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ACADEMIC CATALOGUE

20152016

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Table of Contents
Accounting, Finance & Economics for Business

Predictive HR Analytics

53

Accounting for Non-Accountants

Armstrongs Handbook of Strategic Human Resource Management

54

Accounting and Finance for Managers

International Human Resource Development

55

Financial Management for Non-Financial Managers

Armstrongs Handbook of Performance Management

56

Business and Financial Models

How to Understand Business Finance

10

The Handbook of International Trade and Finance

11

Economics for Business

12

Performance Management

57

Armstrongs Handbook of Reward Management Practice

58

Reward Management

59

Employee Engagement

60

Employee Engagement and Communication Research

61

Learning and Development

62

13

Informal Learning in Organizations

63

How to Write Effective Business English

14

Turning Learning into Action

64

Improve Your Global Business English

15

Excellence in Coaching

65

Essay Writing Skills

16

How to Create a Coaching Culture

66

Develop Your Presentation Skills

17

Performance Coaching

67

Leadership Team Coaching

68

Business Research, Study Skills, Business


English

Entrepreneurship, Business Planning,


Creativity & Innovation

Leadership Coaching

69

18

Coaching and Mentoring

70

The Business Plan Workbook

19

Strength-Based Leadership Coaching in Organizations

71

How to Prepare a Business Plan

20

Inclusive Talent Management

72

The Growing Business Handbook

21

Strategic Talent Development

73

A Practical Guide to Entrepreneurship

22

Brand and Talent

74

Social Entrepreneurship and Innovation

23

Employee Relations

75

Innovation

24

Employment Law

76

Building a Culture of Innovation

25

Internal Communications

77

Strategic Internal Communication

78

Business Research, Study Skills,


Business English

Effective HR Communication

79

26

International Management

80

Business Research

27

The Mindful International Manager

81

Practical Statistics

28

Market Research in Practice

29

Organizations

82

30

Organization Design

83

Data-driven Organization Design

84

Questionnaire Design

Change Management, Project Management


and Leadership

The Enlightened Organization

85

31

The Agile Organization

86

Making Sense of Change Management

32

Organization Development

87

The Effective Change Managers Handbook

33

Developing Resilient Organizations

88

Managing and Leading People Through Organizational Change

34

Creating Authentic Organizations

89

Engaging Change

35

Organizational Behaviour

90

Leading Change

36

Organizational Management

91

Leading Cultural Change

37

The Psychology of Work

92

Agile Change Management

38

The Fear-free Organization

93

Big Change, Best Path

39

The Psychology of Fear in Organizations

94

Enterprise Change Management

40

Understanding Project Management

41

The Power of Project Leadership

42

Goal Directed Project Management

43

Strategic Management, International


Business, Risk Management, Business
Ethics, Corporate Governance & CSR

95

Successful Project Sponsorship

44

Global Business Ethics

96

Armstrongs Handbook of Management and Leadership

45

IT Governance

97

The Leadership Skills Handbook

46

Corporate Governance Ethics and CSR

98

Thought Leadership

47

Fundamentals of Risk Management

4D Leadership

48

Risk Management

Creating Authentic Organizations

49

People Risk Management

101

Practical Enterprise Risk Management

102

Human Resources, Learning & Development


& Coaching

99
100

Social Media Risk and Governance

103

50

Emerging Markets

104

Armstrongs Handbook of Human Resource Management Practice

51

International Management

105

Armstrongs Essential Human Resource Management Practice

52

Creating Competitive Advantage

106

Bids, Tenders and Proposals


Understanding Markets and Strategy
Strategic Procurement
Digital Wars
Masterminding the Deal
The Public-Private Partnership Handbook

107
108
109
110
111
112

Marketing, Sales, Retail, Branding & Luxury

113

Marketing Communications
Valuable Content Marketing
Persuasive Copywriting
Understanding Digital Marketing
The Best Digital Marketing Campaigns in the World II
Digital Marketing Strategy
Leading Digital Strategy
Customer-Centric Marketing
Mobile Marketing
Understanding Social Media
Paid Attention
The New Strategic Brand Management
Brand Psychology
Digital Branding
The Brand Challenge
How Cool Brands Stay Hot
On Purpose
Fashion Brands
The TV Brand Builders
Branded Beauty
Auto Brand
Brands with a Conscience
What is a 21st Century Brand?
The Luxury Strategy
Kapferer on Luxury
The Management of Luxury
Rethinking Prestige Branding
Market Research in Practice
Questionnaire Design
Decoding the Irrational Consumer
Neuromarketing in Action
Marketing Analytics
Marketing Value Metrics
Humanizing Big Data
Practical Text Analytics
Geodemographics for Marketers
Retail Marketing Strategy
Field Visual Merchandising Strategy
Logistics and Retail Management
Shopper Marketing
The Grocers
The Retail Value Chain
Scoring Points
Walmart
Professional Services Marketing Handbook
The Complete Marketer
Essential Law for Marketers
How to Write a Marketing Plan
The 20 Ps of Marketing
Marketing Excellence 3
Digital Selling
Key Account Management
Neuro-Sell
Selling to Win
Principled Selling

114
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119
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121
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125
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127
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134
135
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139
140
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148
149
150
151
152
153
154
155
156
157
158
159
160
161
162
163
164
165
166
167
168

The New Successful Large Account Management


The New Strategic Selling
Out of Print

Public Relations, Events & Internal


Communications
Planning and Managing Public Relations Campaigns
The PR Professionals Handbook
Chartered Public Relations
Writing Skills for Public Relations
Evaluating Public Relations
Crisis, Issues and Reputation Management
Public Relations Strategy
Campaigns that Shook the World
Media Interview Techniques
Ethics in Public Relations
Event Planning and Management
Internal Communications
Strategic Internal Communication
Effective HR Communication

Logistics, Supply Chain, Purchasing


Logistics, Global Logistics, Operations
The Handbook of Logistics and Distribution Management
The Logistics and Supply Chain Toolkit
Outsourcing Supply Chains
Logistics, Supply Chain and Operations Management Case Study
Collection
Lowes Transport Managers and Operators Handbook 2016
Supply chain Management for Humanitarians
Global Supply Chain Ecosystems
Food Supply Chain Management and Logistics
Sustainable Logistics and Supply Chain Management (Revised Edition)
Supply Chain Risk
Supply Chain Risk Management
The Lean Supply Chain
Financing the End to End Supply Chain
Supply Chain Management Accounting
Supply Chains for a Circular Economy
Warehouse Management
Inventory Management
Global Logistics
Global Logistics Strategies
Business Operations Models
The Operations Advantage
Category Management in Purchasing
Negotiation for Purchasing Professionals
Green Logistics
The Handbook of Reverse Logistics
Logistics and Retail Management
Maritime Logistics
Humanitarian Logistics
Fashion Logistics
E-Logistics
Aviation Logistics
Supply Chain Management and Logistics in Construction

Employability & Careers


Ultimate CV
Ultimate Cover Letters
Great Answers to Tough CV Problems
Readymade CVs
Preparing the Perfect CV
Preparing the Perfect Job Application

169
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206
207
208
209
210
211
212
213
214
215
216
217
218
219
220
221
222
223
224
225
226

Ultimate Job Search


The A-Z of Careers and Jobs
Ultimate Interview
Great Answers to Tough Interview Questions
Successful Interview Skills
Knockout Job Interview Presentations
Ultimate Psychometric Tests
Ultimate IQ Tests

227
228
229
230
231
232
233
234

Ultimate Aptitude Tests


Ultimate New Job
The Complete Guide to Professional Networking
Flat World Navigation
The Definitive Personal Assistant & Secretarial Handbook
Decision Making and Problem Solving
How to Organize Yourself
You.com

235
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238
239
240
241
242

Accounting,
Finance &
Economics for
Business

www.koganpage.com

Detailed TOC

Accounting
for NonAccountants

This book

Edition 10

Supports independent and

Date:

03/01/2015

Price:

19.99

ISBN
Paperback:

9780749472818

e-book:

9780749472825

Extent:

392 pages

Dimensions:

234 156mm

Subject:

Accounting &
Finance

Helps readers understand

real-world issues in presenting


and interpreting financial
information by leveraging real
examples of company accounts
distance learners with a
companion website

Includes review questions

designed to support those


following a number of
accountancy qualifications
(ACCA, AAT, CIMA)

Brings the reader up to date on


the new UK GAAP accounting
standards, on International
Financial Reporting Standards
(IFRS) and International
Accounting Standards (IAS)

Author Information

Description

David Horner has taught A Level courses


in Accounting, Economics and Business
for over 20 years. He currently teaches
at Birkdale School in Sheffield. A senior
examiner for a major examining board since
2002, he is also the author of a number of
textbooks on accounting, economics and
related areas most recently Business
Accounting Basics, co-authored with Frank
Wood, published in 2010.

Now in its 10th edition, Accounting for Non-Accountants provides the perfect introduction
to the basics of accounting and finance. Designed for non-specialists with little or no
background in accounting, it guides readers through the maze of financial terms and
accounting concepts and techniques in a clear and easy-to-follow style.
Updated for 2015, Accounting for Non-Accountants includes information on the new UK
GAAP accounting standards as well as an overview of current international standards, and is
structured to provide in-depth understanding in three key areas: annual accounts (including
income statements, balance sheets, cash flow and reporting standards); management
accounting (costing, marginal costing and budgetary controls); and financial management
(including the cost of capital, working capital, investment appraisal and performance
analysis).

Table of Contents
01 Financial record keeping
02 Income statements
03 The balance sheet
04 Further adjustments to the income
statement
05 Checking the double-entry system
06 Accounting concepts
07 Accounting for other business
organizations
08 An introduction to business costing
09 Marginal costing and decision making

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10 Standard costing
11 Budgeting
12 Working capital management
13 Capital investment appraisal
14 An introduction to limited companies
15 Published accounts of the limited
company
16 Accounting standards
17 Statement of cash flows
18 Accounting ratios

Detailed TOC

Accounting and
Finance for
Managers

This book

Explains what accountants do

A Decision-Making Approach
Edition

and who uses the information


they produce

Develops analytical skills

Date:

03/04/2014

Price:

34.99

ISBN
Paperback:

9780749469139

e-book:

9780749469146

Extent:

488 pages

Dimensions:

240 170mm

Subject:

Accounting &
Finance

through the interpretation and


analysis of financial statements,
leveraging exercises and other
supporting online resources

Includes tips for teachers on

enthusing and engaging


students, and to help them
understand real-world finance
and accounting

Places accounting in a real-

world context, making it more


accessible and immediate for
students

Author Information

Description

Matt Bamber is a lecturer in Accounting


and Finance at the University of Bristol. He
is a chartered accountant with several years
experience of teaching on a range of
programmes, including MBA, professional
and Masters courses.

Accounting and Finance for Managers is specifically designed for the needs of MBA,
EMBA and MA Business and Management students.

Simon Parry is a lecturer in Accounting and


Finance at Newcastle University. He is a
chartered accountant with over 25 years
experience. He has 15 years experience of
teaching on professional, MBA and other
postgraduate courses.

It includes worked examples throughout the chapters, as well as real-world scenarios and
full exercises at the end of each chapter. Supporting online resources include lecture slides
and additional questions and exercises for students to aid learning. The book also includes
Expert view notes, which encourage students to think more broadly and present them with
further issues to consider. For lecturers, the book begins with an indication of how the
course material throughout the book might be divided over different time periods.
Providing coverage of basic bookkeeping, readers will learn how to interpret financial
statements and grasp underlying theory, interpret a cash budget and identify potential
problems, identify appropriate pricing strategies to fit different markets and products/
services and incorporate financial evaluation into operational decision making and
problem solving.

Table of Contents
00 Introduction
01 Introduction to accounting
02 Accounting concepts and systems
03 Financial analysis: Part I
04 Financial analysis: Part II
05 Business planning

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06 Budgets and performance


management
07 Cash flow
08 Pricing decisions
09 Investment decisions
10 Operational decisions

Detailed TOC

Financial
Management for
Non-Financial
Managers
Edition

This book

Gives managers all the

background and practical


knowledge they need to do
their job well and to take part
in strategic decision making

Provides support with online

Date:

03/05/2012

Price:

24.99

template spreadsheets for


planning, budgeting and
variance analysis

Worked examples and real-life

case studies provide the reader


with much-needed context

ISBN
Paperback:

9780749464677

e-book:

9780749464684

Extent:

256 pages

Dimensions:

216 138mm

Subject:

Accounting &
Finance

Explains the complex world


of finance in a clear and
compelling style

Encourages financial literacy


through relating financial
understanding to value
creation and protection

Author Information

Description

Clive Marsh is a Chartered Banker, Fellow


of the Chartered Institute of Bankers in
Scotland, Associate Chartered Accountant
(NZ) and Fellow of the Chartered
Management Institute. His past experience
includes key roles as Head of Finance & MIS,
Director of Commercial Services, Director of
Business Development and Divisional
Manager of Corporate Services. He has
worked for Shell, Mobil, NatWest, DataBank
(BNZ), IBM UK, Cap Gemini Ernst & Young
and a number of niche strategy consulting
firms. He now works as a coach and author
with financial management skills as his main
speciality.

Financial Management for Non-Financial Managers is an accessible, practical and easy to


understand guide that will allow any manager to gain confidence in understanding financial
matters, managing a budget and dealing with bankers, accountants and finance
professionals.
A source of invaluable expert advice on all the essential aspects of financial management
within the context of running a business, it covers: business structures, accounting and
financial statements, analysis and ratios, planning, budgeting, product and service costing,
setting selling prices, investment appraisal, finance and working capital, taxation and
international transactions. This book explains financial literacy in the context of
management, showing how improved awareness of finances can lead to increased value
creation and protection for your business. Aimed at the practicing business manager,
Financial Management for Non-Financial Managers includes case studies, spreadsheets
and worked examples to accompany key skills and practices explained in the book.

Table of Contents
00 Introduction
01 Types of business structure and their
finance
02 The role of the accounting and finance
department
03 Accounting and financial statements
04 Analysis and financial ratios
05 Planning and budgeting
06 Product and service costing and pricing
07 Setting selling prices and marketing
strategies

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08 Investment appraisal
09 Finance, funding and working capital
10 International transactions and currency
risk
11 Company taxation and financial
management
12 The value of a business
13 Financial strategy
14 The cost of capital
15 Dividend policy
16 Case studies

Detailed TOC

Business and
Financial Models

This book

Guides company owners

through the process of setting


up a business model through
financial modelling

Edition

Explains the basics of business

modelling in a style that is easy


to understand and implement

Date:

03/03/2013

Price:

24.99

ISBN
Paperback:

9780749468101

e-book:

9780749468279

Extent:

296 pages

Dimensions:

216 138mm

Subject:

Accounting &
Finance

Provides support through a

range of related case study


material and online templates

Includes guidance on using

Microsoft Excel for projection


and analysis

Shows how to use business

models to underpin practical


strategy and develop all aspects
of a business

Author Information

Description

Clive Marsh has worked for Capgemini,


Ernst & Young, IBM UK, Shell and several
niche consultancies, and is a member of the
Chartered Banker Institutes academic team.
He has a Masters Degree in Strategic
Financial Management, is a Chartered
Banker and Fellow of the Chartered Banker
Institute, an Associate Chartered Accountant
of the New Zealand Institute of Chartered
Accountants and a Fellow of the Chartered
Management Institute. A regular contributor
to financial and business journals, Clive is
the author of a number of books, including
Financial Management for Non-Financial
Managers (also published by Kogan Page).

A good business model should describe how an organization creates and delivers value,
meaning that financial modelling is a vital tool for business strategy, allowing hypotheses
and scenarios to be translated into numbers. It enables a company to experiment with
different ideas and scenarios in a safe, low-risk environment, to consider what it is aiming
to achieve, and to prioritize accordingly.
Business and Financial Models provides an accessible introduction to these essential
strategic practices, with guidance on using Microsoft Excel for projection and analysis.
The book takes you through the process of building your model from the initial phase of
formulating questions through modelling cash flow, budgets, investment appraisal and
dashboard tools for monitoring performance.
Ideal for both small and large companies, Business and Financial Models also includes
coverage of new visual thinking techniques, like Structured Visual Thinking, and how these
can be incorporated into conventional business modelling.

Table of Contents
00 Introduction
01 Stages in the development of a business
and financial model
02 Developing the research question and
output definition
03 Visual thinking to develop fundamental
questions
04 Input definition
05 Scenario identification
06 Building a simple model
07 Using charts
08 Modelling budgets
09 Sales budgets
10 Production material, labour and direct
overhead budgets

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11 Fixed assets and depreciation


12 Managing and modelling cash flow and
working capital
13 Investment appraisal models
14 The cost of capital
15 Business valuation models
16 Performance indicators
17 Modelling the company balance sheet,
P&L and ratio analysis
18 Financial functions
19 Building a business model
20 Modelling projects
21 Integration, complexity and business
models
22 Business models for the green economy

Detailed TOC

How to
Understand
Business Finance

This book

Provides a quick, thorough and


effective grounding in basic
finance for businesses

Supported by diagrams and


Edition

tables, case studies and a


glossary

Gives the self-employed and

Date:

03/04/2010

Price:

9.99

ISBN
Paperback:

9780749460204

e-book:

9780749460211

Extent:

176 pages

Dimensions:

216 138mm

Subject:

Accounting &
Finance

managers of small firms a basic


understanding in the strongest
financial strategy to underpin
their business

Explains geographical and

cultural business differences


and the financial opportunities
for investment in different
countries

Helps business owners to:

understand the business cycle,


manage their assets and
measure performance

Author Information

Description

Robert Cinnamon is a world-renowned


educator. As a director of the international
training and consultancy firm, Insight
Marketing and People, he runs a popular
masterclass and in-company training
programme Demystifying Financial
Management.

The modern marketplace is increasingly unpredictable and there is an ever-greater need for
non-financial managers to understand the financial and management accounting process.

Brian Helweg-Larsen is a global educator


and director of Profitability Business
Solutions. He teaches in three languages
across five continents and runs a business
simulation used by the Harvard Business
Schools MBA Programme.

How to Understand Business Finance is part of the bestselling Creating Success


series published in association with the Sunday Times, which has been translated into
25 languages with over 500,000 copies sold. This book is written for those managing a
business in a real market. It provides a quick and effective course in financial literacy, aimed
at the pursuit of business growth, in the context of the journey of a business from initial
set-up through its first year of trading.
As well as learning how to understand balance sheets and profit and loss accounts, readers
will also learn the principles of: market dynamics; budgeting and forecasting; fixed and
variable costs; break-even analysis; the difference between profit and cash; financial ratios
for measuring business performance; investment appraisal; stock market ratios; shareholder
value; financial measures for improving business performance, and much more.
How to Understand Business Finance demystifies financial helps you to understand double
entry bookkeeping, supply chain management, the difference in American and British
accounting terminology, financial ratios for measuring business performance, common
acronyms, and the real cash flow implications of working capital.

Table of Contents
00 Introduction
01 So why do you want to know more about
finance?
02 The business cycle
03 Where do all the business functions fit
in?
04 Financial planning the budgets
05 Measuring business performance
financial ratios
06 Getting finance from the bank

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07 How our investors see us stock market


ratios
08 Valuing a company
09 Shareholder value and economic profit
10 The hidden costs depreciation,
amortization and tax
11 What must we sell to make a profit?
12 Tools for evaluating projects
13 Where is all our cash? Managing working
capital

Detailed TOC

The Handbook of
International
Trade and
Finance

This book

Includes case studies and

examples of cross-border
transactions from across the
globe

A complete and thorough

The Complete Guide for


International Sales, Finance,
Shipping and Administration
Edition

assessment of all the issues


involved in the international
financing process

Features a section on risk

Date:

03/12/2013

Price:

39.99

ISBN
Paperback:

9780749469542

e-book:

9780749469559

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Accounting &
Finance

management and its potential


impact on the physical flow of
goods and the cost of insurance

Helps you to reduce risks,

improve cash flow, structure


payment terms and minimize
finance and transaction costs

Provides insight into the

financing process by describing


it from the perspectives of both
the buyer and the seller

Description
Author Information
Anders Grath has over 25 years experience
in international trade and finance within
major European financial institutions, as
head of both international departments and
corporate units. He is the author of a series
of similar titles on individual country
markets.

International trade, and its financing, is now a key component of many undergraduate and
postgraduate qualifications. For anyone involved in international sales, finance, shipping
and administration, or for those studying for academic or professional qualifications in
international trade, The Handbook of International Trade and Finance offers an extensive
and topical explanation of the key finance areas including risk management, international
payments and currency management. This essential reference resource provides the
information necessary to help you to reduce risks and improve cash flow, identify the most
competitive finance alternatives, structure the best payment terms, and minimize finance
and transaction costs.
This fully revised and updated 3rd edition also describes the negotiating process from the
perspectives of both the buyer and the seller, providing valuable insight into the complete
financing process, and covering key topics such as:
trade risks and risk assessment
methods of payment
bonds, guarantees and standby letters of credit
currency risk management

export credit insurance


trade finance
terms of payment

The Handbook gives a complete and thorough assessment of all the issues involved in
constructing, financing and completing a cross-border transaction and is an indispensable
guide for anyone who deals with international trade. It also includes a section on risk
management, which plays an increasingly important role in international trade from
currency fluctuations to political risk and natural disasters.

Table of Contents
00 Introduction
01 Trade risks and risk assessment
02 Methods of payment
03 Bonds, guarantees and standby
letters of credit

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04 Currency risk management


05 Export credit insurance
06 Trade finance
07 Structured trade finance
08 Terms of payment

Detailed TOC

Economics for
Business
This book

A Guide to Decision Making in


a Complex Global
Macroeconomy
Edition

Provides a thorough

understanding of the key


economic concepts and their
applications in business

Explains the crucial importance

Date:

03/11/2015

Price:

29.99

of the financial system to


individual business and the
macroeconomy

Gives managers and executives

ISBN
Paperback:

9780749470197

e-book:

9780749470203

Extent:

320 pages

Dimensions:

240 170mm

Subject:

Economics For
Business

the economic understanding


they need to make important
business decisions

International content adds to

the readers understanding of


global financial markets, of key
importance in todays world

Author Information

Description

Ivan K. Cohen is Associate Professor in


Finance and Economics at Richmond
University, the American International
University based in London. With many
years of teaching experience across a wide
range of Economics and Finance modules,
and having taught on both sides of the
Atlantic, he is able to offer a unique global
approach to the study of economics.

Economics for Business enables the reader to develop a clear understanding of the
economic environment in which business takes place. This comprehensive book covers:
the process of globalization and its implications for business; the role of the market and
supply and demand; the impact of demand on branding and brand loyalty; and pricing
strategies under various market structures.
With specific business content integrated throughout and a global perspective on the
current world of business, taking into account the financial crisis and its aftermath,
Economics for Business is a useful introduction to economics for business students, a
streamlined and comprehensive alternative to large undergraduate economics textbooks,
and a valuable resource for managers and executives who need to understand the basics
of economic concepts to grow their business.

Table of Contents
Part 1 Introduction to economics and
business
01 Whats economics got to do with
business?
02 Introduction to markets
03 Introduction to the macroeconomy
04 Introduction to the financial system
Part 2 Microeconomics: individual
economic agents and institutions
05 Demand
06 The firm
07 Supply: costs, output and distribution
08 Competition, markets and strategy

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Part 3 Macroeconomics: the business


background
09 The role of government
10 Money, interest rates and central
banking: the role of monetary policy
11 Technology, innovation and investment
12 Forecasting
13 Employment: the human factor
14 The economics of international business

Business
Research, Study
Skills, Business
English

www.koganpage.com

13

Detailed TOC

How to Write
Effective
Business English

This book

Gives you a solid grounding

Excel at E-mail, Social Media


and All Your Professional
Communications
Edition

in how to use effective English


in writing a CV, letter, job
application or business plan

With international real-life case

studies to illustrate examples in


context

Date:

03/02/2016

Price:

14.99

ISBN
Paperback:

9780749475550

e-book:

9780749475567

Extent:

160 pages

Dimensions:

216 138mm

Subject:

Business English

Author Information
Fiona Talbot co-founded a communication
consultancy in Rotterdam, helping multinationals improve their use of English as an
international business language. She now
runs TQI Word Power Skills, a Business
Writing Skills Consultancy. She runs
workshops and delivers individual coaching
at all levels in all types of business from
Directors of blue-chip companies down to
more junior staff in smaller companies.
She has written articles for Personnel Today,
British Airways, New Civil Engineer, CCF
magazine, as well as various marketing
columns for regional newspapers and
features for Chamber of Commerce
newsletters.

Includes checklists to monitor


your progress and take you to
the next level in your career

Will support you in improving

your their punctuation and


grammar, with a section
focused on frequently confused
words to help you avoid
common pitfalls

Description
How to Write Effective Business English gives guidance to both native and non-native
English speakers on how to express yourself clearly and concisely. With case studies and
real-life examples that demonstrate how English is used internationally in business, and full
of ideas to help you get your communications right first time, How to Write Effective
Business English sets the scene for describing the benefits of good Business English, ideal
for multinational companies where communication is a priority.
For native English speakers, it may mean un-learning things you were taught at school and
learning how to save time by getting to the point more quickly in emails; for elementary to
immediate English speakers, it focuses on the areas that are easy to get wrong.
How to Write Effective Business English draws on the authors wealth of experience, using
real-life international business scenarios to develop your skills and provide you with some
answers that even your boss might not know. You will learn a system to help you quickly
and easily write emails, letters, CVs and more.
Featuring sections on punctuation and grammar, checklists to help you assess how you are
getting on before moving on to the next stage and now with a new chapter on how to write
effectively for social media, How to Write Effective Business English has been praised by
both native and non-native writers of English as an indispensable resource.

Table of Contents
00 Introduction
01 Why you need to write
02 Dening business English
03 Writing English for global business
04 Business writing for today
05 Quality matters

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06 Punctuation and grammar tips


07 Writing tips for everyday business
08 Common confusions and how to
avoid them
09 E-mail
10 Letter writing

Detailed TOC
This book

Improve Your
Global Business
English

Allows you not only to master

the basics, but to customize


business English according to
your own and your companys
values and culture

The Essential Toolkit for


Writing and Communicating
Across Borders

Grows your confidence in

expressing yourself clearly and


with tact, understanding and
finesse

Includes quizzes, activities and


Edition

worksheets for practical


self-study and monitoring
progress

Date:

03/11/2012

Price:

14.99

ISBN
Paperback:

9780749466138

e-book:

9780749466152

Extent:

256 pages

Dimensions:

216 138mm

Subject:

Business English

Provides insights and examples


from the authors international
experience and their combined
understanding of working in
different cultures

Reflects modern business


realities, with chapters
dedicated to mastering
communication on social
media

Description
Author Information
Fiona Talbot runs TQI Word Power Skills,
a Business Writing Skills consultancy. In
addition to writing articles for Personnel
Today, British Airways and CCF magazine,
she is the author of the Better Business
English series, published by Kogan Page.
Sudakshina Bhattarcharjee is a lecturer
at the Institute of Leadership in Kolkata,
where she teaches journalism and mass
communications for both undergraduate
and postgraduate courses. Previous posts
include Lecturing for Kingston College of
Further Education and The London College.
She lives both in India and the UK.
www.sudakshinakina.com

In a business world that spans several continents, it is no longer common for everyone to
speak English as a first language. Whether you speak English as a first, second or even third
language, intercultural business communication means that getting it right first time has
never been more important for you and your organization.
English can never be standardized in the global and digital marketplace; instead, we can
learn how to customize business English according to our own values and culture and
communicate successfully across borders. Improve Your Global Business English creates an
awareness in the reader of what to avoid and how to ensure that communications are
correctly understood.
Very readable and hugely instructive, Improve Your Global Business English provides
practical self-study with quizzes, activities and worksheets, helping you to fine-tune your
written communication. By mastering the basics, defining your readers and tailoring your
message to them, understanding the conventions of different media and understanding
cultures, you can enhance your reputation as a truly global, modern player in todays
marketplace. If you want your messages to be perceived as you intended, to retain
customers or to win new ones, Improve Your Global Business English gives you the
background you need.

Table of Contents
00 Introduction
01 Writing English for global business
02 Why do we write in business?
03 Deciding your business writing
objectives in the digital age
04 Common challenges in business English
in a global workplace
05 How does writing in a global economy
affect us all?
06 Writing e-mails
07 Making an impact

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08 Using the global word power skills guide


09 Report writing
10 Writing agendas, notes and minutes of
meetings
11 Personal and company promotion in the
digital age
12 Using word power skills with social
networking media
13 Quality matters
14 Writing tips for everyday business
15 The kaleidoscope effect further
perspectives for global business English

Essay Writing
Skills

This book

Covers a range of different

Essential Techniques to Gain


Top Marks

types of essay assignments,


including exam essays and
dissertations

Supported throughout by
Edition

examples of real essays from


The Open University, with
accompanying analysis

Date:

03/04/2012

Price:

12.99

ISBN
Paperback:

9780749463915

e-book:

9780749463922

Extent:

152 pages

Dimensions:

240 170mm

Subject:

Study Skills

Helps you to correctly interpret

your brief, research the content


and improve the speed of your
writing as well as the quality

Provides guidance and advice

on good research techniques,


spelling, grammar and
accuracy, creating an essay plan
and citing your sources

Includes action boxes

throughout the text to point


the way and help you to
monitor your progress, along
with space to make notes

Author Information

Description

Jacqueline Connelly has a wealth of


experience of universities, including holding
senior managerial posts at both Lancaster
and Kent Universities.

Writing essays is a major part of many further education courses. In coursework assignments,
dissertations and exams, a well-written essay can make the difference between a pass and a
fail, and these essays provide you with the stepping stones that take you towards the degree,
qualification and career that you desire. Nothing will expose your uncertainty or lack of
knowledge more than a poorly written essay; what Essay Writing Skills does is let you know what
is expected of you and how best to go about your research, thus allowing you to get on top of
your workload quickly.

Patrick Forsyth is a consultant, trainer and


writer.
Mark Connelly, who wrote the foreword
and contributed to the book is an author
and a lecturer in Modern History at Kent
University.

Essay Writing Skills offers practical and proven ways to maximise your success in all aspects of
essay writing. From planning your first essay to assessing primary and secondary sources, it will
help you to write in a systematic way that presents a convincing and academically sound
argument. A comprehensive guide, it provides guidance and advice on good research techniques,
grammar and accuracy, creating an essay plan and correctly citing your sources. It also includes a
range of real life example essays and insider knowledge on how your essays are assessed, Essay
Writing Skills is an indispensible source of advice, making the writing process clear and
manageable to help you improve the quality of your written work.

Table of Contents
Part 1 Introduction: destination graduation
01 New realities
02 Future realities
03 How to use this book
Part 2 The academic essay: its nature and role
01 What is an essay?
02 Essay conventions
03 The essay as assessed coursework
04 Developing your academic skills through essay
writing
Part 3 The foundation for success
01 Using clear language
02 Detail that makes for good writing
03 If your first language is not English
Part 4 Researching the content
01 Deciding which topic to write on
02 Understanding the essay title
03 Gathering material and using bibliographies
04 Developing your academic skills
05 Making notes
06 Using essay banks

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Part 5 Preparing and writing


01 A systematic approach
02 When it all goes wrong

Part 6 The structure and detail of an essay


01 The introduction: making a good start
02 The central content
03 Referencing
04 An appropriate conclusion
05 Writing essays in examinations
06 The purpose and form of a dissertation
Part 7 Example essays and the art of learning from
experience
01 What your lecturer wants
02 A checklist
03 The nature of the examples
04 An example of guidelines
05 Examples
06 Dealing with criticism
07 A helping hand
08 Top tips
Part 8 Looking ahead
01 The immediate benefits
02 The wider world
03 Areas of change
04 Skills with ongoing benefit
05 Applications in finding work and beyond
06 Written communication in the workplace
07 Ongoing development

Detailed TOC

Develop Your
Presentation
Skills
Edition

This book

Helps you face your

performance demons, improve


your skills and enhance your
career prospects

Includes a new chapter on

Date:

03/03/2013

Price:

9.99

ISBN
Paperback:

9780749467029

e-book:

9780749467036

Extent:

184 pages

Dimensions:

216 138mm

Subject:

Study Skills

Presentations Stripped Bare


and advice on integrating new
media into presentations

Providing advanced, in-depth

advice on how to cultivate


successful interaction with your
audience, this book will help
you to find your voice and use
it with style

Provides practical help on

unpicking and interpreting the


original brief, and judging what
the audience want

Author Information

Description

Theo Theobald is a seasoned presenter,


freelance writer and business consultant
with a track record that includes positions
in senior sales and marketing positions
with the BBC and a creative writing career
embracing major internet and audio
production. He is the author of On Message,
also published by Kogan Page.

Going beyond handling nerves and presenting PowerPoint slides, Develop Your
Presentation Skills, 2nd edition, provides you with a practical toolkit for developing a
belting presentation and improving your confidence along the way. Step-by-step advice
includes practical help with unpicking the original brief, understanding just what the
audience wants and constructing compelling content that will keep your audience rapt
with attention.
Complete with anecdotes and expert input to help you avoid disaster, this new edition
includes two brand new chapters, helping you to deliver a presentation stripped bare and
how to use new media to engage with your audience. Develop Your Presentation Skills,
2nd edition, will help you find your voice and use it with style; to inform, to persuade,
to impress.

Table of Contents
00 Introduction
01 Whats your motivation?
02 Where do you begin?
03 What on earth are you going to say?
04 Its time to write... now!
05 The power of storytelling
06 Using humour
07 Whats the point of PowerPoint?
08 Other visual aids
09 Rehearsal
10 Finding your voice

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11 Openings
12 Endings
13 Handling your nerves
14 Handling your audience
15 Question and answer sessions
16 Getting ready some practical aspects
17 As the moment approaches
18 Stripped Bare
19 Advanced interactivity
20 Progress report
21 What next?

Entrepreneurship,
Business Planning,
Creativity &
Innovation

www.koganpage.com

18

Detailed TOC

The Business
Plan Workbook

This book

From the bestselling author

of The 30-Day MBA, this


workbook includes a
comprehensive and up-to-date
list of online resources for
business help

A Practical Guide to New


Venture Creation and
Development
Edition

Features brand new online


resources

Date:

03/01/2015

Price:

24.99

ISBN
Paperback:

9780749472832

e-book:

9780749472849

Extent:

352 pages

Dimensions:

234 156mm

Subject:

Business Planning

A vast range of case studies

include Hotmail, Cobra Beer,


IKEA and Amazon, as well as
new and updated studies of
real life entrepreneurs

Includes additional new

material on The 7 Ps of
Marketing and Planning for
Growth

Takes the reader through

29 assignments to enable
them to create an effective
business plan

Author Information

Description

Colin Barrow, previously Head of the


Enterprise Group at Cranfield School
of Management where he taught
entrepreneurship modules for the MBA
programme, is a Visiting Professor at
business schools across the globe. A
best-selling author his other books include
The 30 Day MBA, Starting a Business from
Home, Practical Financial Management
and Cut Costs Not Corners, all published by
Kogan Page.

One of the most important steps in launching a new venture or expanding an existing one is the
creation of a business plan. Time after time, studies and real-life examples reveal that the
absence of a written business plan leads to a higher incidence of failure for new businesses, and
inhibits growth and development.

Paul Barrow is an author, a Visiting Fellow


at Cranfield, and also a consultant advising
SMEs on growth strategies.
Robert Brown directed the Graduate
Enterprise Programme at Cranfield where
he led a course on entrepreneurship.

Based on methodology developed at Cranfield School of Management, The Business Plan


Workbook takes a practical approach to topic of business planning for new venture creation and
development. Equally suitable for a range of academic and professional courses and for those
developing small businesses, it takes the reader through 29 assignments to help you create and
present your business plan, from learning how to create a competitive business strategy through
to forecasting sales volume and value. It will help you to validate your business idea, brand your
business, research and segment your market, and raise finance; all through one persuasive plan.
With new additional material covering the 7 Ps of Marketing, a section of Planning for Growth
and a range of new and updated case studies of real life entrepreneurs, this classic text is an
invaluable guide to all aspects of business planning.

Table of Contents
Part 1 Strategy and purpose
01 Coming up with a winning idea for your
business plan
02 Strategy the big picture
03 You and your team
Part 2 Market research
04 Researching customers
05 Researching competitors
06 A plan for market research
Part 3 Competitive marketing strategies
07 Products and/or services
08 Pricing
09 Advertising and promotion
10 Place and distribution
11 People, Process and Physical Environment

19

Part 4 Operations and staffing


12 The selling methods plan
13 Making, outsourcing and supplies
14 People and related matters

www.koganpage.com

15 Legal and regulatory factors


16 Building a website
17 Communication systems
Part 5 Forecasting results
18 The sales forecast
19 Cash-flow projections
20 The profit and loss account
21 The balance sheet
22 Break-even analysis
23 Estimating financing requirements
24 Stress testing your business projections
Part 6 Business controls
25 Financial controls
26 Sales and marketing controls
27 Other business controls
28 Planning for growth
Part 7 Writing up and presenting your
business plan
29 Writing up and presenting your business plan

Detailed TOC

How to Prepare
a Business Plan

This book

Includes in-depth analysis of

several small businesses,


monitoring their progress and
discussing their problems

Edition

Will help you and your business

Date:

03/02/2011

Price:

14.99

ISBN
Paperback:

9780749462529

e-book:

9780749462536

Extent:

200 pages

Dimensions:

216 138mm

Subject:

Business Planning

get the financial backing you


need

This practical guide covers


every stage of writing a
winning business plan

Fully updated with revised

facts, figures and new case


studies

Provides a specialist focus on

expanding a business, planning


the borrowing and monitoring
business progress

Author Information

Description

Edward Blackwell is a consultant on small


business affairs and as a former accountant,
he ran his own business for many years. He
is the author of several Kogan Page books,
but is best known for this one which, since
the first edition, has been translated into
several different languages.

A good business plan should impress potential financial backers by clarifying aims,
providing a blueprint for the future of your company and a benchmark against which to
measure growth.
Part of Kogan Pages Business Success series, with over 50,000 copies sold worldwide, How
to Prepare a Business Plan explains the whole process in accessible language and includes
guidance on: producing cash flow forecasts and sample business plans; expanding a
business; planning the borrowing; and monitoring business progress.
The author introduces several small businesses as case studies, analyses their business
plans, monitors their progress and discusses their problems. How to Prepare a Business
Plan helps new business owners to consider what they really want out of their business,
and to map their own journey and gain a new understanding of their products place in the
market, as well as writing a business plan with the clarity, brevity and logic to keep bank
managers interested and convinced. Whether looking to start up or expand, this practical
advice will help anyone to prepare a plan that is tailored to the requirements of their
business one that will get the financial backing they need.

Table of Contents
00 Introduction
01 Writing a business plan
02 Simple cash flow forecasts
03 The very small business
04 Retail and catering
05 Manufacturing
06 Expanding a business

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07 The market
08 Planning the borrowing
09 How not to write a business plan
or run a business
10 Maintaining the plan
11 Small business and the trade cycle
12 Monitoring progress

Detailed TOC

The Growing
Business
Handbook

This book

Endorsed by the Institute of


Directors

Inspiration and Advice from


Successful Entrepreneurs and
Fast Growing UK Companies

Highlights the latest ideas,

Edition 16

Fully updated with new case

Date:

03/04/2015

Price:

39.99

ISBN
Paperback:

9780749473150

e-book:

9780749473167

Extent:

336 pages

Dimensions:

240 170mm

Subject:

Business Planning

Author Information
Adam Jolly is a business writer and editor
specializing in the management of growth,
innovation, technology and risk. He is
Consultant Editor on a number of Kogan
Page titles, including: The Handbook of
European Intellectual Property Management,
Clean Technology, Clean Profits and The
Innovation Handbook.

techniques and solutions for


maximizing growth and
controlling risk
studies, and the latest fiscal and
legal developments

Includes studies of well-known


companies and associations
such as CIMA, Lloyds Banking
Group PLC, Avondale Group
Ltd, Experian and various
universities

Gives a comprehensive insight

into the challenges involved in


building a high-growth venture
in 2015 and beyond

Description
The Growing Business Handbook is a superb reference tool for all businesses with growth
potential, filled with invaluable insights and guidance from SME specialists in finance, HR,
marketing, innovation, people and IT, as well as help on enterprise risk and useful legal
advice. It is the reference source of choice to help you ensure and manage business growth,
particularly in challenging economic conditions. Now in its 16th edition, this book looks at
all the areas ripe for exploitation by your growing business and discusses ways you can
manage the associated risks. It gives a comprehensive insight into the challenges involved
in building a high-growth venture in 2015 and beyond.

Table of Contents
Part 1 Planning for growth
Part 2 Ideas and innovation
Part 3 Building the brand
Part 4 People and performance
Part 5 Enterprise support
Part 6 Cashflow and working capital
Part 7 Information systems
Part 8 Enterprise risks
Part 9 Leading fast growth
Part 10 International expansion
Part 11 Growth models
Part 12 Growth capital
Part 13 Selling the company

21

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Detailed TOC

A Practical
Guide to
Entrepreneurship

How to Turn an Idea into a


Profitable Business
Edition

This book

Accessible, light weight but

Date:

03/11/2012

Price:

24.99

ISBN
Paperback:

9780749466886

e-book:

9780749466893

Extent:

304 pages

Dimensions:

240 170mm

Subject:

Entrepreneurship

prescriptive guide to setting up


a business

Can be used as a core or

supplementary text on any


course which includes
entrepreneurial modules/
electives

Includes online study materials


for students and lecturers

Author Information

Description

Michael Morris has taught for university


business schools and contributed regular
columns to business magazines, as well as
writing three titles published by Kogan
Page. After senior management experience
in small-to-medium sized firms he advised
small firms for over a decade before moving
to academia.

A Practical Guide to Entrepreneurship combines well-researched understanding of


entrepreneurship issues with practical guidance in the form of case studies, exercises,
advice and tips. Developed as a textbook based on the bestseller Starting a Successful
Business by the same author, its ideal for teaching undergraduates, postgraduates and MBA
students, offering a solid learning experience and a contemporary overview of the subject.
It will also appeal to students who are looking for a supplementary text or indeed anyone
who is thinking of starting their own business. It includes a section on generating and
screening ideas, summaries of academic models and theories, information on new
developments in the field and useful supplementary online material for students and
teachers.

Table of Contents

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00 Introduction
Part 1 Entrepreneurship
01 Entrepreneurship today
02 Becoming and being an entrepreneur
03 Not-for-profit (NFP) entrepreneurship
Part 2 Evaluations
04 Business ideas creation and evaluation
05 Running a business yourself
06 IT strategy
Part 3 Customers and profits
07 Markets, market research and
forecasting
08 Your proposition and pricing
09 Channels of distribution
10 Marketing communications
Part 4 Financial management, raising
finance
11 Costing
12 Controlling cash
13 Further financial planning
14 Credit control
15 Sources of finance

Part 5 The law and the firm


16 Business legal entities and business
names
17 Criminal and civil law as they affect
business
18 The law of contract
Part 6 Premises, operations, records and
taxation
19 Premises options and implications
20 Planning, control and purchasing
21 Safety and quality
22 Financial records and taxation
Part 7 Employing staff
23 Why employ, planning to employ and
employment law
24 Executing the recruitment plan
Part 8 Managing risk, developing the firm
25 Risk management and insurance
26 Expansion and culture
27 Leadership and management
Part 9 A systematic approach to growth
28 The PLG Programme

Social
Entrepreneurship
and Innovation

This book

Showcases innovative solutions

to social problems through case


studies from Africa, India, the
United States and Europe.

International Case Studies and


Practice

Draws out the lessons learnt


Edition

by each innovator, enabling


the reader to learn from their
successes and mistakes.

Date:

03/03/2016

Price:

29.99

ISBN
Paperback:

9780749475918

e-book:

9780749475925

Extent:

272 pages

Dimensions:

240 170mm

Subject:

Entrepreneurship

Bridges the gap between

business and social


entrepreneurship by exploring
new business models to
support social innovation.

Provides inspiration and

practical guidance for social


entrepreneurs and those
studying social
entrepreneurship.

Author Information

Description

Ken Banks, founder of global non-profit


organization kiwanja.net, devotes himself
to the application of mobile technology for
positive social and environmental change
in the developing world. He is a PopTech
Fellow, a Tech Awards Laureate, an Ashoka
Fellow and a National Geographic Emerging
Explorer. He was elected a Fellow of the
Royal Society of Arts in 2012, and in 2013
he was nominated for the prestigious
TED Prize.

Social innovation and social entrepreneurship look for creative and affordable solutions
to specific societal problems. Fuelled by the spread of the internet and the ubiquity of
mobile phones, there are more people working to solve pressing social and environmental
problems in the world today than ever before in human history. Social Entrepreneurship
and Innovation presents the journeys of pioneering and often accidental social
innovators who, faced with a problem, used their courage, tenacity and creative thinking
to find a solution.

23

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Using their own words to reflect open their experiences, these cases do not gloss over the
setbacks and the dead ends social entrepreneurs can face. Instead, readers will gain a
realistic insight into the challenges and an engaging look at the problem-solving mindset
needed to overcome them. From a life-saving project to bring solar-powered lighting to
midwives in Nigeria, to a news dissemination service thats grown from small beginnings
to have a global impact, each case study draws out the lessons learnt by the innovators,
providing guidance and advice for those looking to follow in their footsteps. Social
Entrepreneurship and Innovation is an invaluable resource for social entrepreneurs and
innovators looking for new ideas and insight into what really works and what doesnt.
This book is an inspiring read for anyone with a social conscience and a desire to change
their world for the better.

Detailed TOC
This book

Innovation

Draws on the authors

interviews with 100 of the


worlds greatest innovators

How Innovators Think, Act and


Change Our World

Edition

Provides insights into what

drives successful innovators


and what makes innovations
take off, with advice on how to
apply them yourself

Supported by analysis of

Date:

03/10/2013

Price:

19.99

ISBN
Paperback:

9780749469665

e-book:

9780749469672

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Innovation

ground-breaking innovations in
a range of fields from computer
games, food and drink, and
technology, to fashion and
healthcare

Keyword imagination exercises


throughout the text encourage
you to find space to think and
be inspired by the insights
shared in these interviews

Places the authors findings in

the context of todays global


digital economy, with practical
advice on how to make the
most of its opportunities and
avoid the pitfalls

Author Information

Description

Kim Chandler McDonald is the Co Founder


and EVP of KimmiC, a company specializing
in lateral thinking and international
innovation implementation. A former
writer/editor for national and international
newspapers and magazines and host/
producer of an award winning radio/TV
program, Kim is a sought after speaker,
columnist and advisory board member.
She currently sits on Griffith Universitys
Enterprise Advisory Board, the Advisory
Board of Frost and Sullivans Global
Innovation and Leadership Community and
is an Academy Fellow of the International
Entrepreneurship Academy.

Any organisation looking to succeed in the global digital economy of today and tomorrow
must innovate. Innovation introduces the global pioneers whose ideas and products have
driven the changes that have revolutionised our world in every field. It showcases the
pioneers who have broken the mould and led the pack in every field from business and
technology to food, fashion, culture and healthcare. Drawing on exclusive interviews with
more than 100 leading innovators from around the world, Innovation highlights the
common denominators linking these highly creative people. It presents the inside track on
whos done what, how they did it, what drives them on, and why innovation is so critical to
individuals, businesses and to society as a whole. This book is a fascinating, fast-paced read
and more importantly, it will empower you and your business to be more innovative too.

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Table of Contents
01 The me-conomics of the GDE
02 The state of the nation addressed
03 Flat world navigators connecting
the dots
04 Me-health
05 Innovating educating
06 The power of the me-dia
07 Being grounded when the skys the limit

Detailed TOC

Building a
Culture of
Innovation

This book

Explains the business benefits

of developing a culture of
innovation and links it directly
with the achievement of
strategic goals

A Practical Framework for


Placing Innovation at the
Core of Your Business
Edition

assess the current innovationreadiness of an organization,


identifying enablers and
inhibitors to success

Date:

03/12/2015

Price:

29.99

ISBN
Paperback:

9780749474478

e-book:

9780749474485

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Innovation

Author Information
Cris Beswick spent over a decade as a successful
entrepreneur & CEO building an award-winning
design group. In 2008 he founded The Future
Shapers, an innovation consultancy specializing
in working with CEOs and senior teams on the
strategy, leadership and culture required for
innovation. Cris has also lectured on innovation at
Henley Business School, Cranfield Universitys
Centre for Competitive Creative Design and
Synergy Business School in Dubai.
Formerly head of customer service at AXA,
Derek Bishop has over twenty years experience
of leading people and delivering business results
in high volume and complex environments.
Derek is the co-founder of boutique agency
Culture Consultancy and a trusted advisor to
several CEOs and senior teams around the world.
Formerly head of HR for Goldman Sachs France
and Switzerland and with 16 years experience
working in change management across the globe,
Jo Geraghty specializes in working with CEOs
and leadership teams of global organizations
operating in large, complex and regulated
environments. A co-founder of boutique agency
Culture Consultancy, Jo is also a speaker on
high-performance leadership and organizational
culture and a regular guest lecturer at several
of the UKs leading business schools.

25

Gives readers the tools to

www.koganpage.com

Provides a step-by-step

framework for cultural change


that is flexible, robust and
implementable

Includes tailored advice for

business leaders, strategists,


HR professionals and frontline
change agents

Supported with downloadable


resources and assessments

Description
Being a truly innovative company is more than the dreaming up of new products and
services by external consultants and internal taskforces. To stay one step ahead of the
competition requires you to embed innovation into your organizational culture. Innovation
needs to be embodied in everything that gets done by everyone who works there. By
changing your organizational culture to one that supports innovation, you will remove the
barriers that stop you responding quickly and agilely to changing market conditions and
opportunities for growth. Building a Culture of Innovation presents a practical framework
that you can follow to design and embed a culture of innovation in your business.
The six-step Innovation Culture Change Framework offers a structured process to make
change stick, from assessing your organizations innovation-readiness to leading a managed
change process that will foster innovation at each level. It includes case studies from
international organizations which have shifted their focus to an innovation culture,
including Prudential, Qinetiq, Octopus, Cisco, Siemens, BrightMove Media and Feefo.
Supported with downloadable assessments and resources throughout, Building a Culture of
Innovation is an essential read for business leaders and change implementation teams who
want to place innovation at the heart of their business strategy.

Table of Contents
01 Introduction: So you think your
organization innovates?
02 Understanding where you are today
03 Building an innovation leadership team
04 Designing the future
05 Communication and people engagement
06 Building innovation aptitude
07 Embedding a culture of innovation
08 Conclusion

Business
Research, Study
Skills, Business
English

www.koganpage.com

26

Detailed TOC

Business
Research

This book

Enjoy Creating, Developing


and Writing Your Business
Project
Edition

Provides a clear, step-by-step

narrative that links the


students research to their aims
of getting into their preferred
organizations

Makes students comfortable

Date:

03/11/2013

Price:

24.99

and confident in selecting


research methods to learn
about organizations

Provides a clear, step-by-step

ISBN
Paperback:

9780749468958

e-book:

9780749468965

Extent:

232 pages

Dimensions:

234 156mm

Subject:

Business Research
and Statistics

narrative that links the


students research methods to
their aim of getting into their
preferred organizations

Helps students to develop

strong arguments and


convincing stories that will
convince examiners of their
knowledge

Author Information

Description

Wilson Ng leads and delivers business


research methods modules for
undergraduate and postgraduate students
at the University of Roehampton. He is
a Visiting Professor at two European
universities: UNICA (Universit degli studi
di Cagliari) in Italy and BEM (Bordeaux
Management School) in France. Prior to
his academic career, Wilson was a senior
investment banker with NM Rothschild in
London and Singapore.

Knowledge of business research is necessary for any business student, as all postgraduate
business programmes and business-related disciplines require it. Business Research is a
groundbreaking book for student researchers who need to conceive, conduct and complete
a new research project for the first time. It concentrates on the business organization and
gives invaluable practical advice on going out into the field and conducting interviews,
researching problems and learning about organizations. Through its conversational,
accessible style and its adoption of a students perspective, this book will make the process
of learning about research enjoyable and the resulting research project outstanding.

Elayne Coakes has taught business


research methods at the University of
Westminster for many years. Her
consultancy experience in large and small
enterprises has provided Elayne with
extensive applied business experience.

Business Research is essential reading for students who are studying for one or more
modules in research methods for a postgraduate qualification in business and management;
students who have a methodological component to one of their modules (eg a module in
organizational behaviour); and students who have to conduct an investigation in a business
and management field, for a dissertation or project report, and need guidance and
assistance on how to approach, conduct and report every aspect of their project.

Table of Contents
00 Introduction
Part 1 Planning your project
01 The nature of business research
02 Methodology and methods
Part 2 Doing your project
03 The project proposal
04 Collecting quantitative data
05 Collecting qualitative data through
interviews
06 Collecting data as an ethnographer
07 Case study research
08 Collecting data: less common methods
09 Ensuring data saturation

27

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Part 3 Reporting your findings


10 Analysing quantitative data
11 Analysing qualitative data
Part 4 Writing your report
12 Discussing project findings
13 Conclusion to your report
14 Reference lists
15 Writing your abstract
16 Conclusion

Detailed TOC

Practical
Statistics
A Handbook for Business
Projects
Edition

This book

Enables readers and students to

translate statistical data into


comprehensive information

Date:

03/11/2013

Price:

19.99

ISBN
Paperback:

9780749468460

e-book:

9780749468477

Extent:

184 pages

Dimensions:

240 170mm

Subject:

Business Research
and Statistics

Supports readers at all levels of


knowledge and experience
through a two-level approach
with The essentials and Tell
me more sections

Encourages active distance and


independent learners through
case studies and simple
explanations

Author Information

Description

John Buglear is Head of the Division of


Management at Nottingham Business
School. He teaches quantitative methods
and basic accounting on undergraduate and
postgraduate programmes. He has lectured
in statistics, operational research and
research methods on postgraduate
international programmes: Azerbaijan (in
collaboration with BP Exploration); the
Czech Republic (in collaboration with
PricewaterhouseCoopers) and Uzbekistan.

Practical Statistics is an introduction and reference guide for those studying business and
management at postgraduate level, MBA students and professionals. It gives the reader a
solid understanding of statistics without being too simple or mind-numbingly complex.
It turns statistics, often perceived as being difficult and pointless, into something
approachable and sensible.
John Buglear emphasizes the importance of working back from results rather than working
out results. He starts the book with basic concepts that get increasingly more complex,
from simple diagrams to multivariate methods, as well as using simple metaphors to aid
understanding. The book has a two-level approach, with sections headed The essentials
and Tell me more to support learning at all levels.
A rare book on business statistics that students and professionals can really understand,
Practical Statistics supports active learning with use of applications and case studies,
invaluable online learning materials and fully worked solutions to questions in the review
section.

Table of Contents
00 Introduction
01 What you need to know before you start
analysing data
02 Analysing univariate data
03 Analysing bivariate data
04 Analysing multivariate data with
dependency
05 Analysing multivariate data for
interdependency

28

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Detailed TOC

Market Research
in Practice
An Introduction to Gaining
Greater Market Insight

This book

Explains how to use market


Edition

research tools and methods


effectively to obtain the most
reliable results

Date:

03/03/2016

Price:

29.99

Helps readers negotiate the

intricate bends of conducting


effective market research

Clearly shows anyone who

ISBN
Paperback:

9780749475857

e-book:

9780749475864

Extent:

328 pages

Dimensions:

240 170mm

Subject:

Business Research
and Statistics

commissions market research


how to effectively manage a
project

Help practitioners and students


see the value of market
intelligence in business
strategy

Author Information

Description

Paul Hague is MD of B2B International. With


35 years of experience running market research
agencies, his clients include some of the largest
corporations in Europe and the United States.
He has written, co-authored and contributed to
numerous publications on market research,
its tools and techniques.

Market research has never been more important. As organizations become ever-more
sophisticated, the need to profile customers, deliver customer satisfaction, target certain
audiences, develop their brands, optimize prices and more has grown. Lively and accessible,
Market Research in Practice is a practical introduction to market research tools, approaches
and issues. Providing a clear, step-by-step guide to the whole process from planning and
executing a project through to analysing and presenting the findings it explains how to
use tools and methods effectively to obtain reliable results.

Matthew Harrison holds a degree in International


Management with French from the University of
Bath. He is CEO of B2B International and previously
set up and ran the companys offices in Beijing
and New York. He has 16 years experience of
business-to-business market research and
intelligence. His clients include the likes of PwC,
Shell, Sodexo, Xylem and Infineon. He has written
numerous papers and articles.
Julia Cupman is a global director of B2B
International, where she has led market research
projects for over 70 large companies across a variety
of industry sectors. In 2011, Julia pioneered the Net
Value Score a tool used for assessing the perceived
value of brands which has since been incorporated
into several hundred research studies to guide
companies on their brand positioning and brand
equity. Julia is a member of the Marketing Research
Association, American Marketing Association,
Business Marketing Association, and ESOMAR.
Oliver Truman is a director of B2B International
responsible for technical development. Olivers
clients include Samsung, E.ON, Kaspersky, Vocollect,
Shell, Microsoft, Zurich Insurance. He is a graduate in
linguistics from Manchester University.

29

www.koganpage.com

This fully updated third edition of Market Research in Practice has been revised to reflect
the most recent trends in the industry. Ten new chapters cover topical issues such as ethics
in market research and qualitative and quantitative research, plus key concepts such as
international research, how to design and scope a survey, how to create a questionnaire,
how to choose a sample and how to carry out interviews are covered in detail. Tips, advice
and new international case studies from the authors own extensive experiences are
included throughout to ground the concepts in business reality. Accompanied by a range of
online tools and templates, this is an invaluable guide for students of research methods,
researchers, marketers and users of market research.

Table of Contents
01 Introduction
02 Market research design
Part 1 Uses of market research
03 Uses of market research
04 Using market research to segment markets
05 Using market research to improve brand
position
06 Using market research to improve customer
satisfaction and loyalty
07 Using market research to achieve optimum
pricing
08 Using market research to enter a new market
09 Using market research to test advertising
effectiveness
10 Using market research to launch new product
Part 2 Qualitative research
11 Qualitative Research
12 Desk Research

13 Focus Groups
14 Depth Interviews
15 Observation & ethnography
Part 3 Quantitative research
16 Quantitative research
17 Sampling
18 Questionnaire design
19 Face-to-face interviewing
20 Telephone interviewing
21 Self-completion questionnaires
22 E-surveys
23 Data & statistical analysis
Part 4 Reporting
24 Reporting
25 International Market Research
26 Trends in the Market Research Industry
27 Ethics in market research

Detailed TOC

Questionnaire
Design
How to Plan, Structure and
Write Survey Material for
Effective Market Research
Edition

This book

Effectively illustrates the

Date:

03/06/2013

Price:

29.99

importance of the
questionnaire as a decisionmaking tool

Helps readers master the

intricacies of questionnaire
development

ISBN
Paperback:

9780749467791

e-book:

9780749467807

Extent:

296 pages

Dimensions:

234 156mm

Subject:

Business Research
and Statistics

Includes numerous invaluable

pointers on common pitfalls to


avoid and factors to consider

Author Information

Description

Ian Brace is Director of Research Methods


at TNS UK. He has been a market researcher
for over 30 years, during which time he has
worked for MAS Survey Research, NOP,
Esso Petroleum, BJM Research and NFO
WorldGroup. He is a Visiting Professor in
market research at Bristol Business School,
a Fellow of the Market Research Society
(MRS) and a member of the MRS Market
Research Standards Board. He has earned
industry awards from AMSO (Research
Effectiveness Awards), the Academy of
Marketing and ISBA.

Questionnaires are vital for the market researcher: they draw accurate information from
respondents, give structure to interviews, provide a standard form on which facts,
comments and attitudes can be recorded and facilitate data processing. Questionnaire
Design explains the role of questionnaires in market research and looks at different types of
questionnaire, examining when and how they should be deployed. The book explains how
to plan, structure and compose the right questionnaire for the research being undertaken.
Fully updated with new content on encouraging respondent involvement through the
gamification of questionnaires, this third edition of Questionnaire Design also includes the
latest information on online and mobile questionnaires, their problems and potential. This
book will be a useful addition to the bookshelf of every student or practitioner of market
research.

Table of Contents
00 Introduction
01 Objectives in writing a questionnaire
02 The data collection media
03 Planning the questionnaire
04 Types of question
05 Data types
06 Rating scales
07 Behavioural questions
08 Attitude and image measurement

30

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09 Writing the questionnaire


10 Laying out the questionnaire
11 Online questionnaires
12 Engaging the respondent online
13 Piloting the questionnaire
14 Ethical issues
15 Social desirability bias
16 International surveys

Change
Management,
Project
Management
and Leadership

www.koganpage.com

31

Detailed TOC

Making Sense
of Change
Management
A Complete Guide to the
Models, Tools and Techniques
of Organizational Change
Edition

This book

Provides critical knowledge for


line managers facing change
and project managers who
want to know how change
works

Date:

03/03/2015

Price:

34.99

ISBN
Paperback:

9780749472580

e-book:

9780749472597

Extent:

464 pages

Dimensions:

240 170mm

Subject:

Change
Management

Introduces two new chapters


on Project-Led Change and
Culture-Led Change to guide
managers through this novel
and valuable territory

Stimulates readers to broaden

their understanding of different


cultural approaches through
case studies and examples

Description
Author Information
Esther Cameron is one of the founding
Directors of innovative, niche change
consultancy Integral Change Consulting
Ltd, where she specializes in complex
organizational change projects that support
moves towards high performance. Previously
a lecturer in Change Management for the
University of Bristol, she has been collecting
and experimenting with approaches to change
across different levels of organizational
systems for 25 years. This has involved work
in the UK, mainland Europe, North America,
South Africa and South East Asia.
Mike Green is Director of Transitional
Space Ltd, a company dedicated to individual,
team and organizational development. He is
a Visiting Fellow at Henley Business School
where he tutors and coaches in Leadership
and Change. Mike also delivers bespoke and
accredited learning programmes in Change
Management to senior managers and
change agents in UK, mainland Europe,
Africa and the Middle East. He consults in
the public, private and the not-for-profit
sectors.

The world we live in continues to change at an intense rate. In order to succeed over the
next few years, organizations must adapt to tough market conditions by changing their
strategies, their structures, their boundaries, their mindsets, their leadership behaviours
and of course their expectations of the people who work within them.
Ideal reading for anyone who is currently part of, or leading, a change initiative, Making
Sense of Change Management is the definitive text in the field of change management,
with over 30,000 sales to date. Aimed at students and professionals alike, it provides
comprehensive coverage of the models, tools and techniques of successful change
management with a focus on individual, team and organizational change to help you
apply each concept to unique situations.
Now in its 4th edition, it includes a new chapter on exploring the integration of change
management with project management and a completely revised and updated section on
culture change that takes into account emerging thinking and practice.

Table of Contents
00 Introduction
Part 1 The underpinning theory
01 Individual change
02 Team change
03 Organizational change
04 Leading change
05 The change agent
Part 2 The applications
06 Restructuring
07 Mergers and acquisitions
08 Culture and change
09 Project- and Programme-led change
Part 3 Emerging inquiries
10 Complex change
11 Leading change in uncertain times

32

www.koganpage.com

Detailed TOC

The Effective
Change Managers
Handbook

This book

Is the official guide for the first

Essential Guidance to the Change


Management Body of Knowledge
Edition

ever Change Management Body


of Knowledge, created by
Change Management Institute
and APMG

Date:

03/11/2014

Price:

39.99

ISBN
Paperback:

9780749473075

e-book:

9780749473082

Extent:

632 pages

Dimensions:

240 170mm

Subject:

Change
Management

The definitive resource for

continuing professional
development in change
management, the book
provides a strong base level
knowledge across the discipline

Enables change managers to

effectively advise and coach


senior colleagues and those
sponsoring or leading change
initiatives

Author Information

Description

APMG is a leading global Examination Institute and the Official


Accreditor of the UK Governments Cabinet Office and by the United
Kingdom Accreditation Service (UKAS). They accredit professional
training and consulting organizations and manage certification schemes
for knowledge-based workers.

The change management profession is no longer in its infancy. Readily identifiable in


organizations and in business literature it is no longer reliant on parent disciplines such as
organizational development or project management. Change management is itself in a state
of change and growth the number of jobs is increasing and organizations are actively
seeking to build their change management capability.

Richard Smith (Editor) is a specialist in organizational developmentrelated people development issues and has enjoyed a number of senior
roles for a range of blue chip organizations, including Dixon Group and
Lloyds Bank. Currently running his own consultancy Richard Smith
Associates, he works with clients as diverse as Unilever, GKN, Nestle,
Mars and Harvard Business School. The Chief Examiner for APMG
Change Management products and lead author of the first global Change
Management Body of Knowledge for the Change Management Institute,
he is also a Fellow of the CIPD.
Ranjit Sidhu is a skilful trainer, facilitator, project and change
management consultant with over 20 years experience gained on a
variety of projects spanning Europe, North America and Africa. Her
credentials include being an accredited trainer for APMG-Internationals
Change Management, AgilePM, and Facilitation qualifications, and the
AXELOS PRINCE2 certification. Ranjit is also a certified SCRUM trainer,
a coach and certified trainer of NLP, and an Assessor for the APM
Practitioner. She is a contributing author for the Gower Handbook of
People in Project Management, The Effective Change Manager (CMBoK)
from the Change Management Institute, and The Effective Change
Managers Handbook, published by Kogan Page. Her book Titanic
Lessons in Project Leadership uses that tragic case study to highlight
guidelines for effective communication and team building, and is the
accompanying text for ChangeQuests Project Leadership course. Ranjit
is not only an expert practitioner and trainer, but is able to pass on the
benefits of this experience and knows how to motivate others. Success
for her is measured by the number of aha moments experienced by
those she addresses, both in person and in print.
An independent consultant and trainer for over 25 years, David King
specializes in designing and delivering change programmes, projects
and related learning solutions to organizations in public, private and
third sectors. David is an Examiner in Change Management for global
qualifications body APM Group International and a co-author of
the Change Management Institutes Change Management Body of
Knowledge (CMBoK), published in September 2013. David is also author
of Think, Learn, Improve! Turn your business vision into reality,
which sets out a practitioners framework of tools and techniques for
designing and developing a comprehensive change programme.
Dan Skelseys career as a programme manager, change manager and
educator has spanned five continents. He has used facilitation as a tool
in every role, and realized that this was a learnable and vital skill for all
forms of management. In 2007, he established Project Laneways with a
mission to provide quality learning experiences in Change Management,
Project Management and related topics. He was the first to offer the
APMG Facilitation Practitioner certification training in Australasia. Dan is
an examiner for the APMG change management qualifications, and was
one of four authors for the first global Change Management Body of
Knowledge. He has a masters from Cambridge and is a graduate of the
Australian Institute of Company Directors.

33

www.koganpage.com

The Effective Change Managers Handbook, the official guide to the CMI Body of
Knowledge, is explicitly designed to help practitioners, employers and academics define
and practice change management successfully and to develop change management
maturity within their organization. A single-volume learning resource covering the range
of underpinning knowledge required, it includes chapters from esteemed and established
thought leaders on topics ranging from benefits management, stakeholder strategy,
facilitation, change readiness, project management and education and learning support.
Covering the whole process from planning to implementation, it offers practical tools,
techniques and models to effectively support any change initiative.

Table of Contents
01 A change management perspective
02 Defining change
03 Managing benefits: Ensuring change
delivers value
04 Stakeholder strategy
05 Communication and engagement
06 Change impact
07 Change readiness, planning and
measurement

08 Project management: Change initiatives,


projects and programmes
09 Education and learning support
10 Facilitation
11 Sustaining change
12 Personal and professional management
13 Organizational considerations

This book

Managing and
Leading People
Through
Organizational
Change

Unlike other texts, this book will equip


students and practitioners with the practical
skills to manage the emotional aspects of
change, vital in todays rapidly changing
organizations. They will learn to improve
their awareness of how people react to
change and to extend their ability to deal
with the people issues arising from
organizational changes

Relevant to HR Directors and OD

The theory and practice of


sustaining change through
people
Edition

This book will fill a gap in the market about


the people side of change. It will outline
the benefits of leading and managing the
human dynamics of change which include:
a more committed workforce; more
sustainable operational performance;
realisation of the benefits of change;
and greater change capability.

Date:

03/02/2016

Price:

34.99

ISBN
Paperback:

9780749474195

e-book:

9780749474201

Extent:

416 pages

Dimensions:

240 170mm

Subject:

Change
Management

Author Information
Dr Julie Hodges is an academic, author and
consultant. She is currently Director of MBA
programmes at Durham University Business
School and a lecturer and researcher into
change in organizations. Julie has a PhD in
the impact of change on levels of stress
among middle managers in organizations.
Before entering the academic world Julie
worked as a management consultant for
over 20 years in several profit and non-profit
organizations, including the British Council,
Vertex, PwC and RBS. Julie is a founding
Director of the Leading Well a social
enterprise for developing leaders in the
public and third sectors.

34

consultants across the globe, because


of culturally transferable tools and
frameworks, case material, and the
experience of the author.

www.koganpage.com

Global case studies, both short and long,


will be used throughout the book to help
apply the theory to practice. They will
provide a framework for diagnosing issues
and for formulating interventions to help
apply theory to a variety of practical
situations. The case studies will be able to
be completed on an individual basis or
used to facilitate learning in groups.

Description
Tremendous forces for change are radically reshaping the world of work. Economic shifts
are redistributing power, wealth and competition and opportunities around the globe.
Disruptive innovations, radical thinking, new business models and resource scarcity are
impacting every sector. Although the scale of expected change is not unprecedented,
what is unique is the pervasive nature of the change and its accelerating pace which people
in organizations have to cope with. A key priority for leaders and managers is therefore to
manage people through transitions.
People are at the core of sustaining change in organizations and they also represent the
greatest challenge to the mastery of change. Structures, systems, processes and strategies
are relatively simple to understand and even fix. People, however, are more complex. They
have different backgrounds, abilities, personalities, dispositions, hang-ups, interests,
motivations and aspirations. Change can have a different impact on each of them, all of
which can cause different attitudes and reactions. The complexities of human responses to
change are, however, often ignored in books on change in organizations.
The proposed book Managing and Leading People through Organizational Change will
aim to address this gap and provide a comprehensive examination of how change can
be sustained through people. The book will provide a critical analysis of change and
transformation in organizations from a theoretical and practical perspective. It will address
the individual, team and organizational issues of leading and managing people before,
during and after change, using global case studies and interviews with people from
organizations in different sectors across the globe. It will demonstrate how theory can be
applied in practice, by providing practical examples and recommendations. It will focus on
the importance of understanding the impact of the nature of change on individuals and
how to engage them collaboratively throughout the transformation journey.

Detailed TOC

Engaging Change

This book

A People-Centred Approach to
Business Transformation

Enhances organizational

change capability by driving


engagement before, during and
after the change

Gives change managers the


Edition

confidence and knowledge to


assess an organizations
change readiness and to
manage these throughout the
change life cycle

Date:

03/05/2015

Price:

29.99

ISBN
Paperback:

9780749472917

e-book:

9780749472924

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Change
Management

Provides guidance on how to

institutionalize structural and


behavioural change

Enables the reader to gain

insights into the behaviour


and motivations of others

Includes case studies from


notable international
companies who have
successfully managed
sustainable change

Author Information

Description

Mark Wilcox is a business change expert


with over 30 years experience in some
of the worlds biggest companies, including
a Director role at Sony Europe. He currently
runs Change Capability Consulting Ltd
where he has worked with clients such
as Microsoft, the British Army and
Balfour Beatty. He has contributed to
the MBA teaching at Bradford School of
Management, Manchester Business School,
Warwick Business School, Cranfield Business
School and the International Masters in HR
Leadership at Bocconi University, Milan.

Any significant organizational level change initiative is dependent on the engagement of the
people working in that organization. Without engagement, change will falter and ultimately
fail. Engaging Change goes behind the scenes of change management to help managers,
consultants and practitioners understand why some things work and why others dont.

Mark Jenkins enjoyed a 38-year career in


the British Army before joining Cranfield
University at the Defence Academy of the
United Kingdom where he was the lead
for Through Life Capability Management
on the MSc in Defence Acquisition
Management. He established Capability
Management Consulting in 2011 and since
then has advised public sector, commercial
and not-for-profit organizations on how
Capability Management, an innovative,
systems-based approach to organizational
development, can help organizations
generate and deliver sustainable
competitive advantage.

35

www.koganpage.com

Engaging Change addresses current challenges such as how to understand the


environmental context driving the need for change; how to initiate and sustain momentum
throughout the change programme; how to institutionalize structural and behavioural
change; and how to create compelling visions. With case studies from Sony, Nestl, Redcats
(who own La Redoute, for example) and the British Army, the text provides practice-based
insights into the realities of leading sustainable change.

Table of Contents
01 Introduction and context
02 Leadership
03 Exploration
04 Envisioning
05 Engagement
06 Execution
07 Conclusions and reflections

Detailed TOC

Leading Change

This book

How Successful Leaders


Approach Change
Management

Edition

Provides an evidence-based

approach offering a viable and


unique organizational change
alternative to rigid, linear top
down methods, and supported
by both academic research
and original case studies for
practitioners to use

Date:

03/12/2014

Price:

24.99

ISBN
Paperback:

9780749471682

e-book:

9780749471699

Extent:

232 pages

Dimensions:

234 156mm

Subject:

Change
Management

Provides practical guidance,

backed by the authors own


experiences of global change
programmes (notably with BP),
to frame pragmatic ways
leaders can engage with a
complex adaptive system to
bring about successful
organizational change

Moves away from looking

at why so many change


programmes fail and explores
what we can learn from those
that are successful

Author Information

Description

OD expert and executive coach,


Paul Lawrence is Co-director of the
Centre for Systemic Change, a change
management company based in Sydney.
Paul was previously a Global Programme
Director for OD and Learning at BP.

It is often claimed that 70% of organizational change efforts fail, despite the popularity of
linear change models. However these linear approaches to change are often based on the
premise that change is predictable and straightforward, when actually change is complex,
with the human element often changing the functioning of the organizational system as
a whole.
Leading Change provides the practical framework that allows leaders to actively engage
with a complex adaptive system to bring about successful organizational change. Supported
by academic research, and grounded with a range of examples and cases, the book offers a
genuine, viable alternative to existing approaches.

Table of Contents
00 Introduction
01 The emerging change model
Part 1 Reflective dialogue in action
02 Dialogue and communication
03 Listening
04 Voicing
05 Reflection
Part 2 Perspective, purpose and identity
06 The evolution of perspective
07 The evolution of purpose
08 The evolution of identity
Part 3 Power and politics
09 Power and politics

36

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Part 4 Themes
10 Authenticity
11 Resistance to change
12 Systemic thinking
Part 5 Application
13 Case study: The emerging change model
in practice
14 Getting started
15 Leadership
16 Building capability
17 The role of coaching

Detailed TOC

Leading Cultural
Change

This book

Helps readers to lead a

successful cultural change


intervention within their
organizations

The Theory and Practice of


Successful Organizational
Transformation
Edition

Guides the reader towards


achieving sustained
competitive advantage
through organizational
change

Date:

03/05/2015

Price:

39.99

Provides a practical framework

ISBN
Paperback:

9780749473037

Enables managers to

e-book:

9780749473044

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Change
Management

for the implementation and


evaluation of cultural change
communicate cultural
change successfully to their
stakeholders

Includes a longitudinal case

study of Cordia, a public-sector


organization transitioning into
an LLP, to enhance learning and
understanding

Author Information

Description

Formerly MD of Sothebys Institute of Art,


Professor James McCalman is currently
the Head of the Centre for Strategy and
Leadership at the University of Portsmouth.
He has previously enjoyed roles as MBA
Director at the Universities of Glasgow and
Strathclyde as well as at Ashridge Business
School, before moving to senior leadership
roles in the private and charitable sectors. His
most recent previous post was Chief Executive
for the Windsor Leadership Trust, a charity
delivering senior leadership development
programmes to the private, public, military
and charitable sectors at Windsor Castle.

With coverage of the major theories and concepts alongside diagnostic tools and a practical
framework for implementation, Leading Cultural Change will help the reader analyse and
diagnose their current organizational culture, become aware of the key challenges and how
to overcome them and learn how to adapt their leadership style, ensuring they are fit to
lead a cultural change programme. Taking in core topics such as change context, language
and dialogue as a key cultural process and the change team process, it uses a longitudinal
case study of Cordia, a public sector organization transitioning into an LLP, to enhance
learning and understanding.

Dr David Potter is the founder of The


Cultural Change Company, which specializes
in enabling cultural change interventions. He is
a qualified NLP Practitioner and holds both an
MBA and a PhD specialising in strategy design
and cultural change dynamics. He frequently
teaches and presents to students on MBA
and Executive courses on the topic of cultural
change, including at Lancaster University
Management School, Queen Margaret
University, Glasgow Caledonian University
and Glasgow University Business School.
He is a highly experienced corporate strategist
and change manager and delivers numerous
change management seminars to change
leaders in organizations, as well as designing
and delivering cultural change programmes
for a range of blue-chip clients.

Table of Contents

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Leading Cultural Change is a unique text, rooted in behavioural sciences, which explores
the topic as an organizational necessity to achieving sustained competitive advantage.

00 Introduction
Part 1 Leading cultural change. Theoretical
perspectives
01 Cultural change management
02 Organization development
03 Cultural change literature
04 A theory of culture
05 Cultural management as a form of
control
06 Leadership as a cultural variable
07 Leadership and the management of
meaning
08 Language as a cultural process
09 Ethnography as a tool for cultural change

Part 2 Cultural and strategic tensions.


When theory meets practice
10 The client and its problem
11 Change technologies
12 What did the people think?
13 Reflective learning
14 Closing thoughts

Detailed TOC

Agile Change
Management
A Practical Framework for
Successful Change Planning
and Implementation
Edition

This book

Helps readers create a tangible

Date:

03/03/2014

Price:

34.99

plan for managing change in


their organization, for both
large scale transformations and
micro-level business change
projects

Uses the core concepts of agile

ISBN
Paperback:

9780749470982

e-book:

9780749470999

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Change
Management

methodologies to ensure that


your change is lean, flexible
and that benefits are realized
early on in the process

Provides established best

practice advice on how to build


strong relationships with a
variety of stakeholders

Author Information

Description

Melanie Franklin is a highly respected


thought leader in change management
with an impressive track record in the
successful realization of business change
programmes across public and private
sector organizations. She is the Director
of Agile Change Management Ltd. and
Co-Chair of Change Management Institute
UK. An impressive array of clients have
benefited from her unique insights into
change, including GSK, HSBC, United
Nations and International Red Cross. She is
the author of several publications and a
regular keynote speaker at various
conferences worldwide.

The concept of agile working has been adopted by many organizations that recognize the
need to respond quickly and easily to new opportunities and be fit for purpose in a world
of complex and continuous change. Combining cutting edge techniques, Agile Change
Management offers pioneering tools to ensure your change initiative is embedded, adopted
and delivers benefits throughout the organization. Including examples and best practice
advice, it enables you to create your own roadmap consisting of all the processes, activities
and information needed to manage any type of change initiative. By focusing on completing
iterative tasks, the roadmap allows you to respond to different needs as they arise, therefore
cutting time spent on planning for unnecessary resources. Also including important
advice for creating the right environment for change, Agile Change Management is a
comprehensive resource for anyone who wants to build the capabilities of an effective
change manager.

Table of Contents
00 Introduction
01 Concept
02 Principles
03 Roadmap
04 Business need
05 Relationship building
06 Environment

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Detailed TOC

Big Change, Best


Path

This book

Successfully Managing
Organizational Change with
Wisdom, Analytics and Insight
Edition

Provides practical guidance

based on case studies of how


change works in practice in
different organizations around
the world

Highlights new and unique

Date:

03/10/2015

Price:

29.99

ISBN
Paperback:

9780749469429

research: ChangeTrack Research


has built the largest database
on journeys of change ever
constructed over a 10 year
period and across more than
150 companies and 500 change
journeys of all types

e-book:

9780749469436

Equips the reader with new and

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Change
Management

effective analytical tools and


approaches to manage change
processes in organizations

Challenges many of the myths


around change management
with evidence from the data

Author Information

Description

Warren Parry is Director and founder of


ChangeTrack Research. His background in
business, management, architecture and
psychology allows him to work with the
complex issues involved in monitoring the
effectiveness of organizational change.
He has extensive international consulting
experience, working with corporate leaders
to develop and implement successful
change strategies.

Using ground-breaking modelling from ChangeTrack Research, Big Change, Best Path
brings unique insights to the dynamics and process of organizational change, understanding
success and failure, defining and describing the levers and conditions of change, and the
patterns and paths of organizational change. It shows that a whole new way of managing
change is possible, from empirical benchmarking, predictive approaches that highlight the
specific actions needed at any point of a change program, and visualization for senior
managers to show how each part of an organization is responding. The authors also
challenge many of the myths of change management and the dynamics of how organizations
respond to change, clearly showing the common pitfalls and misunderstandings. Big
Change, Best Path explains a new, more analytical way and process for driving successful
change, and presents a ground-breaking vision for the future of how organizations can
become more agile and resilient.

Table of Contents
01 Changing how we change
02 Understanding change through maps
03 High Performance: Reach the highest
levels of performance
04 Off Track: When everything falls apart
05 Unsustainable: When change is at the
crossroads
06 Struggling under Pressure: When teams
falter
07 On Track: Win the war for resources and
move out of the middle ground

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08 In the Dark: Mobilize around the vision


09 Sleepy in Success: Get back in the game
10 Building Momentum: When good is not
good enough to jump to the next level
11 On the Run: Keep it together when the
goal is rapid growth
12 Vision for the Future: Changing the way
we change

Enterprise
Change
Management
How to Prepare Your
Organization for Continuous
Change
Edition

Underpinned by research from

over 20,000 people with over


320,000 data points

Date:

03/04/2016

Price:

29.99

ISBN
Paperback:

9780749473013

e-book:

9780749473020

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Change
Management

Author Information
David Miller is the Chairman and Founder
of Changefirst, a global training and
consulting organization which specialises in
change management. He has helped
organizations successfully implement major
change for the last 25 years, initially as a
Senior Executive for American Express and
more recently with clients ranging from
HSBC, BT, Roche Pharmaceuticals and The
Linde Group. A regularly international
speaker for industry events, he also
contributes frequently to a number of
professional publications.
Audra Proctor has over twenty years
experience in multi-industry and
international change execution. Currently
Managing global relationships for
Changefirst where she leads continued
research and development, she is a regular
thought leadership speaker at public and
client speaking events.

40

This book

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Helps organisations execute


change faster and more
sustainably than their
competitors

The only book on the market

that addresses the real issue of


building organisational change
maturity and capability

Description
One of the biggest challenges facing organizations today is the ability to deliver the
change that they need to in order to sustain competitive advantage and adapt to changing
economic and market environments. However the gap between what organizations would
like to deliver and their capabilities to do so is getting increasingly wider. Enterprise
Change Management is the first text to provide a practical framework for bridging this
gap. It provides a practical roadmap for helping organizations to build the sustainable
capabilities to implement a portfolio of changes and introduces five core capabilities and
how to achieve them as well as the relevant concepts, frameworks, processes and tools to
help readers create a strategy to close the change gap and improve performance in their
organization. Based on research on change performance from over 20,000 people over a
19 year period, Enterprise Change Management will help you diagnose the root causes of
the organisational change cap, manage demand for change and create the context for
successful continuous change in your organization.

Table of Contents
Section 1: Context and framework
01 Compelling case for building change
capabilities
02 Change capability building
Section 2: The five capabilities
03 Creating the context for successful
change
04 Managing the demand for change

05 Executing single changes


06 Adaptive leadership
07 Hiring resilient people
Section 3: How organisations learn to
change
08 Cultures that leverage capabilities
09 Learning capabilities effectively
10 Implications for key players

Detailed TOC

Understanding
Project
Management

This book

Improves managers analytical

Skills and Insights for


Successful Project Delivery
Edition

skills and ability to recognise


and manage projects

Supports independent and

Date:

03/05/2015

Price:

29.99

ISBN
Paperback:

9780749470555

e-book:

9780749470562

Extent:

328 pages

Dimensions:

240 170mm

Subject:

Project
Management

distance learners with online


resources, activities and
exercises similar to those on
MBA courses

Fits into a range of business

courses including MBAs and


executive education schemes,
allowing students to apply their
practical experience in the
workplace to their studies

Encourages managers

understanding of specific
contextual challenges that are
increasingly common in the
contemporary world of projects

Author Information

Description

Gary Straw has delivered project


management modules on MBA and Masters
and management development schemes
for business schools in the UK and Eastern
Europe, including Aberystwyth School
of Management and Business, The
Management Centre at Bangor University
and Kingston Business School. He has also
delivered ILM and CMI project management
courses. His professional experience and
insights into project management have
developed through working within a
number of private- and public-sector
organizations, delivering projects in a
range of market sectors.

Understanding Project Management takes an applied approach to the study of project


management, carefully balancing reflective practice and methodology necessary for
successful deployment of tools and techniques in the real world.
Including plenty of practical examples as well as contemporary real-world case studies,
it takes a unique approach to the study of project management with an emphasis on
international aspects and dilemmas that are increasingly common in the contemporary
world. With a host of features to encourage reflection and reinforce learning, it is the ideal
complement for independent or classroom study on a range of business courses.
This textbook helps managers understand project management, develop perspectives in
application, and, through reflection, enables them to develop a project management
capability, at an individual, organization or project level. The content throughout is guided
by practice, making this an essential read for anyone wishing to make a success of the
project management role.

Table of Contents
Part 1 Projects in an ideal world
01 An introduction to projects and project
management
02 Projects at the conceptual phase
03 Planning within projects
Part 2 Projects in a real world
04 After the planning: delivering projects
05 Managing to completion
06 Reviewing and learning in projects

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Part 3 Projects in a challenging world


07 Projects: a way of thinking
08 Within and outside projects
09 A global stage
Part 4 Developing a capability
10 Managing and leading in project
environments
11 A spectrum of project management roles
12 Develop the capability

Detailed TOC

The Power of
Project
Leadership

This book

Helps the reader understand


the key underlying theories
that drive project leadership
success

7 Keys to Help You Transform


from Project Manager to
Project Leader
Edition

Provides concrete strategies

and tools to help the reader


stand out as a confident, driven
and focused project leader

Draws on 25 interviews with

Date:

03/01/2015

Price:

29.99

ISBN
Paperback:

9780749472344

e-book:

9780749472351

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Project
Management

leading experts from a variety


of sectors including Expedia,
British Gas, Standard Bank,
Verizon Enterprise Solutions,
Liquid Planner, and the UK
Government

Explains what good project

leadership looks like, and


provides the tools to make the
transition

Ensures that project managers


lead, innovate and empower
their teams

Description
Author Information
Susanne Madsen is a recognized project
leadership expert and a leading project
management coach. With over 15 years
experience of managing and implementing
large change programmes of up to
$30 million for major global corporations
she now specializes in helping project
and programme managers improve their
leadership skills. Susanne is a frequent
lecturer with leading business schools,
including Warwick Business School,
Cass Business School and the University
of Westminster and has spoken for
organizations including Citigroup, Alcatel
Lucent, Expedia, PMI and APM among
others.

In todays more for less culture, the expectations of project management and delivery are
no longer limited to budgets, schedules and quality. For projects to make an impact and
have lasting value, the project manager must be able to strategize, innovate, motivate,
empower and collaborate in other words, project managers must learn how to lead.
The Power of Project Leadership helps you transform into an effective project leader by
shifting your managerial mindset into one of inspiration, motivation and influence.
The book describes what good project leadership looks like and explains how to make the
transition using concrete tools and strategies. With underlying theories to help the reader
understand how teams and individuals are motivated, it ensures that project managers lead
with vision, continuously improve and innovate, work with intent, empower the team, get
closer to stakeholders, remain authentic and establish a solid foundation for their projects.
The book has a practical and engaging approach and draws on over 25 interviews with
leading experts who have made the transition from project managers to project leaders.
These experts come from a variety of sectors and companies; including Expedia, British Gas,
Standard Bank, Verizon Enterprise Solutions, Liquid Planner, and the UK Government.

Table of Contents
00 Introduction
01 The world is changing and so must you
02 Your hidden drivers
03 The 7 keys to project leadership
04 Making the transition happen

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Detailed TOC

Goal Directed
Project
Management

This book

Gives detailed and practical

guidance on how to plan,


organize and control projects
from a People, System and
Organization perspective

Effective Techniques and


Strategies
Edition

Adopted as core reading on

MBA and MSC courses


throughout the world, this book
includes guidelines to take you
through setting up a project
budget based on cost-benefit
analysis

Date:

03/06/2009

Price:

25

ISBN
Paperback:

9780749453343

e-book:

9780749457556

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Project
Management

Author Information
Erling S Andersen is professor of project
management and information systems at
the Norwegian School of Management BI,
Oslo. He has written several books on
project management, general management
and computer-based information systems.
Kristoffer Grude is a former managing
director and partner of Coopers & Lybrand
Consulting, Norway. He now has his own
business consultancy, Euroconsult.
Tor Haug is an independent consultant,
specialising in IT strategies, re-engineering
and project management.

Provides methods and tools

that will significantly increase


your probability of project
success

Explains how to report and

control a running project using


a milestone-related budget

Sets out project management


methodology with its roots in
clear and conceptual
framework

Description
Goal Directed Project Management (GDPM) is a unique methodology that has been
developed and refined by the authors over a period of more than 20 years. In this time,
organizations all over the world have adopted it as a standard approach.
The central focus of Goal Directed Project Management, this fourth edition of one of the
most influential project management books, is to develop understanding, commitment and
involvement while managing successful and lasting change. Throughout the text, the
authors emphasise the need for a PSO (People, System and Organization) perspective that
goes beyond the technical aspects dealt with by most project management literature,
enhancing and prolonging the life of a project by allowing the people and organization
involved to develop simultaneously with the system. Goal Directed Project Management
gives detailed and practical guidance on how to plan, organise and control these PSO
projects effectively, presenting methods and tools that will increase significantly the
probability of project success.
This newly updated fourth edition of Goal Directed Project Management addresses the
financial control of projects in a new chapter, presenting a pragmatic approach based on
GDPM methods to this aspect of project management. It includes guidelines to take you
through setting up a project budget based on cost benefit analysis and shows how to report
and control the running project using the milestone related budget.

Table of Contents
01 Introduction
02 Project characteristics
03 Pitfalls in project management
04 Foundation of the project
05 Global planning milestone planning
06 Global organizing milestone
responsibility chart

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07 Detail planning and detail organization


08 Project control
09 Financial control of projects
10 Quality in project work
11 Project culture
12 Goal Directed Project Management
example and summary

Detailed TOC

Successful
Project
Sponsorship

This book

Provides a proven approach of

four key principles for


successful business sponsorship
strategy that are easy for the
busy manager to implement

A Time-Saver for the Busy


Executive
Edition

Gives project sponsors and

Date:

03/09/2015

Price:

19.99

ISBN
Paperback:

9780749474249

e-book:

9780749474256

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Project
Management

executives the essential


information they need to
realize the benefits of a project
and achieve business objectives

Gives pragmatic solutions to

common scenarios of projects


going off-course, focused on
the role of the project
executive/sponsor

Assumes no in-depth prior

knowledge of project
management techniques but
provides focused and relevant
information for the project
sponsor

Author Information

Description

Michiel van der Molen, MSc, is a


consultant and trainer in project
governance, change management and
benefits management. He has held the roles
of project sponsor, project manager,
management trainer and consultant, and
has managed teams of project managers for
many years. He has worked in the
Netherlands, Germany, Belgium, the United
Kingdom and Tanzania. Currently co-owner
of Molen & Molen, he helps organizations to
achieve professional project governance. He
has written several bestselling books for the
Dutch market about project governance,
business case management and benefits
management.

Project success is a business management responsibility and project management is more


than the work of a project manager: the project sponsor plays a key role, whatever their job
title. As the owner of the business case, the project sponsor or project executive has the
responsibility for communicating the aims of the project, staying in touch with the changing
environment and ultimately using their leadership skills to realize the benefits that the
project has set out to achieve. The project sponsor gives strategic direction to the project
manager and empowers them to deliver the agreed result. However, as a busy business
manager, balancing the role of project executive with other management responsibilities,
the project sponsor wants more control for less effort. The four proven principles in
Successful Project Sponsorship help them to achieve precisely that.
This book leads the reader to success through the powerful and proven four principles of
successful project sponsorship. These principles are all focused on giving strategic direction
to projects effectively and efficiently. Instead of going into depth on project management
theory and methodologies, this book answers the practical questions project sponsors have
to tackle and provides targeted solutions to real-life issues, such as: How do I create a successful
strategy? How do I keep a project under control when the requirements are changing? What
can I do to keep the project on budget? How do I recognize a good project manager and how
do I deal with an out-of-control one? The final part of the book gives tried-and-tested practical
guidance on how to improve project sponsorship knowledge within your organization.
Written clearly and concisely for the busy executive, in line with the PMIs Lexicon of Project
Management Terms and with special tips for Prince2 environments and agile projects, this
highly practical guide is the essential toolkit all business managers need to make a success
of their project sponsor role.

Table of Contents
Part 1 Principles
01 First principle: share the business case
02 Second principle: organise ownership
03 Third principle: focus on deliverables
04 Fourth principle: empower the project
manager

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Part 2 Details
05 A closer look at the steering group
06 Directing the project manager
07 Realising the benefits

08 Achieving quality
09 Dealing with uncertainties
10 Assessing documents
11 Why do projects exceed their budget and
what can I do about this?
Part 3 Advancing project sponsorship in
organisations
12 The challenge
13 The approach
14 Tips for training courses and workshops

Detailed TOC

Armstrongs
Handbook of
Management
and Leadership

This book

Developing Effective People


Skills for Better Leadership and
Management

Edition

Fully aligned with the new CIPD


modules: Leading, Managing
and Developing People and
Developing Skills for Business
Leadership

The only book that covers both


modules in one volume

Date:

03/03/2012

Price:

34.99

ISBN
Paperback:

9780749465520

e-book:

9780749465537

Extent:

368 pages

Dimensions:

234 156mm

Subject:

Leadership

Includes online teaching and


learning resources such as
powerpoints and flashcards

Description

Author Information
Michael Armstrong is a Companion and
former Chief Examiner of the Chartered
Institute of Personal Development (CIPD),
joint managing partner of e-reward and an
independent management consultant. He is
the author of several best-selling HR titles
including Armstrongs Handbook of
Human Resource Management Practice,
Armstrongs Handbook of Reward
Management Practice, Armstrongs
Handbook of Performance Management,
Strategic Human Resource Management
and Armstrongs Handbook of Management
and Leadership.

In order to make an effective contribution, HR specialists have to be good at management,


leadership and developing themselves and others. However in addition, they need to be
aware of the management and business considerations that affect their work. Armstrongs
Handbook of Management and Leadership provides guidance on the processes of
management and leadership with particular reference to what managers and aspiring
managers need to know and do to make a difference.
This new edition is the only book that covers in one volume the new Leading, Managing and
Developing People and Developing Skills for Business Leadership modules, which are part of
the Chartered Institute of Personnel and Developments Leadership and Management
Standards.
Additional online teaching and learning resources can be found on Kogan Page website.

Table of Contents
Part 1 Leading, managing and developing
fundamentals
01 Leading people
02 Managing people
03 Developing people
Part 2 Approaches to HRM and L&D
04 The concept of human resource
management
05 Delivering HRM
06 The role and organization of the HR and
L&D functions
07 The contribution of HRM and L&D in
different types of organization
08 The professional and ethical approach to
HRM and L&D

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Part 3 People management processes


09 Employee engagement
10 Motivation
11 Commitment
12 Change management
13 Flexible working
Part 4 Management skills
14 Managing oneself
15 Managing interpersonal relationships
at work
16 Influencing people
17 People management skills
18 Problem solving and decision making
19 Analytical, critical and consultancy skills
20 Information handling skills
21 Business and financial skills
22 Postgraduate study skills

Detailed TOC

The Leadership
Skills Handbook
50 Essential Skills You Need to
be a Leader

This book

Includes research with over


Edition

1000 leaders across the world,


at all levels and in a variety of
sectors

Date:

03/06/2014

Price:

14.99

Features practical advice on

over 50 leadership skills plus


tips, exercises and examples

Allows you to create your own

ISBN
Paperback:

9780749471569

e-book:

9780749471576

Extent:

296 pages

Dimensions:

216 138mm

Subject:

Leadership

formula for success, based on


a combination of what works
best for your company and
what works best for you as an
individual

Author Information

Description

Jo Owen has worked for over 100 of the


best, and one or two of the worst,
organizations on our planet. His experience
crosses most industries and continents
and formed the basis for his bestselling
book Management Stripped Bare (also
published by Kogan Page). He is a founder
of Teach First, the top graduate recruiter in
the UK, and six other national charities. He
is in demand as a speaker and his latest
book, The Mindset of Success, is published by
Kogan Page in 2015.

Winner of the CMI Management Book of the Year Awards in the 2012/2013 New Manager
category, The Leadership Skills Handbook from best-selling author Jo Owen reveals the
essential skills you need to be an effective leader. It shows you what works in practice, not
in theory. Each skill is presented in a concise, easy to follow format, with an accompanying
framework to help you think about how that skill should be ideally deployed. The skills
are about the real challenges real leaders have to master, and as you observe and record
real-life examples of skills in action, you will be developing your own unique formula for
success in the context that matters to you.
Based on research from over a thousand leaders throughout the world at all levels in the
public, private and voluntary sectors, it identifies the practical skills to make you even
more successful, and offers guidance on all key topics.
This completely revised third edition of The Leadership Skills Handbook is about more than
just technical skills, it is also about developing the people skills, behaviours and values you
will need. Full of tips, exercises and practical wisdom, it will help you become a leader that
people want to follow and develop your own formula for success, based on what works
for you as well as what works for your organization. Focusing on the real challenges that
leaders have to master, this book will help you become a leader that people want to follow.

Table of Contents
Part 1 Mindset skills
Part 2 Career skills
Part 3 People skills
Part 4 Moment of truth skills
Part 5 Daily skills
Part 6 Organization skills
Part 7 Values and behaviours

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Detailed TOC
This book

Thought
Leadership

The first ever book to critically

evaluate thought leadership in


all its forms; sets out to
examine and clarify thought
leadership in relation to other
concepts

Prompting Businesses to Think


and Learn

Includes unique case


Edition

studies from internationally


renowned organisations such
as Boston consulting group,
Accenture, Mckinsey, IBM
PricewaterhouseCoopers and
Deloitte

Date:

03/10/2013

Price:

34.99

ISBN
Paperback:

9780749465117

e-book:

9780749465124

Extent:

344 pages

Dimensions:

234 156mm

Subject:

Leadership

Draws on the authors thirty


years of experience as an
internationally acclaimed
author and consultant

Supported by case studies of

some of the worlds best known


and most successful companies
and their thought leadership
projects

Shows you how to gain support


for your initiatives within your
organization and make thought
leadership work for you

Author Information

Description

Having held senior positions at BT, Unisys


and PricewaterhouseCoopers, Laurie Young
also founded, built and successfully sold a
company. His writing combines practical
experience with sound business thinking,
drawing on his experience of developing
Thought Leadership on: Privatisation, TQM,
business process re-engineering, services
marketing, value reporting and more.
Lauries previous books include: Marketing
the Professional Services Firm, Business
Development for Lawyers and From Products
to Services.

Like most buzzwords, thought leadership is an often misused and misunderstood term. But
what is it really? And why do many of the worlds leading companies invest serious money
and smart people into this mysterious practice, building dedicated business units to create
it? It sounds like business jargon, but this ill-defined term captures a key practice that has
been used for many years to create success for individuals, charities and vast companies.
Drawing on over 30 years of experience engaging with thought leadership, Laurie Young
provides an extensive examination of its history, its purpose, its future, and how you can
make thought leadership work for you. Packed with ground-breaking case studies from
global organisations such as IBM, Deloitte, Allen & Overy, Fairtrade, Philips and Unilever;
and with over 50 unique interviews with some of the worlds acknowledged business
leaders, Thought Leadership can help anyone involved in the business decision-making
process to gain alignment across their company regarding the challenges they face.
Thought Leadership can come from any source in business unique insight, research,
executives, customer engagement, product managers, and expert professionals. We all have
knowledge, experience and a point of view. Laurie Youngs accessible look at this fascinating
and vital business practice is your first step to making thought leadership work for you and
your organisation.

Table of Contents
01 What on earth is Thought Leadership?
02 Who has used it before? Thought
Leadership in business history
03 Where does Thought Leadership come
from?
04 Components of success and failure
05 Communicating and disseminating
Thought Leadership
06 Thought Leadership strategy and
planning
07 An evolving discipline

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Detailed TOC

4D Leadership
This book

Competitive Advantage
Through Vertical Leadership
Development

Edition

Improves your leadership

capacity to think strategically,


solve complex problems, lead
organizational change and
engage with stakeholders at
all levels

Gives you a roadmap to assess

Date:

03/12/2015

Price:

19.99

your current performance and


make a step-change to the next
level of development

Draws on insights from

ISBN
Paperback:

9780749474645

e-book:

9780749474652

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Leadership

neuroscience to create a
self-development programme
that is proven to yield results

Provides you with a significant

competitive advantage by
preparing you for leadership in
a volatile, uncertain, complex
and ambiguous (VUCA)
business environment

Author Information

Description

Dr Alan Watkins is CEO and Founder of


Complete Coherence, a consultancy that
brings the latest approaches from
neuroscience, physiology and systems
theory to the human performance
challenges faced by business leaders around
the world. A qualified physician and
neuroscientist, he has been an affiliate
professor of leadership at the European
School of Management, London, and a
previous honorary senior lecturer in
neuroscience and psychological medicine at
Imperial College, London. Dr Alan Watkins
TED Talks have viewing figures of over
700,000. He is also the author of Coherence:
The Secret Science of Brilliant Leadership (also
published by Kogan Page, 2013).

Todays leaders need to change radically to meet the challenge of complex organizations in
business landscapes that are in flux. This requires not merely new skills and competencies,
but a step-change in development in three fundamental dimensions: how you do things,
who you are, and how you relate to other people. 4D Leadership is what happens when this
step-change in doing, being and relating takes place. When you move up to the next level of
ability and sophistication in these three dimensions, you will have unlocked the fourth
dimension (verticality) and you will receive a significant competitive advantage.
Neuroscientist and leadership coach Dr Alan Watkins draws on groundbreaking research
into adult development to present a framework that will transform your ability to excel as a
leader. 4D Leadership isnt just a software patch for leadership skills: this is an upgrade to
the next level of the human operating system, the next level of leadership development.
4D Leadership is the book for: anyone who feels overwhelmed by the competing priorities
of their jobs; anyone who feels stressed by trying to maintain competitive advantage
through innovation; anyone looking to develop a more responsive and rewarding strategy,
drive change and take people with them, and become a truly rounded and 4-dimensional
leader.

Table of Contents
Part 1 The objective world of doing (IT)
01 The escalating leadership challenges in
the VUCA world
02 Vertical development in the IT
dimension
Part 2 The subjective world of being
03 Vertical development of the I dimension
04 The untapped potential of adult maturity

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Part 3 The inter-personal world of relating


05 Vertical development of the WE
dimension
06 The secret of successful relationships in
the WE dimension

Detailed TOC

Creating
Authentic
Organizations

This book

Bringing Meaning and


Engagement Back to Work
Edition

Presents a more complete

concept of authenticity, not


limited to leadership, to ensure
that the organization realizes
the benefits of this popular idea

Date:

03/10/2014

Price:

24.99

ISBN
Paperback:

9780749471439

e-book:

9780749471446

Extent:

208 pages

Dimensions:

234 156mm

Subject:

Leadership

Introduces strategies for

maintaining resilience against a


backdrop of tough operating
environments and a fast paced
world

Demonstrates how you can

manage the transition from a


culture of followership to a
culture of ownership through
simple models and strategies

Author Information

Description

Robin Ryde is an international leadership


consultant, established author and
Co-Director of Robin Ryde Consulting,
Academic Director of Australias largest
senior public service leadership programme,
the Executive Fellows Program. With a
background in leadership and organizational
development, he was the youngest person
to direct the British Prime Ministers flagship
leadership development programmes,
one of the largest programmes of its
kind in Europe.

Our identity is often bound up what we do at work. The work we do goes some way to
describing who we are, what we stand for and it reveals, in one dimension at least, a
tangible and valued contribution that we make to the world. Authenticity in organizations
matters more than ever.

Lisa Sofianos is an Executive Coach,


leadership developer and Co-Director of
Robin Ryde Consulting. Having worked
with a broad spectrum of companies she
works with senior executives through
various challenges, specializing in
leadership resilience, coping with
transition and helping leaders deal
with intractable issues.

In todays complex and global economy its more important than ever that we empower
employees to bring their authentic selves to work. Doing so leads to increased innovation,
productivity, more thoughtful risk-taking, a sense of responsibility and enhanced
adaptiveness to change. Creating Authentic Organizations goes beyond the remit of
authentic leadership and shows how the concept of authenticity can and should be applied
to your organization. It offers a new management framework based on the freedom to
operate, meaningful dialogue and a deep search for personal meaning at work; autonomy
and the opportunity to make an impact is a key driver of productivity.
With simple and powerful models and strategies to bring about workplace authenticity, this
bold and cutting-edge approach will show you how to ensure more authentic dialogue and
encourage open and meaningful discussion around threats and challenges. Creating
Authentic Organizations gives you the tools to bridge the gap between the corporate
persona and the authentic self, leading to greater employee engagement, well-being and
organizational resilience.

Table of Contents
01 The building blocks of authenticity:
A summary for busy people
02 Solomons solution
03 A design for workplace authenticity
04 The first freedom: The Freedom to
Operate
05 The second freedom: The Freedom to
Speak

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06 The third freedom: The Freedom to


Actualize
07 Assessing authenticity and freedoms:
A self-completion diagnostic
08 The management task in authentic
organizations
09 Beyond the tipping point

Human
Resources,
Learning &
Development &
Coaching

www.koganpage.com

50

Detailed TOC

Armstrongs
Handbook of
Human Resource
Management
Practice

This book

Provides a comprehensive

overview, in accessible
language, of all of the core
areas of HR

Shows you, step by step, what


needs to be considered to
introduce HR processes in
their own organization

Edition 13
Date:

03/04/2014

Price:

39.99

ISBN
Paperback:

9780749469641

e-book:

9780749469658

Extent:

880 pages

Dimensions:

246 189mm

Subject:

Human Resource
Management

Supported by international

case studies, this new edition


provides guidance on how to
plan an international workforce
and manage expatriates

Includes practical toolkits,

checklists, diagnostic tools,


questionnaires, and flowcharts
for each of the core HR
functions

Enables you to calculate the


return on investment of
international assignments

Author Information

Description

Michael Armstrong is a former Chief


Examiner of the Chartered Institute of
Personnel and Development (CIPD),
Managing Partner of E-Reward and an
independent management consultant. He
has spent 25 years as an HR practitioner,
including 12 as HR Director of a publishing
company. He has sold over 500,000 books
on the subject of HRM, and is the author
of a suite of several best-selling HR books,
also published by Kogan Page.

Armstrongs Handbook of Human Resource Management Practice is the classic text for all
students and practitioners of HRM. Providing a complete resource for understanding and
implementing HR in relation to the needs of the business as a whole, it contains in-depth
coverage of all the key areas essential to the HR function, including performance, reward,
employee engagement and HR policy. This fully revised and updated thirteenth edition
contains an entirely new part covering the increasingly important subject of international
human resource management. Other new chapters have been added on rewarding special
groups and on employment law, and the chapters on HRM, motivation and engagement
have been completely revised.

Stephen Taylor is a Senior Lecturer in


Human Resource Management at the
University of Exeter Business School and
a Chief Examiner for the CIPD. Before his
academic career he worked in a variety of
management roles in the hotel industry and
in the NHS. He is also a widely published
author.

This essential handbook has also been brought up to date by reference to the findings of a
number of significant research projects and other investigations of how HRM operates in
practice. Comprehensive online support material for the instructor, student and practitioner
is provided, offering a complete resource for teaching and self-learning. Resources for
students include: learning notes, a glossary of key concepts and terms, multiple choice
questions, case studies and a guide to taking CIPD exams. Lecturers are also provided with
a range of resources, including PowerPoint slides and support notes for teaching.

Table of Contents
Part 1 The practice of human resource
management
Part 2 People and organizations
Part 3 Factors affecting employee
behaviour
Part 4 People resourcing
Part 5 Learning and development

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Part 6 Performance and reward


Part 7 Employee relations
Part 8 Employee well-being
Part 9 International HRM
Part 10 HRM policy and practice
Part 11 HR skills
Part 12 HRM toolkits

Detailed TOC

Armstrongs
Essential Human
Resource
Management
Practice

This book

Includes a detailed appendix

describing the approaches and


techniques used in conducting
research projects in human
resource management

Provides a thorough

introduction to the core


areas of human resource
management and a
comprehensive overview of
the practices and processes
fundamental to managing
people

A Guide to People
Management
Edition

Date:

03/06/2010

Price:

34.95

ISBN
Paperback:

9780749459895

e-book:

9780749459901

Extent:

432 pages

Dimensions:

240 170mm

Subject:

Human Resource
Management

Explains human resource

management in the context


of practices, policies and
procedures, including critical
evaluations of HR concepts
aimed at non-specialists

Helps the reader understand

the contribution of HR to
organizational aims and how
it is integrated within the
business

Supported by resources and


tools for both lecturers and
students

Description
Author Information
Michael Armstrong is a former Chief
Examiner of the Chartered Institute of
Personnel and Development, joint managing
partner of e-reward and an independent
management consultant. He has sold over
500,000 books on Human Resource
Management Practice with Kogan Page,
including the classic text for all those
studying or entering HR, Armstrongs
Handbook of Human Resource Management
Practice.

HR managers have to serve the interests of their organizations, comprising employees, customers
and the community at large as well as shareholders, or, in the public or voluntary sectors, those
who have the ultimate responsibility for what the organization does. It also means exercising
social responsibility, being concerned for the interests (well-being) of employees and acting
ethically with regard to the needs of people in the organization and the community.
Armstrongs Essential Human Resource Management Practice provides a complete overview
of the practices and processes fundamental to managing people. The text provides a thorough
introduction to the core areas of HR including: people resourcing, performance management,
learning and development and rewarding people. It also examines the contribution of HR to
organizational aims and objectives and how it is integrated within the business. The book is
accompanied by online resources for both lecturers and students and adopts an increased focus
on employee engagement, a concept which is becoming increasingly prominent in people
management, but which is often presented as a mantra without being properly understood;
this is examined in detail with reference to recent research.
Michael Armstrongs original Handbook of Human Resource Management is the classic text
for all those studying HR or who are entering the profession for the first time. In this new title
Michael Armstrong provides a condensed text which has been rewritten with the non-HR student
or professional in mind, describing and evaluating key HRM concepts such as: HRM itself;
strategic HRM; the resource-based view; the choice between best practice and best fit; human
capital measurement; motivation theory; emotional intelligence; the flexible firm; the learning
organization; and financial rewards.

Table of Contents
00 Introduction
Part 1 Human resource management
01 The practice of human resource management
02 Strategic human resource management
03 HR policies and procedures
04 Human capital management
05 Knowledge management
06 Corporate social responsibility
07 International HRM
Part 2 Organizations and people
08 Organizational behaviour
09 Employee engagement

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Part 3 HRM practice


10 Competency-based HRM

11
12
13
14
15
16
17

Job and role analysis and design


People resourcing
Learning and development
Managing performance
Reward management
Employee relations
Employee well-being

Part 4 People management skills


18 Managing change
19 Leadership skills
20 Selection interviewing skills
21 Performance management skills
22 Learning and development skills
23 Managing conflict
24 Handling people problems

This book

Predictive HR
Analytics

Other books dont show

practitioners how to actually use


predictive analysis with HR metrics.
Even if they dont do this
themselves, i.e. they hire an
external consultant, it gives them
an understanding of what their
data can do for them and what they
should be demanding of their
consultant.

Mastering the HR Metric

Edition

Date:

03/03/2016

Price:

29.99

ISBN
Paperback:

9780749473914

e-book:

9780749473921

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Human Resource
Management

The book will be accompanied by

Excel files and SPSS data files on


the companion website to enable
the reader to work through the case
study examples

Helps the reader to develop skills in

presenting the data and linking it to


organizational strategy, which
demonstrates the value of the HR
function to the companys bottom
line

The author team combines

academic credibility and practical


experience in the financial,
technology, professional services
and public sectors from big name
organizations (Kings College
London and Coutts)

Author Information

Description

Dr. Martin R. Edwards is Reader in HRM and


Organisational Psychology at Kings College
London. He has contributed regularly to
practitioner publications such as IRS Employment
Review and has also worked for a number of
years as an HR Consultant. Martin has co-edited
and contributed Chapters to Managing Human
Resources: Human Resource Management in
Transition (Wiley) and published articles in
numerous international HR journals. Martin has
run many HR analytic workshops with FTSE
companies (E.G. Astra Zeneca), advised on
employee engagement surveys; run multiple
employee attitude surveys and teaches statistics
to undergraduate and postgraduate students.

Predictive HR Analytics: Mastering the HR Metric provides an accessible and clear framework
with which to understand and learn to work with HR analytics at an advanced level. In
general, when dealing with HR metrics, Management Information and HR analytics, HR
practitioners rarely use any advanced statistical techniques to make the most of the data
they have. This means that they do not go beyond describing the characteristics of their
workforce, e.g. engagement, staff retention, performance and diversity. This book discusses
the field of HR analytics, outlining how and why HR analytics can be useful, but it also takes
the reader through examples of particular predictive models. Whilst other books in the area
discuss the possibilities of using predictive analysis with HR metrics, this is the first to show
HR professionals how to use HR analytics themselves. The book will help the practitioner to
communicate the potential of HR analytics and to get the most out of their HR function, by
overcoming the stereotype that HR is soft and fluffy. Where other functions of an
organization deal in profits, sales growth and forecasts and strategic planning, the HR
function is responsible for employee well-being, engagement and staff motivation. Such
concerns do not immediately conjure up images of technical skills and know-how; despite
the fact that in reality the management of such things may often require a lot of
measurement and technical skill. The book will help HR professionals to deliver a credible
and reliable service to the businesses that they support by providing HR metrics on which
Executives will be able to make sound business decisions. It will also help HR professionals
to know what to demand of the external consultants they may enlist to do Employee Opinion
Surveys and to explore metrics. Case examples will be given for particular types of predictive
models possible within HR ananlytics, including diversity analysis, predicting turnover,
evaluating interventions and predicting performance, and the reader will be shown step-bystep using simple terms how to carry out the analysis and what to interpret in the results.

Kirsten A. Edwards is Associate Director for


Culture, Engagement and Diversity at Coutts and
is responsible for the banks global diversity
scorecard. In her previous role as Associate
Director for Talent and Leadership Development,
Kirsten developed a model for predicting turnover
for high performers. She has over 16 years
experience across 4 continents in the financial,
technology, professional services, and public
sectors. She has lectured on the postgraduate
Managing Diversity course at Kings College
London and is a chartered member of the
CIPD. Her specialist areas include employee
engagement, leadership and talent development,
and diversity and inclusion.

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Table of Contents
01 Understanding HR Analytics
02 HR Information Systems and HR Analytic Data
03 Analysis Strategies: Stretching what is done
with HR Data (going beyond description)
04 Case Study 1: Diversity analysis
05 Case Study 2: Employee Attitude Surveys
Engagement & Workforce Perceptions
06 Case Study 3: Predicting Turnover
07 Case Study 4: Predicting Performance

08 Case Study 5: Recruitment and Selection


Analytics
09 Case Study 6: Monitoring the Impact of
Interventions
10 Business Applications of Predictive
HR Models
11 More Advanced Modelling
12 Reflecting on HR analytics: Ethics and
limitations

Detailed TOC
This book

Armstrongs
Handbook of
Strategic Human
Resource
Management
Edition

Provides a complete understanding

of how to develop and implement


HR strategies that are integrated
with business strategies and enable
the organization to achieve its goals

Shows HR practitioners how to adopt


a strategic approach on a day-to-day
basis so that they operate as part
of the management team and are
consciously concerned with how
their activities add value

Provides a toolkit for conducting

Date:

03/03/2016

Price:

34.99

ISBN
Paperback:

9780749476823

e-book:

9780749476830

Extent:

328 pages

Dimensions:

234 156mm

Subject:

Strategic Human
Resource
Management

a strategic review, through the use


of checklists to analyse different
aspects of HR strategy, and to form
the basis of workshops and focus
groups

Simplifies complex issues in a neat

and accessible package, bridging the


gap between the rhetoric of strategic
human resource management and
the reality of strategy in action

Begins with a comprehensive

examination of HRM and SHRM


and concludes with an examination
of organizational and functional
strategies from a practical standpoint

Description
Author Information
Michael Armstrong is a former Chief
Examiner of the Chartered Institute of
Personnel and Development (CIPD),
Managing Partner of E-Reward and an
independent management consultant. He
has spent 25 years as an HR practitioner,
including 12 as HR Director of a publishing
company. He has sold over 500,000 books
on the subject of HRM, and is the author of
a suite of several best-selling HR books, also
published by Kogan Page.

Strategic human resource management has been taken up by academics, consultants and
practitioners alike. However, the integration of human resource strategy with overall
business strategy is often easier in theory than in practice. Armstrongs Handbook of
Strategic Human Resource Management provides a bridge between theory and practice,
and offers a guide both to formulating human resource strategies and to implementing
them.
This indispensable book includes coverage of international aspects of strategic human
resource management. It also reflects important developments in HR strategies linked with
those issues that affect HRM on a day-to-day basis, including human capital management,
corporate social responsibility, organization development, employee engagement and talent
management.
Armstrongs Strategic Human Resource Management sets out a strategic framework for
HRM; a framework for implementing SHRM in action; and a section on HR strategies.
Case studies, checklists, practical examples and a strategic HR toolkit make this book an
extremely practical resource for all those who are involved in putting complex strategy into
practice in order to effect positive and productive change.

Table of Contents
00 Introduction
Part 1 The conceptual framework of
strategic HRM
01 The concept of HRM
02 The concept of strategy
03 The concept of strategic human resource
management
Part 2 The practice of strategic HRM
04 The strategic role of HR
05 The impact of strategic HRM
06 Strategic HRM in action
07 Strategic international HRM

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Part 3 HR strategies
08 The framework of HR strategy

09 Business model innovation


10 High performance strategy
11 Human capital management strategy
12 Corporate social responsibility strategy
13 Organization development strategy
14 Engagement strategy
15 Knowledge management strategy
16 Resourcing strategy
17 Talent management strategy
18 Learning and development strategy
19 Reward strategy
20 Employee relations strategy
Part 4 The strategic HRM toolkit

Detailed TOC

International
Human Resource
Development

This book

Substantiates the value of

learning and development and


shows you how to get the most
out of investing in your
workforce

Learning, Education and


Training for Individuals and
Organizations
Edition

Helps you identify learning

needs and evaluate whether


your training programmes have
been effective

Date:

03/10/2012

Price:

39.99

ISBN
Paperback:

9780749461065

e-book:

9780749461072

Extent:

536 pages

Dimensions:

240 170mm

Subject:

Learning &
Development

Demonstrates the relationship


between HRD and HRM and
why this is important in
increasing the performance of
your organization as a whole

Substantiates its arguments

with case studies from experts


in the field of human resource
development worldwide

Supports you in encouraging


constructive and positive
learning and training

Description
Author Information
John P Wilson is a researcher and
consultant with 40 years experience in
education and training, working with a
range of international organizations. He
currently teaches at the University of Oxford
and the University of Sheffield. He is also
Director of the EU Commission project Call
Centre Training and Knowledge Transfer.
He is the author of The Call Centre Training
Handbook and Experiential Learning (both
also published by Kogan Page).

International Human Resource Development provides thought-provoking questions and


stimulating answers to key issues in human resource development today, putting HRD
in its strategic organizational context and examining in depth the process of learning from
different perspectives.
This third edition provides a thorough exploration of international human resource
development, and has been completely updated and revised with a variety of case studies
and contributions from a range of HR development experts, making it the most topical book
in this field. It also addresses the increasingly important area of knowledge management,
incorporating learning and development.
Clearly structured and mapped against the current Chartered Institute of Personnel and
Development (CIPD) standards, this comprehensive handbook covers each aspect of the
training cycle, including the role and identification of learning, training and development
needs in organizations, working in multicultural and multilingual settings, learning and
competitive strategy, planning and design, delivering effective training programmes,
assessment and evaluation, international development and managing the human resource
function.

Table of Contents
Part 1 International human resource
development and learning
Part 2 Organizational learning
Part 3 National and international learning,
education, training and human
resource development
Part 4 The training cycle
Part 4A: Identification of learning needs
Part 4B: Design
Part 4C: Delivery
Part 4D: Evaluation
Part 5 Managing HRD

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Detailed TOC

Armstrongs
Handbook of
Performance
Management

This book

Demonstrates how to align the

goals of individuals and teams


to the strategic goals of the
organization to support the key
human resource management
activities of human capital
management, enhancing levels
of engagement, talent
management, learning and
development, and reward

An Evidence-Based Guide to
Delivering High Performance
Edition

Utilizes case studies, checklists

Date:

03/11/2014

Price:

34.99

ISBN
Paperback:

9780749470296

e-book:

9780749470302

Extent:

416 pages

Dimensions:

240 170mm

Subject:

Performance
Management

and practical examples that


demonstrate how to keep the
performance management
system simple and how to
ensure the willing and effective
contribution of all line
managers in the process

Highlights the need for

continuing dialogue between


managers and the people they
manage and provides practical
tips on how to ensure that this
dialogue is effective

Description
Author Information
Michael Armstrong is a former Chief
Examiner of the Chartered Institute of
Personnel and Development (CIPD),
Managing Partner of E-Reward and an
independent management consultant. He
has spent 25 years as an HR practitioner,
including 12 as HR Director of a publishing
company. He has sold over 500,000 books
on the subject of HRM, and is the author of
a suite of several best-selling HR books, also
published by Kogan Page.

Managing staff performance is an effective mechanism for developing both staff and
organizational growth. By clarifying an organizations objectives, translating these into clear
individual goals and reviewing these goals regularly, performance management provides a
well-structured and effective management tool.
In the completely updated fifth edition of this classic text, Michael Armstrong considers
the latest developments in this area, and how these can be applied to managing staff for
increased performance. The new edition includes guidance on 360-degree feedback and
the results of a far-reaching e-reward survey of performance management practices in
156 organizations.
Ideal for practitioners and students alike, Armstrongs Handbook of Performance Management
is aligned to the CIPD standards for Performance Management and so is ideal for those working
towards the intermediate and advanced level qualifications. It remains the most authoritative
and engaging textbook on performance management and is accompanied by an extensive online
resource, including PowerPoint slides for tutors, and a glossary, literature review, and exercises
to help students to test their learning.

Table of Contents
00 Introduction
Part 1 Performance management fundamentals
01 The essence of performance management
02 The evolution of performance management
03 The conceptual framework
04 Issues in performance management
Part 2 Performance management processes
and skills
05 Setting goals
06 Providing feedback
07 360-degree feedback
08 Conducting performance reviews
09 Assessing performance
10 Coaching
11 Managing underperformers

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Part 3 Applications of performance management


12 Managing organizational performance
13 Managing team performance

14 Performance management and employee


engagement
15 Performance management and talent
management
16 Performance management and learning
17 Performance management and reward
18 International performance management
Part 4 Performance management in action
19 The impact of performance management
20 The state of performance management
21 Performance management models
Part 5 The development and management of
performance management
22 Developing performance management
23 Managing performance management
24 The performance management role of line
managers
25 Learning about performance management
26 Evaluating performance management

Detailed TOC
This book

Performance
Management
Edition

Offers a complete overview of

the field and aligns performance


management strongly with
strategic, organizational and
HR objectives, equipping the
reader with the skills required
to implement a successful
performance management
strategy

Date:

03/08/2014

Price:

24.99

ISBN
Paperback:

9780749469979

e-book:

9780749469986

Extent:

216 pages

Dimensions:

234 156mm

Subject:

Performance
Management

Includes a combination of

practical tools, assessments,


scenarios and case studies from
best practice to build your
knowledge of the key areas,
including motivation, key
competencies, types of
assessment, performance
reviews and dealing with
underperformance

Provides a practical approach


by demonstrating theory in
practice, with insights on
planning, implementing and
assessing relations in an
organization in regard to
performance

Author Information

Description

Linda Ashdown is a Human Resource


Management specialist. She spent many
years working in the Advertising Industry
and was HR Director for Leo Burnett
Advertising Ltd. She has also worked as
a lecturer delivering a range of HRM/
Management courses at degree and
postgraduate level. She currently enjoys a
portfolio career working part-time at the
Chartered Institute of Personnel and
Development (CIPD) in the Assessment
Department, lecturing at Portsmouth
University and providing HRM services
through her own company Ashdown-Jones
HR Ltd.

In todays competitive and challenging workplaces, it is more important than ever to


get the best out of our people. Effective performance management is at the heart of
organization success, delivering able, motivated worked, who are aligned to the
organizations values and goals. This book takes us on a journey from a broad, holistic
exploration of performance management, into a deeper how do we do this and add real
value? approach to managing the core activities of performance management, such as
objective-setting and giving feedback. It takes a firmly practical stance, providing guidance
and ideas both for human resource practitioners and line managers who want performance
management to be valuable for the organization and its employees. Drawing on the authors
practical experience of working in HR, this book contains case studies, interviews and
activities to support the reader in applying their learning in the workplace.
Performance Management is part of the brand new HR Fundamentals series, offering
practical advice to HR professionals starting out in their career, completing CPD training or
studying for their professional qualifications with the CIPD.

Table of Contents
01 What is performance management?
02 Why is it important?
03 How does it fit with organization and
HRM strategy?
04 How does it work?
05 How do you do it?
06 Planning and action
07 Measurement
08 Conclusion

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Armstrongs
Handbook of
Reward
Management
Practice

This book

Takes a practical focus which


makes it ideal for both
practitioners and those
studying reward as part of a
professional qualification

Includes real-world examples

Improving Performance
Through Reward
Edition

from BT, GlaxoSmithKline, and


Friends Provident

Comes with extensive online

Date:

03/11/2015

Price:

44.99

resources include cases,


questions, learning points and
a literature review for students;
teaching notes and PowerPoint
slides for tutors

Provides the latest thinking and

ISBN
Paperback:

9780749473891

e-book:

9780749473907

Extent:

392 pages

Dimensions:

240 170mm

Subject:

Reward
Management

research including new content


on reward systems and reward
policies, and the factors that
affect reward

Description
Author Information
Michael Armstrong is a former Chief
Examiner of the Chartered Institute of
Personnel and Development, joint
managing partner of e-reward and an
independent management consultant.
He has sold over 500,000 books on
the subject of HRM, including the bestselling Armstrongs Handbook of
Human Resource Management Practice,
Armstrongs Handbook of Performance
Management and Armstrongs Handbook
of Strategic Human Resource Management
(all published with Kogan Page).

Armstrongs Handbook of Reward Management Practice is the definitive guide to


understanding, developing and implementing effective reward. It is closely aligned to the
CIPDs standard in reward management and is supported by online resources for both
lecturers and students. Updated to reflect the practical implications of the most recent
research and discussion on reward management, this new fifth edition includes a new
chapter on computerized reward management, completely updated chapters on job
evaluation, pay structures, merit pay and executive pay, and new case studies.
As with all of Armstrongs texts, this truly bridges the gap between academic and
practitioner and is, therefore ideally suited to anyone studying for a professional
qualification in HR, of which Reward is often a core part, in particular the CIPDs
intermediate and advanced level qualifications. The online resources which accompany the
book include questions, a glossary, bibliography and case studies for students, and notes
and PowerPoint slides for lecturers.

Table of Contents
Part 1 An overview of reward management
01 Fundamentals of reward management
02 Reward systems
03 Strategic Reward
04 Reward policies
05 Factors affecting reward
06 Motivation and reward
07 Engagement and reward
08 Performance and reward
09 Financial rewards
10 Non-financial rewards
11 Total rewards
12 The ethical approach to reward management
Part 2 Base pay management
13 Market pricing
14 Job evaluation
15 Grade and pay structures
16 Equal pay

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Part 3 Rewarding and recognizing performance


17 Merit pay
18 Bonus schemes
19 Team pay
20 Rewarding for business performance
21 Recognition
Part 4 Rewarding special groups
22 Executive Reward
23 Rewarding sales and customer service staff
24 Rewarding knowledge workers
25 Rewarding manual workers
26 International reward
Part 5 Employee benefits
27 Employee benefits provision
28 Flexible benefits
Part 6 The practice of reward management
29 Evidence-based reward management
30 Managing reward systems
31 Managing reward risk
32 Responsibility for reward

Detailed TOC

Reward
Management

This book

Michael Rose succinctly


Edition

rationalises the huge range of


reward components the reward
practitioner is faced with and
explains how they fit together
in an easily understandable and
informative way

Date:

03/04/2014

Price:

24.99

ISBN
Paperback:

9780749469801

e-book:

9780749469818

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Reward
Management

Summarizes the key issues that


need to be considered when
developing a reward strategy
that gets results, including
basic pay, variable pay and
benefits

Includes brief examples of best

practice, real-life case studies,


short exercises and reflective
questions to help you think
through applying the principles
effectively in your organization

Author Information

Description

Michael Rose heads Rewards Consulting, a


London-based management consultancy
specializing in employee reward,
recognition, engagement and motivation.
He has worked in reward management for
over 30 years and was previously the vice
president of the CIPD. He is the author of
A Guide to Non-Cash Reward also published
by Kogan Page

Reward Management is a practical guide to understanding and implementing really


effective reward strategies in your organization. It offers a complete overview of the field
and how to align your approach to reward management with the HR and broader
organizational strategy. Tailored to the needs of practitioners, it uses a combination of
practical tools, scenarios and case studies to cover key areas including pay grades and
structure, job evaluation, pay reviews, bonus plans, non-cash reward, benefits, tax issues
and much more. Aligning reward with the strategic objectives of the organization it will
equip you with the skills you need to plan, implement and assess a reward strategy.
Reward Management is part of the brand new HR Fundamentals series, offering practical
advice to HR professionals starting out in their career, completing CPD training or studying
for their professional qualifications with the CIPD.

Table of Contents
00 Introduction
Part 1 The fundamentals of reward
management
01 Reward and reward strategy
02 Why reward is important and how it can
make an impact
03 Relationship between motivation and
reward
04 How reward fits together
05 How to get started with a reward
strategy

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06 Communications
07 Tax and National Insurance
Part 2 Reward in practice
08 Grades and pay structures
09 Managing pay data and pay reviews
10 Bonus plans
11 Recognition and non-cash reward
12 Long-term plans
13 Benefits

Detailed TOC

Employee
Engagement
This book

Unique positive-psychologyEdition

based approach to driving


employee engagement

Solidly grounded in

Date:

03/11/2014

Price:

24.99

engagement theory, it also


provides practical tools,
techniques and diagnostics

Covers all the key areas from

ISBN
Paperback:

9780749472016

e-book:

9780749472023

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Employee
Engagement

defining engagement right


through to future thinking and
developments

Is written by the course

designer of CIPD short courses


on employee engagement

Author Information

Description

Emma Bridger is an award winning


employee engagement specialist and
Director of People Lab, an Employee
Engagement Consultancy, working with
clients worldwide. With over 18 years
experience gained in a variety of roles,
Emma began her career lecturing on
graduate and post-graduate courses in
psychology, her specialist area being
behaviour change.

Achieving employee engagement is crucial to the success and continued high performance
of any organization. But with budgets tighter than ever before, economic struggles and an
increasingly stressful workplace for staff, it has become an increasingly difficult task.

Emma has designed and developed the


CIPD range of short Employee Engagement
courses as well as contributing to and being
published within the UK Government
Review Engaging for Success. She now
advises the Government taskforce on
engagement as part of the guru group.
Emma is also a regular conference speaker
and case studies detailing her work have
been published in industry journals.

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Aimed at HR practitioners and managers, Employee Engagement offers a complete,


practical resource for understanding, measuring and building engagement. Grounded in
engagement theory and an understanding of psychology combined with practical tools,
techniques and diagnostics, this book will help you assess and drive engagement in your
organization. Case studies include British Gas, Capital One, Asda, Ministry of Justice, Mace
and RSA.

Table of Contents
01 What is employee engagement?
02 Does engagement matter?
03 Developing your employee engagement
strategy
04 How it works
05 Employee engagement: How do you
do it?

06 Employee engagement tools and


techniques
07 Planning and action
08 Measuring engagement
09 The future of employee engagement

Detailed TOC

Employee
Engagement and
Communication
Research

This book

Learn how to conduct robust,


reliable but cost effective
research and align it with the
strategy of the business

Measurement, Strategy and


Action

Includes case studies and


Edition

interviews of best practice


throughout from companies
such as Sinicakas, Aon, Echo
Research and HCS consulting,
allowing readers to see theory
applied in practice

Date:

03/11/2012

Price:

29.99

Evaluate and measure research

ISBN
Paperback:

9780749466824

e-book:

9780749466831

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Employee
Engagement

from employee engagement to


change effectively in your
organization

Description
Author Information
Susan Walker, a leading figure in
engagement and communication
measurement, directed blue chip and public
sector organization surveys as head of
Human Resource Research with the
international research firm MORI. She
developed new approaches to interpreting
and understanding results to drive action
forward and now runs her own business.
Her specialist work in researching the
impact of internal communication made her
the foremost UK expert in this field. Her
contribution has been recognized by
Fellowship of the Institute of Internal
Communication (IoIC) and she is an
Accredited Business Communicator (IABC).

Theres a well-known saying: what doesnt get measured doesnt get done. So it is no
surprise that communicators, human resource and change managers and other
professionals recognise the need to measure and evaluate their work, particularly its worth
to their organization and seek the most effective ways to achieve this. Whether youre
already involved in research, planning your first project or commissioning an external
research company, Employee Engagement and Communication Research covers everything
you need to know in order to conduct robust, reliable research. Whether its a full-scale
employee survey or research focusing on a particular subject area such as communication,
engagement, change or corporate social responsibility, Employee Engagement and
Communication Research is your essential guide covering all the tools, strategy and actions
to make your project a success.

Table of Contents
00 Introduction
Part 1 Measurement
01 Defining your objectives
02 Involving and communicating with
employees
03 Data or discussion?
04 Qualitative techniques and methods
05 Lies, damned lies and statistics
06 Questionnaire development and design
07 Maximizing response rates
Part 2 Strategy
08 Burning issues for your research
to cover
09 Emerging issues

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10 Understanding, interpreting and getting


the most from your data
11 Turning the results into the
organizational story
12 An international perspective
13 Making the business case
Part 3 Implementation
14 Lights Sound Action!
15 The six key stages
16 Putting the action plan in place
17 Who is responsible for taking action?
18 Translating action points into action
implementation
19 Keeping the research alive and well
20 What does the future hold?

Detailed TOC

Learning and
Development

This book

Identifies and demonstrates


Edition

how to align learning and


development with the strategic
objectives of an organization,
equipping the reader with the
skills they need to implement a
successful L&D strategy

Date:

03/07/2014

Price:

24.99

ISBN
Paperback:

9780749469887

studies and various short


scenarios to immediately show
how to put learning into
practice

e-book:

9780749469894

Helps you to critically evaluate

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Learning &
Development

Provides international case

the impact of your L&D


programme and to reach a
considered view on emerging
developments in the field

Author Information

Description

Rebecca Page-Tickell is a Business


Psychologist and HR Specialist. During her
career she has worked in-house as an HR
practitioner in L&D as well as working with
HR professionals in a consultative capacity.
She has worked across industry sectors and
in organizations of varying sizes, from
micro-organizations through to
multinational corporations. Rebecca
specializes in talent identification and
management, performance management
and engagement. She currently lectures
CIPD accredited courses at the Hampshire
Business School.

Learning and Development is a practical guide on designing and delivering training and
L&D effectively in an organizational context. It demonstrates how to link learning to
strategic business goals and explores both the benefits and complexities associated with
learning and development. Tailored to the needs of HR and L&D practitioners, it offers a
comprehensive overview of the field strongly aligned to organizational and HR strategies
and objectives. Using a combination of practical tools, assessments, scenarios and case
studies, this essential handbook will build your knowledge of the area from diagnosing
L&D needs and types of intervention and development categories, to assessment and
training evaluation.
Learning and Development is part of the brand new HR Fundamentals series, offering
practical advice to HR professionals starting out in their career, completing CPD training or
studying for their professional qualifications with the CIPD.

Table of Contents
Part 1 Fundamentals of learning and
development
01 Defining learning and development
02 The importance of learning and
development
03 Learning and development, organization
and human resource management
(HRM) strategy
04 How learning and development works
Part 2 In practice
05 How do you do it?
06 Planning and action
07 Measurement
08 Conclusion

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Detailed TOC

Informal
Learning in
Organizations

This book

Makes use of private and public


sector case studies to illustrate
how learning can be integrated
into work

How to Create a Continuous


Learning Culture
Edition

Includes a chapter dedicated to

developing an informal learning


action plan

Provides check-lists and

Date:

03/09/2015

Price:

29.99

ISBN
Paperback:

9780749474591

e-book:

9780749474607

Extent:

232 pages

Dimensions:

234 156mm

Subject:

Learning &
Development

questions to steer the reader


towards developing a
personalized strategy for their
organization

Enables practitioners to

measure the impact of informal


learning, evaluate which
initiatives will increase
corporate capability, and
establish ROI

Introduces a cost-effective way


of delivering on organizational
people development
responsibilities

Author Information

Description

Robin Hoyle has worked in training and


development for 28 years, designing courses
and delivering sessions across the public,
private and voluntary sectors. His company,
Learnworks, works primarily with global
organizations identifying needs and
designing blended learning programmes,
particularly in the areas of leadership,
sustainability, commercial governance and
marketing. He has been the architect of
award-winning e-learning programmes and
delivered workshops for both technical and
interpersonal skills. He has trained
thousands of trainers on every continent.
Robin is a regular speaker at industry events
and conferences, and was the Chair of the
Annual World of Learning Conference in
2014. He has twice been nominated for
Outstanding Contribution to the Training
Industry at the World of Learning Awards.
He is the author of Complete Training: From
Recruitment to Retirement, published by
Kogan Page.

As the pace of change in the workplace accelerates and training budgets are challenged, it
becomes essential for employees to learn as they go along. In this connected world, new
ways of learning are emerging all of the time, whether the learning is planned, unexpected
or self-directed. For those responsible for learning and development in organizations,
understanding how this kind of informal learning can be utilised and measured is key to
providing efficient and cost-effective ways of delivering on organizational objectives around
people development.
Informal Learning in Organizations offers practical tools, including checklists and action
plan questions, to guide the Learning and Development practitioner in how to design and
implement an informal learning strategy that is personalised to the needs of their own
organization. It combines the latest thinking on new technology and practices with
established theory and research to provide an evidence-based review of informal learning
and its true impact. It offers an overview of how and why informal learning resonates with
people, how it works and when and why it doesnt. This book will assist the reader in
making sense of their connected environments to create a continuous learning culture in
their organizations.

Table of Contents
Part 1 Making sense of informal learning
at work
01 What is informal learning?
02 A model of informal learning
03 The capability contract
04 Formal training and the budget paradox
05 Informal doesnt mean unmanaged
06 Culture and informal learning
Part 2 Liking aint learning: the rise of
social and the impact of technology
07 Liking, learning and looking up answers

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08 Is there hope beyond the social media


hype?
09 Smarter social tools
10 Social networking skills for learning and
collaboration
11 Learning from academia
Part 3 Learning as you work, working as
you learn
12 Integrating learning into work
13 Measuring and evaluating
14 The informal learning action plan

Detailed TOC

Turning Learning
into Action

This book

A Proven Methodology for


Effective Transfer of Learning
Edition

Practical focus on how to

maximise the business benefits


from training by focusing on
the period after training
delivery to embed genuine
behavioural change

Presents the unique new TLA

Date:

03/03/2014

Price:

29.99

ISBN
Paperback:

9780749472221

methodology which has


delivered tried and tested
results in leading global
companies such as Apple,
Jaguar and Nokia

e-book:

9780749472238

Gives the step-by-step tools

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Learning &
Development

you need to ensure the


maximum learning transfer
in your business or from your
own training programme

Author Information

Description

Emma Weber is the founder of Lever


Learning and developer of the Turning
Learning into Action methodology. In 2002
Emma left a successful corporate career
in London to start her own business in
Australia, following her passion for coaching
and learning.

Learning transfer is the missing link in training. Using conventional approaches to training,
an average of just 1020% of learning makes it back into the workplace and contributes to
better business outcomes. With the current increased emphasis on efficiency and costeffectiveness, such a dismal record is no longer acceptable. To improve these statistics and
to make training truly valuable we must recognise that successful learning is not just about
good content and well executed programmes but about finding ways to facilitate genuine
behavioural change and accountability back in the workplace. This book provides the
necessary tools to enable trainers, buyers of training and L&D professionals to do just this.
It presents the new, proven TLA methodology, which acknowledges the important role of
ADDIE in the instructional design process but takes learning a step further. TLA focuses on
the fact that to generate significant behavioural change, consistent, systematic follow-up
after the training event is critical.

Emmas firm belief, and the platform on


which she has built her successful global
business, is that the key aim of learning in
the workplace is to create tangible business
benefits. She established Lever Learning to
help organisations and their employees
convert learning to effective action back on
the job.
Under her guidance Lever Learning now
delivers Turning Learning into Action
programs throughout 16 countries and
in 11 languages. Users of the new TLA
methodology include BMW, Apple,
Electrolux, Subaru, Landrover Jaguar,
Colgate, Suncorp, Cisco, Nokia, Sensis
and Subaru.
A recognized authority on the transfer of
learning, Emma has been a guest speaker
on learning effectiveness at conferences in
Australia, New Zealand and the USA.

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Table of Contents
Part 1 The learning transfer challenge
01 The evolution of training
02 Learnings missing link why it has
been missing for so long
03 Learnings missing link: the solutions
so far
Part 2 The learning transfer solution
04 Turning Learning into Action
05 Preparation setting expectations
06 Preparation creating the TLA plan
07 Action the ACTION Conversation
model and how to use it

08 Action the must have skills for


successful TLA delivery
09 Action helping others to get in
the gap
10 Action managing the TLA
conversations
11 Evaluation how to measure and
report success
Part 3 Making learning transfer happen
and the benefits by stakeholder
12 How to roll out TLA successfully
13 The benefits of TLA by stakeholder

Detailed TOC
This book

Excellence in
Coaching

Covers all the fundamental

areas in coaching and enables


best practice in these areas

Shows you how to use a diverse

The Industry Guide

Edition

range of coaching models in


the modern workplace setting
to deal with issues such as
stress and motivation

Allows managers and coaches

Date:

03/12/2015

Price:

29.99

ISBN
Paperback:

9780749474454

e-book:

9780749474461

Extent:

304 pages

Dimensions:

234 156mm

Subject:

Coaching

to effectively evaluate coaching


programmes and measure
their ROI

Takes a practical approach on


how to apply the theory and
models to the clients needs,
such as managing stress,
working across cultures,
and focusing on solutions

Features a new chapter on

team coaching and


contributions from some of
the biggest names in the
profession, including Carol
Wilson, Peter Hawkins and
Cary Cooper

Author Information

Description

Jonathan Passmore is a professor of


psychology with an international reputation,
and the managing director of a consulting
company. He speaks at conferences around
the world and is the editor of Kogan Pages
prestigious Association for Coaching book
series. He is also the co-author of Top
Business Psychology Models and Appreciative
Inquiry for Change Management, also
published by Kogan Page.

Excellence in Coaching presents cutting-edge thinking in the field of workplace coaching.


This comprehensive industry guide enables coaches to achieve personal excellence in a
rapidly evolving profession through a collection of best-practice material from some of the
biggest names in the profession including Carol Wilson, Peter Hawkins and Cary Cooper.
Part One covers the business of coaching, telling practitioners everything they need to know
about setting up a coaching practice, defining the coaching requirements, building a
business case and embedding best practice in workplace coaching. Part Two covers models
and approaches including NLP, appreciative coaching, cognitive behavioural coaching and
solution-focused coaching. Part Three considers issues around coaching including
evaluating coaching programmes, ethics, and coaching supervision. This latest edition has
been updated to reflect recent developments in the industry and includes a new chapter on
team coaching.
Excellence in Coaching is essential reading for practising coaches as well as for anyone
studying coaching through the ILM, coaching training, a Masters course, or more generally
as part of a psychology or business degree.

Table of Contents
Part 1 The business of coaching
01 What is coaching?
02 Coaching within organizations
03 Leveraging the coaching investment
04 Setting up and running your coaching
practice
Part 2 Coaching models and approaches
05 Behavioural coaching the GROW model
06 Solution-focused coaching
07 Cognitive behavioural coaching
08 NLP coaching
09 Transpersonal coaching

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10 Appreciative coaching: pathway to


flourishing
11 Integrative coaching
Part 3 Coaching issues
12 Intercultural coaching
13 Coaching and stress
14 Coaching ethics: integrity in the moment
of choice
15 Coaching supervision
16 Evaluating coaching programmes
17 Coach accreditation
18 Team coaching

Detailed TOC

How to Create a
Coaching Culture
This book

Provides a practical and


Edition

thought-provoking guide to
the importance of a coaching
culture in an organization and
shows you how to create it

Date:

03/06/2014

Price:

24.99

ISBN
Paperback:

9780749469788

e-book:

9780749469795

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Coaching

Explores how to empower your


workforce to achieve higher
performance and attain better
business results

Provides a clear framework to

build your strategy, evaluate


the benefits a coaching culture
can bring and measure ROI

Author Information

Description

Gillian Jones is co-Managing Director of


Emerge, an organizational and behavioural
change consultancy, specializing in coaching
culture strategy. Gillian has worked both as
an executive coach and consultant for over
12 years, supporting organizations to
transform their business and empower
teams through creating a coaching culture.
She is the co-author of 50 Top Tools for
Coaching (Kogan Page).

How to Create a Coaching Culture is a practical guide to developing an effective, efficient


coaching culture in your organization. It demonstrates how to empower your workforce to
achieve higher performance and greater business results. Specifically tailored to practitioner
needs it offers an overview of coaching practice and aligns it clearly with organizational and
HR strategy and objectives. Using a combination of practical tools, assessments, scenarios
and case studies from best practice it will build your fundamental knowledge and equip you
to take action by planning, pitching, and building a scheme. It also offers a complete
framework for evaluating benefits and measuring return on investment.

Ro Gorell is Managing Director of


Ascent2Change Ltd, a talent management
and OD consultancy that specialises in
coaching organizations to develop all their
talent. She is the author of Are They On The
Right Bus? The 55-Minute Guide to Talent
Management and co-author of 50 Top Tools
for Coaching (Kogan Page). Her second book
with Kogan Page, Group Coaching was
published in 2013.

How to Create a Coaching Culture is part of the brand new HR Fundamentals series,
offering practical advice to HR professionals starting out in their career, completing CPD
training or studying for their professional qualifications with the CIPD.

Table of Contents
00 Introduction
Part 1 Fundamentals
01 What is a coaching culture?
02 Is having a coaching culture important
for your organization?
03 Aligning the coaching culture with
organizational strategy: getting the
right fit
Part 2 In practice
04 Creating a coaching culture: the key
components
05 Planning and developing the right
strategy for your organization
06 Measurement tools for evaluating
coaching
07 Conclusion

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Detailed TOC

Performance
Coaching
A Complete Guide to Best
Practice Coaching and Training
Edition

This book

Comprehensive coverage of the


most widely used coaching
models and tools, from the
GROW model to neuroscience

Date:

03/01/2014

Price:

29.99

ISBN
Paperback:

9780749470319

e-book:

9780749470326

Extent:

408 pages

Dimensions:

234 156mm

Subject:

Coaching

Includes forewords by Sir

Richard Branson and, the


leading figure in the
international coaching
community, Sir John Whitmore

The new edition has been

completely restructured and


revised to create a more
effective resource for leaders
seeking to make real change in
their organization

Author Information

Description

International speaker, writer and


broadcaster Carol Wilson worked at board
level with Sir Richard Branson during the
early years of Virgin and was the first
woman to found her own chart topping
record label (Dindisc). Carol is now
Managing Director of Performance Coach
Training, sits on the Global Advisory Panel to
the Association for Coaching, is a Trustee to
charity The Ministry of Entrepreneurship
and a Fellow of The Professional Speaking
Association. Carol designs and, through her
team of international trainers, delivers,
coaching and leadership programmes all
over the world to corporations and public
sector organisations.

Performance Coaching offers a guide to the fundamentals of coaching with an overview


of all the key principles, tools and case studies you need to develop more advanced
knowledge. Whether youre thinking about becoming a coach, already running a
professional coaching practice or thinking about how you can embed a coaching culture in
your organization, Carol Wilson illustrates how to develop a best practice approach. Using
practical tools throughout and with international case studies to illustrate the various
cultural challenges coaches and managers can face, Performance Coaching is a complete
resource for developing coaching in any organization. This new edition of Performance
Coaching has been completely updated to offer a greater focus on building a coaching
culture in organizations and the challenges that leaders face in understanding and
developing a coaching approach.

Table of Contents
Part 1 The fundamentals of performance coaching
Part 2 Creating a coaching culture in organizations
Part 3 Skills for coaches and managers
Part 4 Tools of the trade: continuing professional development

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Detailed TOC

Leadership Team
Coaching
Developing Collective
Transformational Leadership
Edition

This book

Brings together the latest

Date:

03/03/2014

Price:

29.99

ISBN
Paperback:

9780749469702

e-book:

9780749469719

Extent:

360 pages

Dimensions:

234 156mm

Subject:

Coaching

research on high performance


teams, as well as theories,
examples and practical tools

Written by Peter Hawkins, an


industry expert in team
coaching

Offers a practical road map for

the stages of developing a team

Author Information

Description

Peter Hawkins is Professor of Leadership at


Henley Business School, founder and
emeritus Chairman of Bath Consultancy
Group and chairman of Renewal Associates.
Over the last 30 years he has worked with
many leading companies internationally,
co-designing and facilitating major change
and organizational transformation projects
and coaching Boards and Leadership Teams.
He is the author of several influential papers
and books including Creating a Coaching
Culture and Supervision in the Helping
Professions. Peter is visiting professor in
Leadership and Change at the University of
Bath School of Management and in
Executive Coaching at Oxford Brookes
University School of Management.

Organizations are most effective when the teams responsible for the organizations success
are performing to their maximum potential. If the relationships within a team work well,
and all team members have a clear focus, this has a significant positive impact on achieving
goals and delivering results. Leadership Team Coaching takes an integrated, systemic
approach which provides a thorough understanding of the role and importance of the team
to organizational objectives, offering the practical tools and techniques essential to facilitate
optimum team performance through transformational leadership. Peter Hawkins draws on
the latest research to give a practical roadmap for developing people from disparate groups
into a high performing team that can transform your business. This second edition includes
new chapters on how to select the players for a high performing team, and on how CEOs
can develop effective teams with shared leadership, as well as new international case
studies.

Table of Contents
00 Introduction to the second edition
Part 1 High-performing teams
01 Why the world needs more highperforming leadership teams
02 The high-performing team and the
transformational leadership team
03 The five disciplines of successful team
practice
Part 2 Team coaching
04 What is team coaching?
05 The team coaching process
06 Coaching the five disciplines: systemic
team coaching
Part 3 Coaching different types of teams
07 Many types of teams
08 Coaching the board

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Part 4 Creating shared leadership, selecting,


developing and coaching your own team
09 Selecting the players for a highperforming team
10 Key steps for CEOs in creating a
high-performing team with shared
leadership
11 How to find, select and work with a good
team coach
Part 5 The development, supervision and
tools of a systemic team coach
12 Developing as a team coach
13 Supervising team coaching
14 Team coaching methods, tools and
techniques
15 Conclusion

Detailed TOC

Leadership
Coaching

This book

Working with Leaders to


Develop Elite Performance
Edition

Wide-ranging, up-to-the-minute
coverage of the leadership
models and coaching
frameworks most relevant to
coaches working with business
leaders

Date:

03/07/2015

Price:

29.99

ISBN
Paperback:

9780749473297

e-book:

9780749473303

Extent:

384 pages

Dimensions:

234 156mm

Subject:

Coaching

Brings together a group of

international experts, with each


chapter providing a researchgrounded overview of a
particular approach, and
illustrating this with a real-life
case study

This new edition contains four

brand new chapters on


conversational leadership, team
leadership, strengths focused
leadership and complexity
based leadership

Author Information

Description

Jonathan Passmore is well known for


editing the Association for Coaching
series, as well as for other titles in
leadership and organisational psychology.
He is an occupational psychologist with an
international reputation, having spoken at
conferences across the world from Harvard
University, to Denmark, South Africa and
Israel. He is also the Series Editor for the
Wiley Blackwell Industrial Psychology
series and has authored/co-authored Top
Business Psychology Models, AI for Change
Management and The Facebook Manager over
the last four years. In 2010, Jonathan was
awarded the AC Global Coaching Award for
his contribution to practice and research. He
divides his time between academia, where
he works as a professor of psychology at the
University of East London, and business,
where he works as a practicing psychologist.

This revised edition of the highly-respected Leadership Coaching will enhance and extend
your coaching practice. It draws on evidence-based thinking and the writing of some of the
worlds top leadership thinkers and coaching practitioners to present a start-of-the-art
coverage of leadership models and how to use them effectively to benefit your coaching
relationships. Leaders face many challenges, and this book will challenge you to adapt your
coaching approach to suit your clients needs. Its coverage ranges from newer topics such
as strengths focused leadership and conversational leadership to more tried-and-tested
frameworks such as Porters strategy model and Golemans model of leadership styles.
It also has a deliberately international flavour, incorporating non-Western perspectives from
Asia and Africa and considering multinational topics like coaching global boards.

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Table of Contents
01 Leadership coaching
02 Coaching for authentic leadership
03 The integrated leadership model
04 Coaching for emotionally intelligent and
inspiring leadership
05 The Leadership Radar
06 An Asian perspective on leadership
coaching: Sun Tzu and The Art of War
07 Coaching for Icarus leadership: helping
leaders who can potentially derail
08 Coaching for integral leadership
09 Coaching political leaders
10 Leadership coaching with feedforward
11 Coaching from a systems perspective

12 Coaching for transactional and


transformational leadership
13 Coaching for leadership style
14 Strategy coaching
15 Coaching global top teams
16 Coaching using leadership myths and
stories: an African perspective
17 Coaching for conversational leadership
18 Coaching for team leadership: using the
Belbin team roles model
19 Coaching for strength-based leadership
20 Coaching with complexity-informed
leadership

Detailed TOC

Coaching and
Mentoring

This book

New edition of this hugely

Practical Conversations to
Improve Learning
Edition

successful text radically


updated to reflect recent
developments in coaching and
mentoring

Provides simple and practical

guidance on providing coaching


and mentoring in all situations

Date:

03/03/2009

Price:

24.95

New chapters on self

ISBN
Paperback:

9780749443658

I found this book challenging,

e-book:

9780749456122

Extent:

224 pages

Dimensions:

234 156mm

Subject:

Coaching

awareness, questioning and a


review of the industry
outstandingly helpful, easy to
read and, as you read, you will
come across gems that you
might not expect. Well worth
having on the practitioners
desk

Training Journal

Author Information

Description

Eric Parsloe is the Chairman and founder


of The Oxford School of Coaching and
Mentoring and an experienced international
executive coach-mentor.

Coaching and Mentoring examines how to create conversations which encourage personal
development; exploring the ways in which we can interact to help support and improve
performance. The second edition of this highly successful book has been radically updated
to reflect recent dramatic changes in this important area.

Melville Leedham is a coach-mentor and


lecturer and leads the Research and Best
Practice Group at the Oxford School of
Coaching and Mentoring.

The authors demonstrate how important it is to relate theoretical models to specific


situations in order to gain real practical benefits. This edition includes new chapters on the
awareness of individual differences as well as a review of the models used by coaches and
mentors. The book provides a complete resource for those who want to help and support
people to learn more effectively.

Table of Contents
00 Introduction and acknowledgements
01 From marginal to mainstream
02 Models of coaching and mentoring
03 Community mentors and life-coaching
04 Helping people to learn how to learn
05 Awareness of individual dierences
06 Feedback that builds condence and
success
07 Observant listening
08 Questioning
09 An industry or a maturing profession?

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Strength-Based
Leadership
Coaching in
Organizations

This book

An Evidence-Based Guide to
Positive Leadership
Development

Shows how to use a strengths-

Edition

Provides a detailed model for

reliably assessing and developing


strengths in organizations,
based on the authors own
innovative research into
strength-based coaching
based approach as both an
external leadership coach and
as a leader or manager to
ensure transformational results
for the organization

Ensures meaningful change by

Date:

03/03/2016

Price:

29.99

ISBN
Paperback:

9780749474430

e-book:

9780749474447

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Coaching

showing how to apply strengthbased development within the


context of the organization
taking into account seniority,
role challenges and
organizational needs

Provides the evidence for

an approach to leadership
development that is coming to
the attention of organizations
and that no coaching
professional can afford to
be without

Author Information

Description

Dr. Doug MacKie is a business psychologist


and executive coach specialising in the
assessment and development of executive
capability within top 100 companies both in
UK and Australia. Doug has presented at
international conferences and published in
leading journals on the importance of
effective evaluation and assessing ROI in
coaching engagements. He is a past
participant on the Australian Psychological
Societys strategic leaders program and was
a member of the Standards Australia
Committee for the guidelines for Coaching
in Organizations. He has completed the
largest controlled trial to date on the
effects of strength-based coaching on
transformational leadership behaviour.
His research was shortlisted for the BPS
Practitioner of the Year Award.

Positive organizational psychology, with its focus on the identification and development of
strengths, is a natural ally to executive development and leadership coaching. However, this
approach is only just beginning to come to the attention of organizations.
This book reviews strength-based approaches to positive leadership development. The
author evaluates their effectiveness, critically assesses their apparent distinctiveness and
considers how strengths can be reliably assessed and developed in their organizational
context. Key areas of leader and team development are reviewed, and a model of strengths
development in organizations is outlined and described in detail.
The application of strength-based leadership coaching is discussed both from the internal
managers and external coachs perspective, taking into account the context of career stage,
seniority, role challenges and organizational need in order to facilitate meaningful change.
Finally, the limitations of the strength-based approach to leadership development is
discussed together with the challenges of integrating positive leadership development.
Strength-based Leadership Coaching in Organizations will show the reader exactly what a
strengths focus is and that there is increasing evidence that this approach does get results.
This book offers a balanced and critical examination of the field, and show how to actually
apply a positive strength-based approach to ensure transformational results for the
organization.

Table of Contents
01 An Introduction to strength-based
approaches in organizations
02 Strengths definitions and models
03 Positive leadership theories
04 Strengths identification and assessment
05 Evidence for the effectiveness of positive
approaches to leadership development
06 Strengths development

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07 Coaching for positive leadership


development in organizations
08 Using strength-based approaches as a
leader/manager
09 Using strength-based approaches for
team development
10 The context and limits of strength-based
leadership coaching

Inclusive Talent
Management

This book

Provides examples from globally

recognised organizations on how


diversity and inclusion activities
can improve talent attraction,
management and retention that
the reader can take away and
implement in their own
organization

The New Way to Business


Advantage through Diversity
and Inclusion
Edition

Shows how to drive best practice in

Date:

03/06/2016

Price:

29.99

ISBN
Paperback:

9780749475871

e-book:

9780749475888

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Talent
Management

diversity and inclusion through the


organization through recruitment,
development and promotion,
retention and how to work with
senior management to ensure that
it is truly cascaded down and
embedded

Provides Talent Managers with

the business case to put forward


for incorporating diversity and
inclusion into their talent strategy

Highlights the problem with

the current thinking around


diversity and its place in talent
strategy and gives examples of the
consequences for the organization
of getting it wrong, e.g. Nokia,
Lehman Brothers

Author Information

Description

Stephen Frost is Head of Diversity and


Inclusion at KPMG. A leadership,
communications and inclusion expert,
he was formerly Head of Diversity and
Inclusion for the London Organizing
Committee of the Olympic Games and
Paralympic Games (LOCOG) 20072012,
and is Visiting Fellow with the Women and
Public Policy Program at Harvard Kennedy
School. He is also Vice President (Diversity)
of the Chartered Institute of Personnel and
Development.

Organizations have traditionally had a clear distinction between their policies on diversity
and inclusion and their talent management policies. The main driving force behind diversity
and inclusion has been being seen to be a good employer, to be able to make claims in the
annual report and to feel like a positive contribution is being made to society. However,
these are often not tangible enough benefits to the organization to ensure that they are
sitting up and paying attention to the real importance of demonstrating best practice. On
the other hand, talent management activities are driven by a real business need to ensure
that the organization has the right people with the right skills in the right place. Therefore
talent management is at the core of the company, is key to operational success and has the
support of top management.

Danny Kalman was Director of Global


Talent at Panasonic Corporation from
20082013 and was instrumental in the
development and implementation of
Panasonics Talent Management policies
and procedures. Since leaving he has
established his own talent management
consultancy, has become an accredited
executive coach, speaks regularly at
conferences on talent management and has
led leadership programmes in Asia and
South America. Danny is a co-author of the
book Make Your People Before You Make
Your Product, published by Wiley in 2014.

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For the first time, this ground-breaking new book aligns talent management and diversity
and inclusion, to offer a fresh perspective on why the current distinction between them
needs to disappear. It will show, with case studies, that in order to achieve all of their
business objectives and gain the competitive advantage, it is imperative that they take an
inclusive approach to talent management and that the diversity of their workforce is
recognised and embraced. We live in a global world with many different cultures and
generations with different expectations and aspirations. This book will put forward a
compelling and innovative case raising questions, not just for the HR community but to
those in senior management positions, and will provide the practical steps, global examples
and models for incorporating diversity and inclusion activities into talent management
strategy. The case studies featured will include globally recognised organizations from
across a range of sectors including finance, professional services, transport, education,
media and retail.

Detailed TOC

Strategic Talent
Development
Develop and Engage All Your
People for Business Success

This book

Includes a unique new model


Edition

which serves as a process for


creating an effective talent and
engagement strategy

Date:

03/09/2013

Price:

29.99

ISBN
Paperback:

9780749469368

e-book:

9780749469375

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Talent
Management

Practical advice on how to

integrate an inclusive approach


to talent management into
business strategy

High profile global case studies,


including Standard Chartered,
Guardian Media Group, BBC,
KPMG, Burson Marsteller and
more

Author Information

Description

Janice Caplan is an international HR


consultant, board level coach-mentor,
non-executive director of University of
Portsmouth and former CIPD Vice-President.
As co-lead of The Scala Group, a UK based
HR consultancy and ACE, a consortium of
European HR consultancies, Janice has
advised big-name clients on talent
management and organisation development
in the diverse fields of professional services,
retail, media, engineering, technology and
the nuclear industry. Janice is also a sought
after international conference presenter and
the author of The Value of Talent (also
published by Kogan Page).

In recent years globalization and technological advances have changed the business world.
In this new world of ideas, which may come from anywhere within the company, businesses
must be sufficiently agile, future-focused, and innovative to keep pace with rapid change. In
these new conditions, command and control systems no longer work effectively and nor do
extended hierarchies of management. To be successful, tomorrows leaders will have to
recognize the importance of their people. Strategic Talent Development will help them to:
Develop talent for the future
Encourage an organizational culture that is collaborative and innovative
Direct and coordinate their people to encourage flexibility and rapid responses
Actively harness employee engagement
Structured around a unique new model, the Four-Point framework, Strategic Talent
Development will enable leaders to transform their employees talent as a competitive
advantage in order to deliver strategic success.

Table of Contents
00 Introduction
01 The new world organization
02 Organizational values
03 Strategic framework
04 A focus on the future
05 Self-managed succession: learning
06 Self-managed succession: careers
07 Creating a people databank: succession
and workforce planning
08 Performance and pay
09 Nearby management
10 Faraway leadership

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Detailed TOC

Brand and Talent


This book

Academic and commercial


Edition

evidence, as well as practical


advice, on how to merge
practices and organizational
design in the area of brand
management and talent
attraction and management

Date:

03/02/2014

Price:

24.99

ISBN
Paperback:

9780749469252

e-book:

9780749469269

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Talent
Management

Case studies and interviews

with thought leaders in


branding, marketing, corporate
communications, HR and
employer branding

Author, Kevin Keohane, has

delivered successful brand,


employer brand, employee
engagement and change
programmes for some of the
worlds leading organisations

Author Information

Description

Kevin Keohane is currently partner at


BrandPie, a strategic brand consultancy.

Few business strategy books talk about brand management and talent management under
the same cover. Brand and Talent shows how high performance organizations are using this
philosophy to drive clarity and growth as they bring their purpose, ambition, strategy and
proposition to life from the inside out.
In a world replete with experts in branding and brand management, mirrored by experts in
talent attraction, engagement and development, there is a clear need for far greater
alignment of these two overlapping disciplines. This means more than paying lip service to
recruitment media campaigns masquerading as so-called employer brands, which can
often cause damage to or dilute an organizations reputation as an enterprise is dependent
upon your reputation as an employer and vice versa.
In Brand and Talent, author Kevin Keohane looks at how organizations can better
communicate with people before, during and after their association with the enterprise.
He presents a joined up approach that encompasses the needs of brand, marketing,
human resources, corporate communications, internal communications and IT. He integrates
academic and commercial evidence, as well as practical advice and includes case studies
and interviews.

Table of Contents
01 Introduction
Part 1 Brand
02 What is a brand?
03 Defining your brand
04 Brand delivery
05 Brand and social media
Part 2 Talent
06 The talent agenda
07 Engaging talent
Part 3 Brand and talent
08 A better way
09 Purpose

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10 Ambition
11 Strategy
12 Proposition
13 Putting it all together
14 Toolkit
Part 4 Insight interviews
15 Brand and executive talent
16 Brand and diversity
17 Brand, talent and the new world of work
18 Brand, talent and strategy
19 Brand in a multinational conglomerate
20 Brand and purpose
21 Brand and talent

Detailed TOC

Employee
Relations
This book
Edition

Offers a complete overview of

Date:

03/03/2014

Price:

24.99

ISBN
Paperback:

9780749469764

e-book:

9780749469771

Extent:

216 pages

Dimensions:

234 156mm

Subject:

Employment Law &


Relations

the field of employee relations


and how to align your approach
to this with an overall HR and
broader organizational strategy

Provides an up-to-date

perspective on employee
relations and outlines how to
plan and measure an employee
relations strategy effectively

Offers practical guidance and

outlines the benefits of having


an employee relations strategy
that works for your
organization

Author Information

Description

Liz Aylott has over 15 years of experience


as an HR specialist and Lecturer in areas of
Employee Relations and Employment Law.
After a career in HR both in industry and the
charitable sector, she joined the Hampshire
Business School where she lectured on CIPD
programmes at both undergraduate and
postgraduate level. Currently based at BPP
where as a member of the Business School
faculty she lectures on HRM and business
degrees, Liz also has an extensive
experience of resolving Employment
Tribunal claims.

Employee Relations is a guide to the fundamental principles of employee relations. Tailored


to the needs of practitioners it offers a complete overview of the field strongly aligned to
the organizational and HR strategy and objectives. Using a combination of practical tools,
assessments, scenarios and case studies from best practice it will build your knowledge of
the area from understanding the labour market and the employment relationship to trade
unions and international governing bodies. The book covers key areas such as conflict and
dispute resolution, dismissal and redundancy, rights, ethics and much more. Aligning
effective employee relations with strategic objectives, this book will equip you with the
skills you need to plan, implement and assess employee relations.
Employee Relations is part of the brand new HR Fundamentals series, offering practical
advice to HR professionals starting out in their career, completing CPD training or studying
for their professional qualifications with the CIPD. It is the complimentary partner title to
Employment Law, also by the same author.

Table of Contents
00 Introduction
Part 1 Fundamentals
01 What is Employee Relations?
02 The importance of Employee Relations
03 Employee Relations and strategy
Part 2 In Practice
04 Employee Relations in practice
05 Planning and action
06 Measurement

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Detailed TOC

Employment
Law
Edition

This book

Aligns compliance to legal

requirements with the strategic


objectives of your organization,
equipping you with the crucial
skills and knowledge you need
to use employment law
effectively

Date:

03/05/2014

Price:

24.99

ISBN
Paperback:

9780749469740

e-book:

9780749469757

Extent:

224 pages

Dimensions:

234 156mm

Subject:

Employment Law &


Relations

Provides a practical

understanding to the field and


covers why employment law is
so important to organizations,
from protecting employees to
protecting employers
themselves, and how to keep
up to date with the latest
developments

Presents a step-by-step guide

from the start to finish of


managing the employment
relationship, with chapters on
how to go about it, plan,
implement and measure the
process

Author Information

Description

Liz Aylott has over 15 years of experience


as an HR specialist and Lecturer in areas of
Employee Relations and Employment Law.
After a career in HR both in industry and the
charitable sector, she joined the Hampshire
Business School where she lectured on CIPD
programmes at both undergraduate and
postgraduate level. Currently based at BPP
where as a member of the Business School
faculty she lectures on HRM and business
degrees, she also has extensive experience
of resolving Employment Tribunal claims.

Employment Law is a practical guide to understanding and applying the law effectively
at work. Tailored to the needs of practitioners it offers a complete overview of the
fundamentals of employment law, examining its importance for an organization, its
employees and the HR function. Using a combination of practical tools, assessments,
scenarios and case studies from best practice it will build your legal knowledge of key areas
including immigration, employing temporary staff, changing contracts, discrimination, equal
pay, family rights, redundancy and much more.
Employment Law is part of the brand new HR Fundamentals series, offering practical
advice to HR professionals starting out in their career, completing CPD training or studying
for their professional qualifications with the CIPD. It is the ideal companion to Employee
Relations, also by the same author.

Table of Contents
00 Introduction
Part 1 Fundamentals
01 What is employment law?
02 The importance of employment law
03 Employment law and strategy
Part 2 In practice
04 How it works
05 How you do it
06 Planning and action
07 Measurement
08 Conclusions and Government changes to
employment law

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Detailed TOC

Internal
Communications

This book

A Manual for Practitioners

Edition

Offers a refreshingly practical

introduction to internal
communications which covers
all the core concepts and
models, skills and processes

Date:

03/08/2014

Price:

24.99

ISBN
Paperback:

9780749469320

e-book:

9780749469337

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Internal
Communications

Helps readers both understand


key theories and put them into
practice with tools and advice
throughout

Includes ready-to-use templates


for communications in a variety
of situations, including crises,
health and safety, branding,
redundancy and bad news,
mergers and acquisitions,
customer service and new
business strategies

Author Information

Description

Liam FitzPatrick is Joint Managing Partner of


change communication consultancy Agenda
Strategies. He has worked both in-house and for
major consultancies running change campaigns,
developing communications teams and advising
on metrics and evaluation. Liam co-founded
the Black Belt series of training for internal
communicators and lectures and has served as
an external examiner at UK universities. A Fellow
of the UK Chartered Institute of Public Relations,
he has been involved in planning the education
and training of PR practitioners. He is a also
member of the Global Certification Council
of the International Association of Business
Communicators.

Get internal communications right in your organization and the benefits are clear:
motivated staff, better financial performance, a strong external reputation and delighted
customers are just a few of the reasons why getting your message over to staff effectively
matters. Internal Communications explores what good practice in internal communications
looks like, providing a no-nonsense, step-by-step approach to devising an internal
communications strategy.

Klavs Valskov is Joint Managing Partner of


change communication consultancy Agenda
Strategies. Since 1999 he has worked in PR,
marketing and communication with organisations
including LOreal, Accenture, Nordea Bank and
the Danish Government. From 20082013 Klavs
was the award-winning Global Director of
Communication in Maersk Line managing a team
around the world working on public relations,
crises, internal communications, social media and
customer campaigns. Klavs is part of the Advisory
Board at the Institute of Business Communication
at Copenhagen Business School. He holds a
double MA in Communication and Business
Studies.

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Written by experts with extensive experience as consultants and in-house leaders in the
private, public and not-for-profit sectors, Internal Communications covers how to build
an internal communications team and plan; devise messages and decide which channels
to use; work with line managers and senior leaders; research and evaluate internal
communications and support change within an organization. Supported by easy to follow
models, example explanations of the core theory, and case studies, it provides students
and internal communicators alike with the practical tools and advice they need to make
a difference in an organization.

Table of Contents
01 What internal communication is and why
it matters
02 Organizing internal communication
03 Planning
04 Audiences
05 Messaging
06 Channels

07 Why line managers matter and how to


support them
08 Working with senior leaders
09 Change
10 Research and evaluation for internal
communicators
11 Developing yourself and the team

Detailed TOC

Strategic Internal
Communication
How to Build Employee
Engagement and Performance

This book
Edition

Holistic approach to internal

communications, based on a
brand new model the
Strategic Dialogue Box

Date:

03/06/2014

Price:

34.99

Strong theoretical background

ISBN
Paperback:

9780749470111

Includes real life case studies

e-book:

9780749470128

Extent:

192 pages

Dimensions:

234 156mm

Subject:

Internal
Communications

combined with a highly


practical approach

from the authors extensive


experience with global
organizations

Author Information

Description

Dr David Cowan is former Head of Internal


Communications at ArcelorMittal, where he
developed an award-winning global internal
magazine, and restructured the internal
communications capability. He coordinated
a global team of a hundred to manage the
merger integration communications for
Arcelor and Mittal. He is currently a senior
adviser to Weber Shandwick, and has
advised a variety of clients, including SABIC,
Honeywell Aerospace, SAP, Vimpelcom,
Saudi Aramco and University of Central
Lancashire. David has also worked at the
World Bank and as a finance and technology
journalist. He holds degrees from the
University of Oxford and the University of
St Andrews, where he earned his PhD.

Effective internal communications is a much neglected area in the world of business. While
most organizations recognize that the external communication between customers and
shareholders is crucial to the success of a business, very few consider the implications of
their internal communication or develop a clear strategy for it. So while management
decisions may be perfectly rational, badly executed communication can leave staff across
the organization confused, worried or disinterested. Strategic Internal Communication
offers a complete approach to building engagement, performance and cultural integration
in any organization. It looks at the relation between the traditional silos of internal
communication, HR and employee engagement and demonstrates, using the new Dialogue
Box approach, how to use communication more effectively and strategically to break down
these barriers.

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Table of Contents
00 Introduction
01 The new organizational triangle: Internal
communications, employee engagement
and HR
02 Culture shock: Corporate culture does
not exist
03 Zone 1: Intelligence how organizations
and people think
04 Zone 2: Emotion how organizations
and people feel

05 Zone 3: Interpretation how


organizations and people
understand
06 Zone 4: Narrative how organizations
and people agree (or disagree!)
07 The end zone: Ensuring effective
dialogue how organizations and
people talk
08 Using the dialogue box

This book

Effective HR
Communication

Provides the HR practitioner

with the tools and checklists for


designing and delivering their
own communications campaigns
themselves or, if working in
organizations with internal
communications professionals or
hiring an external consultant, it
enables them to ask the right
questions and ensure the right
messages are being communicated
about their schemes and projects

A Framework for
Communicating HR
Programmes with Impact
Edition

Date:

03/03/2016

Price:

29.99

ISBN
Paperback:

9780749476168

e-book:

9780749476199

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Internal
Communications

Provides a 7-step model for

planning, launching and measuring


the success of the communications
campaign, with a checklist for
success at each stage and tips from
experts on dos and donts along
the way

Enables the HR practitioner to

demonstrate the value they are


adding to the organization by
effectively communicating the
benefits of the new projects and
programs they are implementing,
from introducing benefits schemes,
and internal social media, to
employee development schemes
and launching new company values

Author Information

Description

Debra Corey is a Global Compensation


and Benefits Director, having held roles at
PageGroup, Merlin Entertainments,
Quintiles, Honeywell and Gap. She has led
communication projects at many global
organizations and has, for the last two
years, taught a Communications 2 day
course through World at Work in the UK,
France and Switzerland. In 2011, she
published a white paper through World at
Work proposing a new model for employee
communications and has presented this
model at various conferences in UK,
France and Singapore.

Effective HR communications are vital to demonstrating the value added to the organization
by the HR function. Whether designing a re-launch of company values, launching a new
intranet, or introducing new rewards and benefits schemes, the success of projects will
come down to how they are presented both internally to all stakeholders and employees,
and externally to customers and potential employees. This requires the creativity to turn,
sometimes dry schemes, into an interesting and engaging message for employees as well
as articulating the business benefits of the programme to senior management. Yet whilst
considerable time is put into the design, rarely is enough put in to the communication
which is the one thing that will release all the value of the design effort. The skills
required to do this are often outside of the HR professionals comfort zone but since the
accountability for the success of these projects lies with the HR professional, it is vital that
they become confident in this.
This book is a practical guide for senior HR professionals, written by an HR professional
with on the ground experience in developing HR programmes and ensuring they are
communicated effectively. Using case studies to demonstrate what works and what doesnt,
the author proposes a 7-step framework and tools and checklists to ensure that each step is
worked through. There will also be tips on the dos and donts at every stage from experts
from big-name organizations. Case studies will include Merlin Entertainments re-launch of
company values through a film competition, PageGroups launch of an in-house recruitment
website, and Morrisons Money Matters campaign to educate employees on financial
wellness.
The book will tackle new areas that are transforming communications campaigns including
how to use and embrace technology as a medium for communicating effectively, how to
understand the different needs of the target audiences in diverse, multi-generation and
multi-cultural workplaces, and how to communicate in a global world.

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Detailed TOC

International
Management

This book

Explorations Across Cultures

Provides a unique cross-

Edition

disciplinary approach to
international management
studies, relating to a general
theme of international
management and cultural
diversity

Date:

03/08/2012

Price:

39.99

ISBN
Paperback:

9780749465285

e-book:

9780749465292

Extent:

408 pages

Dimensions:

240 170mm

Subject:

Cross-Cultural
Management

Includes a wealth of online

resources for lecturers,


including PowerPoint slides
and teaching notes to
accompany each chapter

Explains and identifies the

major management styles


that continue to characterise
people across regions, nations,
communities and organisations,
within groups and as
individuals

Author Information

Description

Elizabeth Christopher holds a PhD from


the University of New South Wales. She is
both an academic and consultant for
cross-cultural leadership and management
teaching and training. She is Senior
Associate of an international leadership
training consultancy in the USA,
Christopher, Smith and Associates; an
Honorary Associate of Macquarie University,
Sydney; and a consultant to Open
Universities Australia for online teaching
and learning. She presents papers at
international conferences, is a reviewer for
international journals and has published
widely in her field.

Winner of the Management and Leadership Textbook category at the CMI Management
Book of the Year Awards 2013/14, International Management explores management
opportunities in encounters across the world between national, organizational, political,
professional and social cultures. It is soundly based theoretically and supported with
real-life international examples from contemporary events and situations, exploring
contemporary and historical material to provide insights for todays managers who find
themselves dealing with diversity and difference.
From a historical perspective and a uniquely cross-disciplinary approach, Elizabeth
Christopher identifies the major leadership styles that continue to characterise people
across regions, nations, communities and organisations, within groups and as individuals.
International Management is a practical and comprehensive textbook for successful
negotiation in a world rich not only in cultural diversity but also in convergence. It also
covers the ethical, moral and environmental ramifications of business today and the
corporate leaders who are learning to manage their businesses across nations and
continents, not only profitably but in ways that contribute to societies overall through
economic, environmental and social action. International Management is an indispensable
guide for students and practitioners to key issues of cross-cultural management, suitable to
accompany online or private studies, or a teaching unit within professional and university
graduate studies of international management.

Table of Contents

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00 Introduction: The historical background to


international leadership

05 Negotiations and decisions: leadership and


motivation

Part 1 Exploring cultural differences


01 Industry: cultural differences in industry
leadership and the effects of mass media
reports
02 Patterns of employment: the roles of women
and minorities in international business
03 Management of public and private sector
involvement

Part 3 Exploring technology, learning, language


and culture
06 Technology, the internet and dealing with
change
07 Learning: action learning and learning
organizations
08 Language and culture: translations,
interpretations and world EngIishes

Part 2 Exploring international operations and


activities
04 International networks and alliances,
structures and controls, strategies for
sustainable business

Part 4 Exploring management ethics


09 The ethics of international business
10 Looking to the future

Detailed TOC

The Mindful
International
Manager

This book

How to Work Effectively Across


Cultures
Edition

Thorough exploration of how

cultural differences and


difficulties can be handled
effectively with the right
knowledge, skills and attitudes

Date:

03/02/2014

Price:

24.99

ISBN
Paperback:

9780749469825

e-book:

9780749469832

Extent:

248 pages

Dimensions:

234 156mm

Subject:

Cross-Cultural
Management

Based on best practice research


and examples from practising
managers from around the
world

Very accessible and practical

with detailed case studies that


bring the concepts to life in
situations almost any manager
can relate to

Author Information

Description

Jeremy Comfort founded York Associates,


UK, nearly thirty years ago with the mission
to develop people internationally. He has
trained and coached hundreds of individuals
and teams who face the ever more complex
challenges of working internationally.

The Mindful International Manager tackles the management situations that international
managers have to handle every day. Accessible and jargon-free it explains how to clarify
local vs. international roles, support and develop a team, organize and coordinate
boundaries of time and distance, and win commitment toward common goals. The authors,
both interculturalists, include exercises and best practice advice and the experiences and
insights of practising international managers. They combine their practical approach with
great depth of insight into the challenges of working and managing internationally and
include the results of new research findings and cutting-edge case studies on topics such as
leadership, global nomads, virtual teams, coaching and mentoring across cultures and
decision-making.

Professor Peter Franklin lectures in


intercultural communication and
intercultural management and advises and
trains many corporate and institutional
clients he focuses on international change
management and intercultural leadership
competence.

Table of Contents
00 Introduction
01 Managing internationally
02 Cultures
03 Individuals
04 Situations
05 Direction
06 Organization and change
07 Roles
08 Support
09 Feedback
10 Representing
11 Conflict
12 Cooperation
13 Leading

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Organizations

www.koganpage.com

82

Detailed TOC

Organization
Design

This book

A Guide to Building Effective


Organizations
Edition

Provides complete coverage of

Organization Design, from


design to delivery and
addresses all the critical areas
such as downsizing,
outsourcing, job design, change
management and re-structuring

Date:

03/03/2014

Price:

34.99

ISBN
Paperback:

9780749470593

e-book:

9780749470609

Extent:

320 pages

Dimensions:

234 156mm

Subject:

Organizational
Design

Practical approach shows you


how to effectively deliver
design in a way that is fit for
purpose in line with the
organizations goals

Enables HR and internal project


staff to manage organization
design independent of external
consultants who are not
embedded in the business,
thereby saving costs and
ensuring continuity

Author Information

Description

Patricia Cichocki leads Design to Change.


She has over 25 years experience working
in and advising international organizations
and clients on organization design and
change. She holds degrees from HEC
Paris, Oxford University and University
College London and is a member of the
Organization Design Forum. Patricia was a
founding director of the Change Leaders.

With the rate of change in organizations at an all-time high, the need for strong
organization design has never been more pressing. Organization Design provides a
complete road map to building successful organizations through good organization design.
It presents a practical process; a robust, broad-based model and a set of tools and
techniques that all link together. Part One and Two together provide you with the
knowledge of how to establish and run an organization design programme. Part Three
covers how to respond to three perennial challenges in designing organizations.

Christine Irwin retired in 2011 after a


career that saw her become one of the
UKs leading practitioners in organization
design and implementation. The first edition
of Organization Design is just part of that
legacy. She was an elected board member
of the US-based Organization Design Forum
from 2001 to 2010 and holds degrees from
Manchester Business School and Leeds
University.

This thoroughly revised edition includes an increased range of archetypes, a wide variety of
international examples and coverage of additional ways to gain insight, such as through
exploring metaphors and positive deviance. It is a practical toolkit to take organization
designers from start to finish, outlining the basic theory, providing a step-by-step approach
to implementation, and offering solutions to the recurring challenges that will inevitably be
met along the way.

Table of Contents
00 Introduction
Part 1 Understanding organization design
01 Putting organization design in context
02 Familiarize yourself with the
Organization Design Compass and
the OPTIMAL Way
03 Some essential building blocks
Part 2 Designing your organization the
OPTIMAL Way
04 Outlining your brief
05 Pulling together your programme
06 Taking stock of the change required

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07 Identifying assessment criteria


08 Mapping the design options
09 Assessing the alternatives
10 Laying out the way forward
Part 3 Dealing with recurring challenges
11 How to maintain design integrity over
time
12 How to choose between design options
when the environment is very uncertain
13 How to assess the level of capability
maturity of an organization over time

Detailed TOC
This book

Data-driven
Organization
Design

Provides a step-by-step

practical guide for designing


your optimal organization,
and implementing that design
for sustained and superior
performance

Sustaining the Competitive


Edge Through Organizational
Analytics
Edition

Shows how to use visualization


of data as an aid to design
so that the practitioner can
actually see what is going
on in their organization

Date:

03/10/2015

Price:

34.99

ISBN
Paperback:

9780749474416

e-book:

9780749474423

Extent:

360 pages

Dimensions:

234 156mm

Subject:

Organizational
Design

Advises on what data to

collect and how to manage and


present it so that meaningful
conclusions can be drawn

Offers real-world insights into

Author Information
Rupert Morrison is the CEO of Concentra,
a leading analytics company and winner of
the Technology Innovation Award 2011 in
The Sunday Times Tech Track 100. He led
the creation of OrgVue, a solution for HR
analytics, organisation design and workforce
planning, which was selected as one of four
Gartner Cool Vendors in the Human Capital
Management field from across the globe.
Ruperts aim is to revolutionize the way
people see, plan and manage their
organizations to gain competitive
advantage. His approach combines his
experiences of running a fast growth tech
firm alongside a wealth of experience in
supply chain optimization, capacity
planning and organization design
projects.

mistakes and successes from


the authors own experiences
to show what really works
when implementing a large
design

Instructs on how to make the

data beautiful in presenting it


as visual stimuli rather than
as impenetrable tables and
spreadsheets

Description
Data is changing the nature of competition. Making sense of it is tough. Taking advantage
of it is tougher. There is a business opportunity for organizations to use data and analytics
to transform business performance. Organizations are by their nature complex. They are
a constantly evolving system made up of objectives, processes designed to meet those
objectives, people with skills and behaviours to do the work required, and all of this
organised in a governance structure. It is dynamic, fluid and constantly moving over time.
Using data and analytics you can connect all the elements of the system to design an
environment for people to perform; an organization which has the right people, in the right
place, doing the right things, at the right time. For only when everyone performs to their
potential, do organizations have a hope of getting and sustaining a competitive edge.
This book provides a practical framework for HR and Organization design practitioners to
build a baseline of data, set objectives, carry out fixed and dynamic process design, map
competencies, and right-size the organization. It shows how to collect the right data,
present it meaningfully and ask the right questions of it. Whether looking to implement a
long term transformation, large redesign, or a one off small scale project, this book will
show you how to make the most of your organizational data and analytics to drive business
performance.

Table of Contents
Part 1 Introduction
1.1 Data Driven Organization Design
1.2 Challenges
1.3 Foundations and core concepts
Part 2 Macro design
2.1 Introduction
2.2 Strategy articulation and design criteria
2.3 Structural options and business case

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Part 3 Micro design


3.1 Introduction
3.2 The Data Goldmine
3.3 Objectives management
3.4 Fixed process design

3.5 Dynamic process design


3.6 Competency management
3.7 Rightsizing
Part 4 Making it real
4.1 Introduction
4.2 Common traps
4.3 HOWWIP
4.4 Implementation
4.5 Workforce planning
4.6 Talent Management, Succession
development and Planning
4.7 Organisational getting things done
4.8 Sustaining the edge

Detailed TOC
This book

The Enlightened
Organization

Using tools and techniques

from organizational psychology,


this book shows how to
develop a way of working that
is both enlightened and
successful

Executive Tools and


Techniques from the World of
Organizational Psychology
Edition

Taps into the latest thinking on


authenticity, transparency,
engagement and collaboration
to help businesses forge a new
path to success

Date:

03/05/2014

Price:

29.99

ISBN
Paperback:

9780749470272

e-book:

9780749470289

Extent:

224 pages

Dimensions:

234 156mm

Subject:

Organizational
Design

Helps leaders see more clearly


the heart of what matters in
any given situation and make
more mindful and more
effective decisions

Includes the latest case studies


highlighting new skills and
competencies required by
business professionals

Offers the executive reader

practical models and


techniques to help them
address their own unique
dilemmas of leadership on
behalf of their organization

Author Information

Description

Catherine Berney BCL is a Solicitor,


Mediator, MSc Organizational Psychology,
Graduate Member of the British
Psychological Society, Visiting Fellow
Cranfield School of Management and
FRSA. Facilitator, lecturer, consultant and
non-executive director, Catherine has
over 20 years international experience
facilitating the learning and development
of organizations, individuals and groups
across all business sectors. Passionate about
building awareness, insight and capability,
she works systemically with clients to
support their growth and development.

This empowering book presents leaders, executives and HR professionals with the
psychological models, tools and techniques they need to build a more effective, more
enlightened organization. Taking a clear, practical and accessible approach it offers direction
for developing fundamental areas of insight, skill and expertise and for seeing more clearly
in the changing commercial landscape in which todays businesses operate.
Threaded with recent international case studies that highlight the new skills and
competencies required by business professionals, this essential book provides a framework
for navigating the interconnected landscape in which we all increasingly work. The
Enlightened Organization is a toolkit that any thinking person working in an organization
can use to help them connect more meaningfully with their purpose and role. It will enable
you to become the best you can be, and in the process create a more successful
organization.

Table of Contents
00 Introduction
Part 1 The issues
01 Complexity and change: Letting go of
the illusion of control
02 A new reality for organizations:
Managing risk and reputation
03 Leaders and managers taking up their
role: New skills and competencies
required
Part 2 The personal and the interpersonal
04 Ways in: Theories of the unconscious as
a resource

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05 Ways into self: Me


06 Ways into the other: Me and you
07 Ways into the group: Me, you and other
too
Part 3 System and context
08 The system: Working from the inside out
09 The context: Working from the outside in
Part 4 Governance
10 Governance and the enlightened
organization: Directing performance for
the longer term

Detailed TOC

The Agile
Organization

This book

Equips readers with the

How to Build an Innovative,


Sustainable and Resilient
Business
Edition

strategies and methods they


need to make a positive
difference to the efficiency
and flexibility of their business
whilst also emphasizing
fairness to employees

Date:

03/06/2015

Price:

29.99

ISBN
Paperback:

9780749471316

e-book:

9780749471323

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Organizational
Design

Offers a psychological

perspective on the shifts


affecting individuals in todays
world of work, and offers tools
and examples of practice that
demonstrate how to increase
agility and resilience via
employee engagement

Provides a practical focus,

including case studies,


self-assessment tools,
guidelines and checklists to
help readers create truly agile
organizations

Author Information

Description

Dr Linda Holbeche is a developer,


consultant, researcher and coach in the
fields of leadership, strategy, HR
development, change management and
organisation design and development. She
is Adjunct Professor at Imperial College
London and a Visiting Professor at City
Universitys Cass Business School, at the
University of Derby, and at London Guildhall
Faculty of Business and Law where she is
Co-Director of the Centre for Progressive
Leadership. She is also an Honorary Fellow
at Roffey Park and the Institute for
Employment Studies.

Given todays context of tough change, organizations need to be able to innovate as well as
develop and implement strategy quickly and efficiently. The key to this is agility a set of
capabilities that can help organizations to rapidly adapt to changing circumstances. At the
same time, resilience is also essential if benefits are going to endure over the longer term
and if employees are to be kept on board. The Agile Organization focuses on how to build
both agility and resilience at individual, team and organizational levels. It draws on a
wealth of research, including the lived experience and learning of managers and HR and
organization development (OD) professionals to show how it is possible to square the
circle, becoming more sustainably agile while also enhancing employee engagement and
resilience.
The Agile Organization showcases the latest thinking new organizational models,
ground-breaking themes and case studies that illustrate how organizations are addressing
the challenge of developing organizational agility. Packed with helpful checklists and
practice pointers, this book is a go to guide for senior leaders and managers, HR and OD
specialists who want to help bring about organizational transformation and create the new
resiliently agile business as usual.

Table of Contents
00 Introduction
01 Why go agile?
02 Why are agility and resilience so elusive?
03 The resiliently agile organization
04 Agile strategizing
05 Agile implementation
06 HRs role in building a high-performance
work climate

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07 Agile linkages
08 Agile people processes
09 Nurturing employee engagement and
resilience
10 Change and transformation
11 Building a change-able culture
12 Agile leadership

Detailed TOC

Organization
Development
A Practitioners Guide for OD
and HR
Edition

This book

Provides a complete guide to

Date:

03/05/2015

Price:

29.99

ISBN
Paperback:

9780749470173

e-book:

9780749470180

Extent:

448 pages

Dimensions:

234 156mm

Subject:

Organization
Development

implementing effective OD in
your business and the tools to
drive performance and growth

Includes theory overviews as

well as tools, techniques and


international case studies, for
both students and practitioners

Is unique among OD books in

its practitioner focus and in


providing a bridge between OD
practice and HR context

Author Information

Description

Dr. Mee-Yan Cheung-Judge is the founder


of Quality & Equality Ltd and the author of
many organizational development articles.
She speaks, writes and delivers most of the
OD training programmes in the UK and was
voted one of the 25 most influential thinkers
in HR by HR Magazine in 2008.

Organization Development is concerned with using planned and systematic approaches


to help develop more effective organizations. This is done by taking an objective look at
how an organization is operating, gathering information and then deciding on the most
appropriate action to help that organization change and develop.

Dr. Linda Holbeche was previously


Research and Policy Director at the CIPD
and is currently an independent consultant
and researcher in the fields of leadership,
human resources, change management
and sustainable high performance. She is
an Honorary Fellow at Roffey Park and the
Institute for Employment Studies

Written by two of the leading experts in the field, Organization Development defines OD
and describes how it can be used effectively in todays economy to create organizations
which maximise organizational capability. The authors provide practical advice on using
diagnostics techniques to identify an organizations needs and explain how to use them
across a range of areas including change, culture and organization design.
Bridging the gap between theory and practice, Organization Development provides a
wealth of helpful advice for OD practitioners, HR professionals and those with an interest
in helping develop their organization.

Table of Contents
00 Introduction
Part 1 A practitioners guide for
Organization Development
01 What is OD? Its brief history
02 Theories and practices of OD: a theory
overview
03 Theories and practices of OD: the OD
cycle and the entry and contracting
phase
04 Theories and practices of OD:
the diagnostic phase
05 Theories and practices of OD:
the intervention phase
06 Theories and practices of OD:
the evaluation phase
07 Living at the edge of chaos of change
08 Back room and front room change matters

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09 Can behavioural change be made easy?


10 The Organization Development
practitioner
11 Power and politics and Organization
Development
Part 2 HR in relation to OD: practice
examples
12 HR in relation to OD
13 Organization Design
14 Transformation and culture change
15 Building organizational agility and
resilience
16 Building the context for employee
engagement
17 Developing effective leadership

Detailed TOC

Developing
Resilient
Organizations

This book

Links resilience with

How to Create an Adaptive,


High-Performance and
Engaged Organization
Edition

performance, focus, and


engagement to develop a
strong organizational
framework

Strong focus on ROI throughout

Date:

03/08/2014

Price:

29.99

ISBN
Paperback:

9780749470098

e-book:

9780749470104

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Organization
Development

to help your business adopt a


cost effective approach

Case studies from leading and

diverse organizations such as


VISA, Ford, Gap, Admiral
Insurance, Welsh Government,
NHS, Merseytravel, Translink
(Queensland Transport
Authority), Kuwait Petroleum,
UAE Government, SMEs and
third sector organisations

Author Information

Description

Doug Strycharczyk is Managing Director of


AQR a consultancy that works to improve
the mental toughness of organizations.
Before he founded AQR in 1989 he held a
variety of HR and consultancy roles in the
private and public sectors. These include
Castrol (UK) Limited, Goodyear Tyres, Decca
Ltd, J Wedgwood Ltd and the Burton Group.
He was the Head of Operations for Castrol
(UK) Ltd at the same time as being Head of
HR. He is the co-author of Developing Mental
Toughness with Peter Clough and a
contributor to Psychometrics in Coaching,
both published by Kogan Page.

Much of the fear and uncertainty surrounding the global recession is concerned with the
adverse impact it will have on organisations and society. However, recessions are nothing
new. We know from past experience that when a recession is over, there always emerge
organisations and individuals who have not only survived but have thrived. They often
emerge stronger, fitter and better performing.

Charles Elvin is Chief Executive of the


Institute of Leadership and Management
(ILM). He is a highly experienced Director
achieving significant commercial results in
the business services sector, in particular
driving revenue and profit growth in the
learning, training and professional
development industry. Previous roles
include Director of the B2B Division of the
Open University, leading the British
Standard Institution global commercial
learning and training business, and senior
roles in leading blue chip companies
including UBS and RM.

Table of Contents

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Developing Resilient Organizations argues that one of the fundamental keys to survival in
these circumstances is resilience or mental toughness. It can make challenge and change an
opportunity rather than a threat. The book addresses a wide variety of organizational issues
including motivation, performance, staff retention, behaviour, trust, attention span and
teamwork. With case studies from leading organizations across the public and private sector
internationally, it will show you how to develop organizational performance, well being and
a positive approach to adversity and change in your organization.

00 Introduction
Part 1 Change in the 21st century
01 A general overview
02 The new factors
03 Mental toughness
04 Trust-based leadership and resilient
organizations in the 21st century
05 Leadership, resilience and the 21stcentury organization

Part 2 Practitioner perspectives


06 Leadership and the BP grit in the oyster
developing mental toughness
07 Changing times for the public sector
08 New realities: Personal growth for an
uncertain future
09 Ethics, ethical practice and their growing
importance in developing sustainably
performing organizations in the 21st
century
10 Big data, big business

Detailed TOC

Creating
Authentic
Organizations

This book

Bringing Meaning and


Engagement Back to Work
Edition

Presents a more complete

concept of authenticity, not


limited to leadership, to ensure
that the organization realizes
the benefits of this popular idea

Date:

03/10/2014

Price:

24.99

ISBN
Paperback:

9780749471439

e-book:

9780749471446

Extent:

208 pages

Dimensions:

234 156mm

Subject:

Organization
Development

Introduces strategies for

maintaining resilience against a


backdrop of tough operating
environments and a fast paced
world

Demonstrates how you can

manage the transition from a


culture of followership to a
culture of ownership through
simple models and strategies

Author Information

Description

Robin Ryde is an international leadership


consultant, established author and
Co-Director of Robin Ryde Consulting,
Academic Director of Australias largest
senior public service leadership programme,
the Executive Fellows Program. With a
background in leadership and organizational
development, he was the youngest person
to direct the British Prime Ministers flagship
leadership development programmes,
one of the largest programmes of its
kind in Europe.

Our identity is often bound up what we do at work. The work we do goes some way to
describing who we are, what we stand for and it reveals, in one dimension at least, a
tangible and valued contribution that we make to the world. Authenticity in organizations
matters more than ever.

Lisa Sofianos is an Executive Coach,


leadership developer and Co-Director of
Robin Ryde Consulting. Having worked
with a broad spectrum of companies she
works with senior executives through
various challenges, specializing in
leadership resilience, coping with
transition and helping leaders deal
with intractable issues.

In todays complex and global economy its more important than ever that we empower
employees to bring their authentic selves to work. Doing so leads to increased innovation,
productivity, more thoughtful risk-taking, a sense of responsibility and enhanced
adaptiveness to change. Creating Authentic Organizations goes beyond the remit of
authentic leadership and shows how the concept of authenticity can and should be applied
to your organization. It offers a new management framework based on the freedom to
operate, meaningful dialogue and a deep search for personal meaning at work; autonomy
and the opportunity to make an impact is a key driver of productivity.
With simple and powerful models and strategies to bring about workplace authenticity, this
bold and cutting-edge approach will show you how to ensure more authentic dialogue and
encourage open and meaningful discussion around threats and challenges. Creating
Authentic Organizations gives you the tools to bridge the gap between the corporate
persona and the authentic self, leading to greater employee engagement, well-being and
organizational resilience.

Table of Contents
01 The building blocks of authenticity:
A summary for busy people
02 Solomons solution
03 A design for workplace authenticity
04 The first freedom: The Freedom to
Operate
05 The second freedom: The Freedom to
Speak

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06 The third freedom: The Freedom to


Actualize
07 Assessing authenticity and freedoms:
A self-completion diagnostic
08 The management task in authentic
organizations
09 Beyond the tipping point

Detailed TOC

Organizational
Behaviour
People, Process, Work and
Human Resource Management
Edition

This book

Bridges the gap between

OB and HRM and shows you


how to put effective people
management at the heart of
your organization

Date:

03/01/2013

Price:

39.99

ISBN
Paperback:

9780749463601

e-book:

9780749463618

Extent:

352 pages

Dimensions:

234 156mm

Subject:

Organizational
Behaviour

Examines the role of corporate

governance in shaping the


scope of managerial choices in
organizations and what this
means in practice

Looks at the ethical dimensions


of OB that are increasingly
important to understand in the
context of good employers
and global employment
standards

Author Information

Description

Raisa Arvinen-Muondo works in HR


management in Luanda, Angola. She has
undertaken doctoral research at the
University of Bedfordshire, on the career
development of Angolan professionals
within Western multinational organizations,
focusing on the impact of experiences
associated with international living.

There is a large body of shared knowledge between the study of Organizational Behaviour
and Human Resource Management but despite the crossover, they are often treated as
very distinct disciplines. Written by a team of experts across both fields, Organizational
Behaviour bridges the gap between OB and HRM, with an emphasis on inter-cultural
and cross-cultural perspectives of organizational development, talent management, and
leadership. Through a critical analysis of existing literature and case studies, the
contributors cover topics such as corporate governance, ethical business practices,
employee morale and motivation, performance management, corporate politics and
conflict resolution, workplace diversity, creativity, and change management all within
the framework of current global employment standards and best practices.

Stephen J Perkins is Dean of London


Metropolitan Business School and a Visiting
Research Fellow at Cass Business School.
In addition to having served in several
universities, he has held senior
management posts in industry at times of
transformational change and consulted with
private and state-owned organizations
internationally.

Table of Contents
Part 1 Introduction
00 Introduction
Part 2 Individuals at work under an
employment relationship
01 Managing diverse identities at work
02 Perception, making decisions and people
management
03 Motivation at work: engagement and
facilitation
Part 3 Employing human resources to work
together for a purpose
04 Managing performance
05 Leadership, communication and
organizational effectiveness
06 Talent management

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Part 4 Shifting contexts for organizational


behaviour
07 Conflict, power and politics
08 Organizational culture
09 Managing organizational change
10 Creativity, innovation and the
management of knowledge
Part 5 Summation and reflection
11 Coda: HRM and OB accenting the
social

Organizational
Management

This book

Approaches and Solutions

Edition

Prepares students for the

realities of the workplace by


introducing them to the
internal workings of an
organization, from people
management to performance
metrics

Date:

03/03/2016

Price:

34.99

ISBN
Paperback:

9780749468361

e-book:

9780749468378

Extent:

320 pages

Dimensions:

240 170mm

Subject:

Organizational
Behaviour

Enables readers to understand

the key issues involved in


managing organizations and
how to take a critical approach
when planning, leading and
executing the efforts of a
workforce and its resources

Includes summaries, diagrams

and case study scenarios to


help readers easily understand
theories and contextualize
experiences in the workplace

Author Information

Description

Peter Stokes is Professor and Deputy Dean


at Chester Business School. He has been
visiting lecturer and academic advisor in
businesses, universities and business
schools in a range of contexts and countries,
including France, Holland, Spain, Ireland,
Germany, Senegal, Vietnam, Morocco,
Hong Kong, China, India, Dubai and Japan.

Organizational Management fuses normative, critical and practitioner aspects of


organizational management. It provides useful and practical guidelines for planning, leading
and controlling the efforts of members and resources to achieve stated organizational goals.
Organizational Management is ideal for students preparing to enter the labour market. It
equally helps managers who are looking to develop their theoretical understanding of
organizational management.

Neil Moore is Senior Lecturer and


Postgraduate Coordinator at Chester
Business School.
Simon M Smith is Senior Lecturer
in International Business at Chester
Business School.
Caroline Rowland is Professor of
Leadership and Management and
Associate Dean of Chester Business
School.
Peter Scott is Senior Lecturer in Marketing
and Management at Liverpool John Moores
University.

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The book takes a detailed look at the key challenges, tasks and metrics involved in
managing people and organizations, including performance management, employee
engagement and motivation, strategy and change, and organizational systems
management. It brings together known models and theories with leading-edge approaches
to facilitate a flexible and intuitive mindset sensitive to the political nature of organizational
environments, whether public, private or third sector.
Organizational Management leverages case studies drawn from the authors international
work in global knowledge transfer and consultancy projects across a range of business and
industrial sectors including utilities, construction, publishing, aerospace, emergency
services and local government.

Table of Contents
01 Management and organization
02 Modernism and positivism
03 Metrics and performance management
04 Fads and fashions in organizational life
and literature
05 Role of language and discourse
06 Socially constructed meaning and
sense-making
07 The role of storytelling and narratives

08 Rethinking strategic approaches and


actions
09 What chaos and postmodernism can
teach us about the job we have to do
10 Communication and expression
11 Change management and resistance
12 Team working and team management
13 Ethics, responsibility, irresponsibility and
corporate social responsibility

Detailed TOC

The Psychology
of Work
This book

Insights into Successful


Working Practices
Edition

Contains narratives from

experienced professionals from


around the world offering
insights into real-world working
practices in organisations
including BBC, Santander, IBM
and Qantas

Date:

03/03/2015

Price:

24.99

ISBN
Paperback:

9780749468347

e-book:

9780749468354

Extent:

208 pages

Dimensions:

234 156mm

Subject:

Work Psychology

Is based on extensive research


with university students about
their attitudes to future
employment and how well
prepared for the work place
they feel

Integrates psychological theory

with personal narrative to bring


the theory to life and to
propose new ways of thinking
about work

Author Information

Description

Chantal Gautier is a London-based


academic, Chartered Psychologist and
eclectic professional with consultancy skills,
specializing in a wide range of academic and
business activities. Her successful track
record in Higher Education warranted the
Teaching Fellow Award for Excellence in
Teaching and Learning. Chantal continues to
apply her academic knowledge and teaching
skills in a range of settings. Her breadth of
experience and specialist insight into
leadership, team development, employee
engagement, Change Management and
customer services, has led to contributions
in both public and private sectors, as well
as internationally.

The Psychology of Work integrates psychological theory with personal narrative from global
industry leaders, as well as those entering the workforce, to offer tangible insights into the
real world of work. It is ideal for students, professionals and anyone with an interest in how
successful organizations operate. It charts the development of the field of organizational
psychology and provides the key theoretical frameworks. Crucially, it explores how these
can be utilised to enhance organizational culture, and why this is so relevant and important
in the modern workplace.
Through the inclusion of interviews with students, The Psychology of Work reveals what the
future workforce expect of the organizations that they are going in to and encourages
students reading the book to reflect on what kind of leaders they would like to be. The book
is also a valuable resource to support professionals and practitioners, highlighting current
working practices and the need for change, offering practical guidance on how to bring the
humane back into organizational life.

Table of Contents
00 Introduction
01 Recruitment and selection
02 Employability
03 Teams
04 Barriers and intricacies
05 Organizational culture
06 Leadership
07 Motivation and engagement

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Detailed TOC

The Fear-free
Organization

This book

Vital Insights from


Neuroscience to Transform
your Business Culture
Edition

Highlights that a culture of fear

is destructive to both people


and businesses, and offers new,
cost-effective, healthy and
efficient ways to run businesses
built on trust.

Date:

03/07/2015

Price:

29.99

ISBN
Paperback:

9780749472955

e-book:

9780749472962

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Work Psychology

Shows how to apply insights

from neuroscience to deliver


high-performing, wellfunctioning, thriving teams
and productive, profitable
organizations.

Provides an accessible

introduction to the workings of


the brain and to how our
thinking and emotions can be
integrated to create energy and
cooperation rather than fear.

Author Information

Description

Dr Paul Brown is Faculty Professor, Organizational


Neuroscience, Monarch Business School Switzerland;
Honorary Chairman of the Vietnam Consulting
Group, Saigon, and International Director of
SIRTailors, Saigon. He is a clinical and organizational
psychologist and executive coach and has recently
co-authored Neuropsychology for Coaches (2012)
and Neuroscience for Leadership (2015). He lives in
Vietnam, teaches in the UK and consults worldwide.

Leadership that makes a difference takes guts and confidence, plus belief in oneself and
belief in the key players in the organization. It is built on trust, not fear. Scared people
spend a lot more time plotting their survival than working productively, so The Fear-free
Organization has zero tolerance for bullies, vicious gossip, undermining behaviours,
hijacking tactics, political jockeying for position or favouritism. Instead, it works on
inspiration. Evidence from the new frontiers of neuroscience shows that individuals and
organizations are more successful when people are encouraged to take risks, to explore new
ideas, and to channel their energies in ways that work for them. The Fear-free Organization
is a ground-breaking new book that reveals how our new understanding of the neurobiology
of the self how the brain constructs the person can transform for the better the way our
businesses and organizations work.

Joan Kingsley is a Consultant Clinical and


Organizational Psychotherapist. She has a private
practice in London, is Honorary Consultant
Psychotherapist at the National Hospital for
Neurology and Neurosurgery, and is on the
Psychotherapist register of the School of Life. Joan
works with senior management in business
organizations, sits on the Board of Directors of two
UK companies and is Vice President of a New
York-based organization. Joan is a member of The
New York Academy of Sciences, a Fellow of The Royal
Society of Arts, and a member of the Royal Academy
of Medicine and is registered with the UKCP.
Dr Sue Paterson is an oil and gas professional with
over 30 years UK and international experience. She
worked for Shell International in exploration, new
business development and JV management, as well
as talent management, leadership development,
learning and recruitment. She has led teams
in-country and across continents. In 2010 she set up
her own oil and gas consultancy, and in 2012 became
the Director of an international management
consultancy. She is a qualified IOD Chartered
Director, and has board experience in the oil, public
and voluntary sectors.

Table of Contents
Part 1 The person
01 Fear essentials and the development of
the Self
02 The brain
03 Memories are made of this
04 Relationships
05 Trust
Part 2 The organization, energy flow
and profit
06 Fear in the workplace
07 The nature of energy
08 Leaders and HR
Part 3 The future of organizations
09 The role of leadership
10 Change, adaptability and flow
11 The fear-free organization

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Detailed TOC

The Psychology
of Fear in
Organizations

This book

Presents psychological theory

in an accessible way to provide


a better understanding of the
needs and fears of people and
how they can be supported in
order to improve productivity
and innovation.

How to Transform Anxiety into


Well-being, Productivity and
Innovation
Edition

Considers work-related stress in

Date:

03/02/2015

Price:

19.99

ISBN
Paperback:

9780749472542

e-book:

9780749472559

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Work Psychology

the context of the recession to


help both managers and
employees think differently
about the root cause of their
anxieties and the steps they
might take to build resilience.

Provides the leader with the

linguistic tools to transform the


culture of their organization
through better and more
meaningful conversations.

Author Information

Description

Dr Sheila Keegan is a Chartered


Psychologist and has a doctorate in
Organisational Change. In 1983, she
co-founded Campbell Keegan Ltd, a
business psychology consultancy working
in the private and public sectors. An
organisational consultant and qualitative
researcher for more than 25 years, she helps
clients in the private and public sectors to
make better decisions in the areas of
business strategy, social policy and
organisational change management. She is
a Fellow of the Market Research Society
and an Associate Fellow of the British
Psychological Society.

In the context of global economic recession, fear has become institutionalized in many
organizations, both in the private and public sectors. Board directors are under pressure
from shareholders, senior executives are attempting to maintain sales in a nervous market
and many people are concerned about job security and maintaining their living standards.
This book shows how fear manifests itself in large organizations, how it impacts on the
workforce and how by reducing our willingness to take risks and to innovate, it can inhibit
economic growth and innovation, at both an individual and corporate level. The Psychology
of Fear in Organizations examines the psychological barriers to innovation and presents
initiatives to loosen the paralysis caused by the economic downturn.

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Table of Contents
Part 1 The nature of fear and how it shapes

Part 2 How we can harness fear to improve

organizations
01 The paradox of fear
02 The cultural backdrop of fear
03 Perspectives on fear
04 Cultures of fear within organizations
05 Feeling fear at work
06 Over-control and manipulation in the
workplace
07 Organizations in crisis

productivity and organizational health


through promoting human values
08 Being human
09 Creating psychologically healthy
workplaces
10 Leadership and appreciative inquiry
11 Developing resilience
12 Building trust within organizations
13 The power of language
14 Building a culture of innovation
15 What about the future?

Strategic
Management,
International
Business, Risk
Management,
Business Ethics,
Corporate
Governance &
CSR

www.koganpage.com

95

Detailed TOC

Global Business
Ethics

This book

Responsible Decision Making


in an International Context
Edition

Gives the reader the knowledge


and confidence to make sound
ethical decisions in all business
activities

Provides easily implementable

Date:

03/11/2015

Price:

34.99

practical guidance in the form


of decision-making trees and a
model organizational ethics
code

Features detailed analysis of

ISBN
Paperback:

9780749473952

e-book:

9780749473969

Extent:

248 pages

Dimensions:

240 170mm

Subject:

Business Ethics,
Corporate
Governance & CSR

international ethical issues such


as the conflict between Sharia
law and Western principles

Supports the student market

with case studies and worked


examples of dilemma-solving,
and online lecturer resources

Author Information

Description

Ronald D Francis is Professor Emeritus in


Ethics and Governance at Victoria University,
Melbourne. His experiences in ethics extends
over decades, and includes a period as
Chairman of a national ethics committee, and
as a member of a psychologists registration
board, as well as ten years on a research ethics
committee. As a consultant, he has worked
with corporations and universities to develop
ethics codes and deliver practical business
ethics training. A leading expert on the
practical applications of ethics, he is the author
of numerous chapters, reports, journal articles
and 22 books including Ethics for Psychologists,
2e (Wiley Blackwell, 2009) and Ethics and
Corporate Governance: An Australian Handbook
(University of NSW Press, 2000).

Corporate social responsibility, sustainability and acting ethically are all accepted business
aims, but their meaning and implementation in a global context is far less clear-cut. Global
Business Ethics cuts through the confusion to provide a coherent basis for ethical decisionmaking within the complications of the international business landscape.

Guy Murfey is a psychologist and lawyer,


recently retired as the National Practice
manager of the Australian Tax Offices (ATO)
Legal Services Branch, where he was
responsible for the day to day running of
litigation, ensuring that the highest ethical
standards of practice were adhered to. Prior to
that he was engaged in a number of leadership
positions in both legal and large project roles
and was engaged in an Australian Aid project
redesigning the Fijian Inland Revenue office.
A particular focus throughout his career has
been looking at organizational culture and
driving effective change.

Underpinned by theory and including worked-through examples of ethical dilemmas and


their solutions, this textbook will guide the reader beyond theory to real-world business
decisions. Practical tools such as decision trees and suggested principles to apply in
dilemma situations give readers the skills and confidence to tackle the ethical challenges
they face. A unique working code of ethics is provided as a model with guidance to readers
for adaptation and implementation. Case studies include: Walmart, Hersheys, Citibank,
Ford, Nike, Johnson & Johnson, Harley-Davidson, The Body Shop and Procter and Gamble.
A chapter on the legal aspects of ethics provides clear guidance on the complex relationship
between law and ethics in international business. The final part takes an in-depth look at
the practical application of ethics in business life. Covering all the major theories of ethics,
including an examination of the role of quantification of ethics, Global Business Ethics
demonstrates how their principles can be applied to inform better business decisions.

Table of Contents
Part 1 The necessity, justification and
research into cross-cultural business
ethics
01 Background to ethics
02 Justification for ethics
03 Cross-cultural issues in business ethics
04 Organizational factors in business ethics
05 Individual factors in business ethics
Part 2 Theoretical issues in business ethics
06 Theoretical approaches
07 Legal aspects of ethics

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Part 3 Solving problems


08 Ethical gradualism, culture,
quantification and codes
09 Investigating ethical breaches
10 International standards and first
principles

Detailed TOC

IT Governance

This book

An International Guide to Data


Security and ISO27001/
ISO27002

Provides best practice advice

for organizations to implement


a robust IT governance system

Is fully aligned with the latest


Edition

regulations and standards,


including ISO27001:2013

Empowers readers to better

Date:

03/09/2015

Price:

49.99

ISBN
Paperback:

9780749474058

e-book:

9780749474065

Extent:

352 pages

Dimensions:

234 156mm

Subject:

Business Ethics,
Corporate
Governance & CSR

protect their businesses against


external cyber threats and
provides a clear risk
management framework

Clearly explains how

organizations can comply with


their responsibilities under
international information and
privacy-related regulations

Covers the latest technological


developments and their
associated benefits and
risks to organizations

Author Information

Description

Alan Calder is founder-director of IT


Governance Ltd, which provides IT
governance, compliance, risk management
and information security books, trading
tools, consultancy and training. Alan
consults with companies internationally on
matters relating to information security.

Faced with constant and fast-evolving threats to information security and with a growing exposure to
cyber risk, managers at all levels and in organizations of all sizes need a robust IT governance system.
Now in its sixth edition, the bestselling IT Governance provides best-practice guidance for companies
looking to protect and enhance their information security management systems and protect themselves
against cyber threats. IT Governance has been fully updated to take account of current cyber security
and advanced persistent threats and reflects the latest regulatory and technological developments,
including the 2013 updates to ISO27001/ISO27002. Changes for this edition include:

Steve Watkins is a Director at IT


Governance, Chair of the ISO/IEC 27001
User Group the UK Chapter of the ISMS
International User Group and contracted
Technical Assessor for UKAS, assessing
certification bodies offering ISMS/ISO 27001
and ITSMS/ISO 200001 accredited
certification. He sits on the UK national
standards bodys technical committees RM/1
(risk management), IST/33 (Information
technology Security techniques) and
sub-committee IST/33/1 (information
security management systems), and is
Chair of IST/33/1 Panel 2 (Certification and
audits), which is responsible for the UKs
contributions to standards including ISO
27006, 27007, 27008 and 27021.

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Full updates throughout in line with the revised ISO27001 standard and accompanying ISO27002
code of practice
Full coverage of changes to data-related regulations in different jurisdictions and advice on compliance
Guidance on the new continual improvement model that replaces Plan-Do-Check-Act in the previous
ISO standard
New developments in cyber risk and mitigation practices
The latest technological developments that affect IT governance and security
Guidance on the new information security risk assessment process
Including coverage of key international markets including the UK, North America, the EU and Asia
Pacific, IT Governance is the definitive guide to implementing an effective information security and
governance system.
Recommended text for all IBITGQ ISO27001 courses

Table of Contents
00 Introduction
01 Why is information security necessary?
02 The UK Combined Code, the FRC Risk
Guidance and SarbanesOxley
03 ISO27001
04 Organizing information security
05 Information security policy and scope
06 The risk assessment and Statement of
Applicability
07 Mobile devices
08 Human resources security
09 Asset management
10 Media handling
11 Access control
12 User access management
13 System and application access control
14 Cryptography

15
16
17
18

Physical and environmental security


Equipment security
Operations security
Controls against malicious software
(malware)
19 Communications management
20 Exchanges of information
21 System acquisition, development and
maintenance
22 Development and support processes
23 Supplier relationships
24 Monitoring and information security incident
management
25 Business and information security continuity
management
26 Compliance
27 The ISO27001 audit

Detailed TOC

Corporate
Governance
Ethics and CSR
Edition

This book

Demonstrates the realities of

Date:

03/01/2013

Price:

34.99

balancing social responsibility


with modern business practice

Takes a practical approach to a


complex topic

ISBN
Paperback:

9780749463854

e-book:

9780749463861

Extent:

296 pages

Dimensions:

234 156mm

Subject:

Business Ethics,
Corporate
Governance & CSR

Includes private and public


sector examples

Author Information

Description

John Taylor is a Senior Lecturer in


accounting and auditing at Leeds
Metropolitan University. He has substantial
experience of working as an accountant in
the audit profession and was formerly
financial director of a company in the
clothing industry.

The rise of CSR (corporate social responsibility) is creating a paradigm shift in contemporary
corporate culture and organizational behaviour with shareholder and stakeholder activism
on the rise as international banking crises and global corporate scandals dominate the
headlines.

Justine Simpson is a Principal Lecturer in


Accountancy Financial Services at Leeds
Met. She teaches professional accounting
qualifications (CIMA, CIPFA, ACCA) and
management accountancy, project
management, forensic accounting and
financial management modules on BA
Accounting Finance degree and MSc
Accounting.

Through accountability and transparency, fiduciary capitalism is being challenged to tie


sustainability and corporate conscience to the bottom line. With the emergence of impact
investing, social responsibility and ethics in corporate governance is becoming essential to
long-term success in the new global marketplace. Corporations need to demonstrate that
ethical, environmentally conscious business practices and profit are no longer mutually
exclusive.
Justine Simpson and John R. Taylors Corporate Governance Ethics and CSR gives the
reader a comprehensive guide to todays requirements for governance and reporting that
organizations must adopt to successfully strike a balance between financial gain and socially
responsible, green business practices that enhance the greater good. Employing current
examples (Walmart, Goldman Sachs, Citigroup) and case studies in both the public and
private sectors, Simpson and Taylor have compiled a thorough and fascinating roadmap,
including historical context, for anyone seeking to understand the complex workings of
the international corporate economy that affects us all. This book is perfect for students of,
and those wishing to participate in, this revolutionary wave sweeping our planet.

Table of Contents
00 Introduction
01 The need for trust
02 Corporate culture
03 Ethical behaviour
04 Principles of corporate governance
05 The role of the senior executives/board
06 Assessing performance and
remuneration of directors and senior
executives
07 The audit function

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08 Corporate governance and other


stakeholders
09 Corporate Social Responsibility and
its reporting
10 Corporate Social Responsibility,
its measurement, theories and
models
11 Small companies, charities and other
not-for-profit organizations
12 Emerging issues

Detailed TOC

Fundamentals of
Risk Management
Understanding, Evaluating and
Implementing Effective Risk
Management
Edition

This book

Explains successful risk

management to both students


and practitioners; practical,
assured and comprehensive

Date:

03/10/2014

Price:

39.99

ISBN
Paperback:

9780749472443

e-book:

9780749472450

Extent:

448 pages

Dimensions:

240 170mm

Subject:

Risk Management

Includes brand new content

and increased focus on


assessing and managing risk
appetite within organizations
and analyses the positives and
negatives of adopting high-risk
strategies

Provides graphs, matrices and

diagnostics to help you assess


risks, consider them within the
correct contexts, and
implement controls

Author Information

Description

Paul Hopkin is Technical Director at the


Association of Insurance and Risk Managers
(AIRMIC). He was previously Director of Risk
Management for The Rank Group Plc and
prior to that Head of Risk Management at
the BBC. He is a Fellow of the Institute of
Risk Management.

Now in its third edition, Fundamentals of Risk Management provides a comprehensive


introduction to commercial and business risk for anyone studying for a career in risk as well
as for a broad range of risk professionals in different sectors. Providing extensive coverage of
the core concepts and frameworks of business continuity planning, enterprise risk management
and project risk management, with an increased focus on risk in international markets, this
is the definitive guide to dealing with the different types of risk an organization faces.

The Institute of Risk Management (IRM) is


the worlds leading enterprise-wide risk
education institution. IRM operates
internationally with members and students
in over 50 countries.

With relevant international case studies and examples from both the private and public
sectors, this third edition is completely aligned to ISO 31000 and provides enhanced best
practice advice on assessing and managing risk appetite to improve company resilience.
Including a thorough overview of the international risk standards and frameworks, and
exploring the different types of risk an organization faces, including hazard risks and
uncertainties, Fundamentals of Risk Management is the definitive professional text
for risk managers.

Table of Contents

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00 Introduction
Part 1 Introduction to risk management
01 Approaches to defining risk
02 Impact of risk on organizations
03 Types of risks
04 Development of risk management
05 Principles and aims of risk management
06 Risk management standards
Part 2 Risk strategy
07 Risk management framework
08 Risk management documentation
09 Risk management responsibilities
10 Risk-aware culture
11 Risk training and communication
12 Risk practitioner competencies
Part 3 Risk assessment
13 Risk assessment considerations
14 Risk classification systems
15 Risk likelihood and impact
16 Loss control
17 Defining the upside of risk
18 Business continuity

Part 4 Risk response


19 Enterprise risk management
20 Importance of risk appetite
21 Tolerate, treat, transfer and terminate
22 Risk control techniques
23 Control of selected hazard risks
24 Insurance and risk transfer
Part 5 Risk governance
25 Corporate governance model
26 Stakeholder expectations
27 Operational risk management
28 Project risk management
29 Supply chain management
30 Strategy, tactics and operations
Part 5 Risk assurance
31 Evaluation of the control environment
32 Risk assurance techniques
33 Activities of the internal audit function
34 Reporting on risk management
35 Reputation and the business model
36 Developments in risk management

Detailed TOC

Risk
Management

This book

A jargon-free guide on the

nature of risk and its relevance


to the business model

Encourages the reader to feel


Edition

confident in adopting a
proactive and appropriate
treatment of risk

Supported throughout by

Date:

03/05/2013

Price:

24.99

real-life examples, checklists


and case studies for risk
measurement and analysis

Shows the reader how to

ISBN
Paperback:

9780749468385

e-book:

9780749468392

Extent:

288 pages

Dimensions:

216 138mm

Subject:

Risk Management

reduce the frequency and


severity of possible loss events
and to put contingency plans in
place to cope with them

Sets out a simple, practical

approach to risk management,


making it relevant by setting it
within the context of an
integrated set of activities

Author Information

Description

Paul Hopkin is Technical Director at the


Association of Insurance and Risk Managers
(AIRMIC) and a Fellow of the Institute of
Risk Management. He was previously
Director of Risk Management for The Rank
Group Plc and prior to that Head of Risk
Management at the BBC. He is regular
speaker at conferences across the world
on a range of risk management topics
and author of the classic IRM textbook,
Fundamentals of Risk Management, also
published by Kogan Page.

Risk management is not just a topic for risk professionals. Managers and directors at all
levels must be equipped with an understanding of risk and the tools and processes required
to assess and manage it successfully. Risk Management offers a practical and structured
approach while avoiding jargon, theory and many of the complex issues that preoccupy risk
management practitioners but have little relevance for non-specialists. Supported by online
templates and with real-life examples throughout, this is a straightforward and engaging
guide to the practice and the benefits of good risk management. Coverage includes: the
nature of risk; the relevance of risk management to the business model; essential elements
of the risk management process; different approaches to risk assessment; strategy, tactics,
operations and compliance requirements; how to build a risk-aware culture; and the
importance of risk governance.

Table of Contents
00 Introduction
Part 1 Risk agenda
01 Relevance of the risk agenda
02 Drivers of risk management
03 Features of risk management
04 Planning the risk agenda
Part 2 Risk assessment
05 Relevance of risk assessment
06 Analysing potential impact
07 Evaluating anticipated consequences
08 Utilizing risk assessments
Part 3 Risk response
09 Relevance of risk response
10 Designing risk controls

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11 Disaster recovery and business


continuity
12 Efficiency and effectiveness of
controls
Part 4 Risk communication
13 Relevance of risk communication
14 Risk architecture and protocols
15 Risk action plan
16 Risk reporting
Part 5 Risk governance
17 Relevance of risk governance
18 Providing risk assurance
19 Governance of emerging risks
20 Risk and stakeholder expectations

Detailed TOC

People Risk
Management

This book

Explains the concept of people

A Practical Approach to
Managing the Human Factors
That Could Harm Your
Business
Edition

risk and enables the reader to


consider it within the context
of their own organization,
flagging up the human factors
that may not have been
considered

Encourages managers and

Date:

03/04/2015

Price:

34.99

ISBN
Paperback:

9780749471354

e-book:

9780749471361

Extent:

312 pages

Dimensions:

240 170mm

Subject:

Risk Management

practitioners to take a more


focused approach to people
management

Offers practical tools, solutions


and insights into how to
implement an effective people
risk management framework
within your organization

Demonstrates how better

people risk management can


add measurable value to a
business

Description
Author Information
Dr Keith Blacker has worked in a variety
of board and executive roles both in the UK
and abroad and is the former CFO of a large
UK-based health insurance business. He has
over 30 years experience working within the
financial services industry and has consulted
to a range of national and international banks
and insurance companies on risk management
matters. He is a Fellow of the Institute of
Chartered Accountants in England & Wales
and a Fellow of the UK Institute of Internal
Auditors.
Dr Patrick McConnell has been a senior
manager in, and a consultant to, large
international corporations, financial
institutions and governments on multiple
continents for over 35 years. His expertise is in
risk management and information technology.
He is a Fellow of BCS, the Chartered Institute
for IT. In his academic career he has taught in
Australia and Ireland to advanced students and
in-house executives.
Both authors hold Doctorate degrees in
Business Administration and have published
and spoken widely in industry and academic
forums.

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People Risk Management provides unique depth to a topic that has garnered intense
interest in recent years. Based on the latest thinking in corporate governance, behavioural
economics, human resources and operational risk, people risk can be defined as the risk
that people do not follow the organizations procedures, practices and/or rules, thus
deviating from expected behaviour in a way that could damage the businesss performance
and reputation. From fraud to bad business decisions, illegal activity to lax corporate
governance, people risk often called conduct risk presents a growing challenge in
todays complex, dispersed business organizations.
Framed by corporate events and challenges and including case studies from the LIBOR rate
scandal, the BP oil spill, Lehman Brothers, Royal Bank of Scotland and Enron, People Risk
Management provides best-practice guidance to managing risks associated with the
behaviour of both employees and those outside a company. It offers practical tools,
real-world examples, solutions and insights into how to implement an effective people
risk management framework within an organization.

Table of Contents
01 People Risk in context
02 Definition and models of People Risk
03 The human dimension of People Risk
04 Case studies in People Risk
05 People Risk Management Framework
06 People Risk in the boardroom
07 The influence of organizational culture
08 Roles and responsibilities
09 Improving decision-making
10 Personal responsibility
11 Conclusion

Detailed TOC

Practical
Enterprise Risk
Management

This book

How to Optimize Business


Strategies Through Managed
Risk Taking

Introduces the concept of

Edition

Shows how to optimise your


business strategies through
managed risk taking

macro risk management versus


micro risk management, which
is widely practiced but not
covered by any other text

Provides a country by country

Date:

03/06/2014

Price:

34.99

ISBN
Paperback:

9780749470531

e-book:

9780749470548

Extent:

328 pages

Dimensions:

234 156mm

Subject:

Risk Management

analysis of compliance
requirements

Includes templates, examples

and models to help you


evaluate return on investment
(ROI) and measure
performance

Focuses on best practice in

brand resilience while


implementing an enterprise
risk management strategy

Description
Author Information
Liz Taylor is a highly regarded practitioner
in Enterprise Risk Management industries,
with 35 years experience. She was formerly
Chief Executive of ALARM (the Forum for
Risk Management in the Public Sector),
Senior Vice President for Marsh Europe and
winner of Europe-wide Risk Management of
the year. Currently running her own training
and consulting company, Liz Taylor Risk
Consulting, she is a Fellow of the Institute of
Risk Management as well as the Business
Continuity Institute.

Practical Enterprise Risk Management addresses the real need for organizations to take
more managed risks in order to maximize business strategies and achieve long term goals.
Based on ISO 31000 and applying current best practice, it provides templates and examples
that can be adapted for any industry. Breaking down the theory on enterprise risk
management, it helps you see risk as both an opportunity and a threat whilst giving you
guidance on how to implement it. It provides models for Risk Adjusted Return on Capital to
evaluate R.O.I and measure performance, advice on emergent risks, as well as best practice
and advice on risk communication, transparency and protecting the brand.
Including a comprehensive overview of risk management responsibilities for boards,
Practical Enterprise Risk Management lifts the lid on the whole process, helping you to
embed ERM into your organization, reach your goals and take more, and more effective,
managed risks.

Table of Contents
01 Introduction
02 About enterprise risk management
03 Risk as an opportunity/threat to
objectives and value drivers
04 Implementing an ERM programme
05 Risk attitude, risk propensity and risk
appetite
06 ERM culture, blame, boundaries and
elephants in the room
07 Embedding and integrating ERM
08 Maturity in enterprise risk management
09 Resilience and sustainable habits

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10 Learning and communication


11 Conformance, performance, roles,
responsibilities and regulations
12 Deliverables from quantitative ERM
approaches
13 Simple, elegant ERM tools for senior
management
14 ERM and performance management
synergies
15 The key strategic questions for senior
management and boards to ask
themselves

Detailed TOC

Social Media
Risk and
Governance

This book

Covers both outward-facing

social media as well as enterprise


social networks, ensuring that
business communications can be
conducted in a safe and
compliant manner

Managing Enterprise Risk


Edition

Balances the benefits of social

Date:

03/10/2015

Price:

29.99

ISBN
Paperback:

9780749474577

e-book:

9780749474584

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Risk Management

media use with the underlying


risks it presents, showing how
good governance can help to
navigate these challenges
successfully

Includes diagrams and practical


tips that can be incorporated
into a risk strategy to add value
immediately

Features chapter overviews,

lists, key terms, checklists and


chapter summaries to make
understanding key concepts and
implementing a strategy easy

Takes examples from BP,

MasterCard, Netflix, PwC,


Silk Road, UBS, Yelp and other
well-known businesses

Author Information

Description

Phil Mennie is PwCs global social media


risk and governance leader, helping clients
harness the power of social media. His
expertise stems from experience using web
technology to better manage financial and
operational data. He has led engagements
across a broad range of industries, including
banking and finance, where he steered the
development of a secure web-based
payment system and a large scale customerfacing web application to capture trade
data. Phil speaks at a range of social media
and data conferences across the UK and
Europe.

Few topics are as pressing to policy makers, business leaders and the risk management
community as the secure and compliant management of social media. Social Media Risk
and Governance is a practical guide to the components and considerations which make up
a good social media governance strategy, spanning both external communications channels
such as Facebook, Twitter and LinkedIn, as well as enterprise social networks within an
organization.
Written by social media risk and governance expert Phil Mennie, Social Media Risk and
Governance addresses the concepts professionals in information security, marketing,
compliance and risk management need to take into account in their daily practice, guiding
us through policy evaluation, planning on social media, information security and fraud
risks, how to respond to a crisis or to archive data and more. Featuring examples from
companies such as BP, MasterCard, Netflix, PwC, Silk Road UBS and Yelp, the book is
designed to promote cross-functional working between professional users of social media,
acknowledging the impact of these technologies across the business and the interaction of
the various stakeholders when planning new activities to effectively harness the power of
social media safely and successfully for their organization.

Table of Contents
01 Introduction
02 Risk
03 Strategy
04 Data privacy and control
05 Governance
06 Policy, training and awareness
07 Crisis Management
08 Security
09 Regulatory response
10 The future and its opportunities

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Detailed TOC

Emerging
Markets

This book

Demonstrates how companies

Strategies for Competing in


the Global Value Chain
Edition

can build their competitiveness


by understanding the global
value chain in which they
operate

Offers lessons for US, Japanese

Date:

03/11/2015

Price:

34.99

and European multinational


companies as well as emerging
market multinationals in how
to understand the new business
environment

Explains how to position your

ISBN
Paperback:

9780749474492

e-book:

9780749474508

Extent:

256 pages

Dimensions:

240 170mm

Subject:

International
Business

company to succeed in both


emerging markets and in
traditional markets, and to take
advantage of the benefits of both

Includes case studies from

renowned international companies


from both sides of emerging
markets and online resources
as teaching and lecturing aids

Author Information

Description

Professor Robert E. Grosse is Dean of the


School of Business Administration at
American University of Sharjah, and was
20122014 President of the Academy of
International Business. He has taught
international finance in the MBA
programmes at Thunderbird, the University
of Miami, the University of Michigan, the
Instituto de Empresa (Madrid, Spain), and
in many universities in Latin America,
and he lectures on executive education
programmes around the world. He was
founding Director of Standard Bank
Groups (South Africa) executive education
programme, the Global Leadership Centre,
offering leadership development training to
11,000 managers and executives. He is a
leading author on international business
topics, and his latest book, Can Latin
American Firms Compete? was published
by Oxford University Press in 2007.

The traditional dominance of international markets by companies from the US, Western
Europe and Japan can no longer be taken for granted. Emerging market economies, from
the powerhouse Chinese economy (set to pass the US in national income by 2020) to
dynamic players such as Mexico, South Africa and Indonesia, are rapidly changing the
competitive landscape. Companies who can successfully enter these emerging markets may
reap rewards and benefits from cost reductions and market opportunities. By understanding
their positioning in the global continuum of companies and customers the global value
chain businesses can build their strategies for better competition, more effective resource
allocation and cost reduction, and heightened awareness of risks and benefits.

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Packed with in-depth case studies of multinationals from both sides of emerging markets,
including Accenture, Walmart, Google, Nike, Novartis, PetroChina, Embraer, Tata Group and
FEMSA, Emerging Markets is essential reading for anyone wanting to understand the new
competitive landscape and how to maximise their business opportunities there.

Table of Contents
01 Introduction
02 Why emerging markets are the place to be
03 The time horizon
04 What is the challenge from emerging
markets?
05 Competing in emerging markets
06 Competitive strategies of firms in China:
MNEs, SOEs and private firms

07 Emerging market MNEs competing in


industrial countries and globally
08 Innovation is key
09 Large, small, family-owned and
state-owned companies from
emerging markets
10 Conclusions

Detailed TOC

International
Management

This book

Explorations Across Cultures

Provides a unique cross-

Edition

disciplinary approach to
international management
studies, relating to a general
theme of international
management and cultural
diversity

Date:

03/08/2012

Price:

39.99

ISBN
Paperback:

9780749465285

e-book:

9780749465292

Extent:

408 pages

Dimensions:

240 170mm

Subject:

International
Business

Includes a wealth of online

resources for lecturers,


including PowerPoint slides
and teaching notes to
accompany each chapter

Explains and identifies the

major management styles


that continue to characterise
people across regions, nations,
communities and organisations,
within groups and as
individuals

Author Information

Description

Elizabeth Christopher holds a PhD from


the University of New South Wales. She is
both an academic and consultant for
cross-cultural leadership and management
teaching and training. She is Senior
Associate of an international leadership
training consultancy in the USA,
Christopher, Smith and Associates; an
Honorary Associate of Macquarie University,
Sydney; and a consultant to Open
Universities Australia for online teaching
and learning. She presents papers at
international conferences, is a reviewer for
international journals and has published
widely in her field.

Winner of the Management and Leadership Textbook category at the CMI Management
Book of the Year Awards 2013/14, International Management explores management
opportunities in encounters across the world between national, organizational, political,
professional and social cultures. It is soundly based theoretically and supported with
real-life international examples from contemporary events and situations, exploring
contemporary and historical material to provide insights for todays managers who find
themselves dealing with diversity and difference.
From a historical perspective and a uniquely cross-disciplinary approach, Elizabeth
Christopher identifies the major leadership styles that continue to characterise people
across regions, nations, communities and organisations, within groups and as individuals.
International Management is a practical and comprehensive textbook for successful
negotiation in a world rich not only in cultural diversity but also in convergence. It also
covers the ethical, moral and environmental ramifications of business today and the
corporate leaders who are learning to manage their businesses across nations and
continents, not only profitably but in ways that contribute to societies overall through
economic, environmental and social action. International Management is an indispensable
guide for students and practitioners to key issues of cross-cultural management, suitable to
accompany online or private studies, or a teaching unit within professional and university
graduate studies of international management.

Table of Contents

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00 Introduction: The historical background to


international leadership

05 Negotiations and decisions: leadership and


motivation

Part 1 Exploring cultural differences


01 Industry: cultural differences in industry
leadership and the effects of mass media
reports
02 Patterns of employment: the roles of women
and minorities in international business
03 Management of public and private sector
involvement

Part 3 Exploring technology, learning, language


and culture
06 Technology, the internet and dealing with
change
07 Learning: action learning and learning
organizations
08 Language and culture: translations,
interpretations and world EngIishes

Part 2 Exploring international operations and


activities
04 International networks and alliances,
structures and controls, strategies for
sustainable business

Part 4 Exploring management ethics


09 The ethics of international business
10 Looking to the future

This book

Creating
Competitive
Advantage

Explains the benefits of

pioneering as a business
strategy: reading and
anticipating the market
direction and placing oneself
ahead of developments

How to be Strategically Ahead


in Changing Markets
Edition

Shows why pioneering

done correctly can be the


safe course: the least risky
strategy option and the one
that generates a higher return
on investment

Date:

03/02/2016

Price:

29.99

ISBN
Paperback:

9780749474393

e-book:

9780749474409

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Business Strategy

Gives the readers tools to

analyse their current position


and anticipate moves in
market flow.

Gives tools (downloadable and

within the book), practical


exercises and advice to support
decision-making at every stage.

Shares practical strategic

methods and approaches to


adding innovation and
achieving agility to secure
competitive advantage

Author Information

Description

Kevin Uphill has enjoyed a long and


successful career as an entrepreneur,
strategist and mergers and acquisitions
advisor. He is founder and Chairman of
Avondale Group (www.avondale.co.uk), a
leading International Mergers & Acquisitions
boutique founded in 1991. In addition to its
commercial business sales services, the
practice has a growing strategy and
mentoring division. Kevin is a respected
speaker and thought leader on business
strategy and journeys, mergers and
acquisitions. He is the author of How to
Buy and Sell a business for Wealth
(Falconbury, 2001) and of Navigating
The Rivers of Cash (Falconbury, 2015).

The economic environment is global, highly sophisticated and in continuous fast flux. The
challenge for business leaders, executives and strategists is to read and respond agilely to
trends and underlying movements to stay ahead of dynamic market flow and change.
Businesses that can successfully anticipate and respond to change are rewarded with
competitive advantage and increased return on investment. But how can this pioneering
strategy be achieved with least risk and most certainty?

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Creating Competitive Advantage sets out a compelling case for the business benefits of
better market anticipation, and provides tools and approaches to develop a pioneering
strategy that will deliver these. Through theory, case studies and practical exercises, the
book demonstrates that pioneering done in a managed way can actually be the safest
and best course to gain and maintain competitive advantage. With the right approach it can
be highly accessible for all business strategists and owners, rather than as today, the almost
exclusive reserve of a few brave and instinctive entrepreneurs.
With tools, assessments and models to get more value out of the business data you already
have and take your strategy to the next level through analytically-supported intuition,
Creating Competitive Advantage gives business leaders and strategists the toolkit to move
from a responsive mindset to an anticipatory one.

Detailed TOC

Bids, Tenders
and Proposals

This book

Explains how proposal writing

Winning Business Through


Best Practice
Edition

for bids and tenders works,


covering all aspects of tender
writing for public sector, private
sector and research funding

Advice on structuring a winning

Date:

03/10/2015

Price:

29.99

ISBN
Paperback:

9780749474843

e-book:

9780749474850

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Business Strategy

bid with expert guidance from


a specialist who has written
over 300 successful tenders
and proposals

Provides the reader with the


most up to date guidance
reflecting the new EU
regulations for bids, tenders
and proposals

This new edition will be

accompanied by downloadable
resources to support bid
writers, including templates
and pro formas

Author Information

Description

Harold Lewis is a writer, editor and


independent consultant with more than
30 years professional experience of working
with businesses of all kinds and with private
and public sector clients. He has written
over 300 successful bids and proposals,
including successful bids for contracts from
private and public sector organizations. His
responsibilities have included the role of
Senior Consultant, Terms of Reference
Expert and Proposal Evaluator on EC-funded
technical assistance programmes.

Bids Tenders and Proposals is a practical guide to winning contracts and funding through
competitive bids, proposals and tenders. Written in a clear, accessible style using examples
and checklists from real-life winning bids and tenders, this book explains how to create bids
that are outstanding in both technical quality and value for money. This fully updated fifth
edition extends the scope and content of the book, making it suitable for established
contractors as well as anyone who needs to put together a bid for business or funding.

He has participated as a member of


technical teams undertaking overseas
projects funded by international, regional
and bilateral development agencies,
including the World Bank, Asian
Development Bank, UNDP and DfID. He is
also the Institute of Directors specialist
advisor on competitive bidding and
tendering.

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This timely new edition covers the 2015 EU regulations for proposals, bids and tenders,
including the latest regulatory changes to ensure that the reader has the most current
guidelines. It also includes new content on bidding for contract opportunities in
international markets and information resources to support bids. Bids, Tenders and
Proposals provides fully up-to-date best practice and is essential reading for anyone
involved in tendering for new business.

Table of Contents
01 Bidding to succeed
02 Bidding for public sector contracts
03 Tendering for the private sector
04 Bidding for research funding
05 Tendering for international development
contracts
06 Pre-qualifying for tender opportunities
07 Deciding whether or not to bid
08 Analysing the tender documents
09 Managing the bid
10 Talking to the client
11 Bidding in partnership
12 Thinking the work through
13 Developing and writing the bid

14 Explaining approach and method


15 Focusing on contract management
16 Defining outcomes and deliverables
17 Communicating added value
18 Presenting CVs
19 Describing professional experience
20 Making good use of graphics
21 Stating your piece
22 Electronic and hard-copy submission
23 Understanding how clients evaluate
tenders
24 Presentations to clients
25 True stories

Detailed TOC

Understanding
Markets and
Strategy

This book

Explains how to develop your

strategy process based on your


analysis of markets and align
your marketing actions with
your companys strategy

How to Exploit Markets for


Sustainable Business Growth
Edition

Gives practical help to senior

Date:

03/08/2014

Price:

29.99

ISBN
Paperback:

9780749471521

e-book:

9780749471538

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Business Strategy

managers and those aspiring to


senior management positions
by clarifying expectations
around markets and investment

Provides practical options to

overcome internal barriers to


market entry

Illustrates how buyer

perceptions of your products or


services can be analysed and
addressed

Supported by practical,

tried-and-tested tools and


techniques

Author Information

Description

Malcolm Morley is a serving chief


executive and leader who has worked at
Board level in both the private and public
sectors. As a management consultant he
gained international experience developing
senior managers into leaders, developing
strategies in a diverse range of markets and
supporting strategic and organizational
change. As an academic specializing in
strategic management he lectures on MBA
courses, speaks at conferences and provides
masterclasses for senior managers. He has
maintained his academic interest and input
and is currently a Visiting Senior Fellow of
Suffolk Business School.

In order to expand your business in existing and into new and diverse markets, it is
vital that strategies and plans can be developed with realistic prospects of success.
Understanding Markets and Strategy explains the context, meaning and value of
markets. It shows you how to analyze them, develop appropriate strategies and respond
appropriately to changing competitive dynamics, ensuring that resources are used to create
the greatest chances of success. Debunking myths around how markets are defined, it
explores how to exploit the assets you currently possess and how to develop new assets
for the target market. It also explores the implications for the strategies, resources,
competencies and capabilities of expansion into international territories on your
organization. The author explains, with practical tools and techniques, how marketing needs
to be a product of, and consistent with, strategic competitive and corporate analysis.
Ideal for Directors and senior managers as well as strategic planners and marketing
managers, it provides you with everything you need to understand markets and to create a
strategic context for the development of credible and robust commercial strategies and
plans to exploit them.

Table of Contents
00 Introduction
01 So, what is a market?
02 What makes markets attractive?
03 Where do markets exist?
04 Have to buy or discretionary buy?
05 Products and services
06 Product and service benefits and price
07 Market segmentation
08 How to analyse markets
09 How to develop market scenarios
demand

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10 How to develop market scenarios


competition
11 Market scenarios future strategic
market issues
12 Putting the company and its competitors
in the context of the market
13 What is success?
14 What is strategy and why is the strategy
process important?
15 Competing in markets
16 Making strategic choices and corporate
strategy

Detailed TOC

Strategic
Procurement

This book

Organizing Suppliers and


Supply Chains for Competitive
Advantage
Edition

Explains the strategic value of


procurement and why
procurement is critical to
successful business

Explores the potential for

Date:

03/11/2014

Price:

29.99

ISBN
Paperback:

9780749472283

e-book:

9780749472290

Extent:

224 pages

Dimensions:

234 156mm

Subject:

Business Strategy

significant cost savings for


senior management, Finance
Directors, and CEOs through
maximising value from
suppliers and third-party spend

Includes examples and real-life


case studies from the authors
work in procurement for
leading organisations

Explores the why and what of


good procurement rather than
the how

Author Information

Description

Caroline Booth specializes in procurement


transformation helping organizations to
recognize and exploit the real value of third
party expenditure and suppliers expertise.
She has enjoyed an international career in
business and consultancy with Shell, Ernst &
Young, Lloyds Banking Group and more
recently, as Chief Procurement Officer for TD
Bank Group.

In todays challenging business environment a companys success is determined by its ability to


utilize all of the assets at its disposal. Yet two assets often neglected by the boardroom are the
amount it spends on goods and services and the expertise of the organisations key suppliers.
This highly accessible book will help you understand how to tap into these assets to secure
competitive advantage. With application to organisations in all industries across the world,
Strategic Procurement details why procurement is critical to successful business performance.
It explores the strategic value of procurement to business and the potential for significant cost
savings through maximising value from suppliers and third-party spend.
Since the 1st Edition of this book, a lot has changed in the world of strategic procurement. While
many developments have served to reinforce the business value of good procurement practices,
we have also become more acutely aware of the risks associated with poor procurement. On the
upside, we have seen an increasing role played by procurement in many recent mega-mergers.
On the downside, we only need to look at the supply continuity issues triggered by a string of
natural disasters; the reputational issues related to the supply chains of companies such as BP
and Apple; and the inadvertent role played by suppliers as the weakest link in cybercrime.
The 2nd Edition of Strategic Procurement has been thoroughly updated to reflect these
developments. There is a whole new chapter on the role of procurement in delivering successful
mergers and acquisitions as well as three new chapters exploring the mitigants to a variety of
supplier-related risks. In addition, there are expanded sections on corporate responsibility,
procurement proficiency, good procurement across the organisation, and new ways of supplier
collaboration.
The book includes updated real-life case studies taken directly from the authors work in
procurement for leading organisations.

Table of Contents

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01 No company is an island
02 Know what your customers value
03 Right first time
04 Know your core
05 Handling the complexity
06 Whats the issue? We can all do
procurement
07 Executive sponsorship and priorities
08 Strategy in context
09 Knowing what the business needs
10 Picking the right suppliers
11 Understanding your spend
12 The secrets of sourcing

13 Sharing the pain in hard times


14 Avoiding the perils of outsourcing
15 Corporate responsibility
16 Good procurement across the company
17 Becoming important to key suppliers
18 Supply continuity
19 Cyber crime and the weakest link
20 Reputational risk
21 Continuous improvement
22 Reducing total cost
23 Mergers and acquisitions
24 Keeping procurement on the agenda

Detailed TOC

Digital Wars
Apple, Google, Microsoft and
the Battle for the Internet

This book

Includes a new chapter on


Edition

Chinas dominance in the


smartphone industry, and
thoroughly updated throughout

Date:

03/05/2014

Price:

14.99

Written by the technology

editor at the Guardian who has


over 50,000 followers online

Apple, Google and Microsoft

ISBN
Paperback:

9780749472030

e-book:

9780749472047

Extent:

344 pages

Dimensions:

216 138mm

Subject:

Business Strategy

are part of peoples lives


around the world. This book
explains how they got to where
they are and what people can
expect from each in the future

Author Information

Description

Charles Arthur is technology editor at the


Guardian. An experienced journalist, he has
also worked at the Independent and New
Scientist all adding up to over 25 years in
technology and science journalism. He has
met all the senior figures in the technology
industry and has extensive experience of
reporting on the activities of Apple, Google
and Microsoft. He has interviewed Bill Gates
and Steve Jobs on numerous occasions.
Charles has a large following and regularly
speaks, writes and blogs on all topics
relating to technology.

The first time that Apple, Google and Microsoft found themselves sharing the same digital
space was 1998. They were radically different companies and they would subsequently fight
a series of pitched battles for control of different parts of the digital landscape. They could
not know of the battles to come. But they would be world-changing.
This new edition of Digital Wars looks at each of these battles in turn. Accessible and
comprehensive, it analyses the very different cultures of the three companies and assesses
exactly who are the victors on each front. Thoroughly updated to include information on
the latest developments and rising competitors Samsung, it also include a completely new
chapter on how China moved from being the assembly plant for music players and
smartphones, to becoming the worlds biggest smartphone business.

Table of Contents
00 Introduction
01 1998
02 Microsoft antitrust
03 Search: Google versus Microsoft
04 Digital music: Apple versus Microsoft
05 Smartphones
06 Tablets
07 China
08 2011

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Detailed TOC
This book

Masterminding
the Deal

Presents a tough-minded and

systematically analytical
examination of the criteria,
methods and causal factors
relating to acquisition success

Breakthroughs in M&A
Strategy and Analysis
Edition

In a world where most mergers

fail, this book helps acquiring


companies to significantly
improve their deal performance
results and will elevate any
readers M&A game

Date:

03/08/2013

Price:

49.99

ISBN
Paperback:

9780749469528

e-book:

9780749469535

Extent:

352 pages

Dimensions:

234 156mm

Subject:

Business Strategy

Provides practionable and

actionable frameworks for the


acquiring company chief
executive and his or her senior
team who are adamant about
ensuring that their next merger
is a success

Includes a chapter dedicated to


the emerging and developing
field of merger segmentation;
a giant step forward

A combination of practical

examples and academic


understanding makes this book
suitable for students and
executives at any role in the
decision-making chain

Author Information

Description

Peter Clark is a Lecturer (Senior Teaching


Fellow) at University College London, within
the Department of Management Science
and Innovation, where he teaches finance
at both undergraduate and postgraduate
levels. He is a leading author and
commentator in merger and IPO-related
finance field and has more than 20 years
experience in mergers and acquisitions,
involving more than US$3bn in transaction
values.

Following a quiet period in global M&A activity, a new boom seems to be underway, but in
an age where two-thirds of all merger deals can be said to fail (where deals fall short of the
minimum required financial returns to the acquiring company), how can future success be
guaranteed? And what can acquirers, and their shareholders and advisers, do to improve
the chances of success?

Roger Mills is Emeritus Professor of Finance


and Accounting at Henley Business School,
University of Reading, and, most recently,
was Professor of Fundamental Analysis and
Business Valuation at the VU University in
Amsterdam. He is a Fellow of the Chartered
Institute of Management Accountants, the
Institute of Chartered Secretaries and
Administrators, and the Association of
Corporate Treasurers.

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Masterminding the Deal looks at performance in two critical areas merger segmentation
(the identification of critical characteristics and attributes separating more successful
mergers from the rest) and category-specific synergy diagnosis (the differentiation of
synergy benefits expenses, revenues, tax to ensure maximum rewards). Through this
in-depth analysis, the book provides the managers and advisers of acquiring firms with
concise and actionable frameworks to improve and enhance merger performance.
Masterminding the Deal will help you to identify and apply the key components of
merger success.

Table of Contents
00 Introduction
01 The next merger boom is already here
02 Debunking the six merger fallacies that
destroy value
03 Criteria: First, get the merger valuation
methodology right
04 Merger segmentation comes of age
05 Mergers still fail, but does it matter?
06 The merger megabooms signature IPO:
Facebook
07 Towards systematic investigation and
implementation of post-merger
synergies
08 The seven keys to merger success

Detailed TOC

The PublicPrivate
Partnership
Handbook

This book

Enables managers in public and


private sector organizations to
exploit opportunities for
growth and synergy through
joint working

How to Maximize Value from


Joint Working
Edition

Supplements each topic with

focused practitioner tips and


practitioner questions,
challenging readers to put their
knowledge into practice

Date:

03/10/2015

Price:

29.99

ISBN
Paperback:

9780749474263

e-book:

9780749474270

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Public Sector
Management

Draws on real examples and

case studies of joint publicprivate sector working in


organizations such as the UK
Civil Service, Kier Group PLC,
Pfizer, BP, Rosneft, UK Civil
Service, Harlow Council,
National Institutes of Health
(NIH) and Hinchingbrooke
Hospital

Description
Author Information
Malcolm Morley is a serving chief
executive and leader who has worked at
Board level in both the private and public
sectors. As a management consultant he
gained international experience developing
senior managers into leaders, developing
strategies in a diverse range of markets and
supporting strategic and organizational
change. As an academic specializing in
strategic management he lectures on MBA
courses, speaks at conferences and provides
masterclasses for senior managers. He has
maintained his academic interest and input
and is currently a Visiting Senior Fellow of
Suffolk Business School.

In a world of increasingly complex and sophisticated market problems, the public sector
and the private sector need each other. Where traditional models of working together
cant capture this complexity, there is space for a new, dynamic approach. This approach
recognizes innovative models of working in partnership to suit different circumstances.
The Public-Private Partnership Handbook explores the full range of opportunities for
growth, success and benefits that can be achieved through smart joint working and
strategic partnerships.
Covering the full lifecycle of a public-private partnership, from initial planning to managed
exit and service continuity, The Public-Private Partnership Handbook gives managers and
decision-makers the tools and knowledge to forge powerful and mutually beneficial
partnerships between public and private sector entities. Key topics such as understanding
and aligning organizational values and cultures, dealing with joint intellectual property,
managing risk and sharing rewards, coping with asymmetry, managing performance, and
agreeing accountability processes are explored in depth with tools and techniques for
informed decision-making.

Table of Contents
01 The opportunities and challenges of
working together
02 What is joint working?
03 We all say partnership but do we mean
the same thing?
04 Selection criteria for joint working
05 The dynamics of working together
06 Organisational cultures and joint
working

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07 The strategy process and joint working


08 Understanding risk
09 Its all in the specification
10 Finance and returns
11 Joint working failure, resilience and
continuity
12 The Synergy Challenge
13 Appendix: Starting the Journey

Marketing,
Sales, Retail,
Branding &
Luxury

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Detailed TOC

Marketing
Communications

This book

Features more underpinning

theory to reflect the current


state of play for marketing
communications experts,
including mobile, marketing
automation, location based
marketing, social media
campaigns and audits, content
marketing, split testing, new
listening tools and analytics

Offline and Online Integration,


Engagement and Analytics

Edition

Date:

03/02/2016

Price:

39.99

ISBN
Paperback:

9780749473402

e-book:

9780749473419

Extent:

544 pages

Dimensions:

246 189mm

Subject:

Marketing
Communications

Updated case studies from

companies such as T-Mobile,


Spotify, Avon, British Airways and
Mercedes-Benz address concepts
incuding selling, advertising, PR,
sponsorship, sales promotions
(content marketing & CRM,
gamification), direct mail,
packaging and merchandising
and web sites

Addresses the latest integrated

offline and online with social


media approach, with a particular
emphasis on analytics,
engagement and integration

Author Information

Description

PR Smith is a marketing consultant,


bestselling business author and inspirational
speaker. Paul has helped hundreds of
businesses, from innovative start-ups to
established blue-chip companies, boost
their results with better marketing.

Marketing Communications provides a comprehensive overview of every aspect of


marketing communications, from social media, advertising, PR and sponsorship to direct
selling and merchandizing. It presents modern marketing communications theories and
tools in an accessible way so readers can fully understand the landscape and achieve better
results. With a plethora of case studies from companies such as T-Mobile, Spotify, Avon,
British Airways and Mercedes-Benz, as well as online support material for lecturers and
students, this essential textbook will guide students and practitioners through everything
they need to know about the changing face of marketing.

Ze Zook is an integrated marketing


author, lecturer, producer and consultant
specializing in helping the creative
industries fulfil both their missions and
business goals. He has worked with the
ballet, film and music industries and with
sponsors such as Sainsburys and The
Princes Trust.

This fully updated 6th edition of Marketing Communications features more of the
underpinning theory whilst building on its impressive reputation as a leading practical
textbook on the subject. Case studies and anecdotes focusing on recent digital
developments bring the latest marketing tools to life. With a particular emphasis on
analytics, engagement and integration, it addresses the integrated offline and online with
social media approach to reflect the current state of play for marketing communications
experts.

Table of Contents
Part 1 Communications Background and
Theories
01 New marketing communications
02 Branding
03 Customer relationship management
04 Customer psychology and buyer
behaviour
05 Customer communications theory
06 Marketing communications research
07 Media buying and planning
08 Marketing communications agencies
09 International marketing communications
10 The marketing communications plan

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11 The changing communications


environment
Part 2 Communications Tools
12 Selling, sales management and key
account management
13 Advertising online and offline
14 Publicity and public relations online
and offline
15 Sponsorship online and offline
16 Sales promotions online and offline
17 Direct mail online and offline
18 Exhibitions online and offline

Detailed TOC

Valuable Content
Marketing
How to Make Quality Content
Your Key to Success
Edition

This book

Shows how to create valuable,

Date:

03/07/2015

Price:

19.99

ISBN
Paperback:

9780749473273

e-book:

9780749473280

Extent:

328 pages

Dimensions:

234 156mm

Subject:

Marketing
Communications

targeted and discoverable


content, thereby turning
prospects into buyers and
buyers into long-term loyal
customers

Explains exactly what type of

content is needed to promote


a business

Teaches how to produce

valuable content in a clear


and compelling way

Author Information
Sonja Jefferson shows you what to write.
A content marketing consultant and trainer
with a background in professional sales,
she founded Valuable Content, which helps
business owners get their message across in
the right way. She reaches the heart of the
message, producing and sharing the right
type of information to help a business grow.
Sharon Tanton shows you how to write.
Creative Director at Valuable Content, she is
a copywriter with a background in crafting
stories. Working in radio, television,
magazine features and internal
communications, she helps companies
convey their message in a way that
audiences appreciate.

Description
From websites, white papers and blogs to tweets, newsletters and video, content is king in the
digital world, now more than ever before. Get it right and you have a huge opportunity to
connect with clients and customers in ways they appreciate and trust theyll be knocking at
your door wanting to do business with you. Valuable Content Marketing shows you how to
create and share the type of information that clients, customers and search engines really want
on your website, using social media and through more traditional methods. Whether youre
starting a business or aiming to grow, this book shows you how to get better results from your
marketing efforts.
Marketing with valuable content really works this book shows you how to grow your business
by raising awareness of your brand, turning prospects into buyers and buyers into long-term fans.
This fully revised second edition of Valuable Content Marketing is a clear, practical guide that
helps you make sense of marketing in the digital world and learn to enjoy the journey. It includes
new ideas and examples, step-by-step action lists, quick tips and goal-driven chapter summaries
to make understanding the key concepts easier than ever. Perfect for small-business owners and
sales, marketing and branding professionals as well as practitioners in publicity or corporate
communications, it provides inspiration from companies of all sizes that have got valuable
content marketing right, from small companies like software development from Desynit to
household names like HSBC.

Table of Contents
00 Introduction
Part 1 Why valuable content?
01 Buying has changed. Has your marketing
caught up?
02 What is valuable content and why does it win
you business?
03 Guiding principles for your valuable content

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Part 2 What valuable content?


04 Blogging
05 Social media
06 Email newsletters
07 Search engine optimization
08 Deeper written content, e-books, white
papers, SlideShares and published books

09 Video, audio, infographics and more


10 Widen your reach: PR, guest blogging,
events and paid advertising
Part 3 How to supercharge your business with
valuable content
11 Pulling together a valuable content strategy
12 Making your website valuable
13 How to write valuable content
14 How to sell with valuable content
15 Winning the challenge of constant content
generation
16 Troubleshooting Q&A: answers to the big
content questions
17 Conclusion and your new manifesto for
marketing people love

Detailed TOC

Persuasive
Copywriting
Using Psychology to Engage,
Influence and Sell

This book
Edition

Demonstrates how to write

Date:

03/03/2015

Price:

19.99

enjoyable, compelling copy


which stands out in todays
cluttered marketplace

Demystifies advanced

copywriting skills with


examples, exercises and tips

ISBN
Paperback:

9780749473990

e-book:

9780749474003

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Marketing
Communications

Helps copywriters hone their


skills with easy-to-use tools
included in the book

Author Information

Description

Andy Maslen is Managing Director of


Sunfish, a writing agency specialising in
corporate communications and digital
content. A lifetime Fellow of the Institute of
Direct Marketing, Andy has worked with The
NHS, The Prudential, The Economist, Emap,
the DTI, BBC Worldwide, Hamleys, The
London Stock Exchange, The British
Standards Institution, the RSPB, Time Out,
The New York Times Company and
PricewaterhouseCoopers. He writes and
speaks regularly on copywriting and is a
best-selling author.

We ordered coffee, cut open a human brain and discovered the secret of persuasive copywriting.
A chance encounter with a neuroscientist showed Andy Maslen that his belief in the power of emotion was founded
on hard science. Over coffee, the two discussed brain anatomy and the reason-defying power of human emotions.
Andys subsequent research led him to realise that how people think and feel havent changed since the time of
cavemen. We make decisions on emotional grounds and rationalise them later.
Persuasive Copywriting takes you deep inside customers brains. Youll learn the relationship between selling and
storytelling. And the market-tested techniques that get people to engage with, and be persuaded by, your copy.
Use it to modify peoples behaviour by tapping into their deepest psychological drives.
Gain copywriting confidence
This course-in-a-book explains the neuroscience behind our appetite for stories. It demystifies advanced copywriting
skills with examples, exercises and tips. And it helps you hone your skills with easy-to-use tools included in the book,
and online...
13 real-world case studies
25 psychological copywriting techniques
75 practical exercises
125 words and phrases that trigger emotions
125-question copywriting quiz
All help you improve your copywriting skills and perfect the emotion-driven sale.
Who should buy Persuasive Copywriting?
Junior copywriters can use it to catch up with their more experienced peers.
Senior copywriters can use it to stay ahead of the game.
Now you can employ this powerful psychological approach.
This enjoyable book helps you find the right tone of voice, avoid common copywriting traps and tap into customers
deepest drives. Youll find yourself writing enjoyable, compelling copy that stands out in todays cluttered marketplace.
Andy has achieved amazing results for his clients by focusing on stories and their deep connection to customers
needs and wants. With this book by your side, you can too.

Table of Contents

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00 Introduction: how to write like an angel and sell like


a demon

07 Yes! I want your tips on the best way to ask for


the order

Part 1 Emotion matters more than reason: tapping into


your customers deepest drives
01 Harnessing the power of emotional copywriting to
persuade your prospects
02 Three big ideas you should use before benefits
03 A powerful process for developing customer
empathy
04 Flattery will get you everywhere
05 The Ancient Greek secret of emotionally engaging copy
06 Copywriting and connecting on social media

Part 2 The pleasure principle: making your writing


more enjoyable and compelling
08 Five pleasure-inducing techniques for copywriters
09 How to engage your imagination and free your
creativity
10 Finding your voice (and that of others)
11 The definitive way to judge when grammar matters
in copywriting
12 An age-old method of injecting life into your
sales pitch

Detailed TOC

Understanding
Digital Marketing
Marketing Strategies for
Engaging the Digital
Generation
Edition

This book

Explains how to choose

Date:

03/06/2014

Price:

19.99

ISBN
Paperback:

9780749471026

e-book:

9780749471033

Extent:

432 pages

Dimensions:

234 156mm

Subject:

Digital Marketing

appropriate online marketing


channels to get products and
services to market

Provides tips on how to connect


with customers and give them
the engagement and
interaction they want

Looks to the future and the

trends which are shaping those


opportunities

Author Information

Description

Damian Ryan is founder and chairman of


The Global Academy of Digital Marketing,
a collaborative movement comprised of
digital marketers seeking knowledge, case
studies, contacts and credible data to help
them prosper. He is also a partner with
Mediaventura, the UKs leading corporate
finance firm for the TIME (Technology,
Internet, Media and Entertainment) sector.
He is the author of Understanding Digital
Marketing and The Best Digital Marketing
Campaigns in the World and is the editor
of Understanding Social Media.

The world of digital media is changing at a phenomenal pace. Constantly evolving


technologies are transforming not just how we access our information but how we interact
and communicate with one another on a global scale. Understanding Digital Marketing is a
practical, no-nonsense guide to web marketing, the rules of new media and researching the
new generation of digital consumers. Clear, informative and entertaining, it covers key
topics such as search marketing, social media, Google, mobile marketing, affiliate
marketing, email marketing, performance marketing, customer engagement and digital
marketing strategies.
One of the best-selling books in the industry, this third edition of Understanding Digital
Marketing has been thoroughly revised with more information on core areas such as
search, analytics, online PR and content marketing. Complete with in-depth insider accounts
of digital marketing successes from brands including Harley-Davidson, Help for Heroes,
MercadoLibre and the UEFA Europa League, it remains one of the most comprehensive yet
easy-to-read books on digital marketing available (The Marketer) and is therefore essential
reading for both practitioners and students alike.

Table of Contents
01 So... you want to go digital???
02 @first... think!
03 Then build your channel
04 Is it working?
05 Are customers finding you?
06 Understanding social media
07 Understanding e-mail marketing
08 Understanding mobile marketing
09 Understanding performance marketing
10 Understanding online public relations
11 Understanding content marketing
12 Convincing your boss to invest in digital marketing
13 Whats next?

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Detailed TOC

The Best Digital


Marketing
Campaigns in
the World II
Edition

This book

Provides inspiration on whats


working in the digital space

Date:

03/03/2014

Price:

19.99

ISBN
Paperback:

9780749469689

e-book:

9780749469696

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Digital Marketing

Includes practical tips to enable


marketers to replicate the
successes

Guides practitioners in

mastering the art of customer


engagement in their own
endeavours

Author Information

Description

Damian Ryan is founder and chairman of


The Global Academy of Digital Marketing,
a collaborative movement comprised of
digital marketers seeking knowledge, case
studies, contacts and credible data to help
them prosper. He is also a partner with
Mediaventura, the UKs leading corporate
finance firm for the TIME (Technology,
Internet, Media and Entertainment) sector.
He is the author of Understanding Digital
Marketing and The Best Digital Marketing
Campaigns in the World and is the editor of
Understanding Social Media.

In the second volume of The Best Digital Marketing Campaigns in the World, best-selling
author Damian Ryan presents an international showcase of the most successful digital marketing
campaigns in recent history, analysing what they did right and their impact. This privileged
insight into some of the freshest, most creative thinking in the industry covers 40 new campaigns
from 40 different agencies/brands around the world, 16 in the UK, 5 in the US/Canada, and the
rest from Europe, Australia, the Middle East and North Africa, South Africa and South America.
Full of behind-the-scenes insights into campaign strategy, implementation and results,
The Best Digital Marketing Campaigns in the World II explores how businesses and agencies,
large and small, have harnessed social media, blogs, video, email, mobile and search to boost
their brand and attract customers. Covering a wide range of world-class, award-winning
campaigns from brands such as Activia, Red Bull, Heinz, Harley Davidson, O2, Peugeot, Nike,
Samsung, and UEFA, and agencies including Tribal DDB, Scholz and Volkmer, Red Bee, Bell
Pottinger Wired, We Are Social and Symbio Digital, this is an inspirational must-read for everyone
working in marketing and advertising.

Table of Contents

118

Part 1 Digital marketing is dead no its alive no its


all integrated now... eh?
01 Case study 1 Volkswagen BlueMotion Roulette
02 Case study 2 How Social Saved Water
03 Case study 3 Oxford and Cambridge Boat Race
04 Case study 4 Faktum Hotels
05 Case study 5 JetBlue Getaways
06 Case study 6 Heinz Beanz for Grown Upz
07 Case study 7 Harley-Davidsons Open Road Festival
08 Case study 8 McDonalds. Our Food. Your Questions
09 Case study 9 Heathrow Boutique
10 Case study 10 Activia
11 Case study 11 Deutsche Telekom
12 Case study 12 Nike 10k Run
13 Case study 13 Red Bull Stratos
14 Case study 14 Chickasaw Country
15 Case study 15 Barclaycard Toys Unleashed
16 Case study 16 Avaya
17 Case study 17 Bodyform
18 Case study 18 Koozai
19 Case study 19 KWV 3 Brandy
20 Case study 20 Britains Best Office Dog

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21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40

Case study 21 Ikea: Moving the Store


Case study 22 Green for Go!
Case study 23 The Tweet Shop
Case study 24 O2 Rugby
Case study 25 Samsung Facebook Activation
Case study 26 Lufthansa Boeing 747-8
Case study 27 Fortnum & Mason
Case study 28 Louisville Slugger
Case study 29 Screwfix
Case study 30 Polowers
Case study 31 Peugeot: Let Your Body Drive
Case study 32 Hobart: Get Back to Scratch
Case study 33 Freshersfields.com
Case study 34 Naturevalleytrailview.com
Case study 35 The Walking Dead Kill Count
Case study 36 8a Store
Case study 37 UEFA Europa League
Case study 38 Digicel
Case study 39 Axe Wingman
Case study 40 BBC Africa

Part 2 Whats next?

Detailed TOC

Digital
Marketing
Strategy

This book

Shows how to integrate digital

A Practical Approach to
Integrated Online Marketing
Edition

marketing techniques into an


overall coherent business
strategy with practical
templates and tips

Includes real-world case studies

Date:

03/02/2016

Price:

29.99

ISBN
Paperback:

9780749474706

e-book:

9780749474713

Extent:

296 pages

Dimensions:

234 156mm

Subject:

Digital Marketing

including Hertz, Adidas,


Google, Amazon, Bitcoin and
many more so you can view
best-practice examples and
improve your own digital
marketing strategy

Explores different planning

frameworks including visionbased and real-time models so


you can build the strategy and
employ techniques that best fit
your business needs

Author Information

Description

Simon Kingsnorth is a senior digital leader


and strategist with a core skillset in digital
marketing, digital transformation and user
experience. His specialities include paid
search, SEO, social media, affiliate and email
marketing, as well as website design and
development, acquisition, CRM, analytics,
targeting and personalization.

In an over-saturated digital world in which customers are bombarded with marketing


messages, the key question for marketers has become how to get their brands voice heard
above the noise. It is no longer enough to merely utilize digital media: marketers must align
their activity with a powerful business strategy.
Digital Marketing Strategy unites digital marketing techniques with business strategy and
established marketing models such as the 7 Ps, Porters Five Forces, Segmentation
Targeting and Positioning, Customer Lifetime Value and Brand Position Mapping
demonstrating how to formulate the very best strategy for your business. Rather than
presenting a one size fits all model, the book brings various strategies to life through the
use of best practice case studies. With step-by-step processes, illustrations, charts, checklists
and summaries, this clear guide is essential for anyone who needs to learn the strategic
aspects of digital marketing.
From social media to e-marketing and websites, the modern marketer needs to learn how
to employ strategic thinking alongside the use of digital media to deliver measurable and
accountable business success. Digital Marketing Strategy covers the essential elements of
achieving exactly this: planning, aligning with a business strategy, online PR, CRM, user
experience, personalization, content strategy, measurement and analysis and even how to
present your strategy to successfully win board support and funding.

Table of Contents
01 What is Digital Marketing?
02 Aligning with your Business Strategy
03 Barriers and considerations
04 Planning
05 Acquisition
06 Retention and CRM
07 User experience

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08 Customer service
09 True personalization
10 Content strategy
11 Tracking, measurement and analysis
12 The future of digital
13 Presenting your structure

Detailed TOC

Leading Digital
Strategy
Driving Business Growth
Through Effective E-commerce
Edition

This book

Provides practical tools and

models to support a customercentric digital strategy

Explains how to gather and use

Date:

03/03/2015

Price:

19.99

ISBN
Paperback:

9780749473099

e-book:

9780749473105

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Digital Marketing

real data in real time to inform


strategy and improve
performance

Shows how to successfully

build a multichannel mindset


through interviews with
e-commerce pioneers from O2,
Barclays, Sky and Fitness First,
and a case study of the Open
University

Author Information

Description

Professor Christopher Bones is an


established thought leader in people,
organization strategy and change and a
widely acclaimed, award-winning author.
He has over 30 years experience in senior
leadership positions, working with
companies such as Diageo, Cadbury
Schweppes and Shell. Appointed the first
non-academic Principal of Henley Business
School in 2004, he is now Dean Emeritus at
Henley and Professor of Creativity and
Leadership at Manchester Business School.

For a business to thrive competitively in todays marketplace, it needs to have an effective


e-commerce channel. Getting it right opens up new markets and opportunities; getting it
wrong leads to declining revenues and profitability. To ensure effectiveness, business
leaders and decision-makers must understand how e-commerce channels work to make
the best strategic choices for their business. Drawing on experience in consulting to large
complex organisations and ground-breaking primary research with senior executives from
leading corporations, Leading Digital Strategy creates a convincing case for action and
offers practical strategies, methodologies and models to improve the effectiveness of a
companys online offering. It explores how to align organizational structure with wider
goals and implement a customer-centric culture. With coverage of the key digital trends,
tools and technologies affecting business today, it provides a practical framework for
multi-channel success.

James Hammersley founded Good Growth


with Christopher Bones, an innovative
digital change consultancy, whose clients
have included Bupa, The Open University,
Barclays Connector and O2 among others.
Having worked on introducing digital
performance to large organizations as a
sales specialist he has witnessed first-hand
the potential of digital to transform how we
listen to and respond to customers.

This book challenges leaders to become as fluent and creative in digital as they are in
finance, sales and marketing, and equips them to choose the right strategy and the right
people to make it happen. With strategies for improved operational performance and
enhanced engagement from senior management, Leading Digital Strategy gives readers
the power to drive forward effective digital initiatives and realize rewarding opportunities
for change.

Table of Contents
00 Introduction
01 21st-century markets
02 Identifying the e-commerce opportunity
03 Putting customers first
04 The new marketing model
05 The business of e-commerce
06 The growth organization
07 Leadership in change
08 Digital leadership in practice
09 The e-commerce leadership model

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Customer-Centric
Marketing
Supporting Sustainability in the
Digital Age

This book

Aids decision making and


Edition

implementation in the digital


marketing and sustainable
development arenas

Date:

03/02/2015

Price:

19.99

ISBN
Paperback:

9780749472092

e-book:

9780749472108

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Digital Marketing

Helps marketers attract and

retain customers by illustrating


how new technologies can be
harnessed to promote growth
and customer satisfaction

Strengthens the competitive

advantage of organizations
by suggesting solutions to
problems facing practitioners

Author Information

Description

Neil Richardson is a Senior Marketing


Lecturer at Leeds Beckett University and a
Chartered Institute of Marketing Course
Leader. He has over 20 years of experience
in sales management, marketing and
customer service in the B2B sector.

Two of the major parallel challenges facing businesses today are how to adapt to the
changes of fast-paced, fragmenting markets and how to grow a business whilst engaging in
recognisably sustainable practices. It is not enough to just be sustainable, it is about
communicating it and getting the customer involved in the message. Customer-Centric
Marketing shows readers how sustainable development practices and digital marketing
techniques work naturally together to add value, leading to improved customer satisfaction,
better professional relationships and increased effectiveness.

Neil Kelley is a Senior Examiner for the


Chartered Institute of Marketing (CAM
Marketing and Consumer Behaviour)
and Senior Lecturer for Marketing at
Leeds Beckett University. He was previously
Senior Territory Manager for Electronic
Arts, contributing to the marketing and
promotion of products such as The Sims
and a variety of EA Sports titles.
Jon James is a Senior Lecturer in
Marketing at Leeds Beckett (formerly Leeds
Metropolitan) University. Jon has provided
strategic business & marketing consultancy
to organisations in both the public and
private sectors. His research interests
include global & international marketing,
marketing management and SME
development.

Ideal for senior marketing professionals and students on digital marketing or marketing
strategy modules who wish to utilise the benefits of sustainable development and forms of
digital marketing, this accessible and straight to-the-point book uses case studies to show
how the marketing theories and tools work in actual business scenarios. Customer-Centric
Marketing covers contemporary issues such as the increasing use of mobile, QR codes and
social network sites for consumers interested in ethical, environmental and sustainable
marketing.

Table of Contents
Part 1 Changing landscapes
01 Developments in society
02 Why do companies fail?
03 Orientations
04 Marketing and sustainability: Separating
facts from fiction
Part 2 Knowing your own company
05 Digital marketing and research
06 Systems and customer-centricity
Part 3 Building relationships
07 How stakeholders make buying decisions
08 Users and/or customers?
09 The sustainable customer
10 Acquiring, retaining and satisfying
customers
11 Communities and networks

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Part 4 Marketing planning


12 Goal setting: Mission (or vision) statement,
corporate objectives and gap analysis
13 Situation review: The internal (micro) and
external (macro) environments
14 Marketing objectives, strategy formulation
and tactical implementation
15 Resource allocation: Monitoring, evaluation
and control
16 Barriers to adopting sustainable marketing
planning: And how to overcome them
Part 5 The marketing mix
17 Communications
18 Convenience for customers
19 Customer benefits
20 Cost or sacrifice
21 Services and sustainability
Part 6 What does the future hold?
22 What does the future hold?

Detailed TOC

Mobile Marketing
How Mobile Technology is
Revolutionizing Marketing,
Communications and
Advertising
Edition

This book

Shows how to approach mobile

marketing in a planned and


co-ordinated way

Date:

03/11/2013

Price:

19.99

ISBN
Paperback:

9780749469382

e-book:

9780749469399

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Digital Marketing

Brings together all aspects of

mobile marketing, including


augmented reality, to paint a
full picture of the capabilities,
limitations and opportunities
mobile marketing provides

Offers a plethora practical

advice, particularly around


social media

Author Information

Description

Daniel Rowles has worked in digital


marketing for almost 15 years on both the
client and agency sides. He is a Course
Director for the Chartered Institute of
Marketing, trains on behalf of Econsultancy
and Utalk Marketing and has been a judge
for the CIM Marketing Excellence Awards
since 2010. He is also the co-host of the
popular Digital Marketing Podcast. His
company TargetInternet.com has helped
clients of all types to use digital marketing
more effectively, including the BBC,
Vodafone, Mastercard, Aviva and Warner
Brothers.

Mobile Marketing provides an in-depth hardware and software review of mobile technology
including mobile platforms, app development, social media and location-based services
and information on how to exploit the software to boost marketing, communications and
advertising strategies. It explains the dynamics between the key players and how these
forces are shaping future developments in terms of service provision, media integration
and content strategy.
Supported by in-depth case studies such as Sony, LOreal and Ernst & Young which illustrate
the potential pitfalls and rewards of mobile marketing initiatives, Mobile Marketing shows
how our new mobile lifestyle can be a rewarding environment for those businesses willing
to embrace new technology and, with imagination and creativity, develop mobile marketing
strategies that can win customers, boost brand awareness, raise profile and increase profits.

Table of Contents
00 Introduction
Part 1 Mobile marketing in perspective
01 Introduction
02 Understanding the mobile consumer
03 Technology change and adoption
04 Disruption and integration
05 Devices, platforms and technology:
why it doesnt matter
06 Mobile statistics summary
07 The future of mobile marketing
Part 2 The tactical toolkit
08 Introduction
09 Mobile sites and responsive design
10 How to build an app

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11 Social media and mobile


12 Mobile search
13 Mobile advertising
14 Augmented reality (AR) and real-world
integration
15 Quick Response (QR) codes
16 Near field communication (NFC)
17 Short messaging service (SMS)
18 Mobile analytics
Part 3 Mobile marketing checklists
19 Introduction
20 Checklists
21 Conclusions

Detailed TOC

Understanding
Social Media

This book

How to Create a Plan for Your


Business that Works
Edition

Covers topics such as how to

develop a strategy and


programme, budget for
activities, set KPIs, determine
ROI, create a dashboard and
build a team

Date:

03/04/2015

Price:

19.99

ISBN
Paperback:

9780749473563

e-book:

9780749473570

Extent:

304 pages

Dimensions:

234 156mm

Subject:

Social Media
Marketing

Addresses the relationship

between search and social,


analytics, customer experience
and risk assessment and
management in social media

Helps readers gauge their own


social media score with crib
notes and practical exercises

Serves as both a reference

guide for practitioners and


study guide for marketing
students

Author Information

Description

Damian Ryan is founder and chairman of


The Global Academy of Digital Marketing, a
collaborative movement comprised of
digital marketers seeking knowledge, case
studies, contacts and credible data to help
them prosper. He is also a partner with
Mediaventura, the UKs leading corporate
finance firm for the TIME (Technology,
Internet, Media and Entertainment) sector.
He is the author of Understanding Digital
Marketing and The Best Digital Marketing
Campaigns in the World and is the editor of
Understanding Social Media.

Understanding Social Media is the essential guide to social media for students and
professionals alike. Drawing on the experience, advice and tips from dozens of digital
marketers and social media superstars, it is an extensive crowd-sourced guide to social
media platforms.
Illustrated throughout with case studies from both successful and failed campaigns,
Understanding Social Media democratizes knowledge of social media and promotes best
practice, answering questions such as How do you create a compelling social media
campaign?, How do you build and engage with an audience? and Where is the line
between online PR and social media drawn? It is the most comprehensive and practical
reference guide to social media available.

Table of Contents
01 Getting started how to create a
compelling social media programme
02 Rules governing the relationship
between search and social
03 How to budget for social media
activities
04 Setting KPIs and measuring success
05 Understanding social media ROI
what matters and what doesnt

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06 Why social media is central to customer


experience
07 How to build a social media team
how to pick the right suppliers
08 Understanding the relationship between
online PR and social media
09 The future for social media and the
vastly changing landscape
10 Risk assessment and risk management
in social media

Detailed TOC

Paid Attention
Innovative Advertising for a
Digital World

This book

Discusses the shifts due to


Edition

rapid changes in
communication technologies
and proposes new commercial
advertising models

Date:

03/04/2015

Price:

19.99

ISBN
Paperback:

9780749473600

e-book:

9780749473617

Extent:

216 pages

Dimensions:

234 156mm

Subject:

Advertising &
Promotion

Provides tools for working in

the new media environment,


with handy tips and case
studies throughout

Helps readers generate new

ideas and package them using a


creativity toolkit in Chapter 8
inspired by the authors own
practice

Author Information

Description

Faris Yakob is the founder of Genius Steals


LLC, an ideas and innovation consultancy.
Previously he was Chief Innovation Officer
at MDC Partners and Executive Vice
President, Chief Technology Strategist at
McCann Erickson. He regularly writes about
brands, media, communications and
technology in publications such as the
Financial Times, Forbes, Advertising Age
and Media Week. He is a frequent speaker
at international conferences and lectures at
MIT and USC. He is also a contributor to
What is a 21st Century Brand?, also published
by Kogan Page.

As ever, the onus is on brands to find compelling ways to earn the attention of the
consumer. Yet content scarcity has given way to overload, fixed channels have dissolved into
fluid networks, and audiences have become participants in consumer-driven conversations.
This shift requires a new course of action for brands; it demands new marketing imperatives.
Paid Attention is a guide to modern advertising ideas: what they are, why they are evolving
and how to have them. Spanning communication theory, neuroscience, creativity and
innovation, media history, branding and emerging technologies, it explores the strategic
creation process and how to package ideas to attract the most attention in the advertising
industry.
Packed with real-world examples of advertising campaigns for companies including Sony,
Red Bull, HP and many more, Paid Attention provides a robust model for influencing human
behaviour. Referencing a wide body of theory and praxis, from behavioural economics and
sociology to technology and even science fiction, Faris Yakob maps advertising onto a wider
analysis of culture. Containing practical advertising and branding templates, including a new
advertising planning toolkit, it is ideal for students and practitioners looking to get noticed
in todays cluttered marketplace.

Table of Contents
Part 1 Paid attention
00 Introduction: Paid attention how much
is it worth?
01 Logocentrism: Whats in a name?
Part 2 Attention deficit disorders
02 Uncovering hidden persuaders: Why all
market research is wrong
03 Advertising works in mysterious ways:
Modern theories of communication
04 Is all advertising spam? Communication
planning in an on-demand world
05 The spaces between: The vanishing
difference between content, media and
advertising

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Part 3 Attention arts and sciences


06 Do things, tell people: How to behave
in a world of infinite content
07 Recombinant culture: Talent imitates,
genius steals
08 Combination tools: How to have ideas:
a genius steals process
09 Advertising for advertising: Is the
industry paying attention?
10 Integrative strategy and social brands:
Be nice or leave!
11 Prospection: Planning for the future
we want

Detailed TOC

The New
Strategic Brand
Management
This book

Advanced Insights and


Strategic Thinking
Edition

Reveals and explains the latest


branding techniques used by
companies worldwide

Includes expert advice on best

Date:

03/01/2012

Price:

39.99

ISBN
Paperback:

9780749465155

e-book:

9780749465162

Extent:

512 pages

Dimensions:

246 189mm

Subject:

Branding

practice for adding culture and


content into brands

Includes new information to

enable students and


practitioners to stay up to date
with targeting, adding recent
research and market knowledge
to the discipline

A section on brand valuation

illuminates the complex


strategies behind how brands
are ranked in the media

Author Information

Description

Jean-Nol Kapferer is one of worlds


foremost thought leaders on luxury and
its brands. An active researcher, he is an
HEC Paris graduate and holds a PhD from
Northwestern Universitys Kellogg Business
School (USA). Kapferer is author of Kapferer
on Luxury and co-author of The Luxury
Strategy: Break the Rules of Marketing to
Build Luxury Brands (both published by
Kogan Page) and has written many seminal
articles. He is a sought after speaker, leading
seminars on luxury all around the world at
institutions such as HEC Paris, Tsing Hua
University Beijing, Seoul Luxury Business
Institute and LBI Shanghai. He is also
Advisor to the President of Inseec
Business School (Paris).

Adopted internationally by business schools, MBA programmes and marketing practitioners


alike, The New Strategic Brand Management is simply the reference source for senior
strategists, positioning professionals and postgraduate students. Over the years it has not
only established a reputation as one of the leading works on brand strategy, but has also
become synonymous with the topic itself. Jean-Nol Kapferer covers all the leading issues
faced by the brand strategist today, supported by an array of international case studies.
With both gravitas and intelligent insight, it reveals new thinking on topics such as putting
culture and content into brands, the impact of private labels, the new dynamics of targeting
and the comeback of local brands.
This updated fifth edition of The New Strategic Brand Management builds on its impressive
reputation by including new information to enable students and practitioners to stay up to
date with targeting, adding recent research and market knowledge to the discipline. With
dedicated sections for specific types of brands (luxury, corporate and retail), international
examples and case studies from companies such as Audi, Nivea, Toyota and Absolut Vodka,
plus, among other things, models and frameworks such as the Brand Identity Prism, it
remains at the forefront of strategic brand thinking.

Table of Contents
00 Introduction: Building the brand
when the clients are empowered
Part 1 Why is branding so strategic?
01 Brand equity in question
02 Strategic implications of branding
03 Brand and business models
04 Brand diversity: how specific are
different sectors?
05 Managing retail brands
Part 2 The challenges of modern markets
06 The new brand management
07 Brand identity and positioning

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Part 3 Creating and sustaining brand equity


08 Launching the brand
09 Growing the brand
10 Sustaining a brand long term
11 Brand and products: identity and change
12 Growth through brand extensions
13 Brand architecture
14 Multi-brand portfolios
15 Handling name changes and brand
transfers
16 Brand turnaround and rejuvenation
17 Managing global brands
Part 4 Brand valuation
18 Financial valuation and accounting
for brands

Detailed TOC

Brand
Psychology
Consumer Perceptions,
Corporate Reputations

This book

Combines practical how to


Edition

advice in areas such as media


relationships, crisis
management and more with an
exploration of reputation
psychology and consumer
motivation

Date:

03/03/2015

Price:

24.99

ISBN
Paperback:

9780749471736

e-book:

9780749471743

Extent:

440 pages

Dimensions:

234 156mm

Subject:

Branding

Provides tools and techniques

to internally and externally deal


with a crisis situation that
affects a brands reputation

Presents a robust vision for


modern brand reputation
strategy

Author Information

Description

Jonathan Gabay is a creative strategist,


educator and writer. His career spans three
decades, during which time he has held
several major advertising and marketing
roles, including that of Group Creative Head
at Saatchi and Saatchi Direct. He has worked
with some of the most respected names in
the world of creative advertising, marketing,
PR, the media and education. Jonathans
books are featured throughout academia
and his business insights are regularly
sought by news media including CNN, ABC,
BBC and Bloomberg.

Why do we trust some brands more than others? How important is integrity for a brands
survival? How can brand confidence be rebuilt during a crisis? Using both new and classic
insights from social psychology, cognitive psychology and neuroscience, Brand Psychology
reveals the hidden processes behind why certain brands command our loyalty, trust and
most importantly disposable income. Reputation management authority Jonathan Gabay
takes readers on a tour of the corporate, political, and personal brands whose
understanding of consumer psychology has either built or broken them.
Suitable for marketing, branding and PR professionals, reputation management specialists
and students, Brand Psychology takes examples from e-cigarette legislation, the iPhone 5Ss
fingerprint ID technology, Barclays branded bikes and the London 2012 Olympics, Miley
Cyrus and the UK National Health Services big data to reveal how to build a meaningful
brand that resonates with the public.

Table of Contents
00 Introduction
01 Believing is not seeing. Seeing is
believing
02 Lies, excuses and further justifications
for inconvenient truths
03 Brains, brands, bytes, Bolshevik brawls
and teenage tantrums
04 Cloud-high reputations, big media
personalities and bigger data
05 Smoke and mirroring
06 Rings of confidence
07 Egg whites, whitewash and
snowflakes
08 Flattered trusted minds and fluttery
trusting hearts
09 Under the influence

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10 From addictive self-interests to


interesting selves
11 Brand me
12 Maslow: misunderstood?
13 The church of brand ideology. Open for
redemption 24/7
14 In the spotlight
15 Can we still be friends?
16 IDs and CEGOs
17 You dont have to be mad to work here:
brand leadership and psychosis
18 Big boys dont cry
19 The authentic employer brand
20 Brand stories: tell dont yell
21 Rhetoric, rules, reasoning
22 The final question first

Detailed TOC

Digital Branding
A Complete Step-by-Step
Guide to Strategy, Tactics and
Measurement

Edition

This book

Guides readers through how to


plan, analyse, optimise and
above all measure brand
campaigns, so they can look at
the true ROI of their digital
efforts and understand how
they impact brand

Date:

03/04/2014

Price:

24.99

ISBN
Paperback:

9780749469955

e-book:

9780749469962

Extent:

232 pages

Dimensions:

234 156mm

Subject:

Branding

Demonstrates simple ways top

brands such as Sony, NHS and


Vodaphone use digital branding
to succeed in todays digital
world

Written by Daniel Rowles, the

voice of the Digital Marketing


Podcast one of iTunes top 10
business podcasts

Author Information

Description

Daniel Rowles has worked in digital


marketing for almost 15 years on both the
client and agency sides. He is a Course
Director for the CIM, trains on behalf of
Econsultancy and Utalk Marketing, and
has been a judge for the CIM Marketing
Excellence Awards since 2010. He is the
co-host of the Digital Marketing Podcast, a
global top-ten business podcast on iTunes.
His company TargetInternet.com has
helped clients of all types to use digital
marketing more effectively, including the
BBC, Vodafone, Mastercard, Aviva and
Warner Brothers. He is also the author of
Mobile Marketing (Kogan Page, 2013).

Digital Branding gives step-by-step, practical guidance on how to build a brand online.
Through exploring topics like content marketing, social media, search optimisation and web
analytics, Daniel Rowles develops a robust framework for brand planning, channel selection
and measuring the effectiveness of your brand campaigns. Digital Branding contains real
world case studies, a guide to the free and paid tools that can help measure digital branding
in each of the different online channels, examples of social guidelines, process and policy
and an original step by step digital branding process along with measurement techniques
and guidelines.

Table of Contents
00 Introduction
Part 1 Digital branding in perspective
01 What digital branding really means
02 Focusing on value
03 Considering the user journey
04 Objectives and authenticity
Part 2 The digital toolkit
05 Social media
06 Search
07 Mobile
08 Online advertising

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09 E-mail marketing
10 CRM and marketing automation
11 From integration to transmedia
campaigns
Part 3 Digital brand strategy and
measurement
12 Measuring digital branding
13 Primaries and indicators
14 The role of analytics
15 Bridging the gaps
16 The importance of asking questions

Detailed TOC

The Brand
Challenge
Adapting Branding to Sectorial
Imperatives

This book

The first book to examine how


Edition

brands are built in different


categories

Contributions from the worlds

Date:

03/11/2014

Price:

39.99

ISBN
Paperback:

9780749470159

e-book:

9780749470166

Extent:

360 pages

Dimensions:

234 156mm

Subject:

Branding

leading branding experts in


their field, from Jean-Noel
Kapferer on Luxury to Mike
Symes on Finance

Allows the reader to not only

learn the rules for applying


branding in specific categories
but also employ successful
branding

Author Information

Description

Kartikeya Kompella (editor) is the author


of Applying the Branding Iron and Building
Brands, Building Meaning. He is also the
editor of The Definitive Book of Branding.
Kartikeya has written on branding for many
websites and ran a column for five years on
brandchannel.com.

The Brand Challenge provides a comprehensive and topical examination of the application
of branding across a variety of sectors including luxury goods, finance and not-for-profit,
it proves essential reading for anyone involved in branding decisions or wanting to know
more about the branding process.

Contributing Authors:
Al Ries (focus), Tony Allen (identity),
Peter Fisk (innovation), Allen Adamson
(brand), Professor Jean-Nol Kapferer
(luxury), Jesko Perrey (retail), Thomas Meyer
(retail), Simon Glynn (B2B), Michael DEsopo
(B2B), Professor Walter McDowell (TV),
Mike Symes (finance), Jocelyne Daw
(non-profit), Professor Joseph Hancock
(fashion), Professor John ONeill
(hospitality), Jeremy Hildreth (city),
JT Singh (city), Howard Breindel
(technology), Sue Bridgewater (football)

Edited by leading brand analyst Kartikeya Kompella, The Brand Challenge explains the
nuances of building brands in different industries with a chapter devoted to each to give
the reader the most up-to-date understanding of how to apply brand theory.
It contains original contributions from many of the worlds leading brand experts who
lift the veil on brand building in their specific sector. The book encourages readers to
apply practices from one category to another to foster innovation in brands and successful
brand building.

Table of Contents
01 Focus: The future of your company
depends on it

08 Managing media as brands: Case study


branding news organizations

02 Identity: Dont lose it

09 Brand not bland: The financial services


challenge

03 Brand innovation: Embracing change to


innovate your brand and accelerate
growth
04 Bridging the gap between brand idea
and delivery in a move-faster-but-becertain market: Why the traditional
process of building a brand needs a
reboot
05 Luxury branding
06 Retail brand management: Perception,
performance and improvement
07 Why brand matters in B2B

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10 Building a breakthrough non-profit


brand
11 A brand/story conceptual framework
for understanding mass fashion
12 Research advances in the building of
hotel brands
13 The city as a brand
14 Technology branding: Building long-term
value in a system-update world
15 Football brands

Detailed TOC

How Cool Brands


Stay Hot

This book

Includes an entirely new

Branding to Generation Y
and Z
Edition

chapter on Generation Z based


on detailed new research

Reveals what drives

Generations Y and Z, and how


these groups have been
impacted by recent issues like
recession, social media and
mobile marketing

Date:

03/03/2016

Price:

19.99

ISBN
Paperback:

9780749477172

e-book:

9780749477219

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Branding

Features interviews with global


marketing executives of
successful brands such as
Converse, Heineken, DIESEL,
Coca-Cola, MasterCard, eBay
and the BBC

Offers tools and guidance for

developing brand strategies


that effectively targets
Generations Y and Z, as well as
a critical comparison of
Generation X and Baby Boomers

Author Information

Description

Joeri Van den Bergh is the co-founder of


InSites Consulting, a global new generation
research agency with offices in Belgium,
the UK, France, Switzerland and the
Netherlands. His clients include global
customers such as Lego, Nokia, Sony, MTV
Networks, Danone, Unilever and Coca-Cola.

How Cool Brands Stay Hot analyses Generation Y and Z, the most marketing savvy and
advertising-critical generations yet. It reveals how millennials think, feel and behave,
offering applicable, proven strategies to market to this age group more effectively and
remain a relevant, appealing brand. Featuring interviews with global marketing executives
of successful brands such as the BBC, Converse, Coca-Cola, eBay and MasterCard, it guides
you in developing the right strategies to reach this critical age group and leave a lasting
impact on your business.

Mattias Behrer is the SVP, General


Manager of MTV North Europe and MTV
International Property Marketing. Previously
he spent seven years with retail giant H&M.
He has also worked as Global Brand
Manager for DeLaval (TetraLaval Group)
and is the co-author of a Swedish book
about event marketing and the experience
economy.

Previous editions of How Cool Brands Stay Hot have won the prestigious 2012 Berry-AMA
Book Prize for the best book in marketing and the 2011 Expert Marketing Magazines
marketing book of the year award. This fully revised 3rd edition of How Cool Brands Stay
Hot goes beyond the discussion of Generation Y, expanding its reach with an entirely new
chapter on Generation Z and a detailed analysis of the impact that issues such as recession,
social media and mobile marketing have had on these consumers. Based on new figures,
case studies and interviews, it provides a fresh take on what remains critical issues for
anyone hoping to market to those who came after Generation X.

Table of Contents
00 Introduction
01 Defining Generation Y
02 Developing a brand model for the new
consumer
03 What cool means to brands
04 The real thing: brand authenticity
05 We all want unique brands
06 Self-identification with the brand
07 Happiness: Gen Ys adoration for
branded emotions

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Detailed TOC

On Purpose

This book

Delivering a Branded Customer


Experience People Love

Edition

Provides advice and techniques


for applying customer
experience management
principles to your company
based on case studies and
examples from leading brands,
including Best Western,
GiffGaff, LEGO, IKEA and
many more

Date:

03/11/2015

Price:

19.99

ISBN
Paperback:

9780749471910

e-book:

9780749471927

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Branding

Demonstrates clearly how to

achieve brand differentiation


and customer loyalty with real
world interviews and anecdotes

Shows how to ensure

authenticity flows through


each touchpoint of your brand

Complemented by an online

toolkit to help you define and


communicate your business
purpose throughout the
organization and externally

Author Information

Description

Shaun Smith is founder and partner of the


customer experience consultancy Smith+Co
which works with leading brands around the
world. A thought leader on the subject of
customer experience strategy, he has been
featured many times on CNBCs Ask the
Expert programme. He is the co-author of
Bold: How to be Brave in Business and
Win (published by Kogan Page), Uncommon
Practice and Managing the Customer
Experience.

Brands growing rapidly have a clear sense of purpose and the value they bring to their customers
and employees. On Purpose is a practical guide to executing business purpose successfully by
delivering a branded customer experience people love. It presents a framework for success based
on being clear about your brand purpose and promise so you can achieve exceptional results
through exceptional experiences. It provides the tools for brands to stand out by defining,
designing and delivering distinctive, valuable customer experiences across multiple channels.

Andy Milligan is a leading international


consultant on brand and business culture.
He has worked for almost 20 years advising
major organizations on brand building,
customer experience and internal culture.
Andy appears regularly in the media to
comment on brand issues. He is the author
of Brand it Like Beckham and co-author of
Bold: How to be Brave in Business and
Win (published by Kogan Page), Uncommon
Practice and Dont Mess with the Logo.

Because purpose is what you do, not what you claim, On Purpose helps you act on your business
purpose by showing you how to make your brand stand out. Each chapter illustrates how to
succeed in a specific channel by presenting interviews with purpose-driven leaders such as
Vernon Hill (Metro Bank), John Forrest (Premier Inn) and Gav Thompson (giffgaff) and case
studies of companies including:
Altro
Barclays Bank
Best Western
citizenM
IKEA
Lego
Liberty Global Business Services
London 2012 Olympics
Lush
Nissan
O2
Timpson
Zappos

Table of Contents
00 Introduction
Part 1 Stand up
01 Purpose led by insight
02 Purposeful leadership
Part 2 Stand out
03 Infectious Communications
04 Distinctive Customer Experience
05 Continuous Innovation

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Part 3 Stand firm


06 Cult-like Culture
07 Distinctive Employee Experience
08 Experience Measurement
09 Never Stand Still
10 On Purpose Profile
11 How to Implement-Successfully
12 Putting the Principles into Action
13 Putting the Principles into Practice

Detailed TOC

Fashion Brands
Branding Style from Armani to
Zara

Edition

This book

Inspires readers to look at their

Date:

03/10/2012

Price:

19.99

brands more critically to see


whats missing

Addresses the rise of celebrity-

endorsed products and fashion


ranges

ISBN
Paperback:

9780749464462

e-book:

9780749464479

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Branding

Looks at the impact of blogging


on fashion brands

Author Information

Description

Mark Tungate is a British journalist based


in Paris. He is the author of six books about
branding and marketing including Adland
and The Escape Industry, both published by
Kogan Page. His articles have appeared in
publications ranging from Campaign and
Advertising Age to the Financial Times. He
also has a weekly column in the French
marketing journal Strategies. Alongside his
writing, he heads the jury of the Epica
Awards.

Once a luxury that only the elite could afford, fashion is now accessible to all. High street
brands such as Zara, Topshop and H&M have put fashion within the reach of anyone, whilst
massive media attention has turned designers such as Tom Ford, Alexander McQueen and
Stella McCartney into brands in their own right. Fashion Brands takes you behind the
seams, so to speak, exposing how the use of advertising, store design and the media has
altered our fashion sense and how a mere piece of clothing can be transformed into
something with mystical allure.
Packed with first-hand interviews with fashion brand gurus and industry insiders, this fully
updated 3rd edition of the international bestselling Fashion Brands has its finger on the
fashion pulse more firmly than ever. It now includes more on celebrity fashion brands and
the rise of the It girls and their influence to further analyse every aspect of fashion from a
marketing perspective.

Table of Contents
00 Introduction
01 A history of seduction
02 Fashioning an identity
03 When haute couture meets
high street
04 The designer as brand
05 The store is the star
06 Anatomy of a trend
07 The image-makers
08 They shoot dresses, dont they?
09 This years model
10 Celebrity sells

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11 Press to impress
12 The collections
13 Accessorize all areas
14 Retro brands retooled
15 Targeted male
16 Urban athletes
17 Virtually dressed
18 Rise of the bloggers
19 The faking game
20 Trendy toddlers
21 Style goes back to the future
22 Behind the seams

The TV Brand
Builders

This book

How to Win Audiences and


Influence Viewers
Edition

Uses a wide range of examples


from major broadcasters
around the world to expertly
illustrate the marketing,
advertising and design
approaches that work best in
television.

Date:

03/04/2016

Price:

19.99

ISBN
Paperback:

9780749476687

e-book:

9780749476700

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Branding

Includes at least thirty

interviews with leading


practitioners in global TV
brands, providing the insider
perspective on the challenges
and opportunities of marketing
television programmes

Brings the subject to life by

way of video-rich online


support materials featuring
real examples and interviews

Author Information

Description

Andy Bryant is currently Managing Director


of Red Bee Creative, and a member of the
leadership team of parent company Ericsson
Broadcast & Media Services. He has
personally led many successful pitches and
high profile brand development projects for
clients including the ITV Network, the BBC
and CCTV in China. He is also Honorary
Professor of Film & TV Studies at the
University of Nottingham and an
independent member of the governing
Council at the University of Sussex.

In an average month, over 360 billion hours of TV are watched globally and shows are
reviewed in national media, dissected in blogs and tweets and debated passionately by
viewers and fans. But how do these TV shows find an audience, and how are the great TV
brands built? The TV Brand Builders reveals the secrets of successful marketing and
promotion in the world of television. With many illustrations and examples drawn from
major broadcasters such as the BBC, UKTV and NBCUniversal amongst many others, the
marketing, advertising and design techniques that work best in TV are brought to life, from
launching blockbuster dramas to promoting major sporting events and from building online
trailers to creating entirely new TV channels.

Charlie Mawer runs the creative team at


Red Bee Creative. As Executive Creative
Director, he has overseen complex network
re-brands and promotional campaigns for
the BBC, UKTV, Virgin Media, Disney, FX,
NBCUniversal, Chellomedia, amongst many
others. His career began with ad agency JWT
before joining the BBC in 1994 and Red Bee
in 2005. Charlie has created work as diverse
as the creation of the BBC One identity, the
re-launch of Doctor Who and the global
re-brand of Universal Channel. He has been
recognised by industry magazine Broadcast
as being one of the 100 most influential
people in television in its Hot Shots list.

The TV BRAND Builders provides inspiration for all marketers to learn from the ways in
which TV brands have harnessed the opportunities arising from the developments in online
video, smart mobile devices and social media. The discussion is supported throughout with
examples of creative and innovative marketing from the worlds leading media companies,
and enlivened with interviews with leading practitioners. In addition, the authors have
curated a video-rich stream of online resources in support of the discussion.
If you are a creative marketing professional in the media and related industries, The TV
Brand Builders will be your insider guide to getting the worlds attention on your brand.
Equally this is essential reading if you are studying television as part of a postgraduate
media degree and plan to work in the industry whether in the UK, the US, or anywhere else
in the world.

Table of Contents
Part 1 Marketing in the world of TV
01 A brief history of TV marketing
02 Marketing in the world of a
broadcaster
Part 2 Marketing TV channels
03 How brands work in TV
04 How to launch a new TV channel
05 Re-branding a TV network
06 Future-proofing a TV channel brand

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Part 3 Marketing programmes


07 Drama
08 Factual entertainment

09 News and current affairs


10 Entertainment
11 Sport
12 Comedy
13 Childrens
Part 4 TV marketing in a multi-media
landscape
14 Storyworlds: Blurring the lines between
content and marketing
15 Social TV
16 Marketing content on demand
Part 5 A look to the future

Detailed TOC

Branded Beauty
How Marketing Changed the
Way We Look

Edition

This book

The beauty sector is worth

16.3bn to the UK economy

Date:

03/10/2011

Price:

19.99

ISBN
Paperback:

9780749461812

e-book:

9780749461829

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Branding

Full of first hand interviews


with senior figures in the
beauty industry and in
advertising

Describes how brands are using


the internet to get close their
customers

Author Information

Description

Mark Tungate is a British writer and


branding specialist based in Paris. His
best-selling book Fashion Brands has been
translated into a dozen languages. As a
journalist Mark has written for publications
such as The Times, The Telegraph and The
Independent. He has a weekly column in the
French media magazine Stratgies and
writes about marketing, fashion and design
for the website Stylus.com. Alongside his
writing, he lectures at Parsons Paris School
of Art and Design and at conferences
around the world.

Beauty is a multi-billion dollar global industry embracing make-up, skincare, hair care,
fragrances, cosmetic surgery even tattooing and piercing. Over the years it has used
flattery, seduction, science and shame to persuade consumers that theyll have to invest if
they want to look their best. In Branded Beauty, Mark Tungate delves into the history and
evolution of the beauty business. From luxury boutiques in Paris to tattoo parlours in
Brooklyn, he talks to the people whove made skin their trade. He analyses the marketing
strategies used by those who create and sell beauty products. He visits the labs where
researchers seek the key to eternal youth. He compares attitudes to beauty around the
world and examines the rise of organic beauty products. Full of fascinating detail on great
names such as Rubinstein and Arden, Revlon, Este Lauder, LOral and Max Factor,
Branded Beauty also considers the future of the beauty business.

www.tungateinparis.com

Table of Contents
00 Introduction
01 Chasing Cleopatra
02 The glamour professionals
03 Outcome the talons
04 The beauty queen of Corona
05 The French beauty factory
06 Giants in the bathroom
07 The stardust factor
08 The 5 per cent solution
09 The lure of luxury
10 How to launch a cream

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11 The quest for eternal youth


12 Beauty goes global
13 A face in the crowd: finding a niche
14 Beauty from shelf to street
15 Digital beauty
16 Under the knife
17 The new male order
18 Ethical, organic and sustainable
19 The needle artists
20 The future of beauty

Detailed TOC

Auto Brand
Building Successful Car Brands
for the Future

This book

Insightful case studies of key

car brands on a global scale,


from Mitsubishi to BMW, VW to
Saab, GM to Jaguar

Edition

Includes unique coverage of the

Date:

03/01/2014

Price:

24.99

ISBN
Paperback:

9780749469290

e-book:

9780749469306

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Branding

emerging brands and their new


domination of the automotive
industry in the aftermath of the
struggles of many top brands
such as GM and Ford

Based on original research from


a leading consultant to the car
industry, the book charts the
shift from over 40 leading
manufacturers in 1970 to the
current 10, providing unique
case studies of their successes
and failures over the last four
decades

Author Information

Description

Dr. Anders Parment is a research fellow at


Stockholm University as well as Senior
Lecturer in Marketing, Branding and
Marketing Communications. Anders is an
established brand and business consultant
in the automotive industry, and has dealt
with the industrys challenges since the late
1990s from a variety of perspectives. Key
customers include Audi, Citron, Porsche,
Saab, Seat, Volkswagen and Volvo in
addition to major banks, consultancy,
insurance and finance companies,
governments, authorities, and
professional organizations.

The car once everybodys dream and a key status symbol in most countries and cultures
has been extensively questioned in the last decades and in the last few years particularly.
Urbanisation, traffic congestion, pollution problems, heavy reliance on scarce oil supplies,
safety issues and ever-growing competition, have all provided significant business
challenges for the automotive industry. Many car manufacturers have had to fundamentally
rethink their design, brand and marketing strategies to thrive in a savvy, consumer-led
culture, and markets that are becoming increasingly restrictive in size and opportunity.
Auto Brand provides a roadmap to branding and marketing success in the automotive
industry from a leading industry expert and features:
Case studies on major car brands personally conducted by the author including: Audi,
BMW, Holden, Mercedes-Benz, Opel, Porsche, Saab, Seat, Skoda, Vauxhall, Volkswagen,
and Volvo
The findings from 100 interviews conducted with CEOs, marketing managers, sales
managers, sales people, after sales managers at all levels from the manufacturer level to
small rural dealers, as well as industry experts, policy makers, free-stranding repair shops
and professional organizations
The results of a new international study on car buyer behaviour based on 4,700 survey
answers
Auto Brand is essential reading for marketing managers, sales managers, CEOs,
development managers and dealers in all types of companies in the car industry including:
manufacturers, national sales companies/importers, dealers, finance companies, insurance
companies, free-standing repair shop channels and more.
The first book to specifically address how to deal with the challenges facing the automotive
industry it illustrates how companies can take advantage of new technologies, adapt to
emerging trends in consumer behaviour, improve profitability and build even more
successful brands in the future.

Table of Contents

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00 Introduction
01 The car fashion item or out of fashion?
02 Competition, market structure and
global challenges
03 Marketing channels

04 Car buyer behaviour


05 Car cultures
06 Automobile brands
07 Sustainable business models
08 The car in the future

Brands with a
Conscience
How to Build a Successful and
Responsible Brand
Edition

This book

Provides exemplary guidance

on building a conscientious
brand strategy, underpinned
with not just stories of success,
but caveats based on real world
challenges and failures.

Date:

03/05/2016

Price:

19.99

ISBN
Paperback:

9780749475444

e-book:

9780749475451

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Branding

Allows you to place responsible


practice at the heart of your
organization with numerous
inspirational case studies

Illustrates how to create and

sustain a culture that meets the


needs of internal and external
stakeholders

Author Information

Description

Nicholas Ind is an Associate Professor at


Oslo School of Management and a partner in
Equilibrium Consulting. Previously he ran Icon
Medialabs brand consultancy arm in Sweden.
He is former Director of the Design Business
Association (UK), a member of the advisory
board of Corporate Reputation Review and
the editorial board of the Journal of Brand
Management. He was a founder member
of the Medinge Group an international
branding think tank. Nicholas is the author
of eleven books including Beyond Branding,
Living the Brand and Brand Together, all
published by Kogan Page.

The definitive expert guide to ethical brand practice from the prestigious Medinge Group,
Brands with a Conscience dissects the philosophy underpinning sustainable brands to arrive
at a set of eight clear guiding attributes which can be used as the foundation of a strategy
for responsible growth. These attributes span the public persona of an organization; the
actions to take when things go wrong; the effort invested in developing relationships; the
promotion of core values; and balancing measures of success across economic, human,
social and environmental factors. They are then used as the criteria to assess twelve
carefully selected case studies, which include Ecover, H&M, TED, IWC and the John Lewis
Partnership, amongst other leading international brands.

Sandra Horlings is a branding and marketing


consultant and specializes in sustainable
business development in a circular economy.
Sandra has over 25 years experience in
branding, marketing and communications.
Before she founded Wonderwings in 2008,
she was a member of the BBDO board in the
Netherlands and responsible for Proximity
in Amsterdam. Sandra lectures at the
Hogeschool van Amsterdam and at the
honours programme of Saxion. She is a
member of Medinge and a founder of
Wereldmarketeers, a Dutch knowledge and
inspiration platform for marketers and
entrepreneurs on sustainable innovation,
endorsed by NIMA, the Dutch Marketing
Association.

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Because the potential to have bad practice unmasked or to have successes amplified
online is greater than ever, it pays to adopt a strategy that builds customer loyalty and
trust. Brands with a Conscience inspires via case examples of brands which not only exhibit
a genuine desire to operate ethically, but also have seen impressive success in terms of
engagement with consumers, reputation, and return on investment. The book includes a
range of practical tools to bring together the main concepts in an easy-to-adopt framework
for building a brand strategy based upon real world experience. If you are a brand manager
or marketing professional seeking a conscientious approach to consumer engagement, then
Brands with a Conscience will support you every step of the way.

Table of Contents
01 Introduction: The Underlying Philosophy
of and Attributes of Brands with a
Conscience
02 Case Study 1: Ecover
03 Case Study 2: Dilmah Teas
04 Case Study 3: H&M
05 Case Study 4: Merci
06 Case Study 5: TED
07 Case Study 6: Wholefoods

08 Case Study 7: Dr Hauschka


09 Case Study 8: Kiva
10 Case Study 9: Chocolonely
11 Case Study 10: IWC
12 Case Study 11: John Lewis Partnership
13 Case Study 12: Slow Food Movement
14 Summary: Lessons learned a
framework and tools to become
conscientious

Detailed TOC

What is a 21st
Century Brand?
New Thinking from the Next
Generation of Agency Leaders
Edition

This book

Covers all areas of modern

Date:

03/04/2015

Price:

39.99

advertising from multiple


points of view to help
professionals put their fingers
on the pulse of best practice

Teaches how to build a great

ISBN
Paperback:

9780749472627

e-book:

9780749472634

Extent:

432 pages

Dimensions:

234 156mm

Subject:

Branding

brand and how it can add value


to a business

Enables readers to think more


broadly about brands and to
better serve their clients

Author Information

Description

Nick Kendall is an award-winning brand


and advertising specialist with over 25 years
experience. He has worked on famous
global accounts such as Johnnie Walker and
Unilevers Dirt is Good laundry brand. Nick
is a founding partner of Bro-Ken and
member of The Garage, which helps
start-ups build brands. He designed and
created the IPA Excellence Diploma, which is
described as the MBA of brands for the
advertising industry, and is its Chief
Examiner. He received the IPA Presidents
Medal for his services to the industry and is
the author of Advertising Works 10.

What is a 21st Century Brand? How is it changing? What is critical now? What are the new
mantras and principles? What are the new ideas for how to do it? What do you believe and
what would you do therefore?
This book features 20 of the best papers produced during the 10 years of The IPA
Excellence Diploma. Each is a fresh, original and uniquely personal perspective from
the new generation of leaders across creative, media and digital agencies. Produced in
partnership with internationally recognised advertising body, the IPA, they are accompanied
by commentary from leading industry thinkers including Stephen Woodford, Mark Earls,
David Wilding and Ian Priest, and edited by Nick Kendall. Together they offer you multiple
perspectives and the opportunity for you to challenge yourself to consider what you believe.
Structured as 20 provocations written in the form of I believe... and therefore..., the essays
are organised into three sections:
What is a brand?
How should we engage to build them?
How should we organise to deliver?
Highlighting that todays most successful agencies are those which are embracing the new
ways in which we consume content, What is a 21st Century Brand? delivers cutting-edge
thinking across all areas of advertising practice.
If you want to take time to think about the real fundamentals of what we do as a businesscreate and build brands this book will be all the stimulation you would want.

Table of Contents
Part 1 What is a brand?
Part 2 What is a brand idea?
Part 3 How should we organize to deliver?

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Detailed TOC

The Luxury
Strategy
Break the Rules of Marketing
to Build Luxury Brands

This book
Edition

Identifies the rules for

Date:

03/09/2012

Price:

34.99

ISBN
Paperback:

9780749464912

e-book:

9780749464929

Extent:

408 pages

Dimensions:

234 156mm

Subject:

Luxury Branding

marketing luxury products and


implementing a luxury strategy

Provides the depth required to


master luxury marketing
strategies

Includes coverage of human


resources and financial
management in the luxury
space

Author Information

Description

Jean-Nol Kapferer is a worldwide thought


leader and expert on brand management.
A Professor of marketing strategy at HEC
Graduate School of Management in France,
he holds a PhD from Northwestern
University, USA and is also a corporate
branding consultant. His other books
include Kapferer on Luxury and The New
Strategic Brand Management (also published
by Kogan Page)

The Luxury Strategy, written by two world experts on the subject, provides the first rigorous
blueprint for the effective management of luxury brands and companies at the highest level.
It rationalizes those business models that have achieved profitability and unveils the original
methods that were used to transform small family businesses such as Ferrari, Louis Vuitton,
Cartier, Chanel, Armani, Gucci, and Ralph Lauren into profitable global brands. By defining
the differences between premium and luxury brands and products, analysing the nature of
true luxury brands and turning established marketing rules upside down, it has established
itself as the definitive work on the essence of a luxury brand strategy.

Vincent Bastien is one of the most


experienced senior managers in the luxury
business. Formerly MD of Louis Vuitton
Malletier and CEO of Yves Saint Laurent
Parfums, he has held senior posts at some
of the worlds most prestigious luxury
brands. He is now Affiliate Professor at HEC
Paris, where he teaches Strategy in Luxury.

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This fully revised second edition of The Luxury Strategy explores the diversity of meanings
of luxury across different markets. It also now includes a section on marketing and selling
luxury goods online and the impact of social networks and digital developments, cementing
its position as the authority on luxury strategy.

Table of Contents
Part 1 Back to luxury fundamentals
01 In the beginning there was luxury
02 The end of a confusion: premium is
not luxury
03 Anti-laws of marketing
04 Facets of luxury today

09 Pricing luxury
10 Distribution and the internet
dilemma
11 Communicating luxury
12 Financial and HR management of a
luxury company

Part 2 Luxury brands need specific


management
05 Customer attitudes vis--vis luxury
06 Developing brand equity
07 Luxury brand stretching
08 Qualifying a product or service as luxury

Part 3 Strategic perspectives


13 Luxury business models
14 Entering luxury and leaving it
15 Learning from luxury
16 Luxury and sustainable development:
convergences and divergences

Detailed TOC

Kapferer on
Luxury
This book

How Luxury Brands Can Grow


Yet Remain Rare
Edition

Addresses the need to

demonstrate growth in the face


of the many unique challenges
to the luxury sector

Offers expert strategies that

Date:

03/03/2015

Price:

29.99

ISBN
Paperback:

9780749474362

e-book:

9780749474379

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Luxury Branding

help sustain luxury growth at


higher volumes without risking
dilution

Includes recent and

authoritative international
research into the basis of the
luxury dream and a fresh
approach to the specific
obstacles to perceived
exclusivity posed by the
Internet

Author Information

Description

Jean-Nol Kapferer is one of worlds


foremost thought leaders on luxury and
its brands. An active researcher, HEC
Paris graduate and PhD-holder from
Northwestern Universitys Kellogg Business
School (USA), Kapferer is co-author of The
Luxury Strategy: Break the Rules of Marketing
to Build Luxury Brands and has written
many seminal articles. He is a sought after
speaker, leading seminars on luxury all
around the world at institutions such as HEC
Paris, Tsing Hua University Beijing, Seoul
Luxury Business Institute and LBI Shanghai.
He is also Advisor to the President of Inseec
Business School (Paris).

Kapferer on Luxury addresses the No 1 challenge of all major luxury brands today: How can
these brands pursue their growth yet remain luxury? How do you reconcile growth and
rarity?
Kapferer on Luxury offers a selection of the most recent and insightful articles and original
essays on the luxury growth challenge from Jean-Nol Kapferer, a world-renowned luxury
analyst and co-author of the reference book The Luxury Strategy.
Each chapter addresses a specific issue relating to the luxury growth challenge such as
sustaining the luxury dream, adapting the internet to luxury demands, re-widening the
gap with premium brands competition, facing the demand of the Chinese clients, the
importance of non-delocalization, rising sustainable quality and experiential standards,
developing real luxury services and managing luxury brands within groups without diluting
their equity and more.
As such, Kapferer on Luxury is the perfect and timely resource for luxury executives,
communication managers, luxury observers and advanced students, willing to deepen
their understanding of this major luxury challenge.

Table of Contents
00 Introduction: Growth issues for luxury
Part 1 How luxury is changing
01 Sustaining the luxury dream: challenges
and insights
02 Abundant rarity: the key to luxury
growth
03 The artification of luxury: from artisans
to artists

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Part 2 Specific issues and challenges


04 Luxury after the crisis: pro logo or
no logo?
05 Why luxury should not delocalize:
a critique of a growing tendency
06 Internet and luxury: under-adopted or
ill-adapted?

07 Does luxury have a minimum price?:


an exploratory study into consumers
psychology of luxury prices
08 All that glitters is not green: the
challenge of sustainable luxury
Part 3 The business side of luxury brands
growth
09 Not all luxuries act alike: the distinct
business models of luxury brands
10 The LVMHBulgari agreement: what
changes in the luxury market lead family
companies to sell up?
11 Developing luxury brands within luxury
groups: synergies without dilution?

Detailed TOC

The Management
of Luxury

This book

A collection of unique

A Practitioners Handbook

Edition

contributions on luxury strategy


from the worlds foremost
luxury thought leaders, from
renowned academic institutions
in Europe, Asia, Australia, and
the Americas

Case studies include Louis

Date:

03/09/2014

Price:

49.99

ISBN
Paperback:

9780749471668

e-book:

9780749471675

Extent:

488 pages

Dimensions:

234 156mm

Subject:

Luxury Branding

Vuitton, Leica and MotHennessy

Looks at cutting-edge issues in

the luxury industry including:


entering the online market;
management succession in
luxury; luxury consumer
behaviour; competing as a
luxury SME; dealing with luxury
counterfeiting; luxury heritage;
segment expansion for luxury
brands; the potential of the
Chinese market; and more

Author Information

Description

The Management of Luxury is a collection of


26 articles written by 51 individual
contributors from around the world, edited
by Benjamin Berghaus, Gnter MllerStewens and Sven Reinecke.

In The Management of Luxury, 50 contributors from 11 countries and 23 top academic


institutions working at the forefront of luxury management research provide experienced
luxury managers and luxury researchers with insightful marketing and management
perspectives on the luxury market. The Management of Luxury is a book for those who
marvel at the industry unlike any other; those who consider managing in it as a constant
balance between trusting the conventional and trying the innovative to enable the
extraordinary.

Benjamin Berghaus is Manager of the


Research Program for Luxury Brands at
the Institute of Marketing of University of
St.Gallen (HSG), Switzerland.
Gnter Mller-Stewens is Professor of
Management and Organization at the
University of St.Gallen (HSG), Switzerland,
and Director of its Institute of Management.
Sven Reinecke is Professor of Management,
specialized in Marketing, at the University
of St.Gallen (HSG), Switzerland, and Director
of the Institute of Marketing.

Including case studies on iconic brands such as Burberry, Louis Vuitton, and Leica,
The Management of Luxury equips readers with innovative insights and perspectives to
better understand the nature of the luxury industry so they can more effectively manage
businesses in the luxury market.

Table of Contents
Part 1 The Luxury Market
01 The market and business of luxury: an
introduction
02 Classifying luxury and prodigality
03 Exploring luxury consumer behaviour
04 Identity-based luxury brand management
Part 2 Luxury Brand Strategy
05 Public luxury representatives
06 Curating the creative genius in luxury firms
07 Arts meet luxury brands
08 Luxury as societal mentor
09 Preserving luxury exclusivity through art
10 Brand charismatic legitimacy and
marketing of adoration
11 Digital media in monobrand stores
Part 3 Luxury Business Strategy
12 Gravity shift from West to East
13 The Chinese market: entry modes

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14 Entering the Chinese market


15 Managing brand extensions in the luxury
industry
16 Luxury brands enter the online market
17 Competing as a luxury SME
18 Insisting on luxury to survive
19 Managing price fluctuations of raw
materials through innovation
20 The Counterfeit Timer
21 Acting on luxury counterfeiting
22 Luxury brands as employers
23 The impact of luxury brands on employees
Part 4 Luxury Responsibility
24 Heritage of luxury and responsibility
25 Luxury organizations and responsibility:
a toolbox
26 Luxury organizations and social
responsibility: a case study

Detailed TOC

Rethinking
Prestige
Branding

This book

Hones premium marketing

Secrets of the Ueber-Brands


Edition

skills by helping readers


understand how the prestige
marketing model seeks to
attract the media, analysts
and consumers

Date:

03/05/2015

Price:

24.99

ISBN
Paperback:

9780749470036

e-book:

9780749470043

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Luxury Branding

Provides insight into both

the practical marketing of


prestige brands and how
consumers respond to them
psychologically and emotionally

Shows how to upgrade brands


facing the squeeze in the
middle, a polarization to
high-end/lifestyle or
commoditized retailer
brands

Author Information

Description

Wolfgang Schaefer is Chief Strategic Officer


at SelectNY, one of the worlds leading
premium brand building networks. Wolf has
been building global brand strategies for
over 20 years in Europe, the US and Asia
Pacific for companies as diverse as PepsiCo,
P&G, Unilever, Coty and Nestle. His main
expertise lies in prestige brands such as
Davidoff, Chopard, Swarovski, Lancaster
amongst many others. Holding an MA from
the University of the Arts Berlin, Wolf is
co-located between NYC and Berlin and
a frequent lecturer at universities and
conferences in the US as well as Europe.

What makes someone covet a Kelly bag? Why are Cirque Du Soleil or Grey Goose so
successful despite breaking all the conventions of their categories? What does Guccis
approach to marketing have in common with Nespressos? And why do some people pay a
relative fortune for Renova toilet paper or Aesop detergent even though they hardly ever
advertise and seem to have none of the functional performance advantages conventional
marketers would seek to demonstrate? Prestige brand experts JP Kuehlwein and Wolfgang
Schaefer have dedicated themselves to studying what drives the success of prestige brands.
Rethinking Prestige Branding collects their insights.

JP Kuehlwein is Executive Vice President at


Frdric Fekkai, a New York-based prestige
salon operator and hair care brand and an
Outside Director of Smith & Norbu, a luxury
optical frame maker in Hong Kong. He draws
on over twenty years of hands-on experience
in managing brands at Procter & Gamble
across markets in Europe, North America
and Asia. JP holds degrees in international
management and business analysis from the
universities of Reutlingen (Germany), Reims
(France) and Lancaster (UK) and enjoys
sharing his business and branding insights
with students and marketers across
the globe.

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Uncovering the secrets of why and how some brands are created more equal than others,
Rethinking Prestige Branding includes over 100 case studies from Apple and Abercrombie
& Fitch to Tate Modern and Tesla. Rather than re-telling brand success stories or re-hashing
long-standing marketing principles, it takes readers on a colourful journey behind the
scenes of todays marketing pros. This book will fascinate the marketing professional just
as much as those who are simply curious as to how premium brands tick.

Table of Contents
Part 1 Rethinking prestige branding
01 The times they are a-changing
02 From marker to myth a brief history
of branding
03 A new kind of prestige or what we
mean by Ueber-Brands
Part 2 The seven secrets of Ueber-Brands
04 Principle 1: Mission incomparable the
first rule is to make your own
05 Principle 2: Longing versus belonging
the challenge is both

06 Principle 3: Un-selling the superiority


of seduction
07 Principle 4: From myth to meaning
the best way up is to go deep
08 Principle 5: Behold! the product as
manifestation
09 Principle 6: Living the dream the
bubble shall never burst
10 Principle 7: Growth without end
the ultimate balancing act

Detailed TOC

Market Research
in Practice
An Introduction to Gaining
Greater Market Insight

This book

Explains how to use market


Edition

research tools and methods


effectively to obtain the most
reliable results

Date:

03/03/2016

Price:

29.99

ISBN
Paperback:

9780749475857

e-book:

9780749475864

Extent:

328 pages

Dimensions:

240 170mm

Subject:

Market Research

Helps readers negotiate the

intricate bends of conducting


effective market research

Clearly shows anyone who

commissions market research


how to effectively manage a
project

Help practitioners and students

see the value of market


intelligence in business strategy

Author Information

Description

Paul Hague is MD of B2B International. With


35 years of experience running market research
agencies, his clients include some of the largest
corporations in Europe and the United States.
He has written, co-authored and contributed to
numerous publications on market research,
its tools and techniques.

Market research has never been more important. As organizations become ever-more
sophisticated, the need to profile customers, deliver customer satisfaction, target certain
audiences, develop their brands, optimize prices and more has grown. Lively and accessible,
Market Research in Practice is a practical introduction to market research tools, approaches
and issues. Providing a clear, step-by-step guide to the whole process from planning and
executing a project through to analysing and presenting the findings it explains how to
use tools and methods effectively to obtain reliable results.

Matthew Harrison holds a degree in International


Management with French from the University of
Bath. He is CEO of B2B International and previously
set up and ran the companys offices in Beijing
and New York. He has 16 years experience of
business-to-business market research and
intelligence. His clients include the likes of PwC,
Shell, Sodexo, Xylem and Infineon. He has written
numerous papers and articles.
Julia Cupman is a global director of B2B
International, where she has led market research
projects for over 70 large companies across a variety
of industry sectors. In 2011, Julia pioneered the Net
Value Score a tool used for assessing the perceived
value of brands which has since been incorporated
into several hundred research studies to guide
companies on their brand positioning and brand
equity. Julia is a member of the Marketing Research
Association, American Marketing Association,
Business Marketing Association, and ESOMAR.
Oliver Truman is a director of B2B International
responsible for technical development. Olivers
clients include Samsung, E.ON, Kaspersky, Vocollect,
Shell, Microsoft, Zurich Insurance. He is a graduate in
linguistics from Manchester University.

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This fully updated third edition of Market Research in Practice has been revised to reflect
the most recent trends in the industry. Ten new chapters cover topical issues such as ethics
in market research and qualitative and quantitative research, plus key concepts such as
international research, how to design and scope a survey, how to create a questionnaire,
how to choose a sample and how to carry out interviews are covered in detail. Tips, advice
and new international case studies from the authors own extensive experiences are
included throughout to ground the concepts in business reality. Accompanied by a range of
online tools and templates, this is an invaluable guide for students of research methods,
researchers, marketers and users of market research.

Table of Contents
01 Introduction
02 Uses of market research
03 Market research design
04 Desk research
05 Focus groups
06 Depth interviewing
07 Observation and ethnography
08 Sampling and statistics
09 Questionnaire design

10 Self-completion questionnaires
11 Face-to-face interviewing
12 Telephone interviewing
13 Online surveys
14 Data analysis
15 Reporting
16 International market research
17 Research trends

Detailed TOC

Questionnaire
Design
How to Plan, Structure and
Write Survey Material for
Effective Market Research
Edition

This book

Effectively illustrates the

Date:

03/06/2013

Price:

29.99

importance of the
questionnaire as a decisionmaking tool

Helps readers master the

intricacies of questionnaire
development

ISBN
Paperback:

9780749467791

e-book:

9780749467807

Extent:

296 pages

Dimensions:

234 156mm

Subject:

Market Research

Includes numerous invaluable

pointers on common pitfalls to


avoid and factors to consider

Author Information

Description

Ian Brace is Director of Research Methods


at TNS UK. He has been a market researcher
for over 30 years, during which time he has
worked for MAS Survey Research, NOP,
Esso Petroleum, BJM Research and NFO
WorldGroup. He is a Visiting Professor in
market research at Bristol Business School,
a Fellow of the Market Research Society
(MRS) and a member of the MRS Market
Research Standards Board. He has earned
industry awards from AMSO (Research
Effectiveness Awards), the Academy of
Marketing and ISBA.

Questionnaires are vital for the market researcher: they draw accurate information from
respondents, give structure to interviews, provide a standard form on which facts,
comments and attitudes can be recorded and facilitate data processing. Questionnaire
Design explains the role of questionnaires in market research and looks at different types of
questionnaire, examining when and how they should be deployed. The book explains how
to plan, structure and compose the right questionnaire for the research being undertaken.
Fully updated with new content on encouraging respondent involvement through the
gamification of questionnaires, this third edition of Questionnaire Design also includes the
latest information on online and mobile questionnaires, their problems and potential. This
book will be a useful addition to the bookshelf of every student or practitioner of market
research.

Table of Contents
00 Introduction
01 Objectives in writing a questionnaire
02 The data collection media
03 Planning the questionnaire
04 Types of question
05 Data types
06 Rating scales
07 Behavioural questions
08 Attitude and image measurement

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09 Writing the questionnaire


10 Laying out the questionnaire
11 Online questionnaires
12 Engaging the respondent online
13 Piloting the questionnaire
14 Ethical issues
15 Social desirability bias
16 International surveys

Detailed TOC

Decoding the
Irrational
Consumer

This book

Endows practitioners with

all the key conceptual and


theoretical tools to take control
of understanding subconscious
responses and become
neuroliterate

How to Commission, Run


and Generate Insights from
Neuromarketing Research
Edition

Covers behavioral economics,

Date:

03/08/2015

Price:

29.99

ISBN
Paperback:

9780749473846

e-book:

9780749473853

Extent:

224 pages

Dimensions:

234 156mm

Subject:

Consumer
Behaviour

Author Information
Darren Bridger works as a consultant to
marketers, advising on using and analysing
data that tap into consumers non-conscious
thinking and motivations. He was one of the
original pioneers of the consumer
neuroscience industry, co-founding both the
worlds first full-service agency, Neuroco,
and the first agency dedicated to serving the
public relations industry, MindLab
International, then joining the worlds
largest agency, Neurofocus, as its second
employee outside of the US.

eye-tracking, implicit response


measures, facial coding and
other research tools which
can measure and illuminate
irrational drives

Aligns with new understandings


in behavioural science and
developments in dataprocessing technology to meet
the demand for new insights
into decision making

Description
Decoding the Irrational Consumer was written to help marketing practitioners demystify
neuromarketing, a relatively new field of marketing research used to understand consumer
response to marketing stimuli.
This book presents in plain terms the key theoretical tools required to implement
neuromarketing studies and achieve desired research outcomes. Marketers and researchers
will learn how to effectively and confidently brief data processors, and confer with
neuroscientists and technicians. They will gain keen understanding of recent developments
in behavioural science and data-processing technology, as well as sophisticated
neuromarketing tools used to understand subconscious responses including behavioural
economics, eye-tracking, implicit response measures, and facial coding. The author
discusses when to apply these techniques and others, how to combine them effectively
and how to correctly interpret resulting data to generate valuable insights that aid in
decision making.
About the series: The Marketing Science series makes difficult topics accessible to
marketing students and practitioners by grounding them in business reality. Each book
is written by an expert in the field and includes case studies and illustrations enabling
marketers to gain confidence in applying the tools and techniques and in commissioning
external research.

Table of Contents
Part 1 Theoretical insights
01 The irrational consumer: introduction
02 The brain: attention, memory and
emotion
03 Neuroaesthetics
04 Behavioural economics

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Part 2 The new research tools


05 Guidelines for experiments
06 Eye-tracking
07 Implicit response measures
08 Facial action coding
09 Biometrics
10 Neuro-measures

Part 3 Putting it all together


11 Computational neuroscience
12 Smarter survey design
13 Combining techniques
14 Conclusions

Detailed TOC

Neuromarketing
in Action
How to Talk and Sell to the
Brain

This book
Edition

Provides both a practical review

Date:

03/12/2013

Price:

29.99

ISBN
Paperback:

9780749469276

e-book:

9780749469283

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Consumer
Behaviour

of current thinking and a


detailed review of future
developments

Shows how the latest marketing


techniques can be validated
and legitimized through the
prism of the consumer brain

Assesses neuromarketings

impact on current and future


marketing strategies

Author Information

Description

Professor Patrick Georges is a


neurosurgeon with a passion for improving
management and business organization
through the development of the concept of
organizational intelligence. He is the author
of several works, including The Six-Figure
Manager (published by Kogan Page).

Neuromarketing in Action Action provides an in-depth review of how the brain functions
and the ways in which it unconsciously influences consumer behaviour. It shows both the
scientific frameworks and the practical applications of this increasingly popular marketing
tool. Referencing many global brands such as Aston Martin, Hermes, Virgin, Facebook,
Ralph Lauren and Fuji, the authors, whose background covers both neuroscience and
marketing, showcase the latest thinking on brain function and intelligence, and on the
subconscious influences on consumer behaviour.

Professor Anne-Sophie Bayle-Tourtoulou


has taught marketing across several
programs of the HEC Group for many years,
with a focus on the retail sector. She has
worked on various projects in this sector,
including product ranges, retailers own
brands, pricing and promotional policies.

Neuromarketing in Action then examines the ways in which marketing efficiency can be
improved through the satisfaction of the customers senses, emotions, memory and
conscience and looks at the impact on current marketing activities such as selling methods,
sensory marketing and product modification, and on future strategies like value innovation,
sensory brands, increased interaction with social networks and permission marketing.

Professor Michel Badoc has taught


marketing for many years, mostly at the
institutions within the HEC Group, but also
schools such as the CESB and ENASS. He
also develops appraisal and consultancy
activities for companies in Europe and North
America.

Table of Contents
00 Introduction
Part 1 Neuromarketing or the art of selling to the
brain
01 Marketing and its limitations in understanding
human intelligence
02 Neuroscience as a way to discover the secrets
of human intelligence
03 Neuromarketing in question
Part 2 Selling the marketing and organization
strategy to the brains of managers and
employees
04 Selling the recommendations of the marketing
plan to the brain of managers
05 Increasing the efficiency of marketers
intelligence

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Part 3 Improving the efficiency of the marketing


action: the Neuromarketing method
06 Be irresistible: satisfy the customers senses
Stage 1 of the Neuromarketing method
07 Be remarkable: please the customers brain
Stage 2 of the Neuromarketing method
08 Be moving: satisfy customers through their
emotions to gain their loyalty and ensure they
move up the range Stage 3 of the
Neuromarketing method

09 Be unforgettable: satisfy the customers


memory Stage 4 of the Neuromarketing
method
10 Be beyond suspicion: satisfy the customers
subconscious Stage 5 of the Neuromarketing
method
11 Be irreproachable: satisfy the customers
conscience Stage 6 of the Neuromarketing
method
12 Neuromarketing in application: from cognitive
optimization of product conception and display
to sales and communication
13 Neuromarketing in application: sensory
marketing in the sales outlet
Part 4 Perspectives for today... and tomorrow
14 Value innovation to surprise the customers
brain
15 Permission and desire marketing to avoid
saturation and rejection by the customers
brain
16 Interactivity to improve communication with
the customers brain
17 Brand policy to reassure the customers brain
18 Quality to enhance loyalty, and legitimacy to
leave the customers brain with a clear
conscience

Detailed TOC

Marketing
Analytics

This book

A Practical Guide to Real


Marketing Science
Edition

Provides insight into the power


of data analytics in the context
of marketing problems

Explains and demonstrates

marketing data modelling


techniques in a practical and
easy-to-follow way

Date:

03/06/2015

Price:

29.99

Illustrates how data modelling

ISBN
Paperback:

9780749474171

Engages readers of all levels of

e-book:

9780749474188

Extent:

248 pages

Dimensions:

234 156mm

Subject:

Marketing Science
& Metrics

methodology can be applied to


a range of practical scenarios
knowledge, from the beginner
to the seasoned practitioner

Includes access to online test

banks and datasets relating to


the chapters

Author Information

Description

Mike Grigsby has been involved in


marketing science for over 25 years. He was
marketing research director at Millward
Brown and has held leadership positions at
Hewlett-Packard and the Gap. With a wealth
of practitioner experience at the forefront of
marketing science and data analytics, he
now heads up the strategic retail analysis
practice at Targetbase. Mike is also known
for academic work, having written articles
for academic and trade journals and taught
at both the graduate and undergraduate
levels. He is a regular speaker at trade
conventions and seminars.

Who is most likely to buy and what is the best way to target them? Marketing Analytics enables
marketers and business analysts to answer these questions by leveraging proven methodologies
to measure and improve upon the effectiveness of marketing programs.
The book demonstrates how statistics, analytics and modeling can be put to optimal use to
increase the effectiveness of every day marketing activities, from targeted list creation and data
segmentation to testing campaign effectiveness and forecasting demand. The author explores
many common marketing challenges and demonstrates how to apply different data models to
arrive at viable solutions. Business cases and critical analysis are included to illustrate and
reinforce key concepts throughout.
Beginners will benefit from clear, jargon-free explanations of methodologies relating to statistics,
marketing strategy and consumer behaviour. More experienced practitioners will appreciate the
more complex aspects of data analytics and data modeling, discovering new applications of
various techniques in every day practice. Readers will come away with a firm foundation in
markets analytics and the tools they need to gain competitive edge and increase market share.
Online supporting resources for this book include a bank of test questions as well as data sets
relating to many of the chapters.
About the series: The Marketing Science series makes difficult topics accessible to marketing
students and practitioners by grounding them in business reality. Each book is written by an
expert in the field and includes case studies and illustrations enabling marketers to gain
confidence in applying the tools and techniques and in commissioning external research.

Table of Contents
00 Introduction
Part 1 Overview
01 A (little) statistical review
02 Brief principles of consumer behaviour and
marketing strategy

145

Part 1 Dependent variable techniques


03 Modelling dependent variable techniques
(with one equation): what are the things
that drive demand?
04 Who is most likely to buy and how do
I target?
05 When are my customers most likely to buy?
06 Modelling dependent variable techniques
(with more than one equation)

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Part 3 Inter-relationship techniques


07 Modelling inter-relationship techniques:
what does my (customer) market look like?
08 Segmentation: tools and techniques
Part 4 Other
09 Marketing research
10 Statistical testing: how do I know
what works?
Part 5 Capstone
11 Capstone: focusing on digital analytics
Part 6 Conclusion
12 The Finale: what should you take
away from this? Any other stories/soap
box rants?

Detailed TOC

Marketing Value
Metrics
A New Metrics Model to
Measure Marketing
Effectiveness
Edition

This book

Introduces a marketing

metrics model developed by


experts at Cranfield School of
Management that allows all
participants to monitor and
measure the effectiveness of
any marketing strategy

Date:

03/10/2014

Price:

24.99

Details key steps in the

framework and modelling


processes

ISBN
Paperback:

9780749468972

e-book:

9780749468989

Extent:

328 pages

Dimensions:

240 170mm

Subject:

Marketing Science
& Metrics

Creates a solid basis of

understanding how to go
about designing the right
metrics for the organizational
goals

Author Information

Description

Professor Malcolm McDonald is Emeritus


Professor of Marketing at Cranfield School
of Management, having formerly been the
Marketing Director of Canada Dry.

This second edition of Marketing Accountability, now called Marketing Value Metrics,
introduces and guides readers through a metrics model developed at the renowned
Cranfield School of Management that not only shows how marketing systematically
contributes to shareholder value, but also provides a metrics-based framework for
developing and implementing marketing strategies that are measurable and accountable.
Malcolm McDonald, Stan Maklan and Peter Mouncey introduce strategic marketing
planning and then describe in detail the key steps in the modelling process as well as
the procedures for applying it in practice.

Peter Mouncey has over 40 years


experience in the field of marketing, and
is a Visiting Fellow of Cranfield School of
Management. He is also the Editor-in-Chief
of the Market Research Societys
International Journal of Market Research.
Stan Maklan is Reader in Strategic
Marketing at Cranfield University. In
addition he is an experienced marketer
and consultant.

Updated throughout, this new edition includes the latest digital and social media metrics
and advice on measuring the effectiveness of multichannel strategies. Marketing Value
Metrics will enable marketing executives to measure more effectively the impact of
marketing activity against organizational goals and will empower marketing teams and
their managers to justify and defend their plans and strategies to their CEOs and CFOs.

Table of Contents
01 Introduction
02 Strategic marketing planning a brief
overview
03 A three-level marketing accountability
framework

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09 Delivering accountability finalizing the


metrics strategy

04 A process of Marketing Due Diligence

10 Why data quality can make or break


accountability

05 The Marketing Value Metrics model and


process

11 Assessing the effectiveness of customer


strategies

06 Segmentation the basic building block


for markets

12 Social media: metrics and measurement

07 How to become the first choice for the


customers you want

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08 Turning strategy into action, and


measuring outcomes

13 Assessing the value of market assets

Detailed TOC

Humanizing
Big Data
Marketing at the Meeting of
Data, Social Science and
Consumer Insight
Edition

This book

Looks at how to gain insights

and derive value from big data


to improve marketing strategy,
without the need for exhaustive
research

Date:

03/03/2015

Price:

29.99

ISBN
Paperback:

9780749472115

e-book:

9780749472122

Extent:

224 pages

Dimensions:

234 156mm

Subject:

Marketing Science
& Metrics

Demonstrates how decision


making can be improved
through a smart data
philosophy

Sharpens awareness and

understanding of the new and


unique consumer insight
challenges from big data

Author Information

Description

Colin Strong is a leading UK-based


consumer researcher who has worked with
a wide range of global brands to help shape
their consumer strategies. Consumer data is
an essential component of Colins role, both
in terms of using it to drive insight that was
once the preserve of surveys and to advise
on ways to shape new consumer brand
relationships. Behavioural science runs
throughout his research practice, not only
to design experimental approaches, but also
to guide data analytics. Colin is also a
regular speaker at conferences and a
contributor to publications and blogs
including those of ESOMAR, the Market
Research Society, The Huffington Post, Wired,
AdMap and Market Leader.

Big data raises more questions than it answers, particularly for those organizations
struggling to deal with what has become an overwhelming deluge of data. It can offer
marketers more than simple tactical predictive analytics, but organizations need a bigger
picture, one that generates some real insight into human behaviour, to drive consumer
strategy rather than just better targeting techniques. Humanizing Big Data guides
marketing managers, brand managers, strategists and senior executives on how to use
big data strategically to redefine customer relationships for better customer engagement
and an improved bottom line.
Humanizing Big Data provides a detailed understanding of the way to approach and think
about the challenges and opportunities of big data, enabling any brand to realize the value
of their current and future data assets. First it explores the nuts and bolts of data analytics
and the way in which the current big data agenda is in danger of losing credibility by paying
insufficient attention to what are often fundamental tenets in any form of analysis. Next it
sets out a manifesto for a smart data approach, drawing on an intelligent and big picture
view of data analytics that addresses the strategic business challenges that businesses face.
Finally it explores the way in which datafication is changing the nature of the relationship
between brands and consumers and why this calls for new forms of analytics to support
rapidly emerging new business models. After reading this book, any brand should be in a
position to make a step change in the value they derive from their data assets.

Table of Contents
01 This changes everything
Part 1 Current thinking
02 Is there a view from nowhere?
03 Choose your weapons
04 Perils and pitfalls
05 The power of prediction
06 The advertisers dilemma

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Part 2 Smart thinking


07 Reading minds
08 The ties that bind
09 Culture shift
10 Bright ideas
Part 3 Consumer thinking
11 Off limits?
12 Getting personal
13 Privacy paradox

Detailed TOC

Practical Text
Analytics
Interpreting Text and
Unstructured Data for
Business Intelligence
Edition

This book

Provides real-world guidance

Date:

03/07/2015

Price:

29.99

ISBN
Paperback:

9780749474010

e-book:

9780749474027

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Marketing Science
& Metrics

on the application of text


analytics for marketing
professionals

Bridges the gap between

marketers and data analysis


experts by cutting through
jargon

Helps marketers to frame the


right questions and apply the
results successfully

Author Information

Description

Steven Struhl PhD, MBA, MA has more


than 25 years experience in consulting and
research, specializing in practical solutions
based on statistical models of decisionmaking and behaviour. In addition to text
analytics and data mining, his work
addresses how buying decisions are made,
optimizing service delivery and product
configurations and finding the meaningful
differences among products and services.
Steven also has taught graduate courses on
statistical methods and data analysis. He
speaks at conferences and has given
numerous seminars on pricing, choice
modelling, market segmentation and
presenting data.

In an age where customer opinion and feedback can have an immediate, major effect upon
the success of a business or organization, marketers must have the ability to analyze
unstructured data in everything from social media and internet reviews to customer surveys
and phone logs. Practical Text Analytics is an essential daily reference resource, providing
real-world guidance on the effective application of text analytics. The book presents the
analysis process so that it is immediately understood by the marketing professionals who
must use it, so they can apply proven concepts and methods correctly and with confidence.
By decoding industry terminology and demonstrating practical application of data models
once reserved for experts, this book shows marketers how to frame the right questions,
identify key themes and find hidden meaning from unstructured data. Readers will learn to
develop powerful new marketing strategies to elevate customer experience, solidify brand
value and elevate reputation.
Online supporting resources include questions and answers for each chapter, figures from
Chapter 3 and a brief overview of text sources for text analytics.
About the series: The Marketing Science series makes difficult topics accessible to marketing
students and practitioners by grounding them in business reality. Each book is written by an
expert in the field and includes case studies and illustrations enabling marketers to gain
confidence in applying the tools and techniques and in commissioning external research.

Table of Contents
01 Who should read this book? And what do
you want to do today?
02 Getting ready: capturing, sorting, sifting,
stemming and matching
03 In pictures: word clouds, wordles and
beyond
04 Putting text together: clustering
documents using words

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05 In the mood for sentiment (and counting)


06 Predictive models 1: having words with
regressions
07 Predictive models 2: classifications that
grow on trees
08 Predictive models 3: all in the family with
Bayes Nets
09 Looking forward and back

Geodemographics
for Marketers

This book

Using Location Analysis for


Research and Marketing
Edition

Demonstrates how to

implement and improve the


use of geodemographics across
industries and sectors

Features case studies from the

Date:

03/01/2016

Price:

29.99

ISBN
Paperback:

9780749473822

e-book:

9780749473839

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Marketing Science
& Metrics

automotive industry, the


telecommunications industry,
retail, the Scottish Referendum,
the 2011 UK Census, Callcredits
international CAMEO
classifications and more to
bring the field to life

Incorporates the newly

introduced generation of
geographical classifications
and discusses the key census
changes proposed for 2021

Author Information

Description

Dr Barry Leventhal is a leading UK


authority on geodemographics. He chairs
the Census and Geodemographics Group
(CGG), which is an advisory board of The
Market Research Society (MRS), and is a
leading voice in the UK information
industry.

Geodemographics, the process of analyzing survey data to profile economic and


demographic characteristics of populations, is a successful data-driven analysis tool for
marketers. Geodemographic classifications are widely embedded in customer databases and
market research datasets.
Written by a leading UK authority on geodemographics, Geodemographics for Marketers
provides marketers with the know-how to leverage it as an effective research tool to identify
location-based segments for highly targeted marketing. International in scope and impartial
in its approach, this book demonstrates how to implement geodemographics techniques for
practical application in retail, financial services and telecommunications as well as the
public sector.
Geodemographics for Marketers includes numerous case studies, from the automotive,
retail and telecommunications sectors to the public sector, that illustrate core concepts and
how they can be applied to gain positive results. The book also incorporates the newly
introduced generation of classifications, as well as a discussion of the key decisions of the
proposed 2021 census.
About the series: The Marketing Science series helps marketing students and practitioners
master complex topics by grounding them in business reality. Written by noted industry
thought leaders and experts, each volume includes comprehensive case studies and useful
illustrations to give students a clear understanding and real-world application of the tools
and techniques they need to be successful, and to be more effective when commissioning
external research.

Table of Contents
00 Introduction
01 An overview of geodemographics
02 Big Data and geodemographics
03 Key data sources
04 Geodemographic classification systems
05 Other types of geodemographic
06 Mechanics of using geodemographics

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07 Applications in various industry sectors


(with case studies)
08 Choosing a geodemographic
classification
09 The international perspective
10 Creating your own information products
11 Looking to the future

Detailed TOC

Retail Marketing
Strategy
Delivering Shopper Delight

This book

Provides practical tools that


Edition

are robust and easy to use to


translate the theory into
tangible results

Date:

03/11/2015

Price:

29.99

ISBN
Paperback:

9780749476915

e-book:

9780749476922

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Retail Studies

Contains new models for retail


brand management based on
first-hand experience at major
global retailers and suppliers

Features real-world case studies


from Aldi, Lidl, Zara, Starbucks,
Carrefor, Walmart, Sainsburys
and more to bring concepts
to life

Author Information

Description

Constant Berkhout is a passionate


practitioner of retail marketing and shopper
insights. As founder and owner of Rijnbrug
Advies, a consultancy based in the
Netherlands, and based on more than
twenty years experience at major
companies including De Boer
Winkelbedrijven, Kraft Foods, Gillette/P&G
and PepsiCo, he develops new ways to grow
retail categories and connect with the
shopper for a diverse range of food,
non-food and supplier clients.

Basing shopper marketing strategy on customer insights is what differentiates market


leading retail brands from weaker competitors. Many retail organizations lack business
development and strategic departments that collect experiences, set benchmarks and
create models and manuals. Retail Marketing Strategy makes the information available
to drive new ways of thinking and make retail practice more agile for everyone.
Taking in five key capabilities required for retail excellence, namely in-store execution;
organizational development; fact-driven decision making; multi-channel operations, and
understanding customers, this book answers some of the most difficult questions in retail
including how to innovate to develop new ways to interact with customers, and how to
replicate online success stories from other sectors. Practical steps are put forward for
collating and interpreting the data generated in shopper activity, helping to make sense
of trends and build effective strategy. Guidance is based throughout on neuromarketing
research, providing a clear framework for building in experiential elements such as scent or
music into the retail environment to really engage with consumers on an emotional level.
Real-world case studies include Aldi, Lidl, Zara, Starbucks, Carrefor, Walmart, Sainsburys
and more to bring concepts to life.
If you are a marketing, branding or supply chain professional working in retail seeking
straightforward and research-driven techniques for building lasting customer loyalty, or you
are responsible for driving retail strategy in your organization, let Retail Marketing Strategy
be your guide.

Table of Contents
Part 1 Shopper happiness
Part 2 Shoppers are people
Part 3 Channel choices
Part 4 Fact-driven decision making
Part 5 In-store execution
Part 6 Organizational development
Part 7 Embracing the shopper

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Detailed TOC

Field Visual
Merchandising
Strategy
Developing a National
In-store Strategy Using a
Merchandising Service
Organization
Edition

This book

Guides readers through an

accessible step-by-step process


for devising their retail
marketing and merchandising
strategy

Provides solutions to a range of


visual merchandising dilemmas

Date:

03/01/2015

Price:

29.99

ISBN
Paperback:

9780749472641

e-book:

9780749472658

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Retail Studies

Identifies ways to get

an advantage over the


competition

Description
Author Information
Paul J Russell is a results-oriented visual
merchandising and retail-marketing
executive, with a comprehensive
background in developing and executing
integrated consumer-focused programmes
for manufacturers such as Williamson-Dickie
Clothing MFG, Adidas America and Reebok
International. He has developed awardwinning concepts for Super Bowl XXXI, The
Reebok Cup and the Olympic Games and
has provided consulting services to
speciality retailers such as Universal Studios,
Hansgrohe Inc, Jos A Bank Clothiers and
Britches of Georgetown. Paul serves on the
Manufacturers Advisory Council for the
World Alliance for Retail Excellence and
Standards.

The retail sales floor has become a battlefield: each brand is fighting for the same customer
and wants to ensure their merchandise is on the sales floor, sized, folded, hung and
presented properly. Field Visual Merchandising Strategy is a comprehensive guide to
developing and executing a national field merchandising strategy, covering key areas
such as developing a strategy, how to go about selecting the right merchandising service
organization, team training, merchandising standards, planograms, and launching the
strategy.
Ideal for retail marketers, visual merchandisers, merchandising managers and brand
managers, Field Visual Merchandising Strategy uses examples and case studies from a
range of shops, from fashion emporia to small outlets, to provide real-world insight on
how strategic visual merchandising works.

Table of Contents
00 Introduction
Part 1 Fighting the war at retail
01 Getting ready for battle
02 Skill set of your management team
03 Mastering the fundamentals of warfare

Part 2 Planning and initiating your battle


strategy
04 Components of your strategy
05 Preparing for combat
06 Training your troops
07 Planning your combat strategy
Part 3 Executing the strategy
08 Communicating and monitoring the
strategic plan
09 Planning and executing tactics and
special projects

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Detailed TOC

Logistics
and Retail
Management
Emerging Issues and New
Challenges in the Retail
Supply Chain
Edition

This book

Brings together key thinking on

issues in the retail supply chain

Date:

03/04/2014

Price:

44.99

ISBN
Paperback:

9780749468231

e-book:

9780749468248

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Retail Studies

Includes brand new chapters on


international fashion and CSR
in the textile trade

Contributions from both

academics and professionals

Author Information

Description

John Fernie is Professor of Retail Marketing


at Heriot-Watt University. He is a Fellow of
the Chartered Institute of Logistics and
Transport and a member of the Chartered
Institute of Marketing.

The fourth edition of Logistics and Retail Management has been substantially updated to
take account of recent developments in retail logistics. Retailers have recognised the need
to have more involvement in supply chains and noted that benefits can be achieved in both
service levels and cost reduction. Notwithstanding the major strides made, numerous
challenges remain, and new issues are constantly emerging.

Leigh Sparks is Professor of Retail Studies


at the Institute for Retail Studies, University
of Stirling. He is a member of the Chartered
Institute of Logistics and Transport and
Chair of the Academy of Marketing
Research Committee.

This book brings together well-known academics and practitioners, who share their
research, ideas and experience of current thinking on supply chain management in retail.
Reflecting the changing needs of the global marketplace and responding to the challenges
faced by retailers, this new book features a chapter on International Fashion Supply Chain
Management and another on CSR and the textile supply chain.

Table of Contents
01 Retail logistics: changes and challenges
02 Relationships in the supply chain
03 The internationalization of the retail
supply chain
04 The international fashion supply chain
and corporate social responsibility
05 The footwear supply chain: the case
of Schuh
06 Supply chain strategy in the fashion
and luxury industry
07 Tescos supply chain management
08 On-shelf availability in UK retailing
09 The development of e-tail logistics
10 The greening of retail logistics

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Shopper
Marketing
How to Increase Purchase
Decisions at the Point of Sale

This book
Edition

Details how shopper marketing

Date:

03/02/2012

Price:

29.99

ISBN
Paperback:

9780749464714

e-book:

9780749464721

Extent:

296 pages

Dimensions:

234 156mm

Subject:

Retail Studies

works, outlines its benefits and


explains how to implement it

Includes savvy insights from


those on the front lines of
retailing

Looks at shoppers from

multiple perspectives to help


you make better marketing
investments

Author Information

Description

Markus Stahlberg (editor) is the CEO of


Phenomena Group Ltd. Ville Maila (editor)
is the Planning Director of Phenomena
Group Ltd. Phenomena Group was the first
shopper marketing company to be founded
in Europe. It is the global leader in package
promotions with more than 40 offices in as
many countries.

Shopper Marketing details how marketers can influence the buying decision in-store. The
35 contributors from top companies around the world have packed the book with practical
advice on shopper needs and trends, retail environments, effective packaging and much
more to equip product and brand managers, packaging experts, merchandising specialists
and more with the tools they need to be successful in this field of sales promotion.
The second edition of Shopper Marketing has been fully updated to include a new forward
by marketing guru Philip Kotler and 12 new articles that reflect the current changes in the
fast growing area, focusing specifically on the international scope, the online presence and
the future of shopper marketing. New case studies from India, China, Brazil and Japan also
add to the depth and breadth of the first edition.

Table of Contents

153

00 Introduction
Part 1 Definition: what is shopper marketing?
01 Science of shopping
02 Point of view on shopper marketing
03 Shopper marketing: the discipline, the approach
04 Seven steps towards effective shopper
marketing
05 Bringing shopper into category management
06 Science of shopping
07 Illogic inside the mind of the shopper
08 For shoppers theres no place like home
09 The three shopping currencies
10 The shopping motives of Chinese shoppers
Part 2 Strategy: how to approach shopper
marketing
11 Connecting, engaging and exciting shoppers
12 Tailing your shoppers: retailing for the future
13 Retail media: a catalyst for shopper marketing
14 Integrated communications planning for
shopper marketing
15 The conversion model for shopper research
16 Internationalization of shopper marketing
17 Ensuring your brand gets on the shopping list
18 Bridging gaps: retail in the emerging Indian
market
19 The missing link: turning shopper insight
into practice

www.koganpage.com

20 Capitalize on unrealized demand among


shoppers
21 Shopper promotions: what can marketers
learn from price discounts
22 Marketing as a crucial part of retailer
partnership
23 Touching the elephant
24 Future shock
25 Shopper marketings true potential
26 Putting the shopper in your shopper marketing
strategy
Part 3 What is shopper marketing in action?
27 Improving shopper marketing profitability
with innovative promotions
28 The circle of shopper marketing mechanization
29 Nestl Rossiya, Russia
30 Connected shoppers are here, now but how
do you connect with them?
31 Tesco Fresh & Easy, USA
32 Shopper-oriented pricing strategies
33 Packaging can be your best investment
34 The real power of brands in the digital world:
what marketers must know about the online
shopping decision process
35 Too many choices and their implications for
package design
36 Maximizing ROI of package promotions

Detailed TOC

The Grocers
The Rise and Rise of
Supermarket Chains

Edition

This book

Date:

03/01/2011

Price:

14.99

Analyses the tactics that have

enabled supermarkets to grow

Provides an overview of the US


and European markets

ISBN
Paperback:

9780749461041

e-book:

9780749461058

Extent:

208 pages

Dimensions:

234 156mm

Subject:

Retail Studies

Reveals both the secrets of

success and common pitfalls

Author Information

Description

Andrew Seth is a director of several


companies and is a business writer,
broadcaster and consultant. He worked in
the UK, Europe and the USA for Unilever
and was Chairman of Lever Brothers UK,
forming close relationships with many of
todays leading retailers.

Retailing has been the most dynamic sector of industry over the past 20 years and
supermarkets such as Tesco, Sainsburys, Asda, Safeway, M&S, Walmart, Aldi and Lidl have
led the way in growth, operating efficiencies and profitability. With unrivalled access to the
top decision-makers in all the leading companies, The Grocers describes and analyses the
strategies, organization and cultures that have made the supermarkets what they are today.

Geoffrey Randall is an author and


independent consultant specializing in
marketing training and management
education. His clients have included
Unilever, BT, McVities and WHSmith. He has
a background in market research, marketing
and strategic planning, and also writes and
lectures on business topics.

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With a forward by former Asda CEO Allan Leighton, this fully updated third edition of
The Grocers also includes material on the rise of online retailing, the success of the hard
discount chains and the influence of environmental issues on consumer attitudes and
behaviour. Retailers, managers and students can all learn from the secrets of success it
contains, and the pitfalls to avoid.

Table of Contents
00 Introduction
01 Tesco
02 Asda
03 Sainsburys
04 Morrisons
05 Waitrose
06 The Second Tier
07 The Market in Europe
08 Contrasting Fortunes in the United
States
09 The Internet and Other New Ways of
Shopping
10 Supermarkets, Society and Sustainability
11 Conclusions

Detailed TOC

The Retail Value


Chain
How to Gain Competitive
Advantage through Efficient
Consumer Response (ECR)
Strategies
Edition

This book

Answers important questions

such as Why have hard


discounters succeeded in many
markets?, What are the key
success factors of premium
retailing? and How do retailers
share and use information in
collaboration with
manufacturers?

Date:

03/12/2008

Price:

30

ISBN
Paperback:

9780749454562

e-book:

9780749455798

Extent:

384 pages

Dimensions:

240 170mm

Subject:

Retail Studies

Includes expert opinions,

numerous real-life case


examples and a global study of
shopper information sharing

Addresses how new

technologies change the retail


value chain

Author Information

Description

Sami Finne is a principal consultant and the


sector leader for the Retail & Consumer
Products sector in Capgemini Consulting
Finland. He is also a well-known speaker in
top management seminars and conferences,
and a visiting lecturer in several academic
institutions, including Helsinki School of
Economics and Helsinki University.

The Retail Value Chain analyses the changes in the retail industry such as
internationalization and consolidation and looks at the strategic options open to companies.
It covers retail structures, efficient consumer response, partnerships in retail value chains,
demand management, store operations, IT trends, loyalty programmes, shopper information
sharing and more.

Hanna Sivonen is Senior Consultant in the


Marketing, Sales and Service Transformation
team of Capgemini Finland. She has
extensive experience in projects for retail
and consumer product companies, including
category management, shopper analytics,
shop-in-shop development, promotion
management, marketing effectiveness and
customer loyalty. Hanna has also carried out
several strategic studies of global retail
trends for leading Finnish retailers.

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In addition to providing useful insights into why retail operates the way it does, The Retail
Value Chain describes the key concepts of Efficient Consumer Response (ECR) and provides
several illustrative cases to demonstrate the results. As such, it is essential reading for both
retail practitioners and students of retail and channel marketing.

Table of Contents
00 Introduction
01 Change drivers in the retail value chain
02 Retail formats
03 Collaboration in the retail value chain
04 Demand management
05 Store operations
06 Information technology trends in the
retail value chain
07 Loyalty programmes and shopper
information sharing
08 The future

Detailed TOC

Scoring Points
How Tesco Continues to Win
Customer Loyalty

This book
Edition

Includes pragmatic lessons and

Date:

03/08/2008

Price:

19.99

anecdotes, including those


relating to the difficulty of
getting some customer groups
to join Clubcard

Exposes myths about the


industry

ISBN
Paperback:

9780749453381

e-book:

9780749460129

Extent:

304 pages

Dimensions:

234 156mm

Subject:

Retail Studies

Examines both the US and UK


markets through the authors
work with Tesco and Kroger

Author Information

Description

Clive Humby is chairman and founder of


the worlds leading customer science
company dunnhumby. He is the chief
information architect behind Tesco
Customer Management and its
segmentation programme. Clive is Visiting
Professor of Integrated Marketing at
Northwestern University and Industrial
Fellow at Kingston University.

Scoring Points is the compelling and dramatic inside story, told from a project point of view,
of how the Tesco Clubcard was conceived, launched and developed. It explains in detail how
Tesco collected, analysed and used customer data to become a retail giant, making
customer loyalty marketing work when almost every other programme failed. By pairing its
loyalty scheme with sophisticated information technology, Tesco set a new standard for
knowing your customer.

Terry Hunt is chairman of EHS Brann, one


of the largest direct marketing agencies in
the world. His clients include the AA,
Barclays, British Gas, Cadburys, The
Economist, MINI, National Savings and
Tesco. Along with Clive, Terry was a major
influence behind the development, launch
and creative management of Tesco
Clubcard.
Tim Phillips is a renowned business
journalist and broadcaster. He is the author
of Knockoff, also published by Kogan Page.

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Scoring Points is one of the seminal marketing books of the last decade. A fascinating tale
of what can be achieved through vision, a strong team ethic and a company-wide
commitment to customer satisfaction, it is an inspirational read for anyone in business,
from junior marketers or salespersons working in an FMCG environment, to any practitioner
looking to better analyse their customer base.

Table of Contents
00 Introduction
01 Questions of loyalty
02 Making loyalty pay
03 Clubcard on trial
04 Because we can
05 Every little helped
06 Data, lovely data
07 Four Christmases a year
08 You are what you eat
09 Lifestyles become habits
10 Launching a bank
11 Babies, beauty and wine
12 A bigger deal
13 From mouse to house
14 Back to basics
15 Clubcard overseas
16 Tescos most potent weapon

Detailed TOC

Walmart
Key Insights and Practical
Lessons from the Worlds
Largest Retailer

This book

Covers key topics, including


Edition

positioning, logistics, store


format innovation, private
label, marketing, branding,
pricing (EDLP), customer
service, profit margins and
globalisation

Date:

03/04/2012

Price:

29.99

ISBN
Paperback:

9780749462734

e-book:

9780749462741

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Retail Studies

Offers lessons which can be

applied to consumers and


businesses around the world
every day

Includes exclusive interviews

with Walmart executives and


Bill Simon, CEO of Walmart US

Author Information

Description

Natalie Berg, Global Research Director at


Planet Retail, has spent years working
alongside major retailers and vendors as
they seek to better compete with, or partner
with, Walmart. A regular retail commentator
for UK and global media, her main expertise
lies in areas such as private label,
merchandising, pricing and shoppercentricity.

Walmart provides a detailed assessment of the worlds largest retailer that forever changed
the face of retailing. The book examines Walmarts successes, failures, and whether it can
stay ahead for the next 50 years. Despite being a source for best practice in procurement,
logistics, systems and store format innovation, the retail giant is now facing several issues
that affect its future development. Starting from its inception in rural Arkansas in 1962, this
objective analysis of Walmarts history addresses the rapid change of retail, including the
rise of e-commerce and multi-channel retailing; Walmart International and its everyday low
prices philosophy; the saturation of the superstore format, and much more.

Bryan Roberts has spent over ten years as


a Walmart analyst and has gained a great
understanding of Walmarts strategies,
objectives and achievements. An expert in
retail research and insights and a frequent
commentator on retail issues for the global
media, Bryan also lectures in retail
management as a Visiting Fellow at the
University of Surrey. Bryan is Director of
Retail Insights at Kantar Retail.

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In a time of rapid change, will the worlds largest retailer be able to reconfigure? Walmart
provides the necessary insights for retailers, advertisers, other business professionals and
students to understand how Walmart became a retail giant, the lessons that can be learned,
and what is in store for the future.

Table of Contents
01 Is Walmart the best-positioned retailer
on the globe?
02 Rise of consumerism
03 House of (Walmart) brands
04 Dont aggravate the customer
05 Its an EDLP world
06 Walmart and its suppliers
07 Removing the margin-takers
08 Still leading in logistics
09 The surest way to predict the future is to
invent it
10 Facing up to a multi-channel future
11 Going global: Walmarts international
retail leadership
12 Tomorrows Walmart

Detailed TOC

Professional
Services
Marketing
Handbook

This book

Covers the latest thinking on

areas including account


management, business
development and digital
marketing for the professions
and consulting businesses

How to Build Relationships,


Grow Your Firm and Become
a Client Champion
Edition

Demonstrates how to

Date:

03/04/2015

Price:

29.99

ISBN
Paperback:

9780749473464

e-book:

9780749473471

Extent:

280 pages

Dimensions:

240 170mm

Subject:

Services Marketing

effectively manage marketing,


change, business development
and stakeholders in a
professional services firm

Features case studies from

around the world to provide a


wide breadth of experience

Description
Author Information
Nigel Clark has led marketing teams in
professional services firms for more than
20 years in sectors including management
consulting, legal, environmental consulting,
engineering design, business services and
project management. He is a former
director of the Professional Services
Marketing Group (PSMG).
Charles Nixon, MBA, is Chairman of
Cambridge Marketing College. He is a
Fellow of CAM, the Chartered Institute
of Marketing (CIM) and the Royal Society
of Arts, and is President of the CIM
Cambridgeshire branch. An experienced
tutor, he delivers courses across all levels
of CIM and CAM qualifications.

The market for professional services and consulting firms is changing, driven by evolving
and more demanding client requirements. Legal, accountancy and other professional
services firms are now looking for a new breed of leaders with the insight to help deliver
those requirements. Professional Services Marketing Handbook, published in association
with the Professional Services Marketing Group, is for marketing and business development
professionals, sales specialists, and a firms technical practitioners who want to play a fuller
role in their firms obsession with client relationship development to increase their impact
and influence.
Featuring international case studies and best practice from industry leaders and experts
such as Allen & Overy, Baker & McKenzie, PwC, Kreston Reeves and White & Case,
Professional Services Marketing Handbook explains how to become a complete client
champion the voice of the client to both shape and deliver a firms client solution and
experience. It helps marketers develop a growth strategy for their firm, understand and
connect with clients more deeply and develop and manage client relationships to build
successful brands.

Table of Contents
00 Introduction: leadership themes in
professional services marketing
Part 1 Growth
01 Growth and globalization
02 Implementing a growth strategy
03 Developing international networks
Part 2 Understanding
04 Listening, understanding and responding
to clients
05 Closing the commerciality gap
06 What legal clients want

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Part 3 Connecting
07 From communities to cohorts
08 Thought leadership: transforming insights
into opportunities
09 Conversation is king: connecting thought
leadership and sales

Part 4 Relationships
10 The importance of client relationship
management
11 Developing internal and external
relationships
12 The primacy of relationships: how and why
clients choose
Part 5 Managing
13 Its all about value: managing marketing
and business development
14 Managing transformational change
15 Understanding and exceeding partner
expectations
16 The role of marketing KPIs in professional
services firms
17 The future for professional services
marketing: becoming a client champion

Detailed TOC

The Complete
Marketer
60 Essential Concepts for
Marketing Excellence
Edition

This book

Provides an accessible

foundation for anyone getting


to grips with marketing

Date:

03/05/2013

Price:

19.99

ISBN
Paperback:

9780749466763

e-book:

9780749466770

Extent:

336 pages

Dimensions:

234 156mm

Subject:

Marketing Strategy

Helps build and implement

effective marketing
programmes that result in
customer value and satisfaction

Includes both operational

details and guidance on taking


a strategy forward

Author Information

Description

Malcolm McDonald MA(Oxon) MSc PhD


DLitt DSc is Emeritus Professor of Marketing
and, until recently, Deputy Director of the
Cranfield School of Management. Formerly,
he was the Marketing Director of Canada
Dry, UK. He is the author of a number of
books, including Marketing Accountability
and Marketing Value Metrics (also published
by Kogan Page).

What is the marketing mix? Is marketing a concept, function or process? How do you
construct a good SWOT analysis? What are the strategic marketing benefits of key account
management? The Complete Marketer is a solid introduction to the marketing discipline,
which is broken down into easily digestible chapters on topics such as digital marketing,
understanding consumers, understanding markets, market audits, segmentation, sales
forecasting, mobile marketing, advertising and PR, and managing a sales team. It features
clear diagrams and definitions throughout to make concepts easy to understand.

Mike Meldrum was a Lecturer in Marketing


at the Cranfield School of Management, and
now runs his own consultancy specializing
in marketing, leadership development and
coaching.

Malcolm McDonald and Mike Meldrum have simplified the discipline of marketing by
translating the jargon and creating an encyclopaedia of marketing terms, concepts and
fundamentals. They have applied their marketing know-how to every aspect of the
marketing mix, making The Complete Marketer an invaluable resource for general
managers, non-qualified marketers and students taking a module in marketing as part of a
broader degree course.

Table of Contents
Part 1 Understanding the basics of
marketing
Part 2 Different types of marketing
Part 3 Marketing in the digital age
Part 4 Understanding customers
Part 5 Understanding markets
Part 6 Managing the marketing mix
Part 7 Planning and control

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Detailed TOC

Essential Law
for Marketers
This book
Edition

Explains legal boundaries

Date:

03/01/2013

Price:

19.99

ISBN
Paperback:

9780749464509

e-book:

9780749464516

Extent:

376 pages

Dimensions:

234 156mm

Subject:

Marketing Strategy

clearly, demystifying the


law for marketers

Takes account of recent

changes in UK and European


law

Gives real-world advice,

backed by case studies to help


marketers execute compelling
campaigns

Author Information

Description

Ardi Kolah LL.M is prolific author and


one of the most respected marketing and
communication practitioners in the world.
He holds a masters degree in law and is
a fellow of the Chartered Institutes of
Marketing and Public Relations, and a
Liveryman of the Worshipful Company
of Marketors. His unique approach had
made Guru in a Bottle extremely popular
throughout Europe, the USA and India.

Essential Law for Marketers doesnt assume any prior knowledge and has been designed to
make UK and EU laws and regulations accessible for marketers at all levels. Jargon-free and
easy to follow, its widely acknowledged by professional bodies and legal experts as a
masterful digest of all the main legal principles that need to be understood by sales and
marketing professionals working in Europe.
Written by one of the worlds leading experts of sales and marketing law, this updated
second edition of Essential Law for Marketers helps steer the reader through the legal
minefield and provides unique strategies for using the law as a sales and marketing weapon
in order to achieve competitive advantage. It covers making agreements; making
statements in sales and marketing; legal barriers to market entry; legal requirement for
sales and marketing activities; direct marketing and direct selling; EU Privacy and Electronic
Communications Regulations; sales and price promotions; prize promotions and incentives
and sponsorship and hospitality.

Table of Contents
00 Introduction
01 Making agreements
02 Making statements in sales and
marketing
03 Legal barriers to market entry
04 Legal requirements for sales and
marketing activities
05 Law as a weapon for competitive sales
and marketing advantage
06 Direct marketing and direct selling
07 The EU Privacy and Electronic
Communications Regulations
08 Sales and price promotions
09 Prize promotions and incentives
10 Sponsorship and hospitality

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Detailed TOC

How to Write a
Marketing Plan
This book

Up-to-date information on

email shots, web usage and


e-marketing

Edition

Step-by-step guide to

Date:

03/03/2013

Price:

9.99

ISBN
Paperback:

9780749467128

e-book:

9780749467135

Extent:

184 pages

Dimensions:

216 138mm

Subject:

Marketing Strategy

formulating a workable and


successful marketing plan

Includes a brand new chapter

to help you produce mini-plans


and quick plans to seize new
opportunities that arise quickly

New features include chapter


summaries, new information
about mobile commerce in
marketing as well as new tips
on how to present your
marketing plan effectively

Author Information

Description

John Westwood has held a wide variety of


senior sales and marketing positions and is
currently an independent marketing
consultant. He is the author of The Marketing
Plan, 30 Minutes to Write a Marketing Plan,
The Marketing Plan Workbook and Marketing
Your Business, all published by Kogan Page.

How to Write a Marketing Plan, 4th edition, simplifies the task of developing a marketing
plan for a product or business. Taking a step-by-step approach to the entire process, from
carrying out a marketing audit, setting objectives and devising budgets, to writing and
presenting the plan and finally, implementation.
With a brand new chapter to help you produce mini-plans and seize new opportunities
quickly, it is essential reading for anyone who wants to boost their business, sell products
or services and learn the techniques of market research.

Table of Contents
01 Introduction
02 Situation analysis the marketing audit
03 Objectives
04 Strategies and action plans
05 The distribution plan
06 The advertising and promotions plan
07 Costs and budgets
08 Writing the plan
09 Presenting the plan, follow-up and
revision
10 Mini plans and quick plans

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Detailed TOC

The 20 Ps of
Marketing
A Complete Guide to
Marketing Strategy
Edition

This book

Massive range of case studies

from some of the top


companies in the world

Date:

03/12/2013

Price:

19.99

Accessible and well structured

content that the reader can dip


in and out of

UK companies spend 44

ISBN
Paperback:

9780749471064

e-book:

9780749471071

Extent:

336 pages

Dimensions:

234 156mm

Subject:

Marketing Strategy

billion on direct marketing


activities every year, and
marketing remains an essential
function for businesses of all
sizes

Author Information

Description

Over a 40-year career, David Pearson has


helped define marketing strategy, and
worked with those at the highest levels at
Sony, Procter & Gamble, Mars, Pillsbury and
Pentland. He has worked for multinationals,
start-ups, himself and, though he has
achieved many successes, he has also
known failure, and knows what it takes to
turn a brand around.

Marketing has changed dramatically since the four classic Ps of the marketing mix
(price, product, promotion and place) were proposed. The new marketing landscape is
characterized by the demand for constant innovation, rising pressure on budgets, the
growth of social media and the impact of issues of sustainability and ethics. As the
business landscape has transformed so have the fundamental areas marketers need to
master to succeed.

He is the only person in the UK to have


received all the following honours: Fellow of
the Marketing Society, Fellow of the Royal
Society of Arts, Fellow of the Chartered
Institute of Marketing, Elected to the
Marketing Hall of Fame, Member of the
Marketing Group of Great Britain and
Liveryman of the Worshipful Company of
Marketors. He served on the editorial board
of the Journal of Brand Management from
1993 to 2011.

The 20 Ps of Marketing provides a thorough guide to marketers at all levels of the new
elements of the marketing mix they need to contend with for business success including:
planning; persuasion; publicity; positioning; productivity; partnerships; passion and more.
Combining practical advice with case studies it covers brands that have changed the game
through mastery of the 20 Ps such as Hagen-Dazs and Sony, and others, such as Kodak,
who got left behind.
This essential guide to the current face of marketing strategy provides marketers with a
thorough and valuable grounding to the new fundamentals of marketing.

Table of Contents
00 Introduction
Part 1 Core
01 Product
02 Price
03 Place
04 Promotion
05 Packaging
Part 2 Actions
06 Planning
07 Persuasion
08 Publicity (public relations)
09 Push-Pull
10 Positioning

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Part 3 Measurements
11 Profit
12 Productivity
13 Partnership
14 Power
15 Perception
Part 4 Behaviours
16 People
17 Positiveness
18 Professionalism
19 Passion
20 Personality

Detailed TOC

Marketing
Excellence 3
Award-winning Companies
Reveal the Secrets of Their
Success
Edition

This book

Demonstrates how well-

Date:

03/11/2014

Price:

24.99

ISBN
Paperback:

9780749473785

e-book:

9780749473792

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Marketing Strategy

planned, precise marketing


delivers real business results

Inspires marketers to better

connect and communicate with


customers, re-energise
long-established brands and
more

Takes examples from a variety


of brands

Author Information

Description

Hugh Burkitt is Chief Executive of The


Marketing Society, where he has been
responsible for introducing the Manifesto
for Marketing, and the Marketing Leaders
Programme for aspiring marketing directors.
He began his own marketing career as a
Unilever trainee at Birds Eye Foods and
progressed via the Manchester Business
School into advertising, founding the
agency Burkitt Weinreich Bryant, and
leaving as Chairman of Burkitt DDB. He is a
trustee of Barnardos and the Academy of
Ancient Music.

Marketing Excellence 3 showcases the strongest case studies all winners from The
Marketing Societys Excellence Awards to celebrate and promote the contribution that great
marketing makes to the commercial success of a business. The compilation includes a
selection of 30 award winners from 2012 to 2014 who have employed different strategies,
tactics, tools and techniques all worthy of recognition. The book features world-leading
consumer products, retail, fast food, consultancy, charity and telecoms brands such as
easyJet, Hailo, McDonalds, Mercedes-Benz, Unilever, Macmillan, O2, PwC, Jack Daniels
and John Lewis.
Each chapter of Marketing Excellence 3 is organised by theme and introduced by a judge
who then presents the case studies in detail, providing thought-provoking answers to
questions such as How do you find great customer insights?, What are the key principles
that lie behind effective communications?, How do you create a marketing ethos that will
mobilise your organisation?, What makes a new brand stand out and succeed? and How
do you keep customers loyal? As such, it is an ideal book for marketers and students
looking to be inspired by the very best in marketing campaigns.

Table of Contents
00 Introduction
01 Finding consumer insight
02 Connecting with customers
03 Communicating brilliantly
04 Mobilising the organisation
05 Building powerful new brands
06 Building global brands
07 Re-Energising long established brands
08 Marketing sustainability
09 Marketing to make a difference

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Digital Selling
How to Use Social Media and
the Web to Generate Leads and
Sell More

This book

Explains in a very logical way


Edition

the need for a new approach to


selling, what that is, and how it
is applied.

Date:

03/06/2016

Price:

19.99

ISBN
Paperback:

9780749475079

e-book:

9780749475086

Extent:

208 pages

Dimensions:

234 156mm

Subject:

Selling & Sales


Management

Considers how to complement

your personal brand by building


a reputation, credibility and
trust online, and how to grow
your following amongst key
contacts.

Addresses creating value by

having something worthwhile


to say and choosing the best
social networks for your brand.

Author Information

Description

Grant Leboff is one of the UKs leading


sales and marketing experts. Continually
challenging received wisdom, Grant built a
successful direct marketing company in
2002 and sold it six years later. He now
serves as its non-executive director and
runs a strategic consultancy via the Sticky
Marketing Club Ltd and the Sticky
Communication Agency Ltd. He frequently
presents at events around the world and
regularly contributes to outlets such as the
Daily Telegraph, The Independent, The
Financial Times and BBC Radio. He is author
of Sticky Marketing and Stickier Marketing,
both published by Kogan Page.

The sales and marketing functions are increasingly converging, with lead generation now
frequently arising from digital promotional campaigns, and the opportunities for tried and
tested consultative sales techniques diminishing in the face of scarce customer attention
and availability, as well as a plethora of readily accessible comparative product information.
To take part in this process, salespeople need to understand and interact with customers via
multiple channels, participating in social media in collaboration with marketing to influence
purchasing decisions and convert contacts to sales. Digital Selling makes sense of the new
paradigms in which a salesperson now operates. It outlines the new strategies required to
make the most of the plentiful opportunities that exist, and provides the practical advice
salespeople need to use the social web effectively, generate leads and sell more.
Packed with great advice for business people on engaging with their customers online and
via social media, Digital Selling explains why embracing the social web is vital, how the
sales role changes in a digital environment, the lead generation model in a digital world,
how to build your online network and more. As such, sales professionals, digital sales
directors, senior directors, SME owners and anyone required to make strategic decisions,
implement programmes, and go out and sell seeking new ideas and ways to reach their
markets will benefit from this straightforward and practical book from one of todays
thought leaders on digital sales and marketing.

Table of Contents
01 Why embracing the social web is vital
02 How the sales role changes in a digital
environment
03 Preparing to go online
04 The lead generation model in a digital
world
05 Building your online network
06 Creating value

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07 The journey from engagement to


opportunity
08 Creating structure and time for your
lead generation
09 Getting noticed
10 The need for sales and marketing to
work together

Detailed TOC

Key Account
Management
Tools and Techniques for
Achieving Profitable Key
Supplier Status
Edition

This book

Focuses on practical

implementation rather than the


theory of account management

Date:

03/02/2015

Price:

34.99

ISBN
Paperback:

9780749469405

e-book:

9780749469412

Extent:

416 pages

Dimensions:

240 170mm

Subject:

Selling & Sales


Management

Helps boost account

management effectiveness with


practical tools including new
and updated online resources

Brings the elements of key

account management together


to help practitioners form and
implement their own strategy

Author Information

Description

Peter Cheverton is Director of Insight


Marketing & People, now established as
the leading international training and
consultancy firm in KAM implementation,
working in more than thirty countries
including Australia, Austria, Belgium, Brazil,
Canada, China, Denmark, France, Germany,
Holland, Hong Kong, India, Italy, Korea,
Malaysia, Mexico, Poland, Singapore, South
Africa, Sweden, Switzerland, Taiwan, the
United Kingdom and the United States, with
a client list that includes some of the worlds
major blue chip companies. He is also the
author of Understanding the Professional
Buyer and Global Account Management
(both published by Kogan Page).

An organizations key accounts are its lifeblood. Key account management focuses on the
long-term investment of resources in customers that can offer an exceptional return on
resources. But which are the key accounts? Are they the ones growing the fastest? The ones
that are most financially secure? Or are they the ones that shout the loudest? Key Account
Management puts forward a straightforward and effective planning methodology.
This fully updated 6th edition of Key Account Management takes a long-term,
team-selling strategic view of the whole process, from defining the customer, to managing
the relationship and achieving key supplier status. With coverage of latest best practice
including ITs role in account management, plus new case studies, online supporting
resources and a new section comparing how different industries/markets approach key
account management, it stands alone as the premier book on managing key customers.

Table of Contents
Part 1 Definitions and purpose
Part 2 Analysis: opportunity and value
Part 3 Relationship management
Part 4 Achieving key supplier status
Part 5 Achieving strategic supplier status
Part 6 The value proposition
Part 7 Planning and joint planning
Part 8 Targeting
Part 9 Making it happen

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Detailed TOC

Neuro-Sell
How Neuroscience can Power
Your Sales Success

This book

Simplifies cutting-edge
Edition

neuroscience research and


presents it in a way marketing
and other business
professionals can understand
and adopt

Date:

03/11/2013

Price:

19.99

ISBN
Paperback:

9780749469214

e-book:

9780749469221

Extent:

232 pages

Dimensions:

234 156mm

Subject:

Selling & Sales


Management

Teaches how to relate to

prospective customers and sell


in a way that is comfortable for
both buyer and seller

Equips readers to confidently


apply the techniques in their
day-to-day working life

Author Information

Description

Simon Hazeldine works internationally as


a professional speaker and performance
consultant in the areas of sales, negotiation
and leadership. He has a Masters Degree in
the psychology of performance, is certified
as a Master Practitioner and Trainer of NLP,
and is a Fellow of the Institute of Sales &
Marketing Management. Simon is a
qualified prism brain mapping practitioner
and has spoken in 25 countries across five
continents.

Anyone involved in sales faces huge challenges these days, from fierce global competition
and increased pressure on margins to the power of internet-savvy buyers and difficulties
with getting time with prospective buyers. To succeed in sales, something more than the
traditional techniques is needed. Neuro-Sell presents an effective, brain-based approach to
selling that is sensitive to whats going on in the customers mind.
Neuro-Sell helps readers understand the importance of the unconscious and get below the
surface of what people say to recognise what they really mean. Packed with examples,
quizzes, templates and interactive exercises, it develops readers skills in building sales
relationships with the four main types of buyer and outlines the five stages of neuronegotiating that will help give readers the competitive edge.

Table of Contents
00 Introduction
01 The harsh reality facing sales
professionals
02 The background to neuroscience and
how it applies to selling
03 A guided tour of your customers three
brains
04 The buying process and the buying brain
05 Adaptive selling
06 The PRISM model of human behaviour
and adaptive selling
07 How to read your customer and how to
adapt your style
08 The Neuro-Sell brain-friendly selling
process the first phase: Consider

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09 The Neuro-Sell brain-friendly selling


process the second phase: Maximize
comfort
10 The Neuro-Sell brain-friendly selling
process the third phase: Establish
context and catalyse
11 The Neuro-Sell brain-friendly selling
process the fourth phase: Convince
12 The Neuro-Sell brain-friendly selling
process the fifth phase: Close the
deal
13 Some more brain-friendly selling tips
14 Body language and the truthful brain
15 Neuro-negotiating
16 Conclusion

Detailed TOC

Selling to Win

Edition

This book

Provides a helpful framework

Date:

03/02/2013

Price:

14.99

useful for anyone needing to


sell professionally

Captures the essence of what


makes for sales success

ISBN
Paperback:

9780749466312

e-book:

9780749466329

Extent:

224 pages

Dimensions:

216 138mm

Subject:

Selling & Sales


Management

Includes useful summaries at


the end of each chapter

Author Information

Description

Richard Denny is one of the foremost


authorities on sales, management training
and personal development. A highly
sought-after inspirational speaker, he has
been sharing his ideas on success and
achievement around the world for over 20
years. He is also the author of Winning New
Business, Motivate to Win, Communicate to
Win and Succeed for Yourself (all published
by Kogan Page). His books have sold over a
quarter of a million copies worldwide.

Recognized internationally as one of the most effective sales improvement guides ever
written, Selling to Win is an invaluable text for sales and marketing professionals. It
explains clearly how to put winning techniques into action, featuring advice on getting a
sale despite not being the cheapest, turning a customer into an ambassador, building a
positive attitude that gets results, beating the competition and closing a sale.
This 25th anniversary edition of Selling to Win has been revised and is full of even more
sales tips and essential practical advice. With a foreword from James Caan, successful
entrepreneur, author and former investor on BBCs Dragons Den, it has been updated to
reflect current selling techniques and includes success stories from readers of the previous
editions who applied what they learned in the book.

Table of Contents
00 Introduction
01 Selling in perspective
02 Planning to win
03 The vital ingredient
04 Finding the time
05 Finding the business
06 Getting the appointment
07 The rules of professional selling
08 The sales presentation

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09 Closing the sale


10 The principles of professionalism
11 Giving real service
12 Handling objections
13 Negotiation
14 Letter writing
15 Body language
16 Avoiding the negative
17 Dont quit

Detailed TOC

Principled
Selling
How to Win More Business
Without Selling Your Soul

This book

Places trust, reputation and


Edition

integrity at the heart of


long-term relationship selling

Date:

03/10/2012

Price:

14.99

ISBN
Paperback:

9780749466572

e-book:

9780749466589

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Selling & Sales


Management

Covers the entire cycle of

establishing credibility, from


marketing to account
management

Shows how to apply the five

most important principles at


every step of the sales process,
from generating leads to
running comfortable sales
meetings

Author Information

Description

David Tovey is Chairman of The Principled


Group of companies, which includes
Questas Consulting, the business growth
and sales consultancy. David has over
20 years of senior management experience
and a successful consultancy career. He has
helped hundreds of blue chip companies
and professional firms around the world
to increase top line profitable growth
by focusing on principled business
development leadership and is a
respected writer and speaker on
this topic.

Because buyer behaviour has changed and buyers now trust social media and personal
recommendations more than salespeople, companies need to respond to this new reality to
acquire customers. Principled Selling discusses the skills and behaviours needed to win
customers, build relationships and retain existing ones. It offers a different, more effective
approach based on the premise that if you want more sales, stop selling and focus on
building long-term, profitable relationships. Readers will learn to avoid cold calling and
generate meetings; develop relationships built on trust to maintain customer loyalty; sell
services in ways clients appreciate; sustain long-term sales growth and incorporate social
media into an effective business development strategy.
With a foreword from legendary sales expert and bestselling author Richard Denny,
Principled Selling helps anyone involved in selling to align his or her techniques with
customer expectations to get people to buy over and over again.

Table of Contents
00 Introduction
Part 1 The Principled Selling Approach
01 Winning more business today
02 The five principles of Principled Selling
Part 2 Principled Selling in Action
03 The Principled Selling Growth Model
04 Bringing the Growth Model to life
05 M2M (motivate to meet) marketing
06 Winning more business with networking
and social media

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07 M2B (motivating customers to buy)


08 M2B (motivate to buy) skills and
behaviours
09 Proposals and presentations that WOW!
10 Principled Selling key account
management
Part 3 Building a Principled Selling culture
11 The Principled Organization
12 Attitude and making time for Principled
Selling

Detailed TOC

The New
Successful
Large Account
Management

This book

Provides guidance on devising


a strategic action plan for
managing key accounts

How to Hold onto Your Most


Important Customers and Turn
Them into Long-term Assets
Edition

Helps practitioners build

long-term relationships with


clients, managing them
effectively and profitably

Addresses how to improve

Date:

03/06/2011

Price:

24.99

ISBN
Paperback:

competitive positions in
important accounts and move
the relationship up the buy-sell
hierarchy

Key insights into how to close


more business and introduce
winning sales systems to the
entire organisation

9780749462901

e-book:
Extent:

192 pages

Dimensions:

234 156mm

Subject:

Selling & Sales


Management

Description
Author Information
Robert B Miller of Miller Heiman, a
global leader in sales training, brings almost
40 years experience in sales, consulting
and executive management to help clients
succeed in the sales arena.
Stephen E Heiman, the former President,
CEO and Chairman of Miller Heiman, has
worked in sales development for over
30 years.
Tad Tuleja is Miller Heimans staff writer.
They are also the authors of the other
Miller Heiman best-sellers, The New Strategic
Selling and The New Conceptual Selling.

Whatever a companys sales revenue, chances are that a majority comes from a few
crucial accounts. The New Successful Large Account Management, ideal for sales directors,
managers and executives, shows businesses how to protect and develop those critical
accounts they cant afford to lose. Based on the proven Miller Heiman Large Account
Management Process, which is used successfully by some of the worlds largest companies,
it is crammed with examples of real success stories and proven strategies to keep customers
coming back. By following the clearly defined and dynamic approach to the account
planning process, readers will close more business and introduce winning sales systems
into their organization.

Table of Contents
00 Introduction: Back to growth
Part 1 Basic Principles
01 The new landscape of account
management: eight lessons
02 Selecting the Large Account
03 A real-world example
Part 2 Situation Appraisal
04 The Buy-Sell Hierarchy
05 Preparing the ground
06 Strategic Players
07 The Accounts Trends and Opportunities
08 Your Strengths and Vulnerabilities
09 Situation Appraisal summary

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Part 3 Strategic Analysis


10 Charter Statement
11 Goals
12 Focus Investments
13 Stop Investments
14 Revenue Targets
15 Pre-Action Overview
Part 4 Execution
16 Actioning the strategy
17 Ninety-Day Review
18 The LAMP advantage

Detailed TOC

The New
Strategic Selling
The Unique Sales System
Proven Successful by the
Worlds Best Companies
Edition

This book

Offers new insight into the way


salespeople can successfully
promote products and services

Combines a thorough

consultative sales process with


integrity

Date:

03/06/2011

Price:

24.99

ISBN
Paperback:

9780749462949

Identifies solutions to common


problems in the field, from
developing prime information
resources, to managing selling
time

Demonstrates how to use new

e-book:
Extent:

288 pages

Dimensions:

234 156mm

Subject:

Selling & Sales


Management

strategies to confront the


competition

Author Information

Description

Robert B Miller of Miller Heiman, a


global leader in sales training, brings almost
40 years experience in sales, consulting
and executive management to help clients
succeed in the sales arena.

One of the best-selling books on selling ever published, Strategic Selling presented the
idea of selling as a joint venture and introduced the influential concept of win-win. The
response to win-win was immediate, forever changing sales and marketing with its
rejection of manipulative tactics. It helped to turn Miller Heiman, the company that created
Strategic Selling, into a global leader in sales and development, with the most prestigious
client list in the industry.

Stephen E Heiman, the former President,


CEO and Chairman of Miller Heiman, has
worked in sales development for over
30 years.
Tad Tuleja is Miller Heimans staff writer.
They are also the authors of the other
Miller Heiman best-sellers, The New Strategic
Selling and The New Conceptual Selling.

A genuine business classic, this latest, third edition of The New Strategic Selling confronts
the rapidly evolving world of business-to-business sales with real-world examples, strategies
for confronting the competition and a special new section featuring the most commonly
asked challenging questions from the Miller Heiman workshop. It remains essential reading
for sales directors, managers and executives in any type of company.

Table of Contents
00 If it aint broke: the why behind the new
Strategic Selling
Part 1 Strategic Selling
01 Successful selling in a world of constant
change
02 Strategy and tactics defined
03 Your starting point: position
04 A glance at the strategy blueprint:
the six key elements of Strategic
Selling
Part 2 Building on bedrock: laying the
foundation of strategic analysis
05 Key element 1: buying influences
06 Key element 2: red flags/leverage from
strength
07 Buyer level of receptivity
08 Key element 3: the four response modes
09 The importance of winning
10 Key element 4: win-results

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Part 3 Common problems, uncommon solutions


11 Getting to the economic buying influence:
strategies and tactics
12 The coach: developing your prime
information resource
13 What about the competition?
Part 4 Strategy and territory: focusing on
your Win-Win customers
14 Key element 5: ideal customer
15 Your ideal customer profile: demographics
and psychographics
Part 5 Strategy and territory: managing your
selling time
16 Of time, territory and money
17 Key element 6: the sales funnel
18 Priorities and allocation: working the funnel
Part 6 From analysis to action
19 Your action plan
20 Strategy when you have no time
21 Strategic Selling: a lifetime approach

Detailed TOC

Out of Print
This book

Newspapers, Journalism and


the Business of News in the
Digital Age

Edition

Assesses the commercial,

human and political factors


affecting the newspaper
industry

Brings together a judicious

Date:

03/09/2013

Price:

19.99

ISBN
Paperback:

9780749466510

e-book:

9780749466527

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Journalism & Media

mix of academic expertise and


professional journalistic
experience to discuss the
perfect storm of falling
circulations, reduced
advertising revenue, rising print
costs and the impact of citizen
journalists and free news
aggregators

Analyses and reports on the

global future of newspapers,


reflecting their location in
different market sectors,
countries and journalism
cultures

Author Information

Description

George Brock is a professor and former


head of the prestigious Graduate School
of Journalism at City University London.
During his career as a journalist he worked
for the Observer and The Times, where he
was Foreign Editor, Managing Editor and
Saturday Editor. He has served as president
of the World Editors Forum and is on the
board of the International Press Institute.
He is a regular commentator on news and
journalism in the UK and global media
and is an active conference speaker and
reviewer.

News and journalism are in the midst of upheaval: shifts such as declining print
subscriptions and rising website visitor numbers are forcing assumptions and practices
to be rethought from first principles. The internet is not simply allowing faster, wider
distribution of material: digital technology is demanding transformative change. Out of
Print analyzes the role and influence of newspapers in the digital age and explains how
current theory and practice have to change to fully exploit developing opportunities.
In Out of Print George Brock guides readers through the history, present state and future of
journalism, highlighting how and why journalism needs to be rethought on a global scale
and remade to meet the demands and opportunities of new conditions. He provides a
unique examination of every key issue, from the phone-hacking scandal and Leveson
Inquiry to the impact of social media on news and expectations. He presents an incisive,
authoritative analysis of the role and influence of journalism in the digital age.

Table of Contents
00 Introduction: from ink to link
01 Communicating whatever we please
02 Furnishing the world with a new set of
nerves
03 The gilded age
04 The engine of opportunity
05 Rethinking journalism again
06 The business model crumbles
07 Credibility crumbles
08 The Leveson judgement
09 Throwing spaghetti at the wall
10 Clues to the future

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Public Relations,
Events &
Internal
Communications

www.koganpage.com

172

Detailed TOC

Planning and
Managing Public
Relations
Campaigns

This book

Describes how to create and

manage the ongoing


development of a campaign in
a structured way

A Strategic Approach
Edition

Covers all aspects of planning,

Date:

03/12/2015

Price:

24.99

ISBN
Paperback:

9780749468736

e-book:

9780749468743

Extent:

208 pages

Dimensions:

234 156mm

Subject:

Public Relations

from research and analysis, to


objectives, strategy and tactics,
timescales, resources,
evaluation and review

Features case studies such as

WRAPs Love Food, Hate Waste


campaign; McArthur River
Mining; AkzoNobels Corporate
Revolution; the UK Department
of Culture, Media & Sports
First World War Centenary
Commemorations; and Lansons
campaign for unbiased.co.uk

Author Information

Description

Anne Gregory is a professor of corporate


communication and a leading international
academic. She is based in the School of
Business and Law at the University of
Huddersfield. Anne previously spent many
years in public relations practice, gaining
experience at senior levels both in-house
and in consultancy. She remains a
consultant and is an advisor at board
level to a number of large organizations.
Anne is also series editor for the PR in
Practice series (published by Kogan Page).

Getting a public relations campaign or programme off the ground can seem overwhelming.
Planning and Managing Public Relations Campaigns provides a blueprint for all
practitioners. Practical and easy to read, the book presents a 12-point plan for ensuring
success of campaigns of all sizes, covering many vital areas including the role of public
relations in organizations, the importance of context, research and analysis, setting
objectives, strategy and tactics, timescales and resources, evaluation and review.
Planning and Managing Public Relations Campaigns is widely regarded as one of the best
how-to guides for students and practitioners. This fully updated fourth edition features
new developments in public relations, including social media, along with new case studies
including WRAPs Love Food, Hate Waste campaign; The Sleep Pod Hotel Media Tour;
McArthur River Mining; AkzoNobels Corporate Revolution; the UK Department of Culture,
Media & Sports First World War Centenary Commemorations; and Lansons campaign for
unbiased.co.uk.
About the PR in Practice series: Published in collaboration with the Chartered Institute
of Public Relations (CIPR), the PR in Practice series consists of accessible, practical
introductions to day-to-day public relations practice and management issues. The series
action-oriented approach keeps practitioners knowledge and skills up to date.

Table of Contents
01 Planning and Managing the context
02 Public relations in context
03 Starting the planning process
04 Research and analysis
05 Communication theory and setting aims
and objectives
06 Knowing the Publics and Messages
07 Strategy and tactics
08 Timescales and resources
09 Knowing what has been achieved:
Evaluation and review

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Detailed TOC

The PR
Professionals
Handbook

This book

Helps practitioners identify and

use the best channels online/


digital, face-to-face, media
(both editorial and advertising),
direct, etc for
communications

Powerful, Practical
Communications
Edition

Addresses the psychology of

Date:

03/04/2014

Price:

24.99

ISBN
Paperback:

9780749468422

e-book:

9780749468439

Extent:

376 pages

Dimensions:

234 156mm

Subject:

Public Relations

communications so readers can


better understand audiences

Covers every aspect of

communication skills, from


briefing, listening and
questioning to writing, selling
and recommending

Includes an overview of visual

imagery (from photography to


moving pictures) to assist in the
briefing process

Author Information

Description

Caroline Black is a highly experienced


corporate, consumer, business-to-business
and crisis management communications
professional. She has worked with large
private-sector organizations, government
departments, educational establishments
and charities. Her clients include
Sainsburys, Pedigree Petfoods, the Foreign
and Commonwealth Office, Brasenose
College, Roehampton University, Cancer
Research UK and Sightsavers. She is a
Licentiate of the CIPD and an approved
trainer for the CIPR. She acts as a
conference chair, and lectures and speaks
regularly on communication issues. She runs
her own independent PR consultancy.

At a time when rapid changes in communications technology, such as social media, are
having a major impact on the way businesses choose to communicate, more and more
people are having to understand the principles of modern PR and how they can use it to
underpin effective business management. The PR Professionals Handbook offers practical
advice and solutions for anyone involved in the public relations function.
The PR Professionals Handbook guides practitioners in preparing and evaluating
campaigns. In addition to providing a full breakdown on the individual skills required in
briefing, writing and presenting projects of different shapes and sizes, the book covers the
role and importance of public relations and communications in organizations, addressing,
in full, key theories for PR, skills and disciplines, channels and creativity.
About the PR in Practice series: Published in collaboration with the Chartered Institute
of Public Relations (CIPR), the PR in Practice series comprises accessible, practical
introductions to day-to-day issues of public relations practice and management.
The series action-oriented approach keeps knowledge and skills up to date.

Table of Contents
00 Introduction
01 The role and importance of public
relations in organizations
02 Key theories for public relations
practitioners
03 The professional public relations
practitioner
04 Planning and evaluating public relations
05 Public relations, marketing and related
disciplines

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06 Understanding audiences
07 Using the right communications
channels and tactics
08 Creativity in public relations
09 Visual communications
10 Public relations essentials for issues,
incidents and crises
11 Essential skills for the PR practitioner

Detailed TOC

Chartered Public
Relations
Lessons from Expert
Practitioners
Edition

This book

Keeps readers informed on

current debates in the industry

Date:

03/02/2015

Price:

29.99

ISBN
Paperback:

9780749473723

e-book:

9780749473730

Extent:

336 pages

Dimensions:

234 156mm

Subject:

Public Relations

Reflects on and examines the


fundamental PR theories and
their application to modern
practice

Identifies and inspires best


practice in the industry

Author Information

Description

Stephen Waddington is President of the


CIPR, a Chartered PR Practitioner and
European Digital and Social Media Director
of Ketchum Public Relations. He has
earned a reputation as a public relations
moderniser through senior roles he has held
during the last twenty years. He is also
author of Brand Anarchy, #BrandVandals,
Share This and Share This Too.

Published as part of the 2015 tenth anniversary celebrations of the Chartered Institute of Public
Relations (CIPR)s Royal Charter, Chartered Public Relations is an anthology of modern-day public
relations best practice from Chartered Public Relations practitioners. It makes a valuable contribution
to the advancement of public relations thinking worldwide by addressing the most current discussions
on topics such as qualification of results in public relations, internal communications, freedom of
information, global communication and more.
Chartered Public Relations discusses in detail, among other things, the shift to the open organisation,
the application of best practice in different markets and the impact of the globalisation of markets in
public relations. Featuring contributions from public relations experts from a plethora of industries and
companies including Specsavers, Thomson Reuters, Pielle Consulting and the University of Cambridge,
it will inspire a new wave of professionals to take up the challenge of achieving Chartered PR
Practitioner status.

Table of Contents
Part 1 The shift to the open organization the
application of public relations within every
area of a modern organization
01 Putting citizens at the heart of public relations:
Public relations and public value
02 Plus a change, plus cest la mme chose for
public relations?
03 Death or rebirth? A digital future for PR
04 Freedom of Information: Is it changing the
way we do PR?
05 The future practitioner
06 Communications shared services in the public
sector: An idea whose time has come or a
passing phase?

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Part 2 Developing areas of practice an exploration


of the opportunity in developing areas of public
relations
07 Passport to the win-win zone? The role of
psychology in public relations practice and
education
08 An analysis of the role of quantification in
public relations evaluation
09 Internal communications: Poor relation or
powerhouse?
10 Communicable viruses: The adaptation of the
public relations profession to the changing
anatomy of the web

11 Communications micro-strategies
12 Is public relations evolving into reputation
management?
Part 3 The application of best practice in markets
an analysis of the application of public
relations in different markets
13 Engineering the future? Using influence to
benefit society
14 Defining the defence communicator
15 The evolution of UK public relations
consultancies from 1984 to 2009
Part 4 International the impact of the
globalization of markets on public relations
16 What does it take to be a global communications
professional?
17 Globalization and national economic
development: A role for public relations and
communication management
Part 5 Reflections an examination of the
fundamental theories of public relations
and their application to modern practice
18 Is excellence in public relations beyond
our reach?
19 The roadmap to excellence in public relations
20 A critical review: The four models of public
relations and the excellence theory in an era of
digital communication

Detailed TOC

Writing Skills for


Public Relations
Style and Technique for
Mainstream and Social Media

This book
Edition

Gives a solid grounding in the

particulars of writing for PR

Date:

03/10/2012

Price:

24.99

ISBN
Paperback:

9780749465438

e-book:

9780749465445

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Public Relations

Includes valuable advice on

new platforms and


technologies, showing how to
make the most of them

Advises on how to write clear,

appropriate and engaging copy,


tailoring the approach to
different mediums and
audiences

Author Information

Description

John Foster has a background in journalism


and has held senior public relations posts
with Pira International and the Institute of
Practitioners in Advertising. He has written,
edited and produced work ranging from
house journals, books, posters and
brochures to speeches and presentations.
A Fellow of the Chartered Institute of Public
Relations, he was awarded the Institutes
Stephen Tallents Medal for his contribution
and commitment to the effective use of the
written word.

Writing Skills for Public Relations is filled with helpful pointers and useful examples for
public relations practitioners at all levels who need to make the best use of written
communication. Covering both style and presentation, it addresses the dos and donts of
English grammar, including jargon and clichs, as well as important legal considerations.
Along with guidance on editing, policing house style, writing for the press, public speaking,
pronunciation and good text design and layout, this fifth edition provides valuable advice
on writing for online and social media. This is an essential hands-on practical guide for
anyone earning a living through the written or spoken word.

Table of Contents
00 Introduction
01 The importance of style: an overview
02 Trouble with plurals and possessives
03 Making your mark
04 Down with capitalism!
05 Clichs, jargon and other worn words
06 Is it easy to read?
07 Headlines: making them work
08 Dealing with figures and abbreviations
09 Keep it short, simple and plain
10 Social media: the X-factor for PR
11 Writing for the media

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12 Captions: how to handle them


13 Why editing matters
14 Skills and styles for the office
15 Traps, snares and pitfalls
16 Americanisms the differences
17 The spoken word: pronunciation pointers
18 Principles of presentation
19 Writing for the web
20 Tone the linchpin of reputation
21 Now its annual report time
22 Is it legal?
23 Keep to the codes

Detailed TOC

Evaluating
Public Relations
A Guide to Planning, Research
and Measurement

This book
Edition

Arms PR professionals with the

Date:

03/06/2014

Price:

29.99

ISBN
Paperback:

9780749468897

e-book:

9780749468903

Extent:

208 pages

Dimensions:

234 156mm

Subject:

Public Relations

means to clearly and


objectively measure and prove
the value of their work

Helps improve effectiveness for


businesses and institutions,
especially with regard to using
online tools

Provides plenty of examples of


what works from around the
world

Author Information

Description

Tom Watson is Professor of Public Relations


at Bournemouth University, with a focus on
applied research and professional practice.
He was formerly Associate Professor and
Head of the School of Communication at
Charles Sturt University in Australia and was
chairman of the UKs Public Relations
Consultants Association from 20002002.

Operating under tight budget constraints and with an ever-increasing range of tools and
technologies to choose from, PR professionals have never been under so much pressure to
justify their decisions. Evaluating Public Relations advises PR practitioners at all levels on
how to demonstrate clearly and objectively the impact that their work has to their clients
and managers. The authors draw on both their practical and academic experience to discuss
a diverse range of evaluation methods and strategies.

Paul Noble FCIPR is an independent PR


and communications trainer, consultant and
facilitator. A CIPR Approved Trainer and
e-learning specialist, he provides
management support to growing PR
consultancies, and is chief examiner of the
CIPRs Advanced Certificate. Paul has 30
years experience in senior consultancy,
in-house and academic environments.

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This fully updated edition of Evaluating Public Relations includes coverage and advice on
the industry standards on PR measurement. Covering both theory and practice and
containing case studies on Philips, Pepsi, St John Ambulance, Medicare and Westminster
City Council, it is an essential handbook for both students and experienced practitioners.

Table of Contents
01 Principles of public relations theory and
practice
02 Evaluation and communication
psychology
03 The history and culture of PR
measurement and evaluation
04 Gathering and interpreting information
05 Evaluation structures and processes
06 Developing a media evaluation system
07 Evaluation in practice case studies
08 Objectives and objective setting
09 Relationship management and crisis
communication measurement
10 Evaluating social media
11 Linking PR activity to business

Detailed TOC

Crisis, Issues and


Reputation
Management
Edition

This book

Summarises key methodologies

behind reputation management

Date:

03/04/2014

Price:

24.99

ISBN
Paperback:

9780749469924

e-book:

9780749469931

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Public Relations

Shows how issues and crises

can be handled successfully


and effectively with minimum
damage and disruption

Includes practical models,

toolkits and checklists readers


can start using immediately

Author Information

Description

Andrew Griffin is a corporate reputation


specialist. He advises some of the worlds
leading companies and most trusted brands
on crisis management, issues management
and corporate citizenship. Andrew is
managing director of Regester Larkin, the
international reputation risk management
consultancy which is credited with
pioneering best practice systems across all
sectors in this specialist discipline. He is a
regular speaker, writer and commentator in
this critical area of management and
corporate communications.

Crisis, Issues and Reputation Management defines reputation, explores how to value it
and provides practical guidelines for effective reputation management, including how to
approach issues of Corporate Social Responsibility. Practical and accessible, it outlines a
comprehensive approach to managing situations that may turn into crises and handling
crises once they occur.
Featuring a wide range of international case studies of brands who have had to respond
to a variety of crises including Nestle, Unilever, General Electric, McDonalds, Coca-cola,
Cadbury, Tesco, Pan Am, RBS and more, Crisis, Issues and Reputation Management
demonstrates how organizations have to understand and respond rapidly to shifting public
values, rising expectations, demands for public consultation and increasingly intrusive news
media. As such, it provides a new and broader perspective on the topic for new and
seasoned practitioners alike.

Table of Contents
01 Reputation: what it is and why
it matters
02 The challenging climate in which
reputations are managed
03 What are the risks to reputation?
04 Externally driven issues
05 Internally driven issues
06 Externally driven incidents
07 Internally driven incidents
08 Interrelated risks

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09 Managing reputation risk through the


life cycle
10 Predicting reputation risk
11 Preventing reputation risk
12 Preparing for acute reputation risk
13 Resolving risks to reputation
14 Responding to immediate reputation risk
15 Recovering from reputation damage
16 Where next for crisis, issues and
reputation management?

Detailed TOC

Public Relations
Strategy
This book
Edition

International case studies

Date:

03/11/2009

Price:

19.99

include CAT, Brazil; SuncorpMetway Finance, Australia;


Body Shop, Canada; Gestetner
Company, UK

Discusses how PR strategies


have been shaped by
globalization

ISBN
Paperback:

9780749456405

e-book:

9780749458652

Extent:

208 pages

Dimensions:

234 156mm

Subject:

Public Relations

Explores how the increasing


reach of the Internet has
changed PR strategy

Author Information

Description

Dr Sandra Oliver, PhD, FCIPR (Hon), FRSA,


is currently Emeritus Professor at Thames
Valley University, London, UK (TVU), where
she is involved in a professional doctorate
scheme, supervises PR doctoral candidates
and mentors CIPR/IPRA members. She is
author of the two previous editions of
Public Relations Strategy, and Corporate
Communication: Principles, Techniques and
Strategies (all Kogan Page), and she also
edited the Handbook of Corporate
Communication and Public Relations
(Routledge).

This challenging book reflects the intense discussion that is taking place on the nature of
public relations and how it develops and supports management strategy. It links models and
theories of strategic management to the PR function and discusses how globalization and
the Internet are changing organizational PR strategy.
This new and updated version of Public Relations Strategy explains how PR lies at the heart
of sound, ethical corporate communication as a core strategic management function. The
new edition explores the following topics:
PR as strategic and issues management
the governance role of PR within organizations
attaining and maintaining reputation
internal communication as PR strategy
online/offline media relations
research matters: exploration and evidence
managing ethics and evaluation in PR programming
Including many new international case studies, this fully updated, third edition of
Public Relations Strategy is a useful addition to the thinking practitioners library, and an
invaluable learning tool for students undertaking examinations in PR and related disciplines.

Table of Contents
01 Not Just Public Relations: PR strategy in
a management context
02 PRs Place on the Board: A core
governance role
03 Reputation Management: A celebritydriven society
04 Internal Communication and PR:
Employees as ambassadors

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05 Beyond Customer is King: Sales and


marketing promotion
06 Media Relations: A borderless world
view
07 Research Methods: Measures and
motives
08 The Ethical Dimension: A moral
imperative

Detailed TOC

Campaigns that
Shook the World

This book

Provides an insiders view on

what makes a great campaign


through case studies including
Dove, Obama for America,
David Beckham, New Labour
and Product (RED) amongst
others

The Evolution of Public


Relations
Edition

Contains exclusive interviews

Date:

03/10/2015

Price:

14.99

ISBN
Paperback:

9780749475093

e-book:

9780749475109

Extent:

224 pages

Dimensions:

234 156mm

Subject:

Public Relations

with PR leaders such as Alastair


Campbell, Matthew Freud,
Simon Fuller and Lord Tim Bell

Investigates the relationship

between PR campaigns and


evolving public opinion, using
real-world examples

Explores the development of

public relations and celebrates


PR excellence over the past
40 years

Features campaigns by Saatchi

& Saatchi, Bell Pottinger, Ogilvy,


Freuds, Pitch and other
well-known agencies

Author Information

Description

Danny Rogers is one the UKs pre-eminent


media and marketing journalists. He has
been editor of Campaign and PRWeek and is
currently group editor-in-chief of the Brand
Republic Group. He has won many industry
awards including the British Society of
Magazine Editors Editor of the Year in
2008. Danny has also been a contributing
editor to The Independent, The Guardian and
Financial Times Creative Business, as well as a
regular commentator on international
broadcast media.

Over the past four decades, a series of PR campaigns have helped to shape popular culture
and influence public opinion. Campaigns that Shook the World provides the inside story on
the pivotal PR campaigns of the past four decades, following and celebrating the maturation
and expansion of the PR industry towards todays practice. It examines ten of these
campaigns in detail from the 1970s to the present day:
explaining their strategy and tactics
looking at the imagery and icons they created
interviewing the powerful, flamboyant personalities who crafted and executed these
seminal projects.
Each chapter is built around extended case studies including Thatcherism (1979), New
Labour, The Royal Family, The Rolling Stones (1981), David Beckham, London 2012, Product
[RED], The Obama Campaign (2008) and Dove Real Beauty.
Featuring campaigns by Saatchi & Saatchi, Bell Pottinger, Ogilvy, Freuds, Pitch and other
well-known agencies, Campaigns that Shook the World grapples with PRs uneasy place
at the nexus of politics and celebrity, holding the best campaigns up to scrutiny and
showcasing just how powerful PR can be as an instrument of change, for the good, and
at times for the less than good. It contains insights from Alastair Campbell, Lord Tim Bell,
Alan Edwards, Paddy Harverson, Matthew Freud and many others.

Table of Contents
00 Introduction
Part 1 Old school robust media battles but with
leadership, strategy and innovation
01 Labour Isnt Working: The election of
Margaret Thatcher 197879
02 New Labour, New Britain: Tony Blairs
repositioning of the Labour Party 1994
2005
03 A Right Royal Renaissance: Rescuing the
British Monarchy 19972011

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Part 2 New approaches in global entertainment


and sport, based on coalition and creativity
04 Start Me Up: Reinventing the Rolling Stones
198182

05 David Beckham: Way beyond football


19982013
06 London 2012 Olympic Games: Inspiring a
generation 2005 to 2012
Part 3 Modern marketing movements with
digital convergence and purpose
07 Product (RED): How Bono changed cause
marketing 20062014
08 Obama for America 20062008
09 Doves Campaign for Real Beauty
20032013
10 Conclusions

Detailed TOC

Media Interview
Techniques

This book

Offers expert guidance on

how to successfully navigate


interviews across the range
of available media, including
radio, TV, video, online and
social channels

A Complete Guide to Media


Training
Edition

Presents the authors tried-and-

Date:

03/11/2015

Price:

19.99

ISBN
Paperback:

9780749474720

e-book:

9780749474737

Extent:

216 pages

Dimensions:

234 156mm

Subject:

Public Relations

tested methodology to help


interviewees prepare for their
media interview and convey
their key messages effectively

Details techniques which apply


across the spectrum of global
corporate, governmental,
public sector and public-facing
organizations in situations
requiring a confident and
polished response

Punctuates practical guidance


with anecdotal insights and
transcripts of real interviews
featuring George W. Bush,
David Cameron, Prince Philip
and other public figures

Author Information

Description

Robert Taylor is one of the UKs most


experienced media trainers: his trainees
include more than 1,000 executives from
the Foreign and Commonwealth Office, the
Department for International Development
and the British Council, including
ambassadors. Other clients have included
the executive management teams of the
Olympic Delivery Authority for London 2012,
senior executives at Accenture, BT, British
Airways, FedEx, SAP, Orange, Oracle, SITA
and a huge range of public sector bodies
and charities. He has been the leading
media trainer of the Chartered Institute of
Public Relations since 2008.

Any individual preparing for an interview with the media, however practised or wellrehearsed they are, understandably feels a sense of trepidation over failing to convey the
essential points, or encountering that awkward question in the glare of public scrutiny. As
media channels multiply by the day, offering ever more opportunities for exposure, so they
also present a growing probability of finding oneself in front of the camera, webcam, or
microphone in a make-or-break encounter where every word, gesture or expression counts.
Never has media training been more relevant, or more in demand.
Media Interview Techniques is the authoritative guide to giving successful media
interviews, combining the authors own unique models and techniques with a survey of
published research and influential opinion to help you prepare for that occasion when you
are called upon to represent your organization publicly. Supported throughout with
insightful anecdotes and transcripts of good and bad interviews given by George W. Bush,
Prince Philip and other notable figures, this book presents the authors methodology which
has been proven across the spectrum of industry sectors both nationally and internationally,
and will apply whether you are speaking for a commercial company, a charity or NGO,
public services or as a subject expert. No PR executive or press officer can afford to be
without a copy for briefing clients prior to an interview.

Table of Contents
01 Why do a media interview?
02 Preparing for your interview
03 How to create a resonant message
04 Keeping your cool
05 Voice and body language
06 The perfect tone of voice
07 Keeping control of the interview
08 Winning over sceptical and hostile
audience
09 Crisis media interviews
10 Capitalizing on your interview

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Detailed TOC

Ethics in Public
Relations
A Guide to Best Practice

This book

Examines how an individuals


Edition

sense of morality has an impact


on decision making and ethical
business behaviour

Date:

03/11/2008

Price:

19.95

ISBN
Paperback:

9780749453329

e-book:

9780749455675

Extent:

208 pages

Dimensions:

234 156mm

Subject:

Public Relations

Relates underlying ethical

theories such as deontology,


utilitarianism and moral
relativism to everyday issues

Helps practitioners understand


and react to ethical
consequences in the face of
fast-moving technological
advances

Author Information

Description

Patricia J Parsons is Associate Professor


and past Chair of the Department of Public
Relations at Mount Saint Vincent University
in Halifax, Nova Scotia, Canada. She
currently teaches courses in strategy and
managing organizational public relations,
and public relations ethics to
undergraduates. She also provides a
consultative practice in healthcare
communication and PR through her
consultancy, Biomedical Communications
Inc. She is accredited in Public Relations
by the Canadian Public Relations Society
(CPRS) and is a CPRS fellow.

Ethical questions and dilemmas are inherent to public relations, and ensuring that
practitioners operate ethically is fundamental to the professionalism and credibility of the
field, more so than ever before. Written in a practical and approachable style, Ethics in
Public Relations outlines the important ethical concerns in public relations and corporate
communications and gives readers the tools and knowledge to enable them to make
defensible decisions. Not a tome on ethical theory so much as an insightful guide,
it explains in detail the personal and professional issues that affect public relations
practitioners regularly, such as truth and trust, relationships with journalists and
outside conflicts.
Written by a leading academic in the field, this fully updated second edition of Ethics in
Public Relations includes new material on virtue ethics, personal ethics, ethics in social
media, ghost-writing, and deception in PR and the moral responsibilities of organizations.
Practical and engaging, it is a must-have for any public relations practitioner or student.

Table of Contents
Part 1 What lies beneath
01 Before we begin: new profession or
one of the oldest?
02 Untangling the web: the truth and
other strangers
03 Truth, trust and the virtue of being
good
04 Whose rights are right?
05 The trouble with rules
06 Robin Hood ethics

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Part 2 Ethics and the practitioner


07 Your staircase to respect
08 The good, the bad and the (almost) ugly:
ethics codes
09 Sex and the single (or not) PR
practitioner: conflict of interest
10 You against the world

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Part 3 Strategies and dilemmas


11 PR ethics and the media: the old and
the new
12 Persuasion or propaganda?
13 Good causes and bad taste
14 Authorship and deception
Part 4 Organizations, ethics and public
relations
15 The true reality of everyday ethics:
making decisions
16 PR and the corporate ethics programme
17 Making business accountable:
the new breed of PR

Detailed TOC

Event Planning
and Management
A Practical Handbook for PR and
Events Professionals

This book

Takes readers through the


Edition

entire process of planning and


managing a successful event

Provides not only the

Date:

03/09/2015

Price:

24.99

ISBN
Paperback:

9780749471392

e-book:

9780749471408

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Event Management

underpinning theories but also


useful tips and strategies

Includes access to supporting


online resources, such as
templates

Features real cases throughout


including the Variety Club,
London 2012 Olympics and
the Princes Trust

Author Information

Description

Ruth Dowson has over 30 years experience


in strategic development, management and
delivery of events, conferences, seminars
and exhibitions, in both the public and
private sectors. She is a senior lecturer and
course leader in events management at the
UK Centre for Events Management at Leeds
Metropolitan University.

The events industry is an exciting, innovative, diverse and highly challenging environment
in which to work. Event Planning and Management offers a structured, practical approach
to events, from the initial planning, to final evaluating stages. It introduces the key models
and theories but focuses on the practical side of building and working with a team,
choosing a location, creating a programme, dealing with stakeholders and sponsors,
promoting the event, essential financial and procurement considerations and finally
evaluating the event.

David Bassett is an experienced event


organizer and educator in events
management, leisure, sport and tourism.
As Senior Lecturer at the UK Centre for
Events Management, he educates and
trains aspiring events managers, as well as
industry practitioners, to deliver successful
events in the UK and overseas.

Each stage of the process is fully supported with online resources, including templates,
quizzes and podcasts to make up a complete event planners toolkit. Balancing coverage of
the key theory and models with essential practical guidance, tools and case studies from
around the world, Event Planning and Management is an ideal handbook for students and
practitioners alike.
About the PR in Practice series: Published in collaboration with the Chartered Institute
of Public Relations (CIPR), the PR in Practice series comprises accessible, practical
introductions to day-to-day issues of public relations practice and management.
The series action-oriented approach keeps knowledge and skills up to date.

Table of Contents
01 Introduction to events
02 Event planning
03 Destination and venue selection
04 Developing the programme and content
05 Site planning and logistics
06 Building the event team collaboration
and relationships
07 Promotion and publicity
08 Finances and procurement
09 Evaluating your event
10 Future-proofing your events

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Detailed TOC

Internal
Communications

This book

A Manual for Practitioners

Edition

Offers a refreshingly practical

introduction to internal
communications which covers
all the core concepts and
models, skills and processes

Date:

03/08/2014

Price:

24.99

ISBN
Paperback:

9780749469320

e-book:

9780749469337

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Internal
Communications

Helps readers both understand


key theories and put them into
practice with tools and advice
throughout

Includes ready-to-use templates


for communications in a variety
of situations, including crises,
health and safety, branding,
redundancy and bad news,
mergers and acquisitions,
customer service and new
business strategies

Author Information

Description

Liam FitzPatrick is Joint Managing Partner of


change communication consultancy Agenda
Strategies. He has worked both in-house and for
major consultancies running change campaigns,
developing communications teams and advising
on metrics and evaluation. Liam co-founded
the Black Belt series of training for internal
communicators and lectures and has served as
an external examiner at UK universities. A Fellow
of the UK Chartered Institute of Public Relations,
he has been involved in planning the education
and training of PR practitioners. He is a also
member of the Global Certification Council
of the International Association of Business
Communicators.

Get internal communications right in your organization and the benefits are clear:
motivated staff, better financial performance, a strong external reputation and delighted
customers are just a few of the reasons why getting your message over to staff effectively
matters. Internal Communications explores what good practice in internal communications
looks like, providing a no-nonsense, step-by-step approach to devising an internal
communications strategy.

Klavs Valskov is Joint Managing Partner of


change communication consultancy Agenda
Strategies. Since 1999 he has worked in PR,
marketing and communication with organisations
including LOreal, Accenture, Nordea Bank and
the Danish Government. From 20082013 Klavs
was the award-winning Global Director of
Communication in Maersk Line managing a team
around the world working on public relations,
crises, internal communications, social media and
customer campaigns. Klavs is part of the Advisory
Board at the Institute of Business Communication
at Copenhagen Business School. He holds a
double MA in Communication and Business
Studies.

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Written by experts with extensive experience as consultants and in-house leaders in the
private, public and not-for-profit sectors, Internal Communications covers how to build
an internal communications team and plan; devise messages and decide which channels
to use; work with line managers and senior leaders; research and evaluate internal
communications and support change within an organization. Supported by easy to follow
models, example explanations of the core theory, and case studies, it provides students
and internal communicators alike with the practical tools and advice they need to make
a difference in an organization.

Table of Contents
01 What internal communication is and why
it matters
02 Organizing internal communication
03 Planning
04 Audiences
05 Messaging
06 Channels

07 Why line managers matter and how to


support them
08 Working with senior leaders
09 Change
10 Research and evaluation for internal
communicators
11 Developing yourself and the team

Detailed TOC

Strategic Internal
Communication
How to Build Employee
Engagement and Performance

This book
Edition

Holistic approach to internal

communications, based on a
brand new model the
Strategic Dialogue Box

Date:

03/06/2014

Price:

34.99

Strong theoretical background

ISBN
Paperback:

9780749470111

Includes real life case studies

e-book:

9780749470128

Extent:

192 pages

Dimensions:

234 156mm

Subject:

Internal
Communications

combined with a highly


practical approach

from the authors extensive


experience with global
organizations

Author Information

Description

Dr David Cowan is former Head of Internal


Communications at ArcelorMittal, where he
developed an award-winning global internal
magazine, and restructured the internal
communications capability. He coordinated
a global team of a hundred to manage the
merger integration communications for
Arcelor and Mittal. He is currently a senior
adviser to Weber Shandwick, and has
advised a variety of clients, including SABIC,
Honeywell Aerospace, SAP, Vimpelcom,
Saudi Aramco and University of Central
Lancashire. David has also worked at the
World Bank and as a finance and technology
journalist. He holds degrees from the
University of Oxford and the University of St
Andrews, where he earned his PhD.

Effective internal communications is a much neglected area in the world of business. While
most organizations recognize that the external communication between customers and
shareholders is crucial to the success of a business, very few consider the implications of
their internal communication or develop a clear strategy for it. So while management
decisions may be perfectly rational, badly executed communication can leave staff across
the organization confused, worried or disinterested. Strategic Internal Communication
offers a complete approach to building engagement, performance and cultural integration
in any organization. It looks at the relation between the traditional silos of internal
communication, HR and employee engagement and demonstrates, using the new Dialogue
Box approach, how to use communication more effectively and strategically to break down
these barriers.

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Table of Contents
00 Introduction
01 The new organizational triangle: Internal
communications, employee engagement
and HR
02 Culture shock: Corporate culture does
not exist
03 Zone 1: Intelligence how organizations
and people think
04 Zone 2: Emotion how organizations
and people feel

05 Zone 3: Interpretation how


organizations and people
understand
06 Zone 4: Narrative how organizations
and people agree (or disagree!)
07 The end zone: Ensuring effective
dialogue how organizations and
people talk
08 Using the dialogue box

This book

Effective HR
Communication

Provides the HR practitioner

with the tools and checklists for


designing and delivering their
own communications campaigns
themselves or, if working in
organizations with internal
communications professionals or
hiring an external consultant, it
enables them to ask the right
questions and ensure the right
messages are being communicated
about their schemes and projects

A Framework for
Communicating HR
Programmes with Impact
Edition

Date:

03/03/2016

Price:

29.99

ISBN
Paperback:

9780749476168

e-book:

9780749476199

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Internal
Communications

Provides a 7-step model for

planning, launching and measuring


the success of the communications
campaign, with a checklist for
success at each stage and tips from
experts on dos and donts along
the way

Enables the HR practitioner to

demonstrate the value they are


adding to the organization by
effectively communicating the
benefits of the new projects and
programs they are implementing,
from introducing benefits schemes,
and internal social media, to
employee development schemes
and launching new company values

Author Information

Description

Debra Corey is a Global Compensation


and Benefits Director, having held roles at
PageGroup, Merlin Entertainments,
Quintiles, Honeywell and Gap. She has led
communication projects at many global
organizations and has, for the last two
years, taught a Communications 2 day
course through World at Work in the UK,
France and Switzerland. In 2011, she
published a white paper through World at
Work proposing a new model for employee
communications and has presented this
model at various conferences in UK,
France and Singapore.

Effective HR communications are vital to demonstrating the value added to the organization
by the HR function. Whether designing a re-launch of company values, launching a new
intranet, or introducing new rewards and benefits schemes, the success of projects will
come down to how they are presented both internally to all stakeholders and employees,
and externally to customers and potential employees. This requires the creativity to turn,
sometimes dry schemes, into an interesting and engaging message for employees as well
as articulating the business benefits of the programme to senior management. Yet whilst
considerable time is put into the design, rarely is enough put in to the communication
which is the one thing that will release all the value of the design effort. The skills
required to do this are often outside of the HR professionals comfort zone but since the
accountability for the success of these projects lies with the HR professional, it is vital that
they become confident in this.
This book is a practical guide for senior HR professionals, written by an HR professional
with on the ground experience in developing HR programmes and ensuring they are
communicated effectively. Using case studies to demonstrate what works and what doesnt,
the author proposes a 7-step framework and tools and checklists to ensure that each step is
worked through. There will also be tips on the dos and donts at every stage from experts
from big-name organizations. Case studies will include Merlin Entertainments re-launch of
company values through a film competition, PageGroups launch of an in-house recruitment
website, and Morrisons Money Matters campaign to educate employees on financial
wellness.
The book will tackle new areas that are transforming communications campaigns including
how to use and embrace technology as a medium for communicating effectively, how to
understand the different needs of the target audiences in diverse, multi-generation and
multi-cultural workplaces, and how to communicate in a global world.

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Logistics, Supply
Chain,
Purchasing
Logistics, Global
Logistics,
Operations

www.koganpage.com

187

Detailed TOC

The Handbook of
Logistics and
Distribution
Management

This book

Understanding the Supply


Chain
Edition

Overviews all key topics in


logistics and distribution
management, including
procurement, inventory,
warehousing, freight, and
operational management

Date:

03/01/2014

Price:

44.99

ISBN
Paperback:

9780749466275

e-book:

9780749466282

Extent:

720 pages

Dimensions:

240 170mm

Subject:

Logistics

Offers a broad strategic


framework

Explores all stages of the supply


chain from raw materials
through to the final distribution
of the finished product

Author Information

Description

Alan Rushton is a Director of Dialog


Consultants, and was formerly the Director
of Graduate Programmes at the Centre for
Logistics and Supply Chain Management at
Cranfield University. He is also a Chartered
Fellow of the CILT (UK).

Now in its fifth edition, this definitive text explains the nuts and bolts of logistics and
distribution in accessible language. Covering all the major elements of modern logistics it is
an indispensible guide for both students of logistics as well as newly-appointed distribution,
logistics and supply chain managers.

Phil Croucher is Vice President-Supply


Chain for Dalma Energy LLC, has an MSc in
Logistics and Distribution Management
from Cranfield University and is a Chartered
Fellow of the CILT (UK).
Dr Peter Baker is a Senior Lecturer at the
Centre for Logistics and Supply Chain
Management at Cranfield University and
a Chartered Fellow of the CILT (UK).

This edition has been radically updated to reflect the latest advances in logistics and to
cover new topics being studied on academic and professionals courses.

Table of Contents
Part 1 Concepts of logistics and distribution
01 Introduction to logistics and distribution
02 Integrated logistics and the supply chain
03 Customer service and logistics
04 Channels of distribution
05 Key issues and challenges for logistics and
the supply chain
Part 2 Planning for logistics
06 Planning framework for logistics
07 Logistics processes
08 Supply chain segmentation
09 Logistics network planning
10 Logistics management and organization
11 Multichannel fulfilment
12 Manufacturing logistics
Part 3 Procurement and inventory decisions
13 Basic inventory planning and management
14 Inventory and the supply chain
15 Procurement and supply
Part 4 Warehousing and storage
16 Principles of warehousing
17 Storage and handling systems (palletized)
18 Storage and handling systems
(non-palletized)

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19 Order picking and packing


20 Receiving and dispatch
21 Warehouse design
22 Warehouse management and information
Part 5 Freight transport
23 International logistics: modal choice
24 Maritime transport
25 Air transport
26 Rail and intermodal transport
27 Road freight transport: vehicle selection
28 Road freight transport: vehicle costing
29 Road freight transport: planning and
resourcing
Part 6 Operational management
30 Cost and performance monitoring
31 Benchmarking
32 Information and communication
technology in the supply chain
33 Outsourcing: services and decision criteria
34 Outsourcing: the selection process
35 Outsourcing management
36 Security and safety in distribution
37 Logistics and the environment
38 Humanitarian logistics

The Logistics
and Supply
Chain Toolkit

This book

Over 90 Tools for Transport,


Warehousing and Inventory
Management
Edition

Covers all the techniques and


processes needed to operate
efficient logistics operations.

Explains each tool and gives

examples of how it is used in


practice.

Date:

07/03/2016

Price:

44.99

Covers every aspect of

warehousing, transporting,
and inventory management.

Combines established

ISBN
Paperback:

9780749475574

e-book:

9780749475581

Extent:

320 pages

Dimensions:

234 156mm

Subject:

Logistics

management and leadership


tools with the critical
information required in
logistics.

Author Information

Description

Gwynne Richards has over thirty years


experience in warehouse management
and logistics. As well as running his own
successful logistics consultancy he provides
a number of courses on warehouse and
transport management for practitioners.
He is Module Tutor for TTM full time
Masters course at Warwick and Hong Kong
Polytechnic University. He is the author of
Warehouse Management and The Logistics
and Supply Chain Toolkit.

The Logistics and Supply Chain Toolkit provides practical, take-away tools for warehouse,
inventory and transport managers to apply to the day-to-day challenges of logistics and
supply chain management. The sector has been suffering from a huge skills gap, and this
book directly steps in and offers applicable solutions to some of the most frequently
encountered problems of the industry. The new, second edition will be thoroughly revised
to ensure that all research is updated to reflect the latest innovations in technology and
processes. The tools will be revisited and revised to ensure the utmost relevance, and a
collection of new tools will be added to ensure that the book is relevant and applicable in
light of the most recent changes to the sector.

Susan Grinsted is an independent educator,


trainer and consultant, who works with a
number of educational institutions in
Britain, France and Finland, as well as with
multinational companies all over the world.
Her work focuses on transferring knowledge
and skills to enable companies to improve
their performance.

The aim of The Logistics & Supply Chain Toolkit is to provide todays managers with a
toolbox of practical ideas and information to help them in their day-to-day work. It explains
a number of the major management tools and suggests areas within supply chain and
logistics where they can be applied. The tools have been put into chapters, including supply
chains, warehousing, transport and inventory.
Electronic versions of many of the tools are available for download.

Table of Contents
01 Warehouse management tools
02 Transport management tools
03 Inventory management tools
04 Supply chain management tools
05 Outsourcing tools
06 General management tools
07 Performance management tools
08 Financial management tools & rations
09 Problem-solving tools
10 Useful websites
11 Imperial/metric conversions
12 Automatic identification

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Outsourcing
Supply Chains
Practical Strategies

This book
Edition

The only comprehensive book

Date:

03/10/2016

Price:

44.99

ISBN
Paperback:

9780749471934

e-book:

9780749471941

Extent:

320 pages

Dimensions:

234 156mm

Subject:

Logistics

on the subject offering practical


advice on asking the right
questions, evaluating risk
and monitoring operations

Contributors from across the


globe, from industry and
academia

Author who is an expert in the


field with vast international
experience and connections

Author Information

Description

Stephen Rinsler is director and company


secretary of Bisham Consulting (Logistics
and Supply Chain Consultancy), has
extensive industrial experience with
companies such as Unilever, Exel Europe,
SVP Operations, BHS and Mothercare and
DHL. He is a trustee and honourary
secretary of CILT and won the Presidents
Medal in June 2012 for his contribution to
the institute. He is also on the board of
advisors for Cranfield. He has many
international connections and is well
respected and well thought of in the field.

Outsourcing Supply Chains addresses the need for practical role models for Boards and
Senior Management so that their strategic choices can be made in a way that reduces the
risk of outsourcing The contributed chapters, from academics and practitioners from around
the world, will help senior management to make the right choices at all stages from vision
to choice of partner, to implementation, to sustainable execution. Content includes
invaluable advice on sustainable outsourcing, drivers and strategic sources. side stepping
the pitfalls measuring success, risk management and a section of chapters on global
differences, all illustrated with real-life case studies.

He has designed, developed, negotiated and


implemented large scale purchasing and
outsourcing contracts in several industry
sectors in the UK and across Europe, and
has driven large scale procurement and
supply chain audits that have generated
substantial savings.

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This book

Logistics, Supply
Chain and
Operations
Management
Case Study
Collection
Edition

In-depth case studies deliver


insight and perspective on current
and emerging issues, trends and
significant new areas of research in
the fields of logistics, supply chain
and operations

Cases cover a variety of topics


including how to tackle technologyrelated issues, setting and
reviewing budgets, managing
economic performance and
managing costs

Shares first-hand experiences and

Date:

03/03/2016

Price:

135

ISBN
Paperback:

9780749475956

e-book:

9780749477493

Extent:

320 pages

Dimensions:

234 156mm

Subject:

Logistics

knowledge from subject matter


experts in industry and academia
regarding how to reach business
objectives and overcome
considerable obstacles

Imparts unique perspectives


that demonstrate how leading
organisations stay competitive
across the globe in a variety of
geographical contexts

Covers hot new topics and vital


new areas of research which will
guide future strategies

Author Information

Description

Professor David B. Grant is Professor of


Logistics at Hull University Business School.
He has over 175 publications and is on the
editorial boards of numerous journals.

The Logistics and Supply Chain Case Study Collection is a rich and varied compilation
of relevant case studies from across logistics, supply chain management and operations.
It contains real life scenarios from leading companies including Volvo, Vortex, Honda of
America, Green Cargo and Swedish Transport Administration.
Comprehensive in scope and scrupulous in detail, the Collection includes actual events
experienced by businesses of every size, from SMBs to some of the most successful
corporations in manufacturing, transportation, hospitality and other industries. In
these pages readers will discover proven tactics and innovative solutions for handling
uncertainties, solving problems and circumventing risk, plus a wealth of information to
guide strategy and decision making.
Readers who are involved in logistics and supply chain management will find the collection
extremely helpful. Directors and managers will find immediate application of strategies and
tactics to their own situations and challenges and learn to identify potential pitfalls before
they become chronic issues. Training professionals will have a valuable tool for testing
management proficiency in crisis mitigation and resolution, and particularly useful in
academic curriculum, independent learning modules and professional training programs.
Academics and professional trainers will benefit from expanded question and answer
sections designed to measure knowledge transfer and lessons learned. Students will learn
from engaging, topical situations that are highly relevant to the fields of logistics, supply
chain management and operations, and both students and prospective managers will learn
crucial skills to meet current challenges, qualify for professional advancement and achieve
success.

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Lowes Transport
Managers and
Operators
Handbook 2016

This book

Offers a definitive one-stop

Edition 46
Date:

03/02/2016

Price:

59.99

ISBN
Paperback:

9780749474744

e-book:

9780749474751

Extent:

704 pages

Dimensions:

240 170mm

Subject:

Transport

reference guide for the


haulage industry

Provides essential information


on transport legislation,
technical standards, and
goods vehicle operations

Looks at the legal, operational

and environmental factors that


govern the profession

Author Information

Description

David Lowe has been involved in the road


haulage industry for many years, and is an
experienced consultant and freelance writer.
His many books on transport include The
Professional LGV Drivers Handbook and The
Pocket Guide to LGV Drivers Hours and
Tachograph Law.

Now in its 46th edition, Lowes Transport Managers and Operators Handbook is the most
comprehensive guide available to the operational rules and guidelines governing the UKs
road transport operators. This best-selling handbook provides an essential reference to
factors that are of utmost importance in todays road transport industry. It includes details
on professional competence, working times and driving hours rules, speed cameras and
penalties, the international road haulage market, and drugs testing for drivers.

Clive Pidgeon is Examination Database


Manager for CILT Level 5 qualifications, CILT
Distance Learning Advisor, an examiner and
verifier for CILT and author of various CILT
text books and training material.

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Lowes Transport Managers and Operators Handbook is the essential reference source for
any transport manager, fleet operator, owner-driver haulier or student with an involvement
in the industry.
The 46th edition has been thoroughly updated and revised to reflect the latest
developments in the industry.

Supply chain
Management for
Humanitarians

This book

Tools for Practice


Edition

Offers vital insights on supply

chain management from key


practitioners and academics in
the humanitarian field.

Date:

03/06/2016

Price:

39.99

ISBN
Paperback:

9780749474683

e-book:

9780749474690

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

Provides highly practical cases

and examples, written by


practitioners from international
companies and associations.

Shows how to integrate

collaboration and coordination


into working practices, one of
the current biggest challenges
in the humanitarian
community.

Author Information

Description

Dr Ira Haavisto is the director of the


HUMLOG Institute. She teaches Supply
Chain Management and Social
Responsibility at Hanken School of
Economics in Finland.

Supply Chain Management for Humanitarians provides an in depth insight into the
management of supply chains in the context of humanitarian logistics. This accessible
and practical book considers humanitarian logistics from both a strategic and operational
perspective.

Professor Karen Spens is the Dean of


Education at Hanken School of Economics,
and a professor in Supply Chain
Management and Social Responsibility.
She is widely published in the logistics and
supply chain industry.
Dr Gyngyi Kovcs is the Erkko Professor
in Humanitarian Logistics at the Hanken
School of Economics, and the Director of
the HUMLOG Institute. She also lectures in
supply chain management and corporate
geography. She is widely published in the
logistics and supply chain industry.

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The overarching theme is collaboration and coordination, one of the biggest challenges
in the humanitarian community. Supply Chain Management for Humanitarians takes
a problem-based learning approach, featuring real cases and examples from leading
organisations including Oxfam, Unicef, and The Red Cross.
Each chapter is self-standing, relating the content in each chapter to the supply chain
as a whole. This enables the reader to easily dip into different sections. At the end of each
chapter, there is is a case study written by a leading practitioner currently working in the
humanitarian field.
Supply Chain Management for Humanitarians fills a much needed gap in the market and
is essential reading for humanitarians worldwide.

Detailed TOC
This book

Global Supply
Chain Ecosystems

Gives invaluable advice on how


to address the volatility and
vulnerability of global interconnected networks and build
resilient, reliable and effective
supply chains that drive
competitive advantage

Strategies for Competitive


Advantage in a Complex,
Connected World
Edition

Provides practical examples,

Date:

03/06/2015

Price:

44.99

strategies and recommendations


that you can implement
immediately, improving
short-term performance as you
prepare for longer-term issues

Features real-life case-studies

ISBN
Paperback:

9780749471583

e-book:

9780749471590

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

taken directly from the authors


industry projects and extensive
experience

Presents a multi-dimensional

geographic view, including


opportunities and challenges
in developing markets, multimodal options of the New Silk
Route, the diversity within Asia
and developments in emerging
Africa

Author Information

Description

Mark Millar is an internationally known


industry expert who leverages over 30 years
of global business experience to deliver
practical knowledge and educated insights
that help companies navigate the complex
landscapes in Asia and improve the
efficiency of their supply chain ecosystems.

Twenty-first-century supply chains have evolved into world-wide inter-connected supplyand-demand networks comprising vastly more complex operations, with profound interdependencies and exposure to greater volatility in our uncertain world.

Acknowledged as an engaging presenter


with memorable impact, Mark has
completed over 350 speaking engagements
at corporate events, client functions and
industry conferences across 23 countries.
A Visiting Lecturer at Hong Kong
Polytechnic University, Mark is recognised
in the China Supply Chain Top 20, as one of
Asias Top 50 Influencers in Supply Chain
and Logistics and in the 2014 USA listing of
Top Pros-to-Know in Supply Chain.

The linear concept of a chain is therefore no longer adequate to describe these complex
international networks of suppliers, stakeholders, partners, regulators and customers that
are involved in ensuring the efficient and effective movement of products, services,
information and funds around the world we are firmly in the era of Global Supply Chain
Ecosystems.
Exploring the latest market trends and industry developments across emerging, developing
and developed markets, in Global Supply Chain Ecosystems industry leader Mark Millar
presents detailed and practical insights that will help you capitalise on market opportunities,
overcome supply chain challenges and make better informed business decisions.
In addition to highlighting key supply chain shifts such as the move beyond globalisation
back towards regionalisation, this ground-breaking new publication explores several critical
aspects of global supply chain ecosystems including visibility, resilience, sustainability and
collaboration.

Table of Contents

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01 Global supply chain ecosystems


02 Supply chain visibility
03 Sustainability and green supply chains
04 Risk and supply chain resilience
05 Free trade for all navigating the FTA
landscape
06 The Asian Era
07 The New Silk Road connecting Europe
and Asia
08 Integrated logistics hubs
09 Human capital the talent pool
10 Omni-channel supply chains
11 Africa is it the next Asia?
12 Supply chain innovation

Detailed TOC

Food Supply Chain


Management and
Logistics

This book

From Farm to Fork


Edition

Covers the design and

governance of the food supply


chain

Looks at innovations and future

Date:

03/06/2015

Price:

39.99

ISBN
Paperback:

9780749473648

e-book:

9780749473655

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

trends in food supply chains

Assesses various challenges

and supporting mechanisms to


make sure the food that
reaches our plates is safe

Provides international case

studies, with a focus on India,


China, South East Asia and
Brazil

Author Information

Description

Samir Dani is Professor of Logistics and


Supply Chain Management and Head of
Logistics, Operations and Hospitality
Management at the University of
Huddersfield. He has experience of leading
and working on various research projects in
a diverse range of management and supply
chain related topics. He has experience of
working on projects related to food supply
chain risks, food sustainability and food
value chains. Professor Dani has published
widely and has presented to both academic
and practitioner audiences. He has also
worked in the manufacturing sector.

With the growth of the food industry come unique logistics challenges, new supply routes,
demand dynamics and investment re-shaping the future of the food logistics industry. It is
therefore important for the food industry to innovate both with regards to demand
management and sustainability of food sources for a growing population.
Food Supply Chain Management and Logistics is an exciting new text that provides an
accessible and essential guide to food supply chain management, considering the food
supply chain from farm to fork'.
Samir Dani shows the reader how to stay ahead of the game by keeping abreast of global
best practice, harnessing the very latest technology and squeezing efficiency and profit from
increasingly complex supply chains.
This book covers essential topics in food supply chain management, including: food supply
chain production and manufacturing; food logistics; food regulation, safety and quality;
food sourcing; food retailing; risk management; food innovation; technology trends; food
sector and economic regeneration; challenges in International food supply chains; triple
bottom line trends in the food sector; food security and future challenges.

Table of Contents
01 Introduction to food supply chains
Part 1 Food production
02 Food production
03 Food manufacturing
Part 2 Operational challenges
04 Food retailing
05 Food logistics
06 Challenges in international food supply
chains
07 Collaboration and relationships
08 Food sourcing and procurement

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09 Risk management
10 Technology trends in food supply
chains
Part 3 Sustainability and future
challenges
11 Food regulation, safety and quality
12 Food innovation
13 Sustainability challenges in food
supply chains
14 Food sector and economic regeneration
15 Food security and future challenges

Detailed TOC

Sustainable
Logistics and
Supply Chain
Management
(Revised Edition)
Edition

This book

Provides a comprehensive

overview of sustainability
science, as well as an
understanding of sustainability
as it affects the supply chain

Examines all the key areas in

sustainable logistics and supply


chain management

Date:

03/03/2015

Price:

44.99

Examines the subject in an

ISBN
Paperback:

9780749473860

Provides carefully reviewed

e-book:

9780749473877

Extent:

256 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

integrated manner and from


a holistic perspective
research-led applications and
topical case studies based on
extensive research by experts
in the field

Description
Author Information
Professor David B. Grant is Professor of
Logistics at Hull University Business School.
He has over 175 publications and is on the
editorial boards of numerous journals.
Dr Alexander Trautrims is a Lecturer in
Supply Chain and Operations Management
at Nottingham University Business School.
His research focuses on sourcing,
compliance and supply issues in supply
chains.
Professor Chee Yew Wong is Chair of
Supply Chain Management at Leeds
University Business School. He has more
than nine years of industrial working and
consultancy experience in operations,
purchasing, production, inventory and
distribution management, and supply
chain design with SMEs and multinational
companies.

Adopting sustainable practices is crucial for all businesses in the 21st century. Sustainable
Logistics and Supply Chain Management is the essential guide to the principles and
practices of sustainable logistics operations and the responsible management of the
entire supply chain. Based on extensive research by experts in the field, this comprehensive
book covers the whole scope of sustainable logistics. The book provides carefully reviewed
research-led applications and case studies that have been especially developed for this
revised edition with particular attention for use in a teaching context. The mini case
studies are highly topical, relating the theoretical concepts to practice and what is actually
happening on the ground.
Examining the subject in an integrated manner, this book examines all the key areas in
sustainable logistics and supply chain management, including: sustainable product design
and packaging; sustainable purchasing and procurement; cleaner production; environmental
impact of freight transport; sustainable warehousing and storage; sustainable supply
management; reverse logistics and recycling; supply chain management strategy, and much
more.
A vital teaching resource for any course on sustainable logistics, this revised edition of
Sustainable Logistics and Supply Chain Management includes valuable supporting online
materials, including PPT presentations, chapter summaries, learning objectives, tips for
teaching and in class activities.
Written by three leading experts on the subject, Sustainable Logistics and Supply Chain
Management is a comprehensive yet highly accessible guide to sustainable supply chain
management. The book provides an excellent insight into the topic that will help managers,
students, and scholars grasp the fundamentals of green supply and logistics management.

Table of Contents

196

00 Introduction
01 Logistics and supply chain management
02 Science of sustainability
03 Freight transport
04 Sustainable warehousing
05 Product design, cleaner production and
packaging

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06 Sustainable purchasing and procurement


07 Reverse logistics and recycling
08 Risk, corporate social responsibility
and ethics
09 Sustainable logistics and supply chain
management strategy

Detailed TOC

Supply Chain Risk


Understanding Emerging
Threats to Global Supply Chains

This book

Analyses how modern supply


Edition

chain management practices


put businesses, economies and
society at risk from disruption

Date:

03/04/2014

Price:

44.99

ISBN
Paperback:

9780749471101

e-book:

9780749471118

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

Assesses the various sources of

external threat to the supply


chain, including environmental,
geopolitical, economic and
technological

Describes the evolving risks

to supply chains and how


multinational corporations
should be dealing with them at
a strategic level

Author Information

Description

John Manners-Bell is the founder and CEO


of Transport Intelligence, a leading supplier
of market solutions to the global logistics
industry. He is Chairman of the Supply Chain
Council of the World Economic Forum and
advisor to the UN and the European
Commission. Prior to establishing Transport
Intelligence, he worked as an analyst in
consultancies specializing in international
trade, transport and logistics. He is also
Visiting Professor at the London Guildhall
Faculty of Business and Law, London
Metropolitan University. John Manners-Bell
is author of Global Logistics Strategies and
Logistics and Supply Chains in Emerging
markets.

Risk is at the very core of supply chain theory and is at the heart of every decision-making
process. Supply chain risk is now becoming everyones responsibility and over the last two
years has become more important than ever, making its presence on the boardroom agenda
of most big companies.
Supply Chain Risk assesses the various sources of external threat to the supply chain and
how multinational corporations should be dealing with them at a strategic level. In this book
John Manners-Bell clearly shows how to implement risk strategies that minimize, even
completely eliminate, supply chain risk, and outlines how to build resilient supply chains.
Supply Chain Risk includes case studies of best practice and cites examples of when and
how things go wrong. Each case study describes the companys supply chain strategy and
production/sourcing strategy, outlines the catastrophic event which occurred, including the
supply chain consequences and material losses, the management response, and resultant
changes to company supply chain strategy.
The book is accompanied by invaluable downloadable online resources, including a survey
on companies attitudes to supply chain risk.
Supply Chain Risk has won the ACA-Bruel Special Mention prize for its contribution to the
development of leading new concepts and methods in purchasing and supply chain. The
prize is organised by the Association of Purchasing and Supply Chain (CESA) of HEC School
of Management in Paris.
Highly accessible with real practical application, Supply Chain Risk is for supply chain
managers and anyone interfacing with the supply chain.

Table of Contents

197

00 Introduction
01 A framework for understanding risk
02 Engineering supply chain resilience
03 Industry sector resilience to supply
chain threats
04 Natural disasters, climate change and
pandemics
05 Economic risks to the supply chain

www.koganpage.com

06 Societal risks to supply chains


07 Terrorism and security
08 Corruption in the logistics industry
09 Cargo crime and piracy
10 Conclusion

Detailed TOC

Supply Chain Risk


Management
This book

Vulnerability and Resilience in


Logistics

Defines risk and supply chain


management

Edition

Examines current trends

affecting supply chains

Explains in detail how to

Date:

03/10/2011

Price:

45

identify, analyse and respond


to the various risks to supply
chains

Describes approaches to risk

ISBN
Paperback:

9780749463939

e-book:

9780749464264

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

management and provides


step-by-step guidance on how
to implement them

Advises how to create a

resilient supply chain and, in


the worst case, how to plan for
and respond to disasters

Author Information

Description

Donald Waters has over 30 years


experience of teaching and working in
logistics and operations management. He
uses his specialized knowledge of
operations and supply chain management
working for various organizations around
the world in this book. Donald Waters is
now a visiting professor at various leading
universities in Europe and the United States.
He is the author of several well-known
logistics books. He is a member of the CILT.

Vulnerability to sudden supply chain disruption is one of the major threats facing companies
today. The challenge for businesses today is to mitigate this risk through creating resilient
supply chains.
Addressing this need, Supply Chain Risk Management guides you through the whole risk
management process from start to finish. Using jargon-free language, this accessible book
covers the fundamentals of managing risk in supply chains. From identifying the risks to
developing and implementing a risk management strategy, this essential text covers
everything you need to know about this critical topic. It assesses the growing impact of
risk on supply chains, how to plan for and manage disruptions and disasters, and how to
mitigate their effects. It examines a whole range of risks to supply chains, from traffic
congestion to major environmental disasters.
Highly practical, Supply Chain Risk Management provides a range of useful tables,
diagrams and tools and is interspersed with real life case study examples from leading
companies, including Nokia, IBM, and BP. The 2nd edition has been completely revised
with brand new case studies on the Chilean Mining Disaster and BP oil spill.

Table of Contents
01 Working with risk
02 Defining risk
03 Supply chain management
04 Trends affecting the supply chain
05 Approaches to risk management
06 Identifying risks
07 Analysing risks
08 Responding to risks
09 A network view of risk
10 Creating resilient supply chains
11 Business continuity management
12 Review

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Detailed TOC

The Lean Supply


Chain
Managing the Challenge
at Tesco
Edition

This book

Examines the supply chain

Date:

03/09/2015

Price:

39.99

management techniques of
Tesco, the second largest
retailer in the world

Demonstrates how Tesco

ISBN
Paperback:

9780749472078

e-book:

9780749472085

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

increased customer loyalty


by focusing on delivering
customer value instead of

Author Information

Description

Barry Evans early career involved a variety


of roles in Logistics/Distribution with
Watney Mann, Rank Hovis McDougall and
Royal Mail. This was followed by roles in
Tesco plc including Lean Process Manager in
Tesco Supply Chain Development. Barrys
role was to understand Lean Thinking and
develop ways in which it could be applied
in Tesco. He joined the Lean Enterprise
Research Centre at Cardiff Business School
as a Senior Research Associate.

The Lean Supply Chain: Managing the Challenge at Tesco explores how Tesco have and are
addressing the challenge of managing their supply chains. It examines how they have used
lean thinking, loyalty and simplicity and grew under a determined supply chain strategy to
achieve their dominant UK and global position. It shows how Tescos senior leadership made
a simple, but game-changing, decision to focus the business on its customers rather than
the conventional approach of competing with our competitors and asks whether the
approach to managing the supply chain needs to be adapted to deal with current challenges
that Tesco face.

Robert Mason also has a business


background, in the main a variety of roles
with M&S. He is now a senior lecturer in
Logistics and Operations Management
section (LOM) at Cardiff Business School
and has led many business research projects
with Tesco as a partner.

Barry Evans and Robert Mason look at Tescos origins, how the retailer developed one of
the best supply chains in the world, as well as their continuous improvement and current
developments that are required to maintain its competitiveness. This book demonstrates
Tescos most successful strategies through real life examples, drawing upon the authors
deep knowledge of how Tesco has developed and succeeded from both an academic and
practitioner perspective. It includes an assessment of how Tesco are dealing with current
day challenges and market changes, including their successful rollout of online shopping
and convenience stores as well as how they are attempting to maintain their position as
the UKs largest retailer.

Table of Contents
01 Introduction
02 Tesco past and present
03 Tesco and strategy: managing the what,
why and how!
04 Customer insight: to drive the Tesco
supply chain
05 Lean and the Tesco supply chain:
mastering the supply chain

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06 Tesco and continuous improvement:


debunking seven myths of conventional
business thinking
07 Current Challenges: aligning corporate
and supply chain strategies to a
changing macro environment
08 Conclusions

Financing the
End to End
Supply Chain
Creating Win Win Situations in
Value Networks
Edition

This book

Provides an introduction to the

Date:

03/06/2016

Price:

44.99

ISBN
Paperback:

9780749471415

e-book:

9780749471422

Extent:

272 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

area of Supply Chain Finance

Tackles key issues through

combining theory and practice

Considers initiatives to

harmonize and develop


cross-border financing

Author Information

Description

Simon Templar is a qualified accountant


with twenty years industry experience as
well as a lecturer on supply chain and
procurement MScs in Cranfield and
Plymouth. He is currently involved in the
David Cameron supply chain finance
initiative.

Supply chain finance refers to the set of solutions available for financing specific goods
and/or products as they move from origin to destination along the supply chain. Supply
chain finance is an increasingly important area not least because of ever-extending supply
chains and an environment of the short supply of credit or working capital. Companies
today therefore need to understand and implement supply chain finance.

Charles Findlay is an experienced Business


Strategy, Supply Chain and Procurement
consultant and Founder at International
Supply Chain Finance Community.

Supply Chain Finance provides readers with an excellent insight into this emerging field and
enables them to recognise the importance of the strategic relationship between supply
chain and financial communities within an organization. The book examines how finance
and the supply chain fit together. It contains vital information on how the supply chain
finance is operationalised and put into place. It is written in a user-friendly style, starting
with the purchasing function, and linking together treasury, banking, supply chain, systems,
IT, and key stakeholders.
This important new title will help senior supply chain and procurement practitioners to
build collaboration, improve relationships and enhance trust between supply chain
partners. With its combination of theory and practice it tackles vital issues such as
physical, information and financial flows, and tailoring supply chain finance to individual
organisations circumstances. As supply chain finance means different things in different
countries, the authors also look at some of the initiatives to harmonize and develop
cross-border financing from the World Bank and others, as well as including an agenda for
national and international policy makers.
Supply Chain Finance offers a mix of academic and industrial expertise and is written by
three authors who are experts in the field. The book contains ground-breaking research
and data from the Cranfield School of Management.

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Supply Chain
Management
Accounting
Edition

This book

The only book available on this

Date:

03/09/2016

Price:

44.99

ISBN
Paperback:

9780749472993

e-book:

9780749473006

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

increasingly important area of


supply chain management

Looks at essential relationship


between management
accounting and supply chain
management

Written by Cranfield expert,


Simon Templar

Author Information

Description

Simon Templar is a qualified accountant


with 20 years industry experience as well as
a lecturer on supply chain and procurement
MScs in Cranfield and Plymouth. He is
currently involved in the David Cameron
supply chain finance initiative.

The need to contain costs across a business is as strong as ever and the search for cost
reduction opportunities is intensifying. There still remains one last major opportunity to
take out costs through the supply chain.
Supply Chain Management Accounting is a user-friendly publication that introduces the
relationship between two important business functions: management accounting and
supply chain management. It enables practitioners, academics and students to gain greater
insight into this relationship and to recognise its strategic importance as an enhancer of an
organisations financial performance.
It covers, amongst other things profitability, Liquidity and Asset Utilisation, product costing,
activity based costing, investment appraisal, supply chain finance, customer profitability
analysis, budgeting, sales and operations planning. With real-life case studies and cutting
edge information and research findings from Cranfield expert Simon Templar, this is an
essential text for anyone involved in supply chain management.

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Supply Chains
for a Circular
Economy
Reduce, Re-use, Recycle
Edition

This book

Learn about business models

that replenish rather than


waste and damage

Date:

03/11/2016

Price:

39.99

ISBN
Paperback:

9780749476755

e-book:

9780749476762

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Supply Chain
Management

Understand how to get value

out of all waste, all the way


through the supply chain cycle

Gain valuable insights from


case studies of leading
businesses who are
redesigning their supply
chains

Author Information

Description

Catherine Weetman is a visiting lecturer at


Huddersfield University and a consultant
with 25 years experience in logistics,
having headed up logistics and planning
distribution at Kellogs, DHL, Tesco and Exel.

The Circular Economy concept is the foundation for a completely sustainable, profitable
business model. It is relevant to all manufactured products, including food, fashion, Fast
Moving Consumer Goods, and consumer and industrial durables. This new approach creates
circular material flows throughout the supply chain, both within the business and as new
flows to other businesses. These circular flows are impacting supply chain design and
operations, requiring a different emphasis and creating new challenges for supply chain
teams.
The linear model has worked well for us over the last 250 years, but in the current context
of exponentially increasing demand, it is no longer fit for purpose. Weve reached a tipping
point, and many organisations are looking at how a circular economy approach could be a
source of competitive advantage.
The book will explain the concept, with real examples of how it works in a range of market
sectors, and at different stages of the supply chain. There will be company case studies,
including: M&S Shwopping (clothes), InterfaceFLOR, Desso (carpets), British Sugar (energy
from waste to grow tomatoes), Dutch AWearness (clothes), EcoTech Recycling (industrial
rubber), Method (household cleaning products).
There is comprehensive coverage of:
Moving from a supply chain to a supply cycle
My 7 Sustainability Principles for Supply Chains
Issues, e.g. waste across borders, selling your by-products, waste as a feedstock
Waste regulations
Finding markets and suppliers resources
Seasonality, storage, perishability, transport etc re-thinking waste as a source of value
10 Steps to Zero Waste

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Detailed TOC

Warehouse
Management
A Complete Guide to
Improving Efficiency and
Minimizing Costs in the
Modern Warehouse
Edition

This book

Examines how to operate an


efficient and cost-effective
warehouse

Provides an up-to-date picture


of modern warehousing

Date:

03/06/2014

Price:

44.99

ISBN
Paperback:

9780749469344

e-book:

9780749469351

Extent:

448 pages

Dimensions:

234 156mm

Subject:

Warehouse &
Inventory
Management

Provides guidance on using the

latest technology, reducing


inventory, people management,
location and design

Tackles the key issues that are

challenging todays warehouse


managers

Author Information

Description

Gwynne Richards has over thirty years


experience in warehouse management and
logistics. He runs a successful logistics
consultancy and provides a number of
courses on warehouse and transport
management for practitioners. He is Module
Tutor for TTM full time Masters course at
Warwick and Hong Kong Polytechnic
University. He is the author of The Logistics
and Supply Chain Toolkit.

Warehouses are an integral link in the modern supply chain, ensuring that the correct
product is delivered in the right quantity, in good condition, at the required time, and at
minimal cost: in effect, the perfect order. The effective management of warehouses is vital
in minimizing costs and ensuring the efficient operation of any supply chain.
Gwynne Richards highly regarded and best-selling text on warehouse management is a
complete guide to best practice in warehouse operations. Warehouse Management
examines how to operate an efficient and cost effective warehouse. It provides guidance on
using the latest technology, reducing inventory, people management, location and design.
Covering everything from the latest technological advances to current environmental issues,
Warehouse Management provides an indispensable companion to the modern warehouse.
The text considers key aspects of warehouse management, including cost reduction,
productivity, people management, and warehouse operations.
In this 2nd edition of Warehouse Management, there are more case studies, photographs
and useful video links as well as extensive accompanying online resources. In addition to
providing updates on future advances in warehouse management, Gwynne Richards also
tackles the key issues that are challenging todays managers, including pressure to reduce
lead times, increase productivity, reduce cost, improve customer service, reduce
environmental impact, and maintain health and safety standards.
Offering comprehensive direction on all aspects of managing a warehouse, Warehouse
Management is an ideal guide and detailed reference book for anyone looking to gain
a real insight into warehouse operations.

Table of Contents

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00 Introduction
01 The role of the warehouse
02 Role of the warehouse manager
03 Warehouse processes: receiving and
put-away
04 Warehouse processes: pick preparation
05 Picking strategies and equipment
06 Order-picking methods
07 Warehouse processes from
replenishment to despatch and beyond

08 Warehouse management systems


09 Warehouse layout
10 Storage and handling equipment
11 Resourcing a warehouse
12 Warehouse costs
13 Performance management
14 Outsourcing
15 Health and safety
16 The warehouse and the environment
17 The warehouse of the future

Detailed TOC

Inventory
Management
This book

Advanced Methods for


Managing Inventory within
Business Systems
Edition

Provides a step-by-step

approach on how to achieve


the critical linkage between the
business budget decisions and
the detail level

Date:

03/07/2015

Price:

34.99

Examines how inventory

management should work and


how to control and balance it

Focuses on KPIs that have been

ISBN
Paperback:

9780749473686

e-book:

9780749473693

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Warehouse &
Inventory
Management

proven to significantly improve


performance

Looks at the revolutionary


k-curve methodology that
has transformed business
performance

Author Information

Description

Dr. Geoff Relphs experience in inventory


and business systems management includes
operational, consulting and academic roles
spanning 40 years. He gained his initial
hands on experience in MRP operations and
inventory management over 20 years with
IBM. Geoff has worked since 2002 as an
inventory expert in operational, consulting
and training roles for companies both large
and small and has led a wide range of projects
that have improved supply and demand
performance. Geoff completed his Doctorate
in Inventory Management in Business Systems
in 2006. He is an associate lecturer at the
Warwick Manufacturing Group, University of
Warwick, and delivers modules for the MSc
Programme both in the UK and internationally.

Effective inventory management can increase revenue, reduce costs, and improve cash
flows. Endorsed by Institute of Operations Management and CILT, Inventory Management
shows managers how to take control of their inventory system and ensure operations run
smoothly.

Catherine Milner is a chartered engineer


and has nearly 20 years experience
working in aerospace, petrochemicals and
telecommunications. She has project managed
many successful projects on electronic data
exchange with customers, forecasting, MRP,
supply chain management, and business
process re-engineering. She is currently a
visiting lecturer at the University of Warwick
and Chairman of the Institute of Operations
Management.

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Looking beyond the complexity and theory of inventory management, Geoff Relph and
Catherine Milner focus on the most important decisions managers need to make when
managing inventory. They examine how inventory management should work, how to
control it, and how to balance it, through their use of revolutionary k-curve methodology.
They include case studies from various industries, looking at inventory management in
diverse areas such as supermarkets and aerospace. The book also includes numerous
figures and diagrams as well as valuable online material.

Table of Contents
00 Introduction
01 Introduction to inventory management
02 Business systems and business
03 The complexity of inventory
management within business systems
04 Traditional thinking in inventory
optimization
05 k-curve methodology
06 The practical application of k-curve
07 Case study examples and what to
do next

Detailed TOC

Global Logistics
New Directions in Supply
Chain Management

This book
Edition

Examines important trends,

Date:

03/09/2014

Price:

44.99

key challenges, and latest


developments in logistics and
supply chain management

Assesses real-world

developments across
the globe

ISBN
Paperback:

9780749471330

e-book:

9780749471347

Extent:

512 pages

Dimensions:

234 156mm

Subject:

Global Logistics

Shares insights from

authoritative figures in
the industry

Author Information

Description

Stephen Rinsler has extensive industrial


experience covering the entire supply chain,
including senior positions (SVP) in Unilever
(UK and European procurement and supply
chains), Exel (now DHL) Europe (Services
Director with a brief that included
procurement, risk, health and safety),
Volt Europe (SVP Operations), and
Procurement and Supply Chain Director
for Storehouse (Bhs and Mothercare). He is
currently Director of Bisham Consulting.

The field of logistics continues to develop at a remarkable pace. Until recently, logistics was barely considered in
long-term plans of even major companies, but its strategic role is now recognised and it lies at the heart of long-term
plans in almost every business. There are many reasons for this change: communications and information technology
are offering new opportunities; world trade is growing; competition is forcing operations to adopt new practices and
become evermore efficient; and there is increasing concern for the environment. Add to this the increased emphasis
on consumer satisfaction, flexible operations and time compression, and it becomes clear why it is so important to get
logistics right.

Donald Waters has over thirty years


experience of teaching and working in
logistics and operations management. He is
a visiting professor at various universities,
including University of Calgary, Warsaw
School of Economics, Czech Management
Centre, University of Quebec at Montreal,
University of Sheffield, Henley Management
College and Edinburgh Business School. He
is the author of several well-known logistics
books.

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Now in its 7th edition, edited by Stephen Rinsler and Donald Waters, Global Logistics has been thoroughly revised and
updated to reflect the latest trends, best practices, and cutting-edge thinking on global logistics. This leading title
provides guidance on important topics, including agile supply chains, IT, sustainability and performance management,
collaboration, outsourcing and humanitarian logistics.
The 7th edition of Global Logistics provides completely new chapters on supply chain trends and strategies, fulfilling
customer needs, and supply chain vulnerability. Assessing real-world developments across the globe, there are also
dedicated new chapters on China and Central and Eastern Europe.
This multi-contributed edition serves as a forum for a range of acknowledged sector specialists to discuss key logistics
issues and share their authoritative views. The new edition introduces new contributors, including leading thinkers
from international universities and businesses (UK, USA, France, Germany, Sweden, Poland, Hong Kong).
Global Logistics is an invaluable source of guidance and practical advice for students, managers and practitioners
alike, who will find it an essential text they can refer to again and again.

Table of Contents
01 New directions in logistics
02 Best practices in logistics and supply chain
management: the case of Central and Eastern
Europe
03 Trends and strategies in global logistics and supply
chain management
04 Incentives and the strategic management of
suppliers
05 Time compression in the supply chain
06 Building more agile supply chains
07 Using marketing and logistics to fulfil customer
needs
08 People powering contemporary supply chains
09 Linking supply chain management to shareholder
value
10 Outsourcing: the result of global supply chains?
11 Risk in the supply chain
12 Managing supply chain vulnerability
13 Information systems and information technologies
for supply chain management

14 Improving management of supply chains by


information technology
15 Delivering sustainability through supply chain
management
16 Performance measurement and management in the
supply chain
17 Optimizing the movement of freight by road
18 Retail logistics
19 Internet traders can increase profitability by
reshaping their supply chains
20 Time as a trade barrier
21 Learning from humanitarian supply chains
22 Global sourcing and supply
23 International road and rail freight transport activity
24 Developments in Western European strategies
25 Recent development of e-tailing and its logistics in
China
26 Logistics strategies for Central and Eastern Europe
27 North American logistics

Detailed TOC

Global Logistics
Strategies
This book

Delivering the Goods

Offers a step-by-step guide to


global logistics

Edition

Defines, describes, and explores

Date:

03/11/2013

Price:

44.99

key logistics segments,


including freight forwarding,
contract logistics, shipping,
road freight, air cargo and
express

Examines major sectors,

ISBN
Paperback:

9780749470234

e-book:

9780749470241

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Global Logistics

including Automotive,
Chemical, Pharmaceutical,
Retail, Consumer, and High
Tech

Provides strategies and

recommendations that
companies can leverage

Author Information

Description

John Manners-Bell is the founder and CEO


of Transport Intelligence, a leading supplier
of market solutions to the global logistics
industry. He is Chairman of the Supply Chain
Council of the World Economic Forum and
advisor to the UN and the European
Commission. Prior to establishing Transport
Intelligence, he worked as an analyst in
consultancies specializing in international
trade, transport and logistics. He is also
Visiting Professor at the London Guildhall
Faculty of Business and Law, London
Metropolitan University. John Manners-Bell
is author of Logistics and Supply Chains in
Emerging Markets and Supply Chain Risk.

Global Logistics Strategies offers a step-by-step guide to global logistics. Covering the
breadth of logistics, this highly accessible text covers everything you need to know and is
illustrated by engaging case studies of market leaders such as DHL.
In this comprehensive book John Manners-Bell provides an in depth definition, description
and exploration of: freight forwarding, contract logistics, shipping, road freight, air cargo
and express. The book also examines major sectors, including Automotive, Chemical,
Pharmaceutical, Retail, Consumer, and High Tech.
Global Logistics Strategies offers a detailed examination of key topics, including: how the
logistics industry has developed, how it is influenced by macro-economic factors and
demand-side trends, what the risks are to the industry, and how it will develop over the
coming years. It examines important trends and developments that are shaping the
industry, including 3D printing, megacities, and post-harvest food losses.

Table of Contents
00 Introduction
01 Whats shaping the global logistics
market?
02 An industry in transformation: towards
consolidation
03 Logistics market development by
geography
04 The emergence of logistics clusters
05 International freight forwarding
06 Contract logistics

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07 European road freight


08 Express parcels
09 Air cargo
10 Container shipping
11 The European rail and intermodal sectors
12 Supply chain dynamics of vertical sectors
13 Risks in global supply chains
14 The e-commerce logistics phenomenon
15 3D Printing: the end of global supply
chains?

Detailed TOC

Business
Operations
Models
Becoming a Disruptive
Competitor
Edition

This book

Looks at common strands that

can inform strategy from a


practical operating perspective

Date:

03/05/2015

Price:

29.99

ISBN
Paperback:

9780749473310

e-book:

9780749473327

Extent:

264 pages

Dimensions:

234 156mm

Subject:

Operations

Highlights the core

fundamentals that business


leaders should be guided by in
order to achieve organizational
success

Offers a framework for

achieving super performance

Author Information

Description

Alan Braithwaite is Visiting Professor


at Cranfield University and specializes in
supply chain strategy and operational
excellence in the retail, manufacturing
and service sectors. He is Chairman at LCP
Consulting, which collaborates with over
400 companies internationally.

Most successful companies have operations management at their heart. It enables strategy
and should be part of boardroom discussions. However, Cranfield research has shown that
business strategy barely recognises the world of operations management.

Martin Christopher has been at the


forefront of the development of new
thinking in logistics and supply chain
management for over 30 years. He is
Emeritus Professor of Marketing and
Logistics at Cranfield University, where he
helped build the Centre for Logistics and
Supply Chain Management into a leading
centre of excellence. His published work is
widely cited by other scholars and he has
been invited to participate in academic
and industry events around the world.

Recognising that operations management needs to be more strategic, Business Operations


Models is a revolutionary new title that looks at the interrelationship of operations
management and strategy.
In Business Operations Models, Martin Christopher and Alan Braithwaite identify the
characteristics of market-leading businesses that have transformed their markets and
delivered super performance for their stakeholders. It points to the theory gap between
strategic thinking and operations and how many high-performing businesses arrive at their
new operating models as much by chance as judgement. Unpacking those observations
leads to some clearly defined features of winning competitors, including eliminating waste,
leveraging technology, and utilising transformative business models. Business Operations
Models offers a framework for achieving super performance and understanding when and
how a company may be able to leverage its capabilities to outperform.
The book provides detailed international case studies that illustrate how the principles work
in practice, including Apple, Dell, Amazon, John Lewis, Southwest airlines, Aldi, Toyota and
many others.

Table of Contents
01 What we mean by business operations
models and why are they important?
02 The characteristics of super-performing
businesses
03 The customer lens understanding
compelling value
04 The strategy operations gap
05 Unpacking the business operations
model framework
06 The technology dimension to being a
disruptor

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07 Market-changing models driving


transformation
08 Competing through the basics
09 Optimization of the business operations
model
10 Making it happen becoming a
disruptor
11 Guiding principles to building a
competitive edge through business
operations models

The Operations
Advantage
A Practical Guide to Making
Operations Work

This book
Edition

Shows how great operations

Date:

03/06/2016

Price:

29.99

ISBN
Paperback:

9780749473549

e-book:

9780749473556

Extent:

240 pages

Dimensions:

234 156mm

Subject:

Operations

can give an enterprise huge


strategic impact

Provides guidance on how to

respond to the most important


challenges to operations
practice

Provides guidance on how to

set the agenda for developing


operations capabilities

Author Information

Description

Nigel Slack is the Professor of Operations


Management and Strategy at Warwick
Business School and head of its Operations
Management Group. He acts as a consultant
in many sectors, including Financial
Services, Utilities, Retail, Professional
Services, General Services, Aerospace,
FMCG, and Engineering Manufacturing.

Operations is the business of adding value by creating services and products for customers,
both external and internal. Its important because great operations can give an enterprise
huge strategic impact and poor operations can undermine even the best strategic plans.
Its ubiquitous because all types of enterprise create some mixture of services and products,
so its relevant to all. Its challenging because the economic, technological and social forces
that shape the operating environment is changing. For all these reasons, operations, as a
field of study, and even more as a practical subject, has shifted to reflect, not only the
evident new challenges, but also the new uncertainties of how to cope in a changing world.
The Operations Advantage identifies the most significant challenges to the practice of
operations management and gives guidance of how businesses can respond. The book
uses the operations leadership to guide senior managers on how to set the agenda for
developing operations capabilities, advise on what they should expect from their middle
managers, and propose ways of facilitating operations improvement.
The book has application of operations management across a range of sectors, including
finance, healthcare, professional services, oil and gas industries. When people within these
sectors manage an operation they go through the same processes, but as they are very
different jobs they apply the knowledge in different ways.
Written by Nigel Slack, a well-known operations and process management expert, the book
is based on training conducted by the author across the world.
The Operations Advantage is an indispensable and unique guide for anyone with an
operational role in any organization.

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Detailed TOC

Category
Management in
Purchasing

This book

A Strategic Approach to
Maximize Business Profitability
Edition

Provides a clear definition and


understanding of category
management

Provides a step by step guide to

Date:

03/10/2015

Price:

49.99

ISBN
Paperback:

9780749472306

e-book:

9780749472313

Extent:

464 pages

Dimensions:

234 156mm

Subject:

Procurement

the tools, techniques and


application of category
management, equipping the
reader to deliver value and cost
savings when sourcing and
purchasing

Allows readers to analyse

complex sourcing situations


quickly and clearly, and develop
innovative and creative
proposals for sourcing

Author Information

Description

Jonathan OBrien is the CEO of the


international purchasing consultancy and
training provider, Positive Purchasing Ltd.
With over twenty years experience working
in purchasing, he has worked all over the
world to help global organizations increase
their purchasing capability through training,
education and working directly with
practitioners and executive teams to drive in
the adoption of category management and
other strategic purchasing methodologies.
He is also author of Supplier Relationship
Management and Negotiation for Purchasing
Professionals.

Category Management in Purchasing is a comprehensive guide to strategic category


management, providing a step-by-step guide to its implementation and use. This book
provides the necessary tools, techniques and applications that will enable the reader to
implement this cost saving purchasing method.
The 3rd Edition of Category Management in Purchasing has been rigorously updated to
reflect latest thinking in the field. Jonathan OBrien shows how a strategic approach needs
to work effectively together with other approaches, such as Supplier Relationship
Management. He has added important sections on governance, included more supplier and
supply chain tools, and introduced a pragmatic route for smaller businesses or those who
need step-by-step advice.
The book provides case studies of real companies, including: IKEA, The Body Shop, NHS,
Heinz, Cardiff Council, and GlaxoSmithKline.

Table of Contents
00 Introduction
01 Introducing Category Management
02 The principles of category management
03 Laying the groundwork for success
04 Stage 1: Initiation
05 Stage 2: Insight
06 Stage 3: Innovation
07 Stage 4: Implementation
08 Stage 5: Improvement
09 Making category management happen
10 What the future holds

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Detailed TOC
This book

Negotiation for
Purchasing
Professionals

Aimed specifically at

purchasers, the book offers an


effective counterbalance to
sales techniques

Provides practical, logical


Edition

steps to plan and effectively


implement a tailored
negotiation strategy, using the
proven Red Sheet methodology

Date:

03/08/2013

Price:

29.99

ISBN
Paperback:

9780749467715

e-book:

9780749467722

Extent:

376 pages

Dimensions:

234 156mm

Subject:

Procurement

Offers a strong framework

for discussion, allowing the


negotiator to plan their
approach in advance of the
meeting

Includes new concepts such as


matching personality to the
negotiation style and using
game theory

Covers planning,

communicating verbally and


non-verbally, dealing with
tactics and understanding
those with whom we
negotiate

Author Information

Description

Jonathan OBrien is the CEO of Positive


Purchasing Ltd, the international purchasing
consultancy and training provider. With over
20 years experience working in purchasing,
he has worked all over the world to help
global organizations increase their
purchasing capability through training,
education and working directly with
practitioners and executive teams to drive in
the adoption of category management and
other strategic purchasing methodologies.
He is the author of Category Management in
Purchasing and Supplier Relationship
Management.

Highly effective negotiation skills are an essential element of a purchasing professionals


toolkit. Negotiation for Purchasing Professionals provides a step-by-step approach to
delivering winning negotiations and getting game changing results. It provides purchasers
with the necessary tools and tactics for a detailed, planned approach to negotiation.
Jonathan OBrien shifts the emphasis away from relying mostly upon personality to a more
structured approach that enables anyone to negotiate effectively, even when up against a
formidable opponent. This approach allows the purchasing professional or the buying team
to evaluate the supplier in advance, assess the sales team, and tailor their negotiation
strategy depending on cultural differences, personality traits and game theory. Negotiation
for Purchasing Professionals provides a strong framework for discussion in advance of the
meeting, allowing the negotiator to plan their agenda, objectives and tactics. The book is
based upon Red Sheet Methodology, a proven and collaborative technique used by many
companies globally.
If you are in a buying role, this book will increase your confidence and transform your ability
to secure winning outcomes and better business results.
Negotiation for Purchasing Professionals was short listed for the ACA-Bruel Prize and was
Specially Commended at the Gala Dinner 2013 organised by the Association of Purchasing
and Supply Chain (CESA) of HEC School of Management in Paris.
Negotiation for Purchasing Professionals is the perfect companion to Jonathan OBriens
other books Category Management in Purchasing and Supplier Relationship Management.
Used together, they provide a complete and powerful strategic purchasing toolkit.

Table of Contents

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00 Introduction
01 Introducing negotiation
02 Countering the sellers advantage
03 Red Sheet a winning process for
negotiation
04 Planning the negotiation
05 Negotiating across cultures
06 Personality and negotiation
07 Power

08 Game theory in negotiation


09 Defining outcomes
10 The negotiation event
11 Winning event tactics
12 Body language
13 Managing what you say and how
you say it
14 Making it a success

Detailed TOC

Green Logistics
Improving the Environmental
Sustainability of Logistics

This book

Examines the most pressing


Edition

issues and current trends in


green logistics

Analyses the environmental

Date:

03/02/2015

Price:

39.99

ISBN
Paperback:

9780749471859

e-book:

9780749471866

Extent:

448 pages

Dimensions:

234 156mm

Subject:

Green Logistics

consequences of logistics and


how to deal with them

Examines ways of reducing

these externalities and


achieving a more sustainable
balance between economic,
environmental and social
objectives

Provides insightful international


case studies that illustrate the
impact of green logistics in
practice

Author Information

Description

Alan McKinnon is Professor and Head


of Logistics at Khne Logistics University,
Hamburg. He has been researching and
teaching in freight transport and logistics for
35 years and has published extensively in
journals and books. He has been an adviser
to several governments and international
organisations on environmental aspects of
logistics.

The transport, storage and handling of goods impose a heavy burden on the environment.
As concern for the environment rises, companies must take more account of the external
costs of logistics associated mainly with climate change, air pollution, noise, vibration and
accidents. Leading the way in current thinking on environmental logistics, Green Logistics
provides a unique insight on the environmental impacts of logistics and the actions that
companies and governments can take to deal with them. It is written by a group of leading
researchers in the field and provides a comprehensive view of the subject for students,
managers and policy-makers.

Michael Browne is Professor of Logistics


at the University of Westminster, London.
He has worked on studies for Transport
for London, the European Commission,
the UK Department for Transport, Research
Councils and commercial organizations.

Fully updated and revised, the 3rd Edition of Green Logistics takes a more global perspective
than previous editions. It introduces new contributors and international case studies that
illustrate the impact of green logistics in practice. There is a new chapter on the links
between green logistics and corporate social responsibility (CSR) and a series of postscripts
examining the likely effects of new developments, such as 3D printing and distribution by
drone, on the environmental footprint of logistics.

Maja Piecyk is Associate Professor in


Logistics at Heriot-Watt University,
Edinburgh. Much of her research has
focused on the optimisation of supply
networks, carbon auditing of logistics and
long-term trends in the energy requirements
and environmental impacts of logistics.

Other key topics examined in the book include: carbon auditing of supply chains;
transferring freight to greener transport modes; reducing the environmental impact of
warehousing; improving the energy efficiency of freight transport; making city logistics
more environmentally sustainable; reverse logistics for the management of waste; role of
government in promoting sustainable logistics

Anthony Whiteing is a Senior Lecturer in


the Institute for Transport Studies at the
University of Leeds. An academic with
30 years experience, he has been involved
in a wide range of UK and European
research projects primarily in the field of
freight transport.

Ideal for use on related courses, the 3rd Edition of Green Logistics includes indispensable
online supporting materials, including graphics, tables and chapter summaries, as well as
technical information and guidelines for teachers and lecturers. The book is endorsed by
the Chartered Institute of Logistics and Transport (CILT).

Table of Contents
Part 1 Assessing the environmental effects
of logistics
Part 2 Strategic perspective
Part 3 Operational perspective
Part 4 Key issues

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Part 5 Implications for public policy and


the future of supply chains

The Handbook of
Reverse Logistics
From Returns Management to
the Circular Economy
Edition

This book

Assesses the creation of

Date:

03/05/2016

Price:

44.99

ISBN
Paperback:

9780749464639

e-book:

9780749464646

Extent:

384 pages

Dimensions:

234 156mm

Subject:

Reverse Logistics

effective closed-loop supply


chains, providing best-practice
cases from leading companies
such as Xerox

Shows how companies have

approached reverse logistics in


practice, illustrated by a range
of international case studies

Assesses the subject from the

perspective of both profitability


and sustainability

Author Information

Description

Mike Bernon is Senior Lecturer and


Director of Executive Development (SCM)
within the Centre for Logistics and Supply
Chain Management at Cranfield School of
Management. He is also the Chairperson for
the Cranfield Sustainable Supply Chain
Forum and the Chairperson for the CILT
(UK) Reverse Logistics Forum. Mike works
collaboratively with companies to design,
develop and deliver innovative customised
executive development programmes for
global clients. He has also run research
programmes for DEFRA, DfT, World Bank
and EPSRC.

While reverse logistics has always been an important part of the supply chain, its
importance has grown substantially in the past few years. This has been driven by:
increasingly generous returns policies, growing legislation on product disposal, evermore
global supply chains, rising consumer social responsibility and awareness of the cost-saving
potential. Moreover, research from Cranfield School of Management shows that companies
can reduce costs by 2040% by using reverse logistics techniques.

John Cullen is Professor of Management


Accounting at Sheffield Management
School. He took part in a major study of
reverse logistics in the UK Retail Sector
funded by the Department for Transport.

Table of Contents

Jonathan Gorst is Senior Lecturer in the


Department of Finance, Accounting and
Business Systems at Sheffield Hallam
University.

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In The Handbook of Reverse Logistics, Mike Bernon, John Cullen and Jonathan Gorst cover
all the key issues in reverse logistics, including: reducing the level of returns; developing
effective product return networks; options for product disposal that maximize asset
recovery; and sustainable distribution. There is a dedicated chapter on circular supply
chains. The book also features a valuable self-assessment audit tool for reverse logistics
and is full of international case studies.

01 Introduction
02 A typology of reverse systems
03 Techniques for reducing return rates
04 Managing the cost of returns
05 Maximizing asset values for product
returns
06 Financial reporting and performance
measurement
07 Returns management and the
environment
08 Managing a returns project improvement
process

Detailed TOC

Logistics
and Retail
Management
Emerging Issues and New
Challenges in the Retail
Supply Chain
Edition

This book

Brings together key thinking on

issues in the retail supply chain

Date:

03/04/2014

Price:

44.99

ISBN
Paperback:

9780749468231

e-book:

9780749468248

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Retail Logistics

Includes brand new chapters on


international fashion and CSR
in the textile trade

Contributions from both

academics and professionals

Author Information

Description

John Fernie is Professor of Retail Marketing


at Heriot-Watt University. He is a Fellow of
the Chartered Institute of Logistics and
Transport and a member of the Chartered
Institute of Marketing.

The fourth edition of Logistics and Retail Management has been substantially updated to
take account of recent developments in retail logistics. Retailers have recognised the need
to have more involvement in supply chains and noted that benefits can be achieved in both
service levels and cost reduction. Notwithstanding the major strides made, numerous
challenges remain, and new issues are constantly emerging.

Leigh Sparks is Professor of Retail Studies


at the Institute for Retail Studies, University
of Stirling. He is a member of the Chartered
Institute of Logistics and Transport and
Chair of the Academy of Marketing
Research Committee.

This book brings together well-known academics and practitioners, who share their
research, ideas and experience of current thinking on supply chain management in retail.
Reflecting the changing needs of the global marketplace and responding to the challenges
faced by retailers, this new book features a chapter on International Fashion Supply Chain
Management and another on CSR and the textile supply chain.

Table of Contents
01 Retail logistics: changes and challenges
02 Relationships in the supply chain
03 The internationalization of the retail
supply chain
04 The international fashion supply chain
and corporate social responsibility
05 The footwear supply chain: the case
of Schuh
06 Supply chain strategy in the fashion
and luxury industry
07 Tescos supply chain management
08 On-shelf availability in UK retailing
09 The development of e-tail logistics
10 The greening of retail logistics

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Detailed TOC

Maritime
Logistics
A Guide to Contemporary
Shipping and Port Management

This book
Edition

Provides a comprehensive

overview of maritime logistics

Date:

03/04/2015

Price:

44.99

Examines latest logistical

developments within the


port and shipping industry

Shares the vast range of

ISBN
Paperback:

9780749472689

e-book:

9780749472696

Extent:

480 pages

Dimensions:

234 156mm

Subject:

Maritime Logistics

experience of its editors and


contributors, who are all
international experts in the
field

Author Information

Description

Dong-Wook Song is Professor of Transport


and Logistics at the Transport Research
Institute, Edinburgh Napier University. His
work is well-recognised in the field and he
has received a number of The Best Paper
Awards from academic associations and
communities. He sits on the editorial board
of established journals in transport and
logistics. Dong has worked as a consultant
for a number of private and public
organisations including the UN, OECD,
ADB and World Bank. He has served as
an elected council member at IAME since
2012.

Globalisation and the rapid increase in world trade in the past decade have contributed to
greater demand for international transport and logistics and, consequently, the expansion of
the maritime industry. The dramatic changes in the mode of world trade and cargo
transportation make it more important than ever to have a clear understanding of the way
in which freight is transported by sea and the role of ports in this exchange.

Photis M Panayides is Professor in


Shipping Economics, Department of
Commerce, Finance and Shipping at Cyprus
University of Technology. He reviews for
several major journals in the field and has
pioneered the development of academic
and professional programmes in shipping
and logistics. He sits on the editorial board
of established journals in the field.

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At the cutting edge in its assessment of the industry, Maritime Logistics covers the whole
scope of maritime logistics and examines latest logistical developments within the port and
shipping industry. With a range of new international contributors, this new edition has been
thoroughly revised and updated. There are new chapters on port centric logistics, hinterland
logistics and global supply chains, maritime transport and logistics as a trade facilitator, and
future trends and developments.
Written by a team of international experts with over fifty years experience in the field,
Maritime Logistics provides a truly global perspective. The book covers everything that
students of logistics, as well as those working within the industry, need to know about
maritime logistics, including shipping lines, containers, tankers, dry bulk, port-centric
logistics, and much more.

Table of Contents
Part 1 Introduction
01 Introduction to maritime logistics
02 Maritime transport and logistics as a trade
facilitator
03 International maritime trade and logistics
04 Defining maritime logistics and its value
05 Hinterland logistics and global supply
chains
06 Human elements in maritime logistics
Part 2 Shipping logistics
07 Intermodal freight transport and logistics
08 Developing liner service networks in
container shipping
09 Supply chain integration of shipping
companies
10 Logistics strategy in container shipping

11 Tanker shipping logistics


12 Dry bulk shipping logistics
Part 3 Port logistics
13 Dry ports in concept and practice
14 Port-centric logistics in concept and practice
15 Container hub ports in concept and practice
16 Multinationalizing container ports: Business
models and strategies
17 Publicprivate partnerships and port logistics
performance
18 Port and logistics chains: Changes in
organizational effectiveness
19 Logistics performance of supply chainoriented ports
Part 4 Conclusion
20 Looking ahead

Detailed TOC

Humanitarian
Logistics

This book

Meeting the Challenge of


Preparing for and Responding
to Disasters
Edition

Assesses the principal

challenges faced by
humanitarian logistics
practitioners

Considers how to develop a


more efficient and effective
response to disasters

Date:

03/10/2014

Price:

44.99

Gives particular focus to

ISBN
Paperback:

9780749470876

Offers suggestions for best

e-book:

9780749470883

Extent:

320 pages

Dimensions:

234 156mm

Subject:

Humanitarian
Logistics

pre-disaster preparation, rather


than post-disaster assistance
practice

Provides a global perspective,

with contributions from key


humanitarian logisticians from
Europe, the Asia Pacific region
and Africa

Author Information

Description

Professor Peter Tatham is a leading


international researcher in the field of
humanitarian logistics, and is the Deputy
Head of the Department of International
Business and Asian Studies at Griffith
Business School, Queensland, Australia.

A range of recent disasters have demonstrated the critical role of effective logistics in disaster
preparation and response in both developing and developed countries.

Professor Martin Christopher has


worked in logistics education and research
for forty years and previously headed the
department of Demand Chain Management
for Cranfield University.

Humanitarian Logistics provides thought provoking guidance and discussion of the core issues
facing those who are involved in managing the logistics of disaster relief. Peter Tatham and
Martin Christopher have assembled a broad ranging collection of thoughts, ideas, concepts and
approaches contributed by both practitioners and academics that, together, provide an overview
of some of the core challenges facing todays humanitarian logistician. With insights from world
leading experts in the field, this multi-contributed book provides guidance for best practice and
offers potential solutions for effective response in this crucial area.
Each chapter of the 2nd edition has been updated to reflect the latest developments,
improvements and emerging challenges that have been encountered in this important and
rapidly-growing field. This new edition of Humanitarian Logistics also increases the level of
input from the practitioner community and broadens the geographic coverage, by introducing
new perspectives from Asia and Africa and a number of experienced field practitioners.
There are also entire new chapters on: Quality and accountability; Lessons learned from the
2004 Thailand Tsunami and the April 2012 Tsunami warning; Emergency preparedness and
the experience of international humanitarian organizations in South East Asia; What next for
humanitarian logistics? It also includes chapters that focus on emerging areas of challenge that
have attracted recent attention in both practitioner and academic circles, including training and
education, inter-agency coordination and information systems management.

Table of Contents

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00 Introduction
01 An improvement process for process
improvement: quality and accountability in
humanitarian logistics
02 Impacts of funding systems on humanitarian
operations
03 Information technology in humanitarian
supply chains
04 Cracking the humanitarian logistic
coordination challenge: some pointers from
the International Search and Rescue Advisory
Group and the Foreign Medical Teams
05 Humanitarian logistics and the cluster
approach: global shifts and the US perspective
06 The increasing importance of services in
humanitarian logistics

07 The 2004 Thailand tsunami and the April 2012


tsunami warning: were lessons learned?
08 The journey to humanitarian supply network
management: an African perspective
09 Emergency preparedness: experience of
international humanitarian organizations in
Southeast Asia
10 Humanitarian logistics professionalism
11 What next for humanitarian logistics?
12 The impossible interface? Combining
humanitarian logistics and military supply
chain capabilities
13 Disaster agencies and military forces: not
such strange bedfellows after all!
14 Where next? The future of humanitarian
logistics

Detailed TOC

Fashion Logistics

This book

Combines insight into both

Insights into the Fashion Retail


Supply Chain

fashion retailing and fashion


logistics

Studies major forces driving


Edition

change in the retail industry


and how manufacturers can
adapt their working practices
accordingly

Date:

03/11/2015

Price:

44.99

ISBN
Paperback:

9780749472986

e-book:

9780749472979

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Fashion Logistics

Considers fashion retailing and


logistics as part of a wider
global supply chain and
production system

Features case studies of best

practice that demonstrate


successful fashion retail supply
chains of leading companies,
including Benetton, Burberry,
Schuh and M&S

Provides valuable supporting

online materials, including


Powerpoint presentations and
teaching notes

Author Information

Description

John Fernie is Emeritus Professor of


Retail Marketing at Heriot-Watt University.
He has written and contributed to
numerous textbooks and papers on retail
management, especially in the field of retail
logistics. He is editor of the International
Journal of Retail and Distribution
Management.

Fashion Logistics examines the principles and practices behind responsible fashion retailing
and cost-effective supply chain management in the fashion industry.

David B. Grant is Professor of Logistics


at Hull University Business School. He has
over 175 publications and is on the editorial
boards of numerous journals. Business
experience includes retail, corporate
banking, technical design, and financial
and marketing consulting and seminar
facilitation for clients in Canada and the
United States.

This book assesses the early growth and changes in the industry as well as the drivers of
change in todays market. Important forces are driving tremendous changes in the retail
industry, particularly in supply chain networks and operations. Manufacturers therefore
need to re-think their supply chains so that they are resilient enough to withstand shocks,
agile enough to respond quickly to sudden change, flexible enough to customise products,
and efficient enough to protect margins. John Fernie and David Grant assess these forces
and changes, and how manufacturers should adapt their working practices accordingly.
Fashion Logistics integrates case studies of best practice that demonstrate successful
fashion retail supply chains of leading companies such as Benetton, Burberry, Schuh and
M&S. The book provides vital figures, tables and mini-cases in each chapter, a discussion
question at the end of each mini-case, references and suggested readings. It also provides
invaluable supplementary material, including teaching notes and powerpoint slides.

Table of Contents
01 Introduction to fashion logistics
02 The changing nature of fashion retailing:
implications for logistics
03 Offshore sourcing and outsourcing in the
international fashion supply chain
04 Corporate social responsibility (CSR) in
international fashion supply chains
05 International logistics
06 In-store consumer service
07 Online consumer service
08 Luxury fashion and supply chain
management
09 Sustainable fashion retailing and
logistics

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E-Logistics
Managing Your Digital Supply
Chains for Competitive
Advantage

This book
Edition

Examines the strategic role of

Date:

03/03/2016

Price:

44.99

ISBN
Paperback:

9780749472665

e-book:

9780749472672

Extent:

272 pages

Dimensions:

234 156mm

Subject:

E-Logistics

e-logistics in managing
information and information
flows within and between
organisations in todays
dynamic global environment

Provides a clear and accessible


guide to key technological and
business developments

Features contributions from


leading practitioners and
academics in the field

Author Information

Description

Dr Yingli Wang is a lecturer at Cardiff


University in logistics and operations
management. She received the James
Cooper Memorial Cup in 2009, awarded
by CILT for her invention of the ELMs
(Electronic Logistics Marketplaces). She then
developed a best practice guide on ELMs for
the Department of Transport. She worked
for Nestle in China for 9 years in various
senior managerial roles and she has worked
intensively with over 60 organisations
such as Tesco, Costain, BT, ASDA, Nestle,
Descartes, Freighliner, helping them to
manage e-logistics and the supply chain.

E-logistics serves as the nerve system for the whole supply chain and enables smooth
information flow within and between organisations. Recognising its strategic importance
to modern logistics provisions and supply chain management, E-Logistics focuses on the
e-perspective of logistics.

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This book considers why e-logistics is of strategic importance in effective supply chain
management today, and defines ICT infrastructure and its components. It then examines
specific areas, including: road freight transport; port management and maritime shipping;
air freight management; B2C and B2B e-commerce and e-fulfilment; E-logistics security,
ethical and legal issues; E-logistics development in different sectors (optional, case based
material): food, construction, fashion, telecommunication, and healthcare. It considers
e-logistics future outlook and emerging technologies.
E-Logistics also looks at how to launch a successful e-logistics business model, and how to
use e-logistics to develop competitive strategy and increase productivity. It examines the
various tools and techniques used to measure cost and performance, as well as the role of
e-logistics as one of the key components for ensuring a high level of customer satisfaction
in different areas of business activity.

Aviation
Logistics

This book

Explains how the rapidly evolving

The Dynamic Partnership


of Air Freight and Supply Chain
Edition

global logistics industry works in


close partnership with the aviation
operators to achieve fast and
efficient facilitation

Examines air freight and how

carriers are responding to market


demands with new and better
methods and technologies

Date:

03/02/2016

Price:

44.99

Illustrates how different challenges

ISBN
Paperback:

9780749472702

Reviews changes in manufacturing

e-book:

9780749472719

Extent:

320 pages

Dimensions:

234 156mm

Subject:

Aviation Logistics

are met in varied markets through


insightful case studies
and production methods

Contributions from a team of

experts, including Stan Wraight,


who has over 40 years of industry
experience gained through both
senior management and board level
positions at KLM Cargo, Atlas Air
and AirBridge Cargo (Volga-Dnepr)

Author Information

Description

Michael Sales specializes in press relations


and consultancy for the transport industry.
He has handled a number of prestigious
clients, including Airports of Paris, Air
France Express, Athens International
Airport, Cologne Bonn Airport, ECS, Basque
regional industrial promotion, Dsseldorf
Airport, Budapest Airport and many more.
He is also a freelance journalist.

Aviation Logistics is a new approach to explain the function of the air cargo business and
its role in global supply chains. Michael Sales analyses the close relationship between the
rapidly evolving global logistics industry and the aviation industry to achieve this smooth
and efficient conveyance of goods.
As global economies are constantly evolving, the supply chain business with its transport
partners must be proactive for the future. Technology and its resulting efficiency and
transparency are therefore a central part of this book. Examining different sectors of
products used by air freight, Aviation Logistics examines how carriers are coming up
with new methods and technologies to improve ground handling and road transport,
traceability systems and barcoding, security and screening, and safe delivery of
perishable items (such as in the pharmaceutical and medical sectors).
Endorsed by TIACA, Aviation Logistics is supplemented with case studies and contributions
from a team of experts including Stan Wraight, who has over 40 years of industry experience
gained through both senior management and board level positions at KLM Cargo, Atlas Air
and AirBridge Cargo/Volga-Dnepr.

Table of Contents
01 Air Cargo-Trying Harder
02 The world of air cargo
03 Air Cargo History
04 Airport Connections
05 Cargo Handling Agents
06 Road Feeder Service
07 Freight Forwarder
08 Cool Chain Logistics
09 The Express Sector
10 Animals by Air
11 Cargo Security
12 Environment
13 Organisations Governing Aviation

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Detailed TOC

Supply Chain
Management
and Logistics in
Construction

This book

Provides real-world insights and


guidance from experts in the
construction industry, such as
Brian Moone, Supply Chain
Director of Mace, who were
responsible for The Shard in
London

Delivering Tomorrows Built


Environment
Edition

Features topical and up-to-date

Date:

03/06/2015

Price:

49.99

ISBN
Paperback:

9780749472429

e-book:

9780749472436

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Construction
Logistics

case studies from leading


companies and huge
construction programmes

Examines the supply chain


outside of the immediate
construction site

Gives insight into different

perspectives of various actors


in the supply chain, including
main contractors, different
suppliers, logistics providers
and consultants

Description
Author Information
Greger Lundesjo is the owner of Lundesjo
Consulting. He has spent over 20 years in
logistics related businesses and has
extensive international experience both in
operative business roles and as a consultant.
He has supported clients by applying
logistics principles to construction projects,
improving resource efficiency and reducing
cost and environmental impact.

The construction logistics manager plays an increasingly central role in the construction
process. In fact, their decisions can crucially affect the success or failure of a project.
Recognition of the critical role they play has spurred evermore interest in this budding
field amongst both researchers and practitioners.
An accessible text on construction logistics, Supply Chain Management and Logistics in
Construction provides essential guidance and expert advice for construction managers, as
well as researchers and students in the field. This important new title looks at arrangements
with suppliers, the use of returnable packaging and off-site manufacture and assembly,
IT systems used to manage the supply chain and logistics operations, such as delivery
management systems, warehouse management systems and material planning and
forecasting systems. It also considers aspects of the contractual relationships between
client, developer, main contractor and lower-tier contractors, all of which have an impact
on how the supply chain is managed.
In addition to providing a range of fresh ground-breaking case studies, the book features
contributions from leading experts in the field who have been involved in projects with
companies such as TFL, BAA, The Red Cross, as well as big construction programmes such
as the Olympics and Cross Rail.

Table of Contents
00 Introduction
Part 1 Strategic perspectives
01 The challenge of construction logistics
02 Aggregating global products for just-in-time
delivery to construction sites
03 Construction logistics supply of bulk
materials
04 Effective management of a construction
project supply chain
05 Construction supply chain management
strategy

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Part 2 The impact of BIM and new data


management capabilities on supply chain
management in construction
06 Data management for integrated supply
chains in construction

Part 3 Construction logistics and sustainability


07 The role of logistics in achieving sustainable
construction: a Swedish perspective
08 Resource efficiency benefits of effective
construction logistics
Part 4 Logistics operations
09 The role of the construction logistics
manager
10 Third-party logistics operators in construction:
the role they play and the role they could play
11 Managing construction logistics for confined
sites in urban areas
12 Consolidation centres in construction
logistics
13 Delivery management systems

Employability &
Careers

www.koganpage.com

220

Detailed TOC

Ultimate CV
Over 100 Winning CVs to
Help You Get the Interview
and the Job

This book

From renowned careers expert


Edition

Martin John Yate, author of the


best-selling careers title Great
Answers to Tough Interview
Questions.

Date:

03/08/2015

Price:

14.99

ISBN
Paperback:

9780749474546

e-book:

9780749477462

Extent:

328 pages

Dimensions:

240 170mm

Subject:

CVs & Job Search

Contains everything you need

to know to produce the perfect


CV that will differentiate you
from the competition.

Includes 100 samples of

winning CVs, tailor-made for


different job descriptions and
special situations.

Author Information

Description

Martin John Yate is an internationally best


selling author and renowned expert on
career matters. He has held major posts as
a director of training and personnel for
several international companies. His top
selling title Great Answers to Tough Interview
Questions, published by Kogan Page, is now
in its 8th edition.

With the current job market overcome with competition, it can feel daunting and
inadequate to reduce your whole career experience and ambitions to a single document for
Human Resources representatives to review. Ultimate CV, now in its fourth edition and part
of the successful Ultimate series, provides you with the key guidance you need to create an
irresistible CV that will grab the recruiters attention, help you to stand out from other
candidates, opening doors to job interviews and maximising the potential for offers of
employment. Covering all aspects of this crucial part of the job-hunting process, and with
hundreds of sample CVs tailored to specific jobs and industry specifications, careers and CV
guru Martin John Yate shows you how to position plain facts into a powerful sales pitch that
will get you the job you want. With advice on hunting for jobs, this indispensable book will
give you all the guidance you need to create a distinctive, professional CV that will help you
get that dream job you have been going after.

Table of Contents
01 How to make your CV shine
02 Get inside your customers head
03 The basic ingredients
04 Building your professional identity
05 Choose your format
06 The simplest, smartest, fastest way to
write your CV
07 How to give your CV impact
08 Getting the most from your CV
09 Ready to launch
10 The CVs

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Detailed TOC

Ultimate Cover
Letters
The Definitive Guide to Job
Search Letters and Follow-up
Strategies
Edition

This book

This is the companion title to

the highly successful Ultimate


CV by best-selling author Martin
John Yate.

Date:

03/08/2015

Price:

14.99

ISBN
Paperback:

9780749474539

e-book:

9780749477479

Extent:

280 pages

Dimensions:

240 170mm

Subject:

CVs & Job Search

Includes a wide selection of

letters that can be adapted for


individual use across a variety
of industries.

Contains a wealth of key

phrases for creating a


compelling letter that
differentiates you from other
letters.

Author Information

Description

Martin John Yate is an internationally


best-selling author. He has held major posts
as a director of training and personnel for
several international companies. His
best-selling book Great Answers to Tough
Interview Questions is now in its 8th edition
and has sold over 5 million copies. He is also
the author of the highly successful Ultimate
CV (both published by Kogan Page).

In the competitive world of job-hunting everything rests in the balance of first impressions,
so it is of vital importance to know how to write a compelling opening letter when you
apply for a position. Ultimate Cover Letters, from best-selling author and careers expert
Martin John Yate, describes how to do just that, helping you to open doors to job interviews
and offers of employment, and outshine all other candidates. From the very popular
Ultimate series, the book offers, as well as sound advice on assembling letters and how
to use key power phrases to get results, over 100 sample letters to cover a variety of
situations. These include e-mail responses to on-line applications, speculative letters, letters
to answer advertised vacancies, follow-up letters, networking letters and even acceptance
and resignation letters. Now including a chapter on how to develop your professional image
and integrate it into your job search letter, Ultimate Cover Letters covers all aspects of this
crucial part of the job-hunting process in an engaging and approachable way, ensuring you
put every chance of success by your side.

Table of Contents
01 Cover letters: the secret weapon in your
job search
02 The six types of job search letters
03 Know the job, know your customer
04 Develop your professional identity
05 Elements of a great cover letter
06 Assembling your job search letter
07 How to polish and edit your letters for
maximum impact
08 The plan of attack
09 Sample letters

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Detailed TOC

Great Answers
to Tough CV
Problems

This book

CV Secrets From a Top Career


Coach
Edition

Full, up-to-date advice on how


to make the most of the
internet in your job search
(covers social media, online
headhunters and application
schemes)

Date:

03/09/2011

Price:

12.99

ISBN
Paperback:

9780749462802

e-book:

9780749462819

Extent:

224 pages

Dimensions:

216 138mm

Subject:

CVs & Job Search

Sample CVs show how real

people have dealt with


potentially tricky CV situations

Learn how to read between the


lines of job ads, making sure
your application ticks all the
employers boxes

Author Information

Description

With over 20 years of experience coaching


people through career crises and the
CV writing and job application process,
Jenny Rogers is one of the UKs most
experienced career and executive coaches.
She also teaches on coaching training
courses, runs sessions on career coaching,
organizes workshops for corporate clients,
and has appeared on BBC Radio 4s Job
Clinic as an advisor.

How do I find out what the employer really wants? How do I get noticed when applying
online? How can I keep it to 23 pages? What is CV Language and how can I learn it?
How do I get around the obstacle of something embarrassing in my CV (eg dismissal or
unemployment)? What about social networks? What if I seem over- or under-qualified for
the job? Great Answers to Tough CV Problems will help you solve these and many more of
the burning questions that face todays job seeker. Perhaps you want a career change, have
been job-hopping for some time or are returning to work after a career break? Jenny Rogers
examines the potential pitfalls across a range of common job-hunting situations and shows
how to put together a CV that will make the most of your skills and experience, make an
impression and secure that all-important job interview.

Table of Contents
00 Introduction
01 What is a CV for?
02 Finding a job: where CVs fit
03 CVs in the e-world
04 You the brand
05 Researching the employer and the job
06 What to leave out
07 Word magic

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08 Beginnings and endings


09 Format is everything
10 Special additions
11 High-impact covering letters
12 The fine art of presentation
13 Embarrassments and how to
handle them
14 The CV section

Detailed TOC

Readymade CVs
Winning CVs and Cover Letters
for Every Type of Job

This book
Edition

Fully revised best-selling guide

with over 100,000 copies sold

Date:

03/04/2012

Price:

12.99

ISBN
Paperback:

9780749465056

e-book:

9780749465063

Extent:

248 pages

Dimensions:

216 138mm

Subject:

CVs & Job Search

Now includes a guide to writing


the perfect covering letter to
showcase your CV, with advice
on style, presentation, wording
and common mistakes to avoid

Supported by online

downloadable sample CVs

Author Information

Description

Lynn Williams is a career counsellor and


trainer who runs workshops on CV writing
and interview techniques. She writes
regularly for a wide range of publications on
job search and career issues and is also the
author of Readymade Job Search Letters,
Ultimate Interview and Ultimate Job Search.

This best-selling guide sets out the ground rules for preparing a CV by showing how to
select which details go in and which stay out, how to lay out and present a CV and how to
make a great first impression. It includes sample CVs for a wide variety of jobs: practical,
creative, administrative, sales and marketing, technical and management, with online
template CVs and covering letters ready for you to download and customise. Readymade
CVs also looks at specific tricky situations such as getting your first job, returning to work
after a career break, continuing in work as a mature employee or after retirement. With the
addition of action words and positive phrases to help you put together the perfect CV for
any job or situation, this is a truly comprehensive and indispensable resource.

Table of Contents
01 The basic CV
02 Your CV section by section
03 The tailor-made CV
04 Covering letters
05 Your online CV
06 Problems, problems
07 Starting out
08 Starting again

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09 Keeping going
10 CVs for practical jobs
11 CVs for creative jobs
12 CVs for clerical and administrative jobs
13 CVs for sales and marketing jobs
14 CVs for technical jobs
15 CVs for management jobs
16 Never be lost for words

Detailed TOC

Preparing the
Perfect CV
How to Make a Great
Impression and Get the Job
You Want
Edition

This book

Essential CV tips, guidelines


and examples

New sample downloadable CV

layouts and templates available


on the Kogan Page website

Date:

03/11/2009

Price:

7.99

Advice on key topics such as

ISBN
Paperback:

9780749456542

Corfields step-by-step guide

e-book:

9780749458676

Extent:

160 pages

Dimensions:

216 138mm

Subject:

CVs & Job Search

using the internet to prepare


and send a CV
will make you feel more in
control of the process. Evening
Standard

Author Information

Description

Rebecca Corfield is a leading expert in


career management, presentation skills and
organisational development. A former
President of the National Institute of Career
Guidance in the UK, she advises individuals
and companies on career issues and
personal change. Rebecca is in demand as a
conference speaker, trainer and coach and
her interview advice for students regularly
appears on Times Online.

Every job hunter needs an impressive CV that describes their educational and professional
history. A well-prepared and individually tailored CV is invaluable and can greatly improve
your chances of getting the job you want.
Preparing The Perfect CV provides sample CVs for job seekers of different abilities applying
for various types of work. It is therefore useful for every age and calibre, from school leavers
to those wishing to return to work after a career break.
Careers expert Rebecca Corfield analyses the content and presentation of a well-prepared
CV, helping you to impress the employer and get an interview. Complete with new online CV
templates to get readers started and a comprehensive checklist of dos and donts, Preparing
the Perfect CV is an indispensible guide that every job seeker should have.

Table of Contents
00 Introduction
01 What is a CV?
02 What is a CV used for?
03 The content of your CV
04 Presentation
05 Guidelines and examples
06 Preparing your own CV
07 Using the internet

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Detailed TOC

Preparing the
Perfect Job
Application

This book

Application Forms and Letters


Made Easy
Edition

From the bestselling author of


Preparing the Perfect CV

Practical tips on how to make

job applications stand out from


the crowd

Date:

03/10/2009

Price:

7.99

ISBN
Paperback:

9780749456535

e-book:

9780749458546

Extent:

176 pages

Dimensions:

216 138mm

Subject:

CVs & Job Search

Sample questions and answers


and downloadable application
forms and letter templates

Rebecca Corfields step-by-step


guide will make you feel more
in control of the process

The Evening Standard

Author Information

Description

Rebecca Corfield is an expert in career


management, presentation skills and
organizational development. A former
President of the National Institute of
Career Guidance in the UK, she advises
individuals and companies on career issues
and personal change and her interview
advice for students regularly appears on
Times Online. She is the author of the
bestselling titles Preparing the Perfect CV,
and Successful Interview Skills, both
published by Kogan Page.

Application forms are designed to filter out unsuitable applicants and to ensure candidates
for interview can be assessed objectively. How do you make sure that you pitch yourself
properly and ensure your job application is more successful than those of others in the
candidate pool? This book holds the answer.
Preparing the Perfect Job Application is written for todays candidate, seeking success in an
ever-competitive and more unforgiving jobs market. The book brims with focused, pertinent
and insightful advice designed to help you highlight your real talents and demonstrate how
they would be useful to your prospective employer on your application form or letter.

Table of Contents
00 Introduction
01 The process of applying for jobs
02 Using the internet
03 What are employers looking for?
04 What to put in your application
05 Presentation
06 Guidelines and examples
07 Letters of application
08 How to get that job!

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Detailed TOC

Ultimate Job
Search
The Definitive Guide to
Networking, Interviews and
Follow-up Strategies
Edition

This book

Provides everything job hunters

Date:

03/07/2015

Price:

14.99

need to know in one book on


how to maximise their chances
of securing a new role

Insightful comments from

industry experts giving a


real-life view of the job market

ISBN
Paperback:

9780749474157

e-book:

9780749474164

Extent:

264 pages

Dimensions:

240 170mm

Subject:

CVs & Job Search

Sample CVs for different types


of jobs and sector specific
interview questions

Author Information

Description

Lynn Williams is a career counsellor and


trainer who runs workshops on CV writing
and interview techniques, and writes
regularly on job search and career issues.
She is the author of the best-selling Ultimate
Interview, Readymade CV and Readymade Job
Search Letters (all Kogan Page).

Starting work or changing jobs can be one of lifes most stressful experiences, and with
todays crowded job market it is more of a challenge than ever. Even when your CV does
get you through to an interview, competition is so strong that you cant leave any of your
preparation up to luck. A one-stop shop for all job hunters, Ultimate Job Search takes the
stress out of job hunting and provides advice on every stage of the job hunting process,
from preparing a powerful CV that will get you noticed; sample cover letters and emails that
come across as genuine; making a great impression at interviews; to dealing with offers and
rejections in a positive manner. From the best-selling Ultimate series, the guidance in this
book will help you shine and will demonstrate to future employers that youre not only able
to do the job, but that you are committed and highly receptive to opportunities around you.
With an exhaustive breadth of detail and real-life up-to-date comments from employers and
recruitment professionals, Ultimate Job Search is invaluable to anyone looking to get their
dream job at any stage of their career.

Table of Contents
01 First things first
02 The highly employable candidate
03 Making a start
04 The skills they want from everyone
05 Your CV
06 CV problems
07 CVs with special considerations
08 CVs for specific jobs
09 Application forms
10 Covering letters

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11 Telephone calls
12 The job search
13 Your online job search
14 Job search strategies
15 Interviews: making a great impression
16 Answering interview questions
17 Questions for specific jobs
18 Questions for school and college leavers
19 Interviews and more
20 Offers and rejections

The A-Z of
Careers and Jobs
This book

Updated annually to ensure the

Edition 22
Date:

03/05/2015

Price:

16.99

most accurate information on


job requirements, salary detail
and industry contacts

Non-intimidating and easy to


read perfect for teens
considering their options

ISBN
Paperback:

9780749473624

e-book:

9780749473631

Extent:

368 pages

Dimensions:

234 156mm

Subject:

CVs & Job Search

At-a-glance information

covering over 300 different


career paths available today

Author Information

Description

Susan Hodgson is a consultant careers


adviser, writer and researcher. Formerly
head of the careers service at London
South Bank University, she has a strong
background in careers guidance.

From accountant to zoologist, this new edition of The A-Z of Careers and Jobs offers
detailed insights into more than 300 career areas. For those looking for their first job after
school or university, or for anyone considering a change of career, the book provides
reliable and up-to-date careers advice on a wide range of professions, covering practical
issues such as job opportunities in each market, personal skills and qualities, entry
qualifications and training, useful contact details and realistic salary expectations. The A-Z
of Careers and Jobs is also a valuable reference for careers advisors working in schools,
colleges and universities who need to keep track of new developments new roles and
routes of entry, professional associations and exams to offer the very best guidance to
todays jobhunters.

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Detailed TOC

Ultimate
Interview
100s of Great Interview
Answers Tailored to Specific
Jobs
Edition

This book

The book is structured to

Date:

03/07/2015

Price:

14.99

ISBN
Paperback:

9780749474034

e-book:

9780749474041

Extent:

248 pages

Dimensions:

240 170mm

Subject:

Interviews

maximise user-friendliness with


interview questions organised
under specific job-types

Contains 100s of sample

interview questions with advice


and examples of answers

Also covers the soft skills

elements of having a
successful interview including
engagement, relationship
building and keenness

Author Information

Description

Lynn Williams is a career counsellor and


trainer who runs workshops on CV writing
and interview techniques. She writes
regularly for a wide range of publications on
job search and career issues and is also the
author of Ultimate Job Search, Readymade
CVs and Readymade Job Search Letters (all
published by Kogan Page).

In todays ultra competitive job market, only the best prepared candidates have a chance of
standing up to the competition and progressing through the various stages of the interview
process. From the best-selling Ultimate series, Ultimate Interview will give you all the
background information that you need as well as essential practice to successfully navigate
the interview rounds and secure that job offer. Uniquely among interview guidebooks,
it organises common interview questions according to specific job types, such as
management, sales and marketing, administrative and clerical. Each section looks at the
thinking behind the questions, and suggests an effective method of answering by utilising
your experience and skill set, and demonstrating your ambitions. This new edition also
focuses on how to transfer the crucial softer skills associated with successful interviews
such as how to convey your alignment to your future employers values or demonstrate
that you are the most willing rather than just capable candidate. With additional advice
on researching the background to a vacancy, and how skills and characteristics can be
assessed and developed, this book is a must-have for all serious job hunters.

Table of Contents
01 Know your enemy
02 Prepare yourself
03 Standing out
04 Answering questions
05 Starting the interview
06 Questions they ask everybody
07 Questions for practical jobs
08 Questions for creative jobs
09 Questions for clerical and administrative
jobs
10 Questions for sales and marketing jobs
11 Questions for technical jobs

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12 Questions for management jobs


13 Questions for customer relations jobs
14 Questions for school and college
leavers
15 Tackling the difficult questions
16 Dealing with tricky questions
17 Answering off-the-wall questions
18 Your questions for the interviewer
19 Variations on the theme
20 Interview extras
21 Looking the part
22 What happens next?

Detailed TOC

Great Answers
to Tough
Interview
Questions
Edition

This book

The original and still the best

guide to preparing for


interviews and interview
techniques

Date:

03/04/2014

Price:

9.99

Over 5 million copies sold of


previous editions

Includes updated information

ISBN
Paperback:

9780749471453

e-book:

9780749477486

Extent:

280 pages

Dimensions:

216 138mm

Subject:

Interviews

on how to highlight your


useful transferable skills
along with team-working
and manageability skills

Author Information

Description

Martin John Yate is an internationally


bestselling author. He has held major posts
as a director of training and personnel for
several international companies and is
widely respected as the expert on all career
matters. He is also the author of The
Ultimate CV and The Ultimate Cover Letters,
both published by Kogan Page.

Great Answers to Tough Interview Questions is the best-selling job-hunting book of all time
and the essential companion for all jobseekers. It takes you through the whole process,
from composing your CV and preparing for interviews to interview techniques, answering
tough questions and even negotiating your new salary.
This fully revised new edition includes valuable advice on highlighting your transferable
skills and tips for using the internet and social networking as part of your job search.
Full of examples of difficult questions that interviewers like to throw at you, Great Answers
to Tough Interview Questions is suitable for anyone at any stage of their career, providing
all the guidance needed to land that dream job. An indispensable guide that blows the
competition away, no serious job-hunter can afford to ignore it.

Table of Contents
00 Introduction
Part 1 The well-stocked briefcase
01 The realities of job hunting
02 The productive CV
03 Networking and the successful job
search
04 Network-integrated job search
tactics
Part 2 Getting to square one
05 Making contact
06 The telephone interview
07 Dressing for interview success
08 Body language
09 The curtain goes up on the job
interview

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Part 3 Great answers to tough interview


questions
10 The five secrets of securing a job offer
11 Why interviewers do the things they do
12 How to knock em dead
13 Questions of manageability and team
spirit
14 The stress interview and illegal questions
15 Welcome to the real world
16 The graceful exit
Part 4 Finishing touches
17 Out of sight, out of mind?
18 Snatching victory from the jaws of
defeat
19 Negotiating the offer
20 Multiple interviews, multiple offers
21 Conclusion: the glittering prizes

Detailed TOC

Successful
Interview Skills
How to Prepare, Answer Tough
Questions and Get Your Ideal
Job
Edition

This book

Rebecca Corfields step-by-step


guide will make you feel more
in control of the process.
Evening Standard

Date:

03/08/2009

Price:

9.99

ISBN
Paperback:

9780749456528

e-book:

9780749458409

Extent:

144 pages

Dimensions:

216 138mm

Subject:

Interviews

Dont risk attending an

interview without first reading


this helpful guide

Business Executive
Sample questions and advice
on how to answer them

Expert advice on how to boost


confidence and get that job

Author Information

Description

Rebecca Corfield is a consultant and trainer


on career development, management and
presentation issues. A former President of
the National Institute of Career Guidance,
she advises individuals and companies on
career issues and personal change. In
demand as a conference speaker, trainer
and coach, Rebecca is also the author of
Preparing the Perfect CV.

Everyone at some point in their life will have to attend an interview. Whether they are
applying for a job, a promotion, a training programme or even a college course, the fact
remains that a questioning process will occur and the need to create a good impression is
essential.
Now in its fifth edition, this extremely useful guide shows you how to portray
professionalism and confidence and take control of the interview process. Breaking the
process down into accessible steps, Rebecca Corfield identifies the ways in which you can
prepare for an interview, providing example questions and advice on how to answer them.
There are also tips on what employers are looking for, how to make a presentation during an
interview and vital information on how you should present yourself so that you make a
good and lasting impression.

Table of Contents
00 Introduction
01 The interview
02 What employers are looking for
03 Planning and preparation
04 Creating the best impression
05 Making a presentation
06 Answering interview questions
07 Bringing it all together

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Detailed TOC

Knockout Job
Interview
Presentations
How to Present with
Confidence Beat the
Competition and Impress Your
Way into a Top Job
Edition

This book

From the bestselling author of


Preparing the Perfect CV

Practical tips on how to make

your job interview presentation


stand out from the crowd

Date:

03/02/2010

Price:

7.99

ISBN
Paperback:

9780749457150

e-book:

9780749459253

Extent:

144 pages

Dimensions:

216 138mm

Subject:

Interviews

Vital tips on difficult situations


and how to rise above them
and impress the panel

Description
Author Information
Rebecca Corfield is an expert in career
management, presentation skills and
organizational development. A former
President of the National Institute of Career
Guidance in the UK, she advises individuals
and companies on career issues and
personal change and her interview advice
for students regularly appears on Times
Online. She is the author of the bestselling
titles Preparing the Perfect CV, Successful
Interview Skills, Preparing the Perfect Job
Application and The Redundancy Survival
Guide all published by Kogan Page.

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Presenting in a job interview can be incredibly daunting. Candidates often lack the
confidence and skills so they fail to do themselves justice and impress the panel.
Knockout Job Interview Presentations takes you through the whole process of planning and
making a presentation as part of a job interview and helps you to understand what
employers are looking for and learn how to provide it. It will help you to have a positive
outlook, plan so that you know what to include and how, cope with seen and unseen briefs,
make all of the practical preparations, then get it right on the day, handling nerves and
making an impact. Rebecca Corfield also looks into difficult situations that may occur and
gives advice on how to rise above them and continue with your presentation unscathed.
This practical, inspiring book will give you the advantage over other job candidates so that
you make a presentation with ease and confidence and trump the competition.

Table of Contents
00 Introduction
01 The basics
02 Planning your presentation
03 Preparation
04 Presentation
05 Learning and improving
06 Facing tricky situations

Detailed TOC

Ultimate
Psychometric
Tests
Over 1000 Verbal, Numerical,
Diagrammatic and Personality
Tests
Edition

This book

This is the biggest ever

psychometric test book


boasting over 1000 practice
questions

Date:

03/06/2015

Price:

14.99

ISBN
Paperback:

9780749474515

e-book:

9780749474522

Extent:

288 pages

Dimensions:

240 170mm

Subject:

Testing

Author Information
Mike Bryon is an expert in psychometrics
and training solutions. He is the author of
many testing books, including How to Pass
Graduate Psychometric Tests, The Graduate
Psychometric Test Workbook, How to Pass
Advanced Numeracy Tests, The Advanced
Numeracy Test Workbook and How to Pass the
Civil Service Qualifying Tests all published by
Kogan Page.

The book contains all the

popular types of psychometric


tests and is set up to be ideal
for self-study

Written by best-selling author


Mike Bryon, a recruitment
consultant and psychometric
testing guru

Description
The use of psychometric tests in job selection procedures is more prominent than ever and
for unprepared candidates they represent a considerable challenge that can get in the way
of them successfully landing a new job. The best-selling Ultimate Psychometric Tests, now
in its third edition, is the biggest book of its kind, containing over 1000 practice test
questions of a multitude of different types of tests with accompanying answers and
explanations. Also including an overview of which companies employ which tests, including
LOreal, Sony, HMV, Toyota and IKEA among others, it has plenty of advice on how to get
test-wise and seriously improve scoring. Providing sample questions from all the major
types of test, including verbal reasoning, numerical reasoning, personality questionnaires,
non-verbal and diagrammatic reasoning, new tests also now include spatial recognition and
visual estimation, situational awareness tests as well as quantities and conversion tests.
From the popular Ultimate series, this is the definitive guide to acing any type of
psychometric testing you encounter as well as keeping your mind sharp and active.

Table of Contents
01 Psychometric tests: what are they?
02 How to pass psychometric tests and how
to use this book
03 Verbal reasoning
04 Numerical reasoning
05 Personality questionnaires
06 Non-verbal reasoning, mechanical
comprehension and data interpretation
07 Answers and explanations

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Ultimate IQ
Tests
This book

1000 Practice Test Questions


to Boost Your Brainpower
Edition

The biggest book of IQ practice


tests available with 1000
psychometric test questions
substantially more than the
nearest competitor

Date:

03/08/2015

Price:

14.99

ISBN
Paperback:

9780749474300

e-book:

9780749474317

Extent:

320 pages

Dimensions:

240 170mm

Subject:

Testing

Perfect for those facing an IQ

test or for puzzle enthusiasts.

Covers every aspect of IQ

testing, including verbal


reasoning, diagrammatic
reasoning and lateral thinking

From two of the undisputed


masters of IQ testing, Philip
Carter and Ken Russell who
have written over 60 books
on the subject

Author Information

Description

Ken Russell and Philip Carter are IQ test


experts who are continually devising new IQ
tests and puzzles. They have produced over
60 books covering all aspects of testing,
crosswords, puzzles and reasoning. These
include the best-selling Test your IQ
published by Kogan Page.

IQ tests are routinely encountered in recruitment for various industries, including for jobs
in the government, armed forces, education as well as industry and commerce. Competition
is fierce and employers are determined to cut the weak from the strong so it is essential
for candidates to be prepared. Ultimate IQ Tests is the biggest book of IQ practice tests
available. Written and compiled by experts in IQ testing and brain puzzles it contains
1000 practice questions organized into 25 tests, with a simple guide to assessing individual
performance. With a brand new test in this edition, designed to be more challenging than
the others so you can track progress, this is the best one-stop resource to mind puzzles.
Working through the questions will help you to improve your vocabulary and develop
powers of calculation and logical reasoning. From the best-selling Ultimate series, Ultimate
IQ Tests is an invaluable resource if you have to take an IQ test, but its also great fun if
you like to stretch your mind for your own entertainment and boost your brain power.

Philip Carter is also the author of IQ &


Psychometric Tests, The IQ & Psychometric Test
Workbook, Test and Assess Your IQ, Advanced
IQ Tests, IQ and Aptitude Tests, IQ and
Personality Tests, Succeed at IQ Tests, all
published by Kogan Page.

Table of Contents
01 Test 1 Questions
02 Test 2 Questions
03 Test 3 Questions
04 Test 4 Questions
05 Test 5 Questions
06 Test 6 Questions
07 Test 7 Questions
08 Test 8 Questions
09 Test 9 Questions
10 Test 10 Questions
11 Test 11 Questions
12 Test 12 Questions
13 Test 13 Questions

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14 Test 14 Questions
15 Test 15 Questions
16 Test 16 Questions
17 Test 17 Questions
18 Test 18 Questions
19 Test 19 Questions
20 Test 20 Questions
21 Test 21 Questions
22 Test 22 Questions
23 Test 23 Questions
24 Test 24 Questions
25 Test 25 Questions

Detailed TOC

Ultimate
Aptitude Tests
Assess and Develop Your
Potential with Numerical,
Verbal and Abstract Tests
Edition

This book

Contains essential practice for

recruitment tests and aptitude


assessment procedures

Date:

03/07/2015

Price:

14.99

ISBN
Paperback:

9780749474072

e-book:

9780749474089

Extent:

240 pages

Dimensions:

240 170mm

Subject:

Testing

Also includes new detailed

explanations of answers to aid


learning and test scoring
abilities

This new edition also contains a


new chapter on online testing
environments and includes a
free online test which scores
the reader against others

Author Information

Description

Jim Barrett is a chartered psychologist with


many years of experience in advising
organizations on their selection procedures.
He is a best-selling author and has written
many testing books, including The Complete
Personality Assessment, How to Pass Advanced
Aptitude Tests, The Aptitude Test Workbook
and he is the co-author of Test Your Own
Aptitude, all published by Kogan Page.

Measuring your competence as well as your potential for achievement, aptitude tests are
increasingly used by organisations to select the best new staff for their teams as well as to
develop those already employed. With them, businesses gain a greater level of certainty in
their recruitment decisions and also use them to fast track potential leaders.

Tom Barrett runs a consultancy specialising


in online software development. He
specialises in web software architecture,
web standards, usability and content
management. Tom is a psychology graduate
and has developed the software for the
online psychometric tests available at
insight-tests.com.

Ultimate Aptitude Tests, now in its third edition and part of the best-selling Ultimate series,
is the largest and most comprehensive book of its kind, boasting over 1000 varied practice
questions with accompanying detailed answers and explanations. In such a competitive job
market, this is the perfect book to ensure youre entirely prepared to get those high scores
and impress potential employers.
Providing essential practice, it includes psychometric tests that mirror those you are likely to
encounter, including abstract visual tests, verbal and numerical reasoning aptitudes test,
practical skills and understanding tests as well as different types of mechanical and spatial
awareness tests. This new edition also now includes a brand new section on online testing
environments as well as free access to a separate full online test to evaluate your abilities.
Ultimate Aptitude Tests is brilliant preparation for candidates wishing to outshine their
competition on the job market and secure their dream job.

Table of Contents
Part 1 Abstract Visual Tests
01 Constructs
02 Sequences
03 Perceptual
Part 2 Abstract Numerical Tests
04 Reasoning
05 Interpolation
Part 3 Abstract Verbal Tests
06 Deduction
07 Analysis
Part 4 Physical Tests
08 Dynamics
09 Tracing

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Part 5 Spatial Tests


10 Formation
11 3D tests

Part 6 Practical Numerical Tests


12 Reckoning
13 Arithmetic
14 Figure work
15 Number skills
16 Calculations
Part 7 System Tests
17 Systems
18 Coding
Part 8 Practical Verbal Tests
19 Word usage
20 Vocabulary
21 Verbal precision
Part 9 Online Testing
22 Core intelligence test

Detailed TOC

Ultimate New Job


The Definitive Guide to Success
as a New Starter

This book
Edition

New in the successful Ultimate

Date:

03/03/2012

Price:

14.99

ISBN
Paperback:

9780749464097

e-book:

9780749464844

Extent:

232 pages

Dimensions:

240 170mm

Subject:

Careers & work


skills

series and written by career


expert and leading author
James Innes, a regular
contributor to the Guardians
CV Clinic

Fully supported online with

extra material available from


The CV Centres website,
offering interactivity, forums
and a video blog.

Includes essential advice, such

as managing a difficult new


boss and managing your image.

Author Information

Description

James Innes is an accomplished author


and the Founder and Managing Director
of The CV Centre the UKs leading CV
consultancy. Following more than a decade
of experience heading up The CV Centre,
James is widely considered to be one of
the UKs leading careers experts. Visit his
website at: http://www.ineedacv.co.uk/.

How long do you stay in each job? Millions of us change roles on average every three years.
A nation of job-hoppers, every promotion or change presents the same issues and worries
and theres no getting away from those first day nerves. Ultimate New Job will prepare you
for the toughest few months of your life, when fitting in is everything and first impressions
count. Covering every aspect of starting a new job or internship, it tackles the top fifteen
questions that people ask when starting a new position, from handling the offer and
resigning from your current post, to researching the organisation, networking and finding
your place within the team. With realistic, practical advice, Ultimate New Job tackles all of
your concerns head on, making your first weeks and months as smooth a transition as
possible for you and your new employer.

Table of Contents
00 Introduction
Part 1 A new job
01 Handling the offer
02 Leaving your last job
03 Being prepared
Part 2 The first week
04 D-Day your first day
05 Understanding your purpose
06 Knowledge is power
Part 3 The people
07 Managing your new boss
08 Finding your place within the team
09 Handling your subordinates
10 Networking and socialising

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Part 4 The learning curve


11 Planning and organisation
12 Time management
13 Communication
14 Writing skills
15 Presentations

16 Meetings
17 Remote working
18 Working abroad
Part 5 Coping with problems
19 Dealing with difficult people
20 Handling office politics
21 Pressure and stress
22 Coping with change at work
23 Imposing change at work
24 Feel like jumping ship?
Part 6 Onwards and upwards
25 Training
26 Performance appraisals
27 Time for a pay rise?
28 Getting promoted
29 Moving on
Part 7 My five top tips to survive and
thrive in your new job
30 Survive and thrive

Detailed TOC

The Complete
Guide to
Professional
Networking

This book

Practical tools to develop your

The Secrets of Online and


Offline Success
Edition

networking skills, such as the


Networking Scorecard; the 5
step plan for working a room;
and diagnostics to identify your
networking style

Exclusive, specially-

Date:

03/08/2014

Price:

19.99

ISBN
Paperback:

9780749468910

e-book:

9780749468927

Extent:

192 pages

Dimensions:

234 156mm

Subject:

Careers & work


skills

commissioned interviews with


networking greats, who spill
the beans on their personal
networking tips

Engaging style and format,

featuring cartoons, caricatures


and video interviews

Author Information

Description

Simon Phillips is an author, trainer and


coach who is an expert in teaching people
how to network and in running his own
networks. He has run sessions on Mastering
Networking with networking groups, at SME
events, in Universities and at corporate
events. His corporate clients include
Accenture, easyJet, O2 and Lloyds TSB.

Networking is a skill that many people recognize as critically important, but which many
find difficult, boring or fear-inducing or even all three. Yet if you master the techniques
that really work, networking can pay dividends. Effective networking means tapping into a
team of like-minded business people willing to help each other achieve their goals. If you
build, grow and nurture your business networks, you will become known for your expertise
and will be better placed to win the new client, business or job when it really matters. You
can network successfully in person or online and The Complete Guide to Professional
Networking shows you how to use both together for the most powerful results. The
techniques and suggested strategies in this book are backed up by video interviews with
some of the worlds most successful networking experts.

Simon Ellinas has been a professional


cartoonist for thirty years. His work has
been published in many national
newspapers and magazines as well as
advertising campaigns and books. He is
also a regular on the entertainment
caricaturing circuit drawing guests at
corporate parties and events.

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Table of Contents
01 What is networking?
02 How big should my network be?
03 Whats your networking style?
04 How to work the room in five easy steps
05 Tools for the job
06 Building your reputation online
07 How to network effectively at work
08 The networking scorecard
09 The complete professional networker
10 Mobilizing your network

Detailed TOC

Flat World
Navigation

This book

Collaboration and Networking


in the Global Digital Economy
Edition

Explains how readers can apply

traditional and innovative tools,


techniques and technologies to
build and maintain authentic,
dynamic relationships

Gives CEOs the tools to unlock

Date:

03/09/2015

Price:

19.99

ISBN
Paperback:

9780749473938

e-book:

9780749473945

Extent:

288 pages

Dimensions:

234 156mm

Subject:

Careers & work


skills

the potential of their digitally


savvy workforce to ensure their
business performs ahead of the
competition

Features exclusive interview

material from international


business leaders at IBM, CISCO,
Women Online, Yunus Social
Business, DoSomething.org,
ChangeCorp.Inc, and the
International Economic
Development Council

Author Information

Description

Kim Chandler McDonald is the Co Founder


and EVP of KimmiC, a company specializing
in lateral thinking and international
innovation implementation. A former
writer/editor for national and international
newspapers and magazines and host/
producer of an award winning radio/TV
program, Kim is a sought after speaker,
columnist and advisory board member.
She currently sits on Griffith Universitys
Enterprise Advisory Board, the Advisory
Board of Frost and Sullivans Global
Innovation and Leadership Community and
is an Academy Fellow of the International
Entrepreneurship Academy. She is the
author of Innovation: How Innovators Think,
Act and Change Our World (Kogan Page
2013).

Flat World Navigation introduces the new future of work in the flattened world of the new
digital attention-based economy, where real connections can be made in seconds across
departments, businesses, cultures and countries.
Combining the best elements of networking, social media outreach and collaborative
techniques, flat world navigation is an essential capability to build and maintain
relationships between colleagues, customers and partners. Employees who can transform
themselves into flat world navigators, experts in mediating these powerful relationships and
bringing the customer into the conversation, will mean the difference between success and
failure in business.
Flat World Navigation includes exclusive insights and interviews with international
business leaders who successfully use flat world navigation skills, such as the Emmywinning former NBC and Wall Street Journal reporter Kare Anderson, Sandy Carter at IBM,
Gordon Feller at CISCO Systems, Aria Finger at DoSomething.org, Louise Guido at
ChangeCorp, Jeffrey A. Finkle at the International Economic Development Council and
Carolyn Lawrence, CEO of Women of Influence.
This book is grounded in real-world experience with insights and advice to build your skills
base and empower the next generation of business people. Additionally, it is of great use to
business owners and managers looking to effectively leverage the skills of these flat world
navigators, whose critical role brings attention to ideas, products and services and, as such,
must be part of a successful business strategy.

Table of Contents
01 The tools and techniques of successful
flat world navigation in practices
02 The foundations of the DACE (Digital,
Attention and Collaboration Economies)
03 Demand and opportunity through
business collaboration
04 Profiting from your (ROI) Return on
Involvement in the attention economy

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05 New business models built by flat world


navigation
06 Changing markets and competitive
advantages accessed through flat world
navigation
07 Navigating the direction of the DACE
08 Is flat world navigation the game
changer for women in the work force

Detailed TOC

The Definitive
Personal
Assistant &
Secretarial
Handbook

This book

This comprehensive best

practice guide details practical


up-to-date advice that enables
personal assistants to excel at
their jobs and surpass their
bosses expectations

The new edition of this book

A Best Practice Guide for All


Secretaries, PAs, Office
Managers and Executive
Assistants
Edition

comes with an entirely new


chapter on neuroscience and
how it affects PAs behaviours
and learning patterns

The book also comes with free

Date:

03/08/2015

Price:

16.99

ISBN
Paperback:

9780749474768

e-book:

9780749474775

Extent:

280 pages

Dimensions:

234 156mm

Subject:

Careers & work


skills

Author Information
Sue France has over 30 years experience as
a secretary and Executive Assistant. She is
Emeritus UK Chairman for EUMA and was
awarded the prestigious award of The Times
Crme PA/DHL PA of the Year 2006. Sue
presents at PA conferences throughout the
world, and is also involved in training and
coaching PAs and secretaries.

downloadable online resources


that include minute-taking
templates and a comprehensive
management checklist

Sue France is an extremely well

respected figure in the field and


was voted The Times PA of the
year in 2006 and was a runner-up
in the Smart PA Awards in 2007

Description
Written by a former Times Crme PA of the Year, this new edition of The Definitive Personal
Assistant and Secretarial Handbook is the ultimate guide for all management assistants,
PAs, secretaries and executive assistants. Administrative personnel in todays workplace
hold an immense influence, not only on their bosses performance, but also on the running
of the whole organisation.
This best-selling book is the only resource needed to excel in ones role as an assistant,
outshine bosses expectations and go up the ladder. Placing special emphasis on career
development and learning, it provides help and advice on the skills necessary to progress
in your career. Along with a chapter to share with your boss for a more fruitful working
relationship, it includes help with time management, networking, relationship management,
communication and confidence. Now with a new chapter on how to use neuroscience tools
to coach yourself through your weaknesses and primed behavioural traits, it also contains
even more practical help with minute taking, telephone and mobile communication
etiquette and presentation skills. With free downloadable online resources to aid the
day-to-day running of your office, this comprehensive and accessible guide will help you
keep your finger on the pulse and maintain your professional image.

Table of Contents
00 Introduction
01 Using neuroscience to maximize your
brain for excellence
02 Relationship management
03 Compassionate communication
04 Confidence, self-belief and goal setting
05 Dealing with difficult people and
managing conflict
06 Time, organizing and stress management

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07 Organizing meetings and events


08 Perfect presentations
09 Ergonomics: your health and safety
10 Powerful networking
11 A chapter to share with your boss
12 Confident minute taking
13 Harnessing the power of digital tools
and social media
14 The successful assistant

Detailed TOC

Decision Making
and Problem
Solving
This book
Edition

Practical exercises to encourage

Date:

03/03/2013

Price:

9.99

ISBN
Paperback:

9780749466961

e-book:

9780749466978

Extent:

104 pages

Dimensions:

216 138mm

Subject:

Careers & work


skills

a creative approach to problem


solving

Written by the leadership guru

and best-selling author John


Adair, with over 500,000 books
sold and translations into
25 languages

Learn how to evaluate your

decisions and implement them

Author Information

Description

John Adair is the worlds leading authority


on leadership and leadership development.
Over a million managers worldwide have
taken part in the Action-Centred Leadership
programmes he pioneered. John was also
the only British national serviceman to serve
in the Arab Legion, where he became
adjutant of a Bedouin regiment. He is the
author of over 50 books, many of which are
published by Kogan Page, including the
classics, Not Bosses but Leaders, The John
Adair Lexicon of Leadership and The
Leadership of Muhammad.

Ensuring innovation and a creative approach to new challenges is crucial in leadership


success. Being able to communicate and share your ideas takes no less skill. Decision
Making and Problem Solving Strategies will help you to learn key techniques and models
to confidently make the right decisions. Using checklists, exercises and case studies, Adair
provides a clear framework to find solutions, generate ideas and inspire confidence in your
team so you can spot the solution in every problem, and create ideas to rival even the
best strategists.

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Table of Contents
00 Introduction
01 Your mind at work
02 The art of effective decision making
03 Sharing decisions with others
04 Key problem-solving strategies
05 How to generate ideas
06 Thinking outside the box
07 Developing your thinking skills

Detailed TOC

How to Organize
Yourself
This book
Edition

Very practical tips that are

easy to implement

Date:

03/03/2013

Price:

9.99

ISBN
Paperback:

9780749467180

e-book:

9780749467197

Extent:

192 pages

Dimensions:

216 138mm

Subject:

Careers & work


skills

New information on dealing


with e-mail overload,
organizing your digital files
and latest digital timemanagement tools

Part of the high profile,


best-selling Creating
Success re-launch

Author Information

Description

John Caunt is a freelance writer, life


coach and trainer. His previous experience
includes fifteen years as a senior manager
in further education

How to Organize Yourself will help you to dramatically improve the way you work. With
great tips on how to determine your goals, prioritize and manage your time, it also includes
practical advice on how to: focus on the things that produce results; overcome distractions;
build positive work habits; avoid information overload; and make effective use of
technology.
Now in its fourth edition How to Organize Yourself will enable you to take control of your
workload, reduce stress and fatigue, and free up time for the things that really matter.

Table of Contents
00 Introduction
01 Know where you are going
02 Organize your time
03 Understand the way you work
04 Organize information
05 Organize the way you work with others
06 Organize your space
07 Organize filing systems
08 Use technology to assist
09 Organize yourself at home and away
10 Keep up the good work

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Detailed TOC

You.com
Manage Your Online Self for
Profit, Image and Business
Success

This book
Edition

A business guide to harnessing

Date:

03/05/2011

Price:

12.99

ISBN
Paperback:

9780749461980

e-book:

9780749462833

Extent:

184 pages

Dimensions:

198 129mm

Subject:

Careers & work


skills

new social media tools to


create and manage your online
profile

Case studies and interviews

with high profile executives


including Richard Sambrook,
former Director of the BBC
World Service

Illuminating examples of how

an online image can go wrong,


and invaluable advice on how
to put it right

Author Information

Description

Cresta Norris has years of valuable


experience in online marketing. She has
been the head of new media content at
UKTV (a joint venture between Virgin and
the BBC) and creator of online content
for the marketing arms of the BBC and
Freeview. She has written and published
business books for many blue-chip clients
and is also the author of A Quick Start Guide
to Online Selling, published by Kogan Page.

The internet is vast and can be an inhospitable place for organizations and individuals trying
to make their mark. To stand out in the crowd, you need to learn how to be creative online
and get your various profiles on different websites working in tandem to promote your
brand and your business.
You.com gives vital advice on how to manage your online image using tools such as
LinkedIn, Facebook, Twitter and YouTube to your best advantage. It shows how you can stay
connected to the things that matter (via RSS feeds, news feeds, netvibes, etc) and includes
essential tips on using online networking to find a better job, recruit staff or identify new
people to work with. Illustrated by fascinating international case studies from businesses
and individuals such as Richard Sambrook, former Director of BBC World Service and Global
News, Nancy William of Tiger Two, Gill Carrick of executive search firm Odgers Berndtson
and Dulce Merritt of Barbican Consulting, this book tells you all you need to know to
improve your visibility online and ensure a high ranking on search engines.
With illuminating examples of how an online image can go wrong, and invaluable advice on
how to put it right, You.com will help you to get control, get noticed and get the results you
want from your online profile.

Table of Contents
00 Introduction
01 Getting started
02 Unlocking your creativity
03 Getting informed
04 Getting control
05 Getting famous
06 Getting a job
07 Getting your name in search engines
08 Getting a result

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Index by title
20 Ps of Marketing
162
4D Leadership
48
A-Z of Careers and Jobs
228
Accounting and Finance for Managers
7
Accounting for Non-Accountants
6
Agile Change Management
38
Agile Organization
86
Armstrongs Essential Human Resource Management Practice
52
Armstrongs Handbook of Human Resource Management Practice
51
Armstrongs Handbook of Management and Leadership
45
Armstrongs Handbook of Performance Management
56
Armstrongs Handbook of Reward Management Practice
58
Armstrongs Handbook of Strategic Human Resource Management
54
Auto Brand
134
Aviation Logistics
218
Best Digital Marketing Campaigns in the World II
118
Bids, Tenders and Proposals
107
Big Change, Best Path
39
Brand and Talent
74
Brand Challenge
128
Brand Psychology
126
Branded Beauty
133
Brands with a Conscience
135
Building a Culture of Innovation
25
Business and Financial Models
9
Business Operations Models
207
Business Plan Workbook
19
Business Research
27
Campaigns that Shook the World
180
Category Management in Purchasing
209
Chartered Public Relations
175
Coaching and Mentoring
70
Complete Guide to Professional Networking
237
Complete Marketer
159
Corporate Governance Ethics and CSR
98
Creating Authentic Organizations
49, 89
Creating Competitive Advantage
106
Crisis, Issues and Reputation Management
178
Customer-Centric Marketing
121
Data-driven Organization Design
84
Decision Making and Problem Solving
240
Decoding the Irrational Consumer
143
Definitive Personal Assistant & Secretarial Handbook
239
Develop Your Presentation Skills
17
Developing Resilient Organizations
88
Digital Branding
127
Digital Marketing Strategy
119
Digital Selling
164
Digital Wars
110
E-Logistics
217
Economics for Business
12
Effective Change Managers Handbook
33
Effective HR Communication
79, 186
Emerging Markets
104
Employee Engagement
60
Employee Engagement and Communication Research
61
Employee Relations
75
Employment Law
76

Engaging Change
Enlightened Organization
Enterprise Change Management
Essay Writing Skills
Essential Law for Marketers
Ethics in Public Relations
Evaluating Public Relations
Event Planning and Management
Excellence in Coaching
Fashion Brands
Fashion Logistics
Fear-free Organization
Field Visual Merchandising Strategy
Financial Management for Non-Financial Managers
Financing the End to End Supply Chain
Flat World Navigation
Food Supply Chain Management and Logistics
Fundamentals of Risk Management
Geodemographics for Marketers
Global Business Ethics
Global Logistics
Global Logistics Strategies
Global Supply Chain Ecosystems
Goal Directed Project Management
Great Answers to Tough CV Problems
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How Cool Brands Stay Hot
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Power of Project Leadership
PR Professionals Handbook
Practical Guide to Entrepreneurship
Practical Enterprise Risk Management
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9780749472818_toc

Detailed Contents
00 Introduction
01 Financial record keeping
Introduction
Single-entry bookkeeping
Double-entry bookkeeping
Balancing accounts
The trial balance
Daybooks and ledgers
Modern double-entry bookkeeping
Review questions
02 Income statements
Introduction
Calculating profit
The income statement
Classification of expenditure
Review questions
03 The balance sheet
Introduction
Content of the balance sheet
Format of the balance sheet
Review questions
04 Further adjustments to the income statement
Introduction
Accruals concept
Accruals and prepayments
Depreciation
Bad debts
Allowance for doubtful debts
Discounts
Review questions
05 Checking the double-entry system
Introduction
Correction of errors
Bank reconciliation statements
Control accounts
Sales ledger control accounts
Purchases ledger control accounts
Reconciliation of control account totals
Review questions
06 Accounting concepts
Introduction
Accounting concepts
From accounting concepts to accounting standards
Review questions
07 Accounting for other business organizations
Introduction
Manufacturing organizations
Partnerships
Not-for-profit organizations
Incomplete records
Review questions
08 An introduction to business costing
Introduction
Cost centres and cost units
Cost behaviour
Principles and methods of costing
Costing principles

Detailed Contents 

Absorption costing
Costing methods
Review questions
09 Marginal costing and decision making
Introduction
Contribution
Uses of marginal costing
Break-even analysis
Optimum production plans
Make-or-buy decisions
Special order decisions
Closing down an unprofitable business segment
Marginal and absorption costing compared
Review questions
10 Standard costing
Introduction
Standard costs
Variance analysis
Types of variance
Sub-variances
Materials variances
Labour variances
Flexible budgets
Sales variances
Overhead variances
Interpretation of variances
Interrelationships of variances
Review questions
11 Budgeting
Introduction
Purpose of budgets
Types of budget
Budgeting example
Budgeting techniques
Review questions
12 Working capital management
Introduction
The working capital cycle
The ideal size of working capital
Inventory
Trade receivables
Management of trade payables
Managing cash
Review questions
13 Capital investment appraisal
Introduction
Capital investment
Relevant costs and benefits
Net cash flow and the investment appraisal
Methods of investment appraisal
Payback
Accounting rate of return (ARR)
Discounted cash flow
Net present value (NPV)
Internal rate of return (IRR)
Discounted payback
Investment appraisal evaluated
Review questions

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14 An introduction to limited companies
Introduction
Limited liability
Setting up a limited company
Types of limited company
Share capital and dividends
Financial statements of the limited company
Rights issues
Bonus issues
Review questions
15 Published accounts of the limited company
Introduction
Annual return
Contents of the annual report
Auditors report
Directors report
Published financial statements IAS 1
Statement of changes in equity
Notes to the financial statements
Review question
16 Accounting standards
Introduction
UK GAAP
International Accounting Standards

Detailed Contents 

IASB conceptual framework


Recent progress towards a single set of accounting
standards
New UK GAAP
The new financial reporting standards (FRSs) used
in the UK
Financial Reporting Standard for Smaller Entities (FRSSE)
Current applicable accounting standards
Review questions
17 Statement of cash flows
Introduction
The differences between cash and profit
The statement of cash flows
Review questions
18 Accounting ratios
Introduction
Types of accounting ratio
Profitability ratios
Efficiency ratios
Liquidity ratios
Gearing ratios
Investor ratios
Limitations of ratio analysis
Review questions

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9780749469139_toc

Detailed Contents
00 Introduction
01 Introduction to accounting
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
Who and what is an accountant?
The two forms of accounting: financial accounting and
management accounting
The financial accountant
Who are the users of financial accounting information?
The regulatory and conceptual framework
The qualitative characteristics of useful financial
information
The regulatory framework
The standard-setting process
Types of business entity
The annual report and financial statements
The elements of financial statements
The articulation of the financial statements
A brief guide to some key problems and issues with
financial statements
Comprehension questions
Exercises
Answers to comprehension questions
Answers to exercises
02 Accounting concepts and systems
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
What is the purpose of the financial statements?
Statement of comprehensive income (income statement)
The statement of financial position (balance sheet)
The statement of cash flows
Preparing a set of financial statements
The income statement: cost of sales working
Underlying concepts: measurement rules and fundamental
accounting concepts
Three further property, plant and equipment issues
Recording accounting information
Comprehension questions
Exercises
Answers to comprehension questions
Answers to exercises
03 Financial analysis: Part I
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
Financial statement analysis for investment purposes
Other users and their needs
Horizontal analysis and trend analysis
Vertical analysis
Ratio analysis
Key ratios
Detailed Contents 

Weaknesses and limitations


Conclusion
Comprehension questions
Exercises
Answers to comprehension questions
Answers to exercises
04 Financial analysis: Part II
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
The drive for information
Stakeholder management
Corporate social responsibility reporting
Earnings announcements, conference calls and investor
presentations
Media relations: press releases and newspaper coverage
Social media and internet bulletins
Conclusion
Comprehension questions
Answers to comprehension questions
05 Business planning
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
Why budget?
Business planning and control: the role of budgets
The budget-setting process
Practical budget-setting
The basic steps of preparing a budget
Budgeting in different types of organization
Limitations and problems with budgeting
Improving business planning and budgeting
Conclusion
Comprehension questions
Exercises
Answers to comprehension questions
Answers to exercises
06 Budgets and performance management
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
Responsibility centres
The controllability principle
Profit-related performance measurement
Standard costing
Standard costing and variance analysis
Variance analysis
Performance management in investment centres
Which is the best measure: ROI or EVA?
Non-financial performance indicators
The balanced scorecard
Performance measurement in not-for-profit organizations
Value for money (VFM) as a public-sector objective

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NPO performance measurement: an example
Behavioural aspects of performance management: gaming
and creative accounting
External influences on performance
Performance management in modern business systems
Conclusion
Comprehension questions
Exercises
Answers to comprehension questions
Answers to exercises
07 Cash flow
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
Why does a business need cash?
What is cash flow?
How much cash does a business need?
Methods of establishing cash balances
Cash forecasting: the cash budget
Cash management: strategies for improving cash flow
Interpreting and analysing a cash-flow forecast
Conclusion
Comprehension questions
Exercises
Answers to comprehension questions
Answers to exercises
08 Pricing decisions
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
The accountants perspective costing and pricing
Absorption costing and full-cost-plus pricing
Problems with full-cost-plus pricing
Marginal-cost-plus pricing
Activity-based costing (ABC) pricing
Life-cycle costing and pricing
Conclusions: costing for pricing
The economists perspective
The marketers perspective

Detailed Contents 

Combining the three perspectives: establishing an


appropriate pricing strategy
Pricing strategies
Target pricing and target costing
Value engineering
Kaizen
Conclusion
Comprehension questions
Exercises
Answers to comprehension questions
Answers to exercises
09 Investment decisions
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
Investment appraisal the basics
Traditional evaluation techniques
Incorporating real-world complexities into investment
appraisal
Investment appraisal within context
Taking a broader strategic view
Conclusion
Comprehension questions
Exercises
Answers to comprehension questions
Answers to exercises
10 Operational decisions
Objective
Learning outcomes
Key topics covered
Management issues
Introduction
Operational decision making
Costvolumeprofit analysis (CVP)
Relevant costing
Conclusion
Comprehension questions
Exercises
Answers to comprehension questions
Answers to exercises

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9780749464677_toc

Detailed Contents
00 Introduction
01 Types of business structure and their finance
Sole proprietors
Partnerships: general and limited liability
Corporations
A company limited by shares
Limited companies
Public limited companies
Summary
02 The role of the accounting and finance department
Financial accounting, payroll, budgeting, management
accounting, taxation, treasury
Accounting and finance department relationships
Summary
03 Accounting and financial statements
Double entry system and ledgers
Trial balance
Profit-and-loss account
Balance sheet
Classification of assets and liabilities
Source and application of funds statements
Principles: matching, accruals, deferrals, consistency,
conservatism, accounting periods, materiality, goingconcern concept, form and substance, full disclosure
and clarity
Accounting and the environment
Neuroscience and accounting
Summary
04 Analysis and financial ratios
Ratio analysis
Gross profit percentage
Net profit percentage
Current ratio
Liquidity ratio
Stock-turnover ratio
Debtors days
Fixed assets turnover ratio
Gearing ratio
Return on capital employed ratio
Return on equity: earnings per share
The priceearnings ratio (PER)
Earningsyield
Dividend cover
Dividend yield
Summary
05 Planning and bud