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Suppliers have traditionally managed their relationships inAs companies began to realize that retaining profitable customers is a key to long-term profitability, efforts to foster better customer relations [(Customer Relationship Management (CRM)] became an important focus of marketing programs [1][2][3]. Companies pursuing this strategy quickly recognized the central role that automation could play in building customer relations through delivering

This paper explores research in educational psychology and learning theory in a search for insights to enhance business ethics training Useful educational principles uncovered are then applied to the development of an ethics training initiative for sales professionals. The paper concludes with suggestions for future research to help enrich business ethics training. Copyright Springer Science+Business Media, Inc. 2007business ethics, business ethics training, ethical decision-making, facilitator–participant interaction, inductive learning, self-discovery, selling ethics, unethical selling behavior,

Marketing costs have been rising rapidly while both manufacturing and general management costs have been declining. As a result, those concerned with realigning corporate assets to maximize shareholder returns are requiring that marketers start proving their worth or be gradually starved of resources. Reflecting such pressures, marketing managers are being asked to provide more convincing evidence that planned marketing strategies will indeed yield more value for the company and its shareholders. Likewise, those charged with planning the marketing budget are being asked to more thoroughly justify requested budget increases. Whole new financial measures are needed for evaluating the relative productivity of specifically proposed marketing budget expenditures vis-à-vis shareholder value. The paper reviews several procedures that can help address these challenges and presents a detailed example of the application of one of the approaches. D

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