose.

Built on Values: Creating an Enviable Culture (Books)

Ann Rhoades and Nancy Shepherdson (Jossey-Bass: 2011)

Makes a case for the benefits of having a values-driven culture and provides a high-level plan for effecting it within commercial organizations.

Corporate Politics for IT Managers (Articles)

Keith Patching and Robina Chatham (Butterworth-Heinemann: 2000)

An explanation of the positive value of corporate politics for IT managers, who are presumed to be disdainful of the topic.

Creating Engaged Employees (Books)

William J. Rothwell (ARTR: 2014)

A brief overview of the concept of engagement and its potential benefit to commercial organizations.

The Discomfort Zone (Books)

Marcia Reynolds (Berrett-Koehler: 2014)

Uncomfortable conversations can be highly productive in making positive changes in behavior. They should not be avoided, and in some instances should even be initiated.

Fear in Organizations (Books)

Sheila M. Keegan (Kogan Page: 2015)

A consideration of the incidental and intentional use of fear in organizations that, while unscientific and unsystematic, provides insights that may be valuable in creating a culture of innovation.

Find Out Anything: Secrets Of Calculated Questioning (Books)

James O. Pyle (Career Press: 2014)

A (rather too) fundamental approach to interrogation and questioning as a means to information gathering and discovery.

First-Level Leadership (Books)

Vivette Payne (American Management Association: 2005)

The theory and practice of leadership on the lowest level of an organization, working directly with the front-line workers

Game Theory in Everyday Life (Books)

Len Fisher (Basic Books: 2008)

A (too) basic examination of the application of game theory to foster cooperation in situations that are otherwise prone to conflict.

How to Manage the People Who Deliver Technology (Books)

Paul Glen (Jossey-Bass: 2003)

Guidance on giving good leadership to technology workers, for whom most of the traditional approaches to leadership are ineffective.

Increasing Human Efficiency in Business (Books)

Walter Dill Scott (Macmillan: 1911)

Describes various applications of psychology as a means of modifying human behavior to improve efficiency, which in turn yields improvement in quality, quantity, and speed of productive activity.

Leading Your Smartest, Most Creative People (Books)

Rob Goffee and Gareth Jones (Harvard Business Press: 2009)

Considers the changes in management and organizational practices necessary to leverage the minds, rather than merely the hands, of knowledge workers.

A Manager's Guide to Human Behavior (Books)

Matthew Reis and Judith Geller (AMA: 2010)

Discusses a number of areas of management in which an understanding of human behavior would be helpful ... but without actually conveying knowledge about human behavior.

Peer-to-Peer Leadership (Books)

Mila N. Baker (Berrett-Koehler: 2014)

Proposes that a decentralized form of leadership and a networked organizational structure is not only beneficial but necessary in competitive markets.

Practical Guide to Project Planning (Books)

Ricardo Viana Vargas (Auerbach Publications: 2008)

A quick overview of project management using the Project Management Body of Knowledge (PMBOK), a reference developed by a professional association.

The Psychology of Human Leadership (Books)

Michael Paschen and Erich Dihsmaier (Springer: 2014)

While this book touches only superficially on its declared topic (psychology) it nonetheless provides some interesting theories about the role, function, and method of a leader.

The Psychology of Thought Control (Books)

Joost Meerloo (WPC: 1956)

Written during the 20th century Cold War, this book describes tactics (and countertactics) that are applicable to organizations in the present day.

Quiet Leadership (Books)

David Rock (HarperCollins: 2006)

Prescribes a methodology for leadership intended to develop and leverage thinking skills, as opposed to commanding mindless obedience.

Reengineering the Corporation (Books)

Michael Hammer and James Champy (HarperCollins: 2011)

Revives the concept of reengineering organizations, changing processes to radically alter the organization rather than less dramatic and effective measures such as automation and efficiency improvement.

Smart Tribes (Books)

Christine Comaford (Gildan Media: 2013)

An approach to making positive cultural changes within the organization based on the notion that leaders often scare their people into mediocrity.

Tangling with Tyrants (Books)

Tony Deblauwe (2006)

Meant as a manual for employees who are dealing with bad management, this is an interesting read in the context of any relationship in which power is imbalanced.

Traits of a Jackass Manager

Charles A. Sennewald (Butterworth-Heinemann: 2012)

A booklet taht listsnegative behaviors that, while obviously damaging to staff and the firm, are still quite common.

The 21 Irrefutable Laws of Leadership (Books)

John C. Maxwell (Nelson: 1998)

A superchurch pastor shares insight on leadership as duty and service rather than power and control.

U.S. Army Leadership Field Manual (Books)

Center for Army Leadership (CWL Publishing: 2004)

A guide to leadership in the military, including the character, skills, and practices for providing leadership on various levels of a structured organization.

What is Six Sigma? (Books)

Pete Pande and Larry Holpp (McGraw-Hill: 2002)

A concise overview of the Six Sigma methodology - but it should be approached with caution, as the tone is extremely promotional and polemical.

 

Strategy and Tactics

Beating the Commodity Trap

Richard A. D'Aveni (Harvard Business Press: 2010 )

A systematic consideration of the three types of commoditization and the methods firms can use to escape, persever, or even exploit commoditization under varying market conditions.

Building Respected Companies (Books)

Jordi Canals (Cambridge University Press: 2010)

Analyzes the reputation of a firm from a perspective of the social responsibility in a manner that is compatible with and derivative from the its mission and purpose.

Built on Values: Creating an Enviable Culture (Books)

Ann Rhoades and Nancy Shepherdson (Jossey-Bass: 2011)

Makes a case for the benefits of having a values-driven culture and provides a high-level plan for effecting it within commercial organizations.

Built to Love (Books)

Peter Boatwright and Jonathan Cagan (Berrett-Koehler: 2010)

Considers the emotional aspects of the relationship between customers and brands, specifically looking to the way they factor into consumer preference.

Creative Strategy (Books)

Chris Bilton and Stephen Cummings (Wiley: 2010)

Considers the ways in which firms fall into uncreative patterns and the difficulty in introducing creativity into the planning process.

Critical Thinking and Creativity (Books)

Joe Y. F. Lau (Wiley & Sons: 2011)

A primer in the basic skills of problem-solving, including both critical and creative thinking techniques.

Consumer Behaviour in the International Restaurant Sector (Books)

Donald Sloan (Taylor and Francis: 2004)

Considers the way in which the food service industry strives to accommodate custmer demand, which serves as an apt model for goods and service retail in general.

The Design of Business (Books)

Roger Martin (Harvard Business Press: 2009)

To become innovative, a company must adopt a distinctly different set of practices and characteristics than merely seeking to become efficient at existing practices.

Design-Driven Innovation (Books)

Roberto Verganti (Harvard Business Press: 2009)

Considers innovation from a management perspective: not how to be innovative as an individual, but how to lead an organization toward innovation.

Essential Business Tactics for the Net (Books)

Larry Chase (John Wiley & Sons: 1998)

An overview of various approaches to utilize Internet technology to support business operations (written before the dot-com crash, so approach with caution).

Hyperformance: Using Competitive Intelligence (Books)

T.J. Waters (Josey-Bass: 2010)

A general overview of theory, methods, and practices in gathering and using information about markets, organizations, and individuals to reduce uncertainty in strategic planning and tactical maneuvers.

The Internet and American Business (Books)

William Aspray and Paul E. Ceruzzi (MIT Press: 2008)

A collection of articles intended to provide a broader perspective into the nature of the Internet and its impact on American business.

The Luxury Strategy (Books)

Jean-Noel Kapferer and Vincent Bastien (Kogan Page: 2012)

Considers the idiosyncrasies of the luxury market, which is significantly different and often diametrically opposed to traditional mass marketing practices.

Outthink the Competition (Books)

Kaihan Krippendorff (Wiley & Sons: 2012)

Outlines an approach to competition that advocates developing a unique strategy rather than becoming more efficient as the same activities as competitors.

Reengineering the Corporation (Books)

Michael Hammer and James Champy (HarperCollins: 2011)

Revives the concept of reengineering organizations, changing processes to radically alter the organization rather than less dramatic and effective measures such as automation and efficiency improvement.

Relationship Marketing (Books)

Martin Christopher et. al. (Taylor and Francis: 2002)

An overview of relationship marketing and the customer value chain as an alternative to the organization-centric transactional approach.

Retail Analytics: The Secret Weapon (Books)

Emmett Cox (Wiley: 2012)

Explores the use of customer data (primarily market basket data) as a means to analyse and influence consumer purchasing behavior.

Strategic Management (Articles)

Neil Ritson (Publisher: Ventus: 2008)

An overview of topics in strategic management. Due to its brevity, it lacks much detail and seems a bit random, but it's a good overview nonetheless.

Successful Business Intelligence (Books)

Cindi Howson (McGraw-Hill: 2008)

A high-level examination of recent trends in the use of technology to aggregate and analyze business data.

Think Twice (Books)

Considers some of the flaws in perception and procedure that cause otherwise intelligent people to make catastropic decisions.

 

Banking and Financial Services

(See financial products.)

 

Soft Skills

Elements of Influence (Books)

Terry R. Bacon (Amacom: 2012)

A broad but shallow consideration of the various methods used to motivate the behavior of other people, primarily focused on the context of business.

The Etiquette Edge (Books)

Beverly Langford (Amacom: 2005)

Etiquette covers a wide range of "people skills" that are critical to success at most levels of an organization.

Find Out Anything: Secrets Of Calculated Questioning (Books)

James O. Pyle (Career Press: 2014)

A (rather too) fundamental approach to interrogation and questioning as a means to information gathering and discovery.

How Intelligent People Lose Credibility (Books)

Allen Weiner (Jossey-Bass: 2007)

An exploration of the aspects of professional demeanor, including common mistakes that undermine credibility.

Mastering Business Negotiation (Books)

Roy J. Lewicki and Alexander Hiam (Bass: 2006)

A broad theoretical approach to the four categories on negotiation: avoidance, accommodation, competition, and collaboration.

The New Rules of Business Etiquette (Books)

Judith Bowman (Career Press: 2007)

A guide to etiquette in the present day, this book provides some good advice, though it should be approached with some caution.

Resolving Conflict (Articles)

A "report" that discusses, at a very high level, the nature of conflict and provides strategies and advice for constructive resolution.

The Silent Language of Leaders (Books)

Carol Kinsey Goman (Jossey-Bass: 2011)

An argument that posture, gesture, tone, expressions, and other elements of nonverbal communication can support or undermine the ability to practice leadership.

Workplace Negotiations (Books)

Richard Luecke (AMA: 2002)

A course guide that considers the tactics for negotiation in the context of ongoing working relationships.

Your Mind and How to Use It (Books)

William Walker Atkinson (Elizabeth Towne Co.: 1911)

Written in 1911, this manual for developing the powers of the human mind prescribes many procedures that are upheld even by the science of the present day.

 

Economics & Finance

Budgeting for Managers (Books)

Sid Kemp and Eric Dunbar (McGraw-Hill: 2003)

A guide to budgeting practices, processes, and procedures written for those who do not have a financial background.

The Distribution of Wealth (Books)

John Bates Clark (Macmillan: 1908)

Considers the manner in which wealth generated in an economy is distribtued among industries, firms, and the factors of production.

The Economy of Machinery and Manufactures (Books)

Charles Babbage (Cambridge University Press :1832)

Writing during the early industrial revolution, Babbage provides a number insights into the use of machinery that remain valuable to the present day.

The Internet and American Business (Books)

William Aspray and Paul E. Ceruzzi (MIT Press: 2008)

A collection of articles intended to provide a broader perspective into the nature of the Internet and its impact on American business.

(Also see academic subjects.)

 

Loose Topics

Budgeting for Managers (Books)

Sid Kemp and Eric Dunbar (McGraw-Hill: 2003)

A guide to budgeting practices, processes, and procedures written for those who do not have a financial background.

Business Ethics: Mistakes and Successes (Books)

Robert F. Hartley (John Wiley & Sons: 2005)

This book presents a number of case studies that highlight some of the mistakes and successes of businesses as a method of illustrating ethical concepts.

Creating Customer Value on the Digital Frontier (Books)

B. Joseph Pine II and Kim C. Korn (Berrett-Koehler: 2011)

A model for exploring ideas based on the methods by which digital technology enables users to have experiences outside the constraints of physical environment, tangible objects, and linear time.

Contemporary Issues in Ethics and Information Technology (Articles)

Robert A. Schultz (IGI: 2006)

A discussion of "practical ethics" (in the sense of social contract) as applied to the information technology industry.

Developing New Products and Services (Books)

Lawrence Sanders (BE Press: 2011)

A brief look at the process of developing ideas for products and services.

Six Immutable Laws of Mobile Business (Books)

Philip Sugai, Marco Koeder and Ludovico Ciferri (Wiley: 2009)

Considers trends in mobile in Japan from both the business and consumer perspective, some of which may be relevant to the global market.

The Laws of Simplicity (Articles)

John Maeda (MIT Press: 2006)

Ten principles that are geared toward eliminating the unnecessary complexity and clutter in product design.

Manager's Guide to Social Media (Books)

Scott Klososky (McGraw-Hill: 2011)

A hash of topics that a manager should consider when using social media - personally, for his subordinates, and for his firm. Light on support, but food for through nonetheless.

Psychology and Industrial Efficiency (Books)

Hugo Munsterberg (Riverside Press: 1913)

Written in 1913, this exploration into the potential of psychology to improve the efficiency and effectiveness of operations, human resources, marketing, and business in general offers a number of perspectives that remain applicable to the present day.

Social Nation: How to Harness the Power of Social Media (Books)

Barry Libert (Wiley & Sons: 2010)

An overview of networking that, while somewhat tainted by cheerleading and self-promotion, offers some interesting insights on encouraging the input and participation the groups of people who interact with a firm.

Socialnomics (Books)

Erik Qualman (Wiley: 2011)

A fanboy's case for the impact of social media on commercial activities that, while melodramatic and distorted, presents some food for thought.