Business Motivation: Books

A Manager's Guide to Staff Incentives and Performance Improvement Techniques

Offers practical advice for managers on incentive methods such as cash and non-cash reward systems; incentive travel; events; recognition systems; and flexible benefits.

John G. Fisher. Kogan Page. Hardcover. Cost: Currently unavailable

Advertising and Promotion: An Integrated Marketing Communications Perspective

Explores how marketers must look beyond traditional media to communicate with consumers in the changing field of advertising and promotion. Describes the shift from conventional methods to implementation of an integrated marketing communications strategy and reviews the promotional tools available to help make the transition.

George E. Belch and Michael A. Belch. McGraw-Hill Companies. 67pp. Hardcover. Cost: $169.00

Advertising and Sales Promotion Strategy

A comprehensive handbook on advertising and sales promotion, covering strategic and tactical issues. Includes examples of creative advertising campaigns. The four parts of this textbook cover: Introduction to advertising and sales promotion, Communication strategy, Sales promotion strategy and Planning advertising and sales promotion.

Gerard J. Tellis. Prentice Hall. 475pp. Hardcover. Cost: $138.40

Advertising, Communications & Promotion Management

The definitive advertising and promotion management text for students at the MBA level. Emphasizes corporate communications and business products/services in addition to the traditional focus on consumer packaged goods.

John R. Rossiter and Larry Percy. McGraw-Hill Companies. 672pp. Hardcover.

Aftermarketing: How to Keep Customers for Life Through Relationship Marketing

Describes all of the processes necessary for customer retention at both large and small businesses. This book comes closer than any other to addressing all the elements of the New Marketing spelled out in this article.A relevant guide for managers, retailers, educators and students, Aftermarketing is applicable to product and services, consumer and industrial markets, and both the profit and non-profit sectors.

Terry G. Vavra. Irwin Professional Pub. 300pp. Hardcover.

Best Sales Promotions

Reviews 126 of the best recent sales promotion campaigns. Readers will develop a better understanding of what constitutes a successful promotion and of what a good promotion can—and can't—do. A straightforward book that is useful for readers with all levels of experience.

William A. Robinson. McGraw-Hill Companies. 240pp. Paperback.

Business to Business Direct Marketing

Professional marketers whose targets are other businesses should read this book. Bly explains how business-to-business marketing really is different.

Robert W. Bly. McGraw Hill. 416 pp. Hardcover. Cost: $44.95

Business to Business Direct Marketing Handbook

Complete volume that covers all the aspects of business to business direct marketing, from the fundamental and time-tested methods to the most modern techniques. The author offers detailed and practical advice companies of all sizes.

Roy G. Ljungren. Amacom Books. 456pp. Hardcover. Cost: currently only avaible through amazon sellers

Business to Business Direct Marketing: Proven Direct Response Methods to Generate More Leads and Sales

This book reveals the secrets of the seven key strategies and tactics of business-to-business direct marketing.

Robert W. Bly. NTC Business Books. 267 pp. Hardcover.

Cracking the Value Code: How Successful Businesses Are Creating Wealth in the New Economy

This book, which is based on a three-year study by the consulting firm Arthur Andersen, gives clear, plain-English guidance for helping your organization identify, create, and consolidate the valued assets it needs to vault high above the competition. It examines the gamut of these possible assets (physical, financial, employee-supplier, customer, and those intrinsic to the organization) and, to show them in action, provides plenty of fun, fact- and figure-filled miniprofiles of New Economy dynamos, from robustly reengineered old warhorses like IBM, Coke, Pepsi, and Sara Lee to brash, new digital-age brats: Dell, Compaq, Cisco, idealab!, and Starbucks.

Richard E.S. Boulton, Barry D. Libert, and Steve M. Samek. Collins. 288pp. Hardcover. Cost: currently only avaible through amazon sellers

Exceeding Customer Expectations

Based on the business practices and history of Enterprise Rent-a-Car, this book focuses on how the company has achieved financial results by creating happy customers, successful business partnerships, and an engaged and motivated workforce. It discusses the relationship between the company's employee satisfaction, retention, and profitability, and shows how Enterprise makes and reinforces those connections.

Kirk Kazanjian . Currency . 256pp. Hardcover . Cost: $24.95

Four Elements of Successful Management

This book addresses basic management issues applicable to almost any organization and manager. It provides a simple approach summarized as "select, direct, evaluate, and reward," but is in no way short of details. It includes extensive information on every aspect of the process, including benefits of cash and noncash awards.

Marshall, Don R. . Amacom. 208pp. Hardcover . Cost: $24.95

How to Run an Incentive Program

A booklet published by Incentive magazine that details how to structure incentive programs.

In Praise of Good Business: How Optimizing Risk Rewards Both Your Bottom Line and Your People

Drawing upon her work both as a psychologist specializing in management psychology and her 15 years as a consultant to the Fortune 500, Bardwick develops a bold new management paradigm for maximum employee productivity. She suggests ways to challenge employees where risk is at an ideal level, and creates a results-driven organization. Characteristics of successful organizations and management are examined in terms of achieving change through driving for measurable success and rewarding and punishing, thereby bringing about a results-driven mind-set requiring: urgency leadership, purpose, collaboration, selection, method, trust, and commitment.

Judith M. Bardwick. Wiley. 368 pp. Paperback. Cost: $27.00

Incentives in Marketing & Motivation

A comprehensive text on the incentive marketplace. The content is illustrated and includes numerous case studies that reveal the breadth and potential of the incentive marketplace.

Meredith Aim. Kendall/Hunt Publishing Company. 512pp. Paperback.

Love Thy Customer: Creating Delight, Preventing Dissatisfaction, and Pleasing Your Hardest-to-Please Customer

Love Thy Customer is a guide to cummunicating with your customers in a way that goes above and beyond mere "customer satisfaction." This book includes skills and strategies for quickly winning customers over, tactic for avoiding problems and preventing customer dissatisfaction, and much more.

Dr. Rick Brinkman, Dr. Rick Kirschner. McGraw-Hill. 272pp. Hardcover. Cost: $18.95

Managing Through Incentives: How to Develop a More Collaborative, Productive, and Profitable Organization

Shows managers how to apply proven motivators to help any size firm energize the work force, increase its profits, and meet the challenges of today's competitive global economy. Presents the pros and cons of incentives as well as why and how they work and discusses in detail incentives for executives and workers and those used for marketing to consumers.

Richard B. McKenzie and Dwight R. Lee. Oxford University Press. 352pp. Hardcover. Cost: $45.00

Principles of Results-Based Incentive Program Design

Based on the Incentive Marketing Association's Principles Of Results-Based Incentive Program Design Seminar, this is the first formal curriculum ever developed for incentive program planning. The textbook includes sections on Incentive Program Basics for the Business Executive, Core Strategies for the Business Executive, Planning and Design Considerations for the Practitioner, and Implementation and Management Considerations for the Practitioner.

Bruce Bolger and Rodger Stotz. Incentive Marketing Association. Cost: $69.95

Promotional Marketing: Ideas & Techniques for Success in Sales Promotion

This book details the challenges of promotional marketing through a chronological history starting in the 1950s. The last section looks to the future.

William A. Robinson and Christine Hauri. McGraw-Hill. 178pp. Hardcover. Cost: $23.95

Retaining Your Employees

Described as a "crisp, fifty-minute" book, this concise, step-by-step approach to employee motivation. The authors focus on using "respect, recognition, and rewards" to achieve positive organizational results. In a concise, quickly readable format, they address the benefits to keeping employees and keeping them happy; creating a fun, enriching and "hard-to-leave" workfplace; understanding the impact of feeling valued at work, and tapping to employee desires for personal and professional growth.

Wingfield, Barb, and Berry, Janice . Thomson Course Technology . 104pp. Paperback. Cost: $13.95

The Human Equation: Building Profits by Putting People First

This book examines why much of the current conventional wisdom is wrong and asks us to re-think the way managers link people with organizational performance. Pfeffer builds a powerful business case for managing people effectively--not just because it makes for good corporate policy, but because it results in outstanding performance and profits.

Jeffrey Pfeffer. Harvard Business School Press. 345pp. Hardcover. Cost: $29.95

The Loyalty Effect: The Hidden Force Behind Growth, Profits and Lasting Value

The authors examine what they feel is the link between employee, customer, and investor loyalty and attempt to prove that traditional accounting practices do not show the "loyalty effect." They make a compelling case by applying other gauges to show the impact of loyalty on long-term organization performance.

Frederick F. Reichheld and Thomas Teal. McGraw-Hill. 336pp. Hardcover. Cost: $12.05

The Loyalty Effect: The Hidden Force Behind Growth, Profits, and Lasting Value

Does not address incentive programs specifically, but it's a landmark book on the power of employee and customer commitment.

Frederick Reichheld. Harvard Business School Press. 323pp. Paperback. Cost: $16.95

The Loyalty Link: How Loyal Employees Create Loyal Customers

The author spells out his formula for developing a loyalty-driven culture that empowers employees to strive to create customer loyalty, and he devotes a chapter to fostering teamwork.

Dennis G. McCarthy. Wiley. 198pp. Hardcover. Cost: $19.95

The Reward Plan Advantage: A Manager's Guide to Improving Business Performance Through People

The author describes recognition and group incentive plans, as well as types of awards and implementation. This book comes closer than most to addressing brass-tacks programs that managers at almost any level of an organization can implement.

Jerry L. McAdams. Jossey-Bass Business and Management Series. 332PP. Paperback. Cost: $45.00