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It is common knowledge that televised political ads are meant to appeal to voters' emotions, yet little is known about how or if these tactics actually work. Ted Brader's innovative book is the first scientific study to examine the effects that these emotional appeals in political advertising have on voter decision-making. At the heart of this book are ingenious experiments, conducted by Brader during an election, with truly eye-opening results that upset conventional wisdom. They show, for example, that simply changing the music or imagery of ads while retaining the same text provokes completely different responses. He reveals that politically informed citizens are more easily manipulated by emotional appeals than less-involved citizens and that positive "enthusiasm ads" are in fact more polarizing than negative "fear ads." Black-and-white video images are ten times more likely to signal an appeal to fear or anger than one of enthusiasm or pride, and the emotional appeal triumphs over the logical appeal in nearly three-quarters of all political ads. Brader backs up these surprising findings with an unprecedented survey of emotional appeals in contemporary political campaigns. Politicians do set out to campaign for the hearts and minds of voters, and, for better or for worse, it is primarily through hearts that minds are won. Campaigning for Hearts and Minds will be indispensable for anyone wishing to understand how American politics is influenced by advertising today.
Marketing Decision Making and Decision Support addresses the topic of marketing management support systems (MMSS), which are computer-enabled devices that help marketers to make better decisions.
To what extent have political decision-making processes become mediatized? Based on this question, the author analyzes media coverage and parliamentary actors' (MPs) strategies and perceptions in three conflicted decision-making processes in Switzerland. Mediatization of politics refers to behavioral changes and adaptations of political actors, institutions, and processes that are related to (mass) media. According to some scholars, mediatization may lead to politics of immediacy, conflict, drama, and personalization, thereby challenging established institutions and processes in liberal democracies. The quantitative and qualitative analyses of MPs' strategies and perceptions provide new insights into how political actors may “self-mediatize” in the advent of globalization and polarization. Overall, the book adopts an actor-centric approach and shows that mediatization of politics is not a fate, but a strategic choice.
Sales promotions are a fact of life for the majority of retailers, suppliers, and FMGC stakeholders commanding up to 75 percent of total marketing budgets. From straightforward discounts on products to more complex omni-channel consumer competitions and contests, sales promotions play a vital role as both strategic and tactical marketing tools. Those responsible for sales promotions must deliver real results in cut-throat competitive trading environments. However, with limited understanding of the options, principles, and practices that underpin effective sales promotion planning, managers often rely on past experience or preferences to guide their decision making. Not surprisingly, many sales promotions fail to achieve their potential. Sales Promotion Decision Making serves as a vital resource for practitioners. Distilled from over 700 articles and cases, it presents the findings of comprehensive global research which explores the DNA of sales promotions, including their role, nature, and function, the critical decision-making processes, and campaign evaluation. This is supported with case studies of sales promotion planning in practice based on research conducted in FMCG and retail organizations. The book offers the reader a deeper, more comprehensive and critical expert appreciation of the core concepts that define sales promotions. This will empower decision makers, consultants, and stakeholders to make more confident, informed, and effective campaign decisions.
Political Communication and Cognition draws on a range of theories from communication psychology to explain how citizens receive communication about politics, how communication might make a citizen think and importantly what stimulates political participation, whether simply paying attention, chatting online or going to vote.
The ever-evolving marketing technologies now include the extensive use of advanced AI with important implications for the decision making processes of both marketers and consumers. This detailed and insightful book rigorously examines the role of heuristics and marketers’ decision making within the industry’s growing utilisation of AI.
"This book provides the latest research studies, market analysis, and best practices utilized in emerging markets to gain competitive advantage and market leadership"--Provided by publisher.
This book illustrates how to access the right information for making the best decisions during turbulent times. It is written from an experienced-based perspective that is beneficial for those looking for the development and improvement of the decision-making process. The approach is centered on the author’s experience in developing and implementing effective and efficient approaches to decision-making in business and government. Based on those experiences, this book provides insights into how to improve the decision making process of your organization, whether it be large or small. For decision makers and those providing market information for making decisions, this book provide guidelines for a framework which includes systems thinking. For those interested in change management and corporate governance, the book presents examples where it was done well and some examples where it was not and the ensuring consequences. Praise for Systems Thinking Decision-Making Process... "This is an absolutely incredible book by a distinguished practitioner. The range of knowledge and experience that Vince Barabba has had is astounding. I urge everyone who is interested in complex, messy problems to read this amazing book.” --Ian I. Mitroff “...Vince has masterfully blended the art of organizational respect with the science of data inquiry to drive change and realize strategic vision. A master storyteller, he does not just teach, his book brings his learnings to life in a meaningful way that if carefully listened to, can change the course of a career.” -- Paul D'Alessandro Principal, Health Industries, PwC US “In his latest book, Vince Barabba integrates his vast knowledge from 50 years of dedicated work in both the public and private sectors in order to provide leaders with an actionable framework for radically improving how their organizations collect and use information to make the best decisions for all the wicked messes that now appear in our global village... This book can save your company from living in the dark with false assumptions about all your key stakeholders.” -- Ralph H. Kilmann, Ph.D. CEO, Kilmann Diagnostics Co-Author, The Thomas-Kilmann Conflict Mode Instrument (TKI) "Absorbing just a few of the many smart ideas in this book will make you a better leader and decision maker. Thinking systemically about how the hard-earned lessons from Vince Barabba’s brilliant career apply to your enterprise could make you a great one." — Chunka Mui Co-Author, A Brief History of a Perfect Future and Billion Dollar Lessons “...if you are interested in ‘thinking in systems,’ this book is for you. The ‘On Star’ story demonstrates to you how the initial product-centered thinking was proselytized to ‘thinking in systems’." -- John Pourdehnad Visiting Professor, IESE Business School and Faulty of Systems Leadership, Thomas Jefferson University “In writing Systems Thinking Decision-Making Process: How to Avoid Burnt Toast, Vince Barabba is addressing the limits of knowledge management systems which enable ‘organizations as usual’ to share best practices on how to scrape toast faster and cheaper... The examples shared by Vince, from his first-hand experiences in corporate America or his services as a marketing consultant, contribute invaluable clarity to his goal of providing a “sketch of an Inquiry Center Learning and Support System” for those with the ambition to lead efforts to work smarter, not harder, firmly against the grain of ‘organizations as usual’...” -- Bill Bellows, Ph.D., President, InThinking Services Adjunct Professor, California State University, Northridge and Southern Utah University Advisory Council Member and Former Deputy Director, The W. Edwards Deming Institute® “In his ‘last book’, Vince weaves the experiences and learning of a lifetime into whole cloth of insight and wisdom. He helps us to find relevant information from a rapidly changing world and apply it to making good decisions. This is a masterpiece of knowledge presented in a very entertaining way.” -- Carl Spetzler Chairman, Strategic Decisions Group International LLC “This is a truly inspiring and mind changing book directly relevant for our times... Vince has shown through his remarkable work that business and government are a force for good when leaders think long term, work with, not against nature, and use their influence and resources for the many, not the few...” -- Osvald Bjelland Founder and President, Xynteo Founder, The Performance Theatre Foundation
Over the past ten years, there has been growing interest in the process of strategic decision-making among both managers and researchers. Strategic decisions are important for five main reasons: They are large-scale, risky and hard to reverse; they are a bridge between deliberate and emerging strategies; they can be a major source of organizational learning; they play an important part in the development of individual managers and they cut accross functions and academic disciplines. Strategic Decisions summarizes the current state of the art in research on strategic decision-making, with chapters prepared by leading strategy researchers. The editors also present implications for current application and proposed directions for future research.