Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Management
&
SAGE India
SAGE Response
2012
Table of Contents
Forthcoming!
Academic Tools
53
Advertisement 45-47
Business Ethics
Business Law
28-29
49
Business Research
49-53
Change Management
14-16
CSR 27
Entrepreneurship 32
Finance & Banking
8-13
Governance 29
Health & Hospital Management
18-22
Industry 32-33
Innovation Management
International Business
3-4
33
Leadership 30-31
Management 1-2
Marketing & Sales
34-45
47-48
13
7
Organizational Behaviour
26-27
Organizational Development
17-18
Project Management
Self Help
Strategic Management
3
24-26
4-6
53-54
Training 23-24
Index 55-56
Management
CONTENTS
Foreword / Introduction / Management Consultancy in India Sharu S Ranganekar
/ The Indian Management Consulting Scenario Sunil Abrol / Human Resource
Development: Trends in HR Consulting Domain and Capability Building Aneeta
Madhok and Himani Pandey / Consulting in Executive Search and Building a
Management Team Ashok Ghia / Consulting Experiences in Strategic Marketing
Jayesh Ganatra / Strategic Marketing: Outperforming Competition Kuldip
Kawatra / International Marketing: Beyond the Shores pradip Desai / Consulting
Experience in Brand Management Himanshu Vaidya / Experience in M&A
Consulting Shailesh Haribhakti / E-Governance and Its Relevance to India
Anil Monga and Suresh Mhatre / Information Technology Consulting: Bytes of
Reality T S Rangarajan / Consultancy Experience in Operational Management
for Business Excellence Jayanth Murthy / Project Finance: New Investment,
Diversification and Growth U K Srivastava and pramila Srivastava / Mentoring
in Entrepreneurship Dilip M Sarwate / Strengthening Contribution of NGOs in
Social Development: Implications for Management Consultants Pravin V Desai /
Management of Consultancy in Communication Research: An Approach Binod C
Agrawal / Corporate Governance: What Role Can Management Consultants Play?
Dilip M Sarwate / Management Consultancy in Infrastructure Projects nayan
Parikh / Telecom Building Business 3.0 Anuj Bhargava / Institution Building:
Way of the Theory J Subhash Sharma / Epilogue: Toward New Pathways to
Management Consultancy in India U K Srivastava and Subhash Sharma / About
the Editors and Contributors / Index
SAGE RESponSE
2012 504 pages Paperback: ` 495.00 (978-81-321-0757-6)
ORGANIZATIONAL
SCHIZOPHRENIA
Impact on Customer Service Quality
Gopal K Gureja
More than two decades down the line the customers find yawning gaps
between what many companies promise as a matter of policy and what,
in customers perception, is actually delivered at the operating level.
The experience shows that this is not an uncommon phenomenon.
Supported by substantial empirical research and the VOICES of the
customer contact employees, the book explores the reasons why, in a
company: Practice departs from policy; Employee engagement goes
down; Responsiveness becomes arbitrary; Organizational schizophrenia
creeps in; Behaviour becomes unpredictable and; Mission Statements
begin to turn into mere posters?
CONTENTS
Foreword / THE PROMISE / The Upbeat Promises / Gearing Up to Deliver / Getting
Employees Emotionally Engaged / THE PERFORMANCE / Preamble to Part II / The
Death of Common Sense / The Merry-Go-Round / Sheer Indifference / THE CULTURAL
SCHIZOPHRENIA / Preamble to Part III / The Genesis of Cultural Schizophrenia / The
Force of Numbers / The Policy Paradox / Complaints about Complaint Management
/ Communication Disconnect / Outsource Task, Not Responsibility / Knowledge and
Training / The Defining Gap: Performance / The People Factor / Culture of Discipline
/ The Postscript to Part III / BACK TO BASICS / Afterthought
SAGE RESponSE
2012 352 pages Paperback: ` 495.00 (tent) (978-81-321-0956-3)
CONTENTS
Management
A Corporate odyssey
CONTENTS
Preface / PAPERS / Routes to Peaks for Building Corporate Renaissance Asha
Bhandarker and Pritam Singh / Strategic Positioning Choices for Indian
Businesses: Beyond Jugaad into the Next Orbit Arun Kumar Jain and Ajay
Singal / Finding the Future and Making It Happen John Pisapia / Managing
Performance: Beyond Value-based Leadership Shivganesh Bhargava /
Empowerment Practices and Corporate Effectiveness: Either be Democratic or
Go Bust Subir Verma / Antecedents of Employee Performance and the Role of
Job Satisfaction as a Mediator Soumendu Biswas / Managing Talent through
Employee Engagement Strategies Jyotsna Bhatnagar / Bharat Petroleum:
Building Capabilities through Competency Modeling S Mohan / Architectural
Innovation and SAILs Strategic Response Shubhabrata Basu / CEO Leadership,
Organizational Culture, and Employee Affect Responses at the Workplace Asha
Bhandarker, Ashita Goswami and Kshipra Rustogi / Managerial Work Values
in Public Sector Banks in India: An Exploratory Study Deepa Mazumdar /
Emergence of the Born Global Entrepreneur: An Indian Case Study Sumati
Verma / Orchestrating Change: Shared Intentions is the Key Factor Enabling
Change to Happen Davide Sola, Marie Taillard and Giovanni Scarso Borioli
/ A New Terrain of Leadership Development: An Indian Perspective Meena
Surie Wilson and Ellen Van Velsor / American Human Resource Management
Techniques Fit Poorly in Latin America Alfredo Behrens and James Wright /
Twin-born Antipodes: Leadership and Management as Methods of Organizational
Rule Armen E petrosyan / DIALOGS WITH CHANGE MASTERS / Bharti Airtel:
From Best to Next / Towards Transformation: K.R. Kamaths Oddysey / Towards
Cutting Edge Competitiveness: Issues and Challenges for Indian Managers
/ March Towards the Next Horizon: Lessons in Capability Building in Maruti /
Towards HRs Integration with Business / Cultural Routes to Excellence: The LG
Experience / Kaleidoscope of Leadership: The Ageless Mantra / Towards the
Next Orbit: Wisdom for HR Professionals / About the Change Masters / Index
SAGE RESponSE
2011 492 pages Hardback: ` 795.00 (978-81-321-0631-9)
CONTENTS
Foreword by Y Venugopal Reddy / Preface / Prologue / Introduction / THE
MAKING AND UNMAKING OF EMPIRES: DOMINATION OF POLITICAL POWER
/ Sagacity in Governance: The Greek Exemplar / Governance Culture: Roman
Mirror / Tolerant Ambience: India / Resource Raising: Uniqueness of China
/ An intimidating Colossus: The Arab Miracle / THE MEDIEVAL WORLD: AD
10001500 / Trade and Politics in the Indian Ocean / Business on Leash: Japan
/ Emerging Out of the Shadows: Europe / In the Limelight: Knights of Commerce
/ Playing with Power: Merchant Republics / THE GREAT TRANSITION: WARFARE
TECHNOLOGYTHE CATALYTIC / Sword and Purse: Beginnings of Collaboration
/ Fiscal Revolution: Grip of Financiers / Economic Nationalism: Fusion of the
Sword and Purse / A BOILING CAULDRON / Setting the Tone: The Portuguese /
Weaving a Pattern: The Spanish Imperial Machine / Showing the Way: The Dutch
Interlude / Not in a Fit of Absentmindedness: Britains Forays / TOWARDS GLOBAL
HEGEMONY / Chinks in the Armour: Empires in the Eurasian Landmass / Pax
Britannica: Rise and Fall of British Hegemony / Pillars of US Hegemony / Epilogue
/ Glossary / Reference List and Select Bibliography / Index
2011 468 pages Hardback: ` 795.00 (978-81-321-0531-2)
A Glimpse
Sujoya Basu Indian Institute of Management, Calcutta
The effort is laudatory. This has never been attempted in India
and Basu should get due credit for her effort in clearing out the
cobwebs regarding gender stereotypes in Indian corporations.
This book bridges the gap that exists in the Indian gender
management scenario. This book will help corporates manage
their human resources in a dignified and humane manner, giving
equal respect to both genders.
Business India
SAGE RESponSE
2008 240 pages Paperback: ` 350.00 (978-81-782-9851-1)
CONTENTS
Preface / Introducing Information Systems Project Management / Aligning the
Information Systems Project with Organizational Goals / Using an Information Systems
Development Methodology / Defining Project Scope / Estimating Project Costs and
Benefits / Managing Information Systems Project Time and Resources / Leading
Information Systems Projects / Developing the Project Plan / Forming the Project Team
/ Assessing Project Risk / Outsourcing and Offshoring Information Systems Projects
/ Ensuring Project Quality / Measuring Project Success / Closing the Project / Index
SAGE SOuTH ASIA
2010 496 pages Paperback: ` 550.00 (978-81-321-0570-1)
Originally priced at $ 75.95 (Paperback).
Sales rights restricted to South Asia only!
CONTENTS
Preface / Introduction to International Project Management / The Context of
International Projects in Terms of Organizational Strategy and Culture / Defining
the International Project / Managing Risk and Uncertainty in an International
Project / Planning the International Project in Terms of Time, Cost and Quality /
Organizing the International Project / Implementing and Controlling International
Projects / Leading International Projects / Communicating in International
Projects / Co-Operating in International Projects / Learning in and Learning from
International Projects / Glossary / Reference / Index
SEConD EDITIon!
INNOVATION MANAGEMENT
Strategies, Concepts and Tools for Growth and Profit
Shlomo Maital Samuel Neaman Institute for National Policy
Research, Haifa, Israel and D V R Seshadri Indian Institute of
Management, Bangalore, India
Innovation Management is a unique book in the rapidly growing
discipline of Innovation Management. It seeks to reap the fruits of
experience from an earlier discipline, Competitive Strategyit took
more than two decades for practitioners to realize that successful
strategy is driven by implementation, not by formulation. Similarly,
successful Innovationthe key to growth and profitrests on disciplined
management of the innovation process from start to finish. This book
first answers the key questions: Why innovate? How to innovate? Who
innovates? It then provides 10 essential and practical tools to help
innovators guide their ideas to marketplace success.
CONTENTS
Preface to the Second Edition / Preface to the First Edition / Prologue by Shlomo
Maital and D V R Seshadri / I: STRATEGIES AND CONCEPTS FOR INNOVATION
/ The Innovation Imperative: Why Innovate? / The Innovation Portfolio: What to
Innovate? / The Innovation Voices: How to Innovate? / The Innovative Mind: Who
Innovates? / II: TOOLS FOR PROFIT AND GROWTH / PriceCostValue / Hidden
Costs, Hidden Benefits / Trade-Offs: Optimizing and Eliminating Them / Cost
Functions: Survival of the Fittest / People, Knowledge and Machines: In search
of a Free Lunch / Scale and Scope: Scaling Markets of One / Learning Curves are
Made, Not Born / Where is the Money? Markets and Demand-Driven Innovation
/ Calculating Risks: Decision-Making in an Uncertain World / Competing by
Collaborating / Epilogue: Ten Essential Tools / Index / About the Authors
SAGE RESponSE
2012 584 pages Paperback: ` 750.00 (978-81-321-0722-4)
SEConD EDITIon!
ESSENTIALS OF STRATEGIC
MANAGEMENT
CONTENTS
Preface / THINKING ABOUT B2B BRANDS / Brands and B2B Markets: Putting
Things in Perspective / Organizational Buying and Role of Brands: The Indian
Perspective / Brand Management and B2B Marketers: A Deeper Probe /
CREATING CORPORATE BRANDS: THE KEY ASSET OF ANY B2B BRAND
/ Brand Tata: Leadership with Trust / Brand L&T: Nation Building to Building
Nations / Brand Infosys: Excellence in Never-ending Symphonic Marathon /
BRAND COMMUNICATIONS / Managing Marketing Communications for B2B
Markets / Websites and B2B Brands: A Low-cost Goldmine Lying Unexplored /
HOLISTIC BRAND MANAGEMENT / Holistic Brand Management : Six Cases of
B2B Brands / THE FUTURE CHALLENGES / Beyond Exports: Creating Indian
Global BrandsReality and Possibilities / Rekindling Their Aspiration through
the Idea of Brands / Reflections and Afterthoughts / Notes / References / Index
SAGE RESponSE
2010 292 pages Paperback: ` 395.00 (978-81-321-0522-0)
CONTENTS
The Essence of Strategy and Strategic Management / Understanding the External
Environment / Industry Sector Environments / Enterprise Stakeholders, Identity
and Purpose / Enterprise Resources Distinctive Capabilities / Strategic DecisionMaking / Enterprise-Level Strategy Frameworks / Scale, Non-Scale and Vertical
Strategies / Innovation Strategies / Diversification Strategies in the Multi-Activity
Enterprise / Acquisition, Merger and Alliance Strategies / Multinational and Global
Strategies / Strategy Implementation and Change Management
SAGE SOuTH ASIA
2012 472 pages Paperback: ` 595.00 (978-81-321-1037-8)
Originally priced at 90.00 (Hardback) and 32.99 (Paperback).
Sales rights restricted to South Asia only!
STRATEGY
Theory and Practice
Stewart R Clegg University of Technology, Sydney, Chris Carter
Newcastle University, UK, Martin Kornberger Copenhagen Business
School and Jochen Schweitzer University of Technology, Sydney
Written by a team of leading academics, this groundbreaking new text
is an invaluable guide to the core elements of strategy courses, that will
challenge conventional thinking about the field.
Key features: Provides a coherent and engaging overview of the
established classics of strategy, while taking an innovative approach
to contemporary issues such as power and politics, ethics, branding,
globalisation, collaboration, and the global financial crisis; A unique
critical perspective that encourages you to reflect on the strategy
process and strategic decision-making; Packed with learning features,
including a wealth of international case studies and accompanying
discussion questions; A website offering a full Instructors Manual, video
cases, podcasts and full-text journal articles
CONTENTS
INTRODUCTION / The Context and Emergence of Strategic Thinking / CENTRAL
CURRENTS IN STRATEGY / Strategy and Competitive Performance / Strategy
Discovers Uniqueness / The Role of Resources and Knowledge / Strategy as
Process and Practice / Marketing and Branding as Strategic Forces / Strategy
and Innovation / THE POLITICS OF STRATEGY / Strategists, Top Management
Teams and Governance / Strategic Decision-Making / Organizational Politics and
Strategy / GLOBAL STRATEGIES / International and Collaborative Strategies /
Financialization, Risk and Accountability / Globalization and Strategy
SAGE SOuTH ASIA
2012 488 pages Paperback: ` 650.00 (978-81-321-1031-6)
Originally priced at 90.00 (Hardback) and 36.99 (Paperback).
Sales rights restricted to South Asia only!
Strategic Management
CORPORATE CHAMPIONS
The year 1991 was a turning point in the history of the Indian
economy.
Liberalization saw a tremendous increase in competition from
multinationals in almost all industrial sectors. This book examines how
a few Good Indian companies became Excellent by withstanding
the onslaught of competitive pressures and flourishing despite a fastchanging and unpredictable economic environment.
Distilling vast amounts of data on 23 Indian companies belonging to
a range of industries, the book draws out the factors that made them
achieve business excellence. The author uses a three-tier filtering
process with increasingly strict criteria for narrowing down from the initial
144 companies to the 23 researched cases, and then to the final seven
exceptional organizations. In the quest to find the answer to what made
these companies perform exceptionally, the author proposes a business
model based on strategy, execution excellence and leadership, which
provides a compelling explanation for the superlative performance of
these outstanding companies.
CONTENTS
What Is the Book About? / What Made the Excellent Companies Succeed?:
Proposed Business Model / Strategy Theme / Execution Excellence Theme /
Leadership Theme / Frequently Asked Questions / Wrapping It Up / Appendices
/ Notes and References / Index
SAGE RESponSE
2012 400 pages Paperback: ` 450.00 (978-81-321-0712-5)
STRATEGIC THINKING
Explorations around Conflict and Cooperation
Biswatosh Saha Indian Institute of Management, Kolkata, India,
Parthasarathi Banerjee National Institute of Science, Technology
and Development Studies, New Delhi, India and Ram Kumar
Kakani XLRI School of Management, Jamshedpur, India
Strategic Thinking provides an interpretation of strategy around an
actor rather than an organization. It views strategic action as being
executed in a milieu populated by power holders, where the individual
strategist actor holds centre stage, and where pursuits are obstructed
by the countervailing threats of other power holders. The authors
explain that the strategic milieu is an intensely governed set-up where
the relations and transactions between the power holders controlling
key assets are under the governance of the current set of rules and
institutions.
The book shows how one can appreciate several contemporary business
practices, especially under increasing returns, by focusing on the
relation between the economics and the governance of an asset.
Cooperation, as opposed to deterrence, informs such strategic acts
under increasing returns.
CONTENTS
Preface / Appreciating Strategy and the Strategist / Strategy and Assets / Strategy
and Organization / Markets and Regulation / Institutions of Finance / Epilogue /
References / Index
SAGE RESponSE
2011 368 pages Paperback: ` 450.00 (978-81-321-0690-6)
CONTENTS
Foreword by MADAN PADAKI / Preface / The BPO Industry / Changing Dynamics
of the Indian BPO Industry / Managing a BPO / Working in a BPO / The Future of
BPOs / Points to Ponder
This book is a part of SAGE Value PackOH! BPO
The books in this set includes
Business Process Outsourcing by V Anandkumar
Employee Identity in Indian Call Centres by Ernesto Noronha
The Next Available Operator by Mohan Thite
2011 784 pages Paperback: ` 995.00 (978-81-321-0867-2)
CONTENTS
Prologue / STRATEGY IN GENERAL: An Introduction to Business Transformation
Strategies: Concepts, Constructs and Contexts / Towards a Philosophy of
Corporate Transformation Strategies / THE CEO AS A STRATEGIC LEADER AND
CRITICAL THINKER: The CEO as a Strategic Leader / The CEO as a Systems
Thinker / The CEO as a Critical Thinker of Simple Strategic Problems / The CEO
as a Critical Thinker of Wicked Strategic Problems / THE CEO AS A STRATEGIC
LEADER OF INNOVATION MANAGEMENT: The CEO as a Strategic Leader
of Creativity and Innovation Management / The CEO as a Strategic Leader of
Corporate-wide Innovation Management / The CEO as a Strategic Leader of
Innovative Sustainable Competitive Advantage / The CEO as a Strategic Leader
of Innovative Management of Corporate Growth / The CEO as a Person of Selfmastery through Executive Spiritual Development / The CEO as a Strategic Leader
with a Shared Personal and Corporate Vision / Bibliography
This book is a part of SAGE Value PackFor the STRATEGIC THINKER
The books in this set includes
Connecting Inner Power with Global Change by Pravir Malik
Managing in Changing Times by Sid Lowe
Business Transformation Strategies by Oswald A J Mascarenhas
Winning Strategies For Business by Rajat Kanti Baisya
2011 1620 pages Paperback: ` 1,495.00 (978-81-321-0871-9)
Strategic Management
Who Will Bell the Cat? skillfully expands on the popular childrens
fable Who Will Bell the Cat? to derive holistic solutions for the
entire gamut of business strategy Issuesfrom strategy formation
to execution. A catalyst for change, the book challenges
business managers to question long-held beliefs about strategy
management and to think beyond established norms. Embellished
with thought-provoking quotes by great thinkers, the book is both
easy to understand and practice.
CONTENTS
ManagementNext
Introduction / The Pattern / The Person Pattern / The Business Pattern / The
Economy Pattern / The System Pattern / The Evolution Pattern / The Fractal Ladder
/ Fractal Properties / The Nature of Progress / Remaking the Business World /
Future Leadership / Alternative Futures / Transformation / Notes / References
This book is a part of SAGE Value PackFor the STRATEGIC THINKER
The books in this set includes
Connecting Inner Power with Global Change by Pravir Malik
Managing in Changing Times by Sid Lowe
Business Transformation Strategies by Oswald A J Mascarenhas
Winning Strategies For Business by Rajat Kanti Baisya
2011 1620 pages Paperback: ` 1,495.00 (978-81-321-0871-9)
CONTENTS
Foreword by Peeyush Gupta / To the Reader / Introduction: Two Tales / Global
Crisis 2007-2009: Risks and Opportunities / What Is Your Story? How to Build
Powerful Global Narratives / Risk Management with Telescopes and Microscopes
/ A Country is a Business / Analyzing Engines of Growth / Money Talks Interest
Rates Listen / Tracking Booms and Busts / Tracking Trade and Forex / Noneconomic Risks / Country Due Diligence: Integrating the Ten Tools / Index
This book is a part of SAGE Value PackFor the RISK MANAGER
The books in this set includes
Global Risk/Global Opportunity by Shlomo Maital
E-Finance by V C Joshi
How to Choose Winning Stocks by G B R K Prasad
Mergers, Acquisitions and Corporate Restructuring by Chandrashekar Krishnamurti
Capital Markets in India by Rajesh Chakrabarti
2011 1346 pages Paperback: ` 1,495.00 (978-81-321-0870-2)
CONTENTS
In This Book / Introduction / EVOLVE BUSINESS STRATEGIES (Bell the Cat!) /
Dare Challenge the Basics / The Strategic Triangle of 3Cs / Smart Strategies for
Work Smart / Offbeat Strategies to Beat Competition / Proactive Strategies to
Stay Ahead / Shared Vision with a Meaning / Panchatantra Strategies / Good-fit
Strategies / STRATEGIC MANAGEMENT TECHNIQUES (How to Bell the Cat?)
/ Creative Skills for Strategy Formation / Generating Strategic Ideas / LOCATE
RIGHT PEOPLE (Who will Bell the Cat?) / Locate Growth Supporting People /
Five Actors for Strategic Management / DEVELOP PEOPLES CAPABILITIES:
(Make People Capable to Bell the Cat?) / Develop Ten Essential Capabilities /
Develop Good-fit People / Develop Performing Culture / ALIGN AND EXECUTE
(Wow! The Cat is Belled) / Execution Model for Belling the Cat / Robust Strategies
/ Operational Processes / Tactical People / Finitiative for Perfect Execution /
Youthe Warrior / The MousetrapThe Last Tip!
This book is a part of SAGE Value PackFor the CATALYSTS OF CHANGE
The books in this set includes
Jalebi Management by Shombit Sengupta (sales rights restricted to South Asia only!)
Who Will Bell The Cat? by Moid Siddiqui
2011 660 pages Paperback: ` 495.00 (978-81-321-0865-8)
CONTENTS
Foreword by Charles Wilson / Preface / Introduction / Strategy Development
ProcessBasic Approach / Impact of New Economic Policy on Business / Core
Strategies for Survival / Creating Competitive Advantage / Corporate Growth
Strategy / Portfolio Management / Globalisation and New Order Organisation /
Competitiveness / Managing Innovation and Creativity / Corporate Excellence / Cases
Studies / Appendix I: McKinseys Economic Reform Route for India / Appendix II:
Global Competitiveness Index 200809 / Glossary / Bibliography / Index
This book is a part of SAGE Value PackFor the STRATEGIC THINKER
The books in this set includes
Connecting Inner Power with Global Change by Pravir Malik
Managing in Changing Times by Sid Lowe
Business Transformation Strategies by Oswald A J Mascarenhas
Winning Strategies For Business by Rajat Kanti Baisya
2011 1620 pages Paperback: ` 1,495.00 (978-81-321-0871-9)
ESSENTIALS OF OPERATIONS
MANAGEMENT
Scott T Young DePaul University
Covering the most critical topics and strategies in the field, Essentials
of Operations Management provides business students with the
most up-to-date coverage of modern topics not always found in other
texts, such as human resources in operations, facility location, green
operations, and the balanced scorecard approach to operations.
Key Features: Includes a complete chapter (Chapter 4) on managing
the operations workforcean important topic for the well-rounded
operations manager; Applies The Balanced Scorecard approach to
operations in Chapter 5, introducing students to a performance measure
that balances customer, internal process, and learning and growth
measures against traditional financial measures; Covers sustainable
operations in Chapter 7, including discussions of green operations and
why they are important for any new operations manager; Includes endof-chapter projects and exercises that help students apply concepts to
real-life situations; Provides students with ample review opportunities
through additional end-of-chapter features such as review questions,
key terms, and summary points.
SEConD EDITIon!
CONTENTS
Preface / Introduction to Operations Management and Productivity / MANAGEMENT
AND STRATEGY / Productivity and Process Analysis / Operations Strategy /
Managing the Operations Workforce / The Balanced Scorecard Approach to
Operations / Total Quality Management / Sustainable Operations / PLANNING /
Forecasting and Aggregate Planning / Scheduling for Operations / Facility Location
/ Facility Layout and Waiting Lines / INVENTORY, LOGISITICS, AND SUPPLY
CHAIN MANAGEMENT / Supply Chain Management / Inventory Management and
Purchasing / Resource Planning / Project Management / Appendix / Index
SAGE SOuTH ASIA
2009 456 pages Paperback: ` 495.00 (978-81-321-0243-4)
Originally priced at $ 69.95 (Paperback).
Sales rights restricted to South Asia only!
CONTENTS
Preface / Understanding Total Quality Management / The Role of TQM Methods
/ List of Methods (by Category) / Purpose of Methods (Alphabetical List) /
Management Methods / Analytical Methods / Idea Generation / Data Collection,
Analysis and Display / References / Index
SAGE RESponSE
1996 244 pages Paperback: ` 495.00 (978-81-703-6571-6)
Originally priced at 25.99 (Paperback).
Sales rights restricted to South Asia only!
SAGE RESponSE
2007 256 pages Paperback: ` 450.00 (978-0-7619-3557-5)
SEConD EDITIon!
CONTENTS
CONTENTS
SAGE RESponSE
2012 452 pages Hardback: ` 995.00 (978-81-321-0979-2)
SAGE RESponSE
2008 390 pages Paperback: ` 650.00 (978-0-7619-3629-9)
CONTENTS
Foreword T S Vijayan / Preface / Globalization, Liberalization of Financial Markets
and Life Insurance / Reforms and Emerging Economic and Financial Environment
in India / Indian Life Insurancechanging Market Structure and Emerging
Opportunities / Product-Market Relationship and Distribution in Convergent
Financial Market / Managing Life Insurance Investment / Issues in Life Insurance
Governance / Managing Change and Challenges / Bibliography / Index
SAGE RESponSE
2009 416 pages Paperback: ` 695.00 (978-81-782-9846-7)
PUBLIC ECONOMICS
CONTENTS
Preface / Introduction / Regulatory Framework of Financial Services in India /
Risk and Return in Financial Services / Banking Services In India / Insurance
Services in India / Capital Market Services / Mutual Fund / Leasing and Hirepurchase / Securitization / Credit Rating / Venture Capital / Factoring Services
/ Plastic Money / Merger and Acquisitions / Miscellaneous / Review Questions
/ Bibliography / Index
SAGE TExTS
2010 360 pages Paperback: ` 450.00 (978-81-321-0507-7)
SEConD EDITIon!
CORPORATE FINANCE
Theory and Practice
S R Vishwanath T A Pai Management Institute, Manipal
Thisrevised and enhancedbook examines the role of finance in
supporting other functional areas while fostering an understanding of
how financial decisions can create value. Corporate Finance covers
areas related to estimating divisional cost of capital; executing a
financing strategy; establishing debt and dividend policies consistent
with the company`s strategy and environment; choosing between
dividends and stock repurchases; managing high growth and managing
working capital. Its new topics include: Corporate Financial Flexibility
(Real options); New Financial Instruments; Project Finance; Acquisitions
and Control; Performance Measurement and Incentive Compensation
SAGE RESponSE
2007 780 pages Paperback: ` 595.00 (978-0-7619-3497-4)
THIRD EDITION!
INTRODUCTION TO ACCOUNTING
pru Marriott University of Glamorgan, J R Edwards and H J Mellett
both at University of Cardiff
Introduction to Accounting admirably achieves the authors
objective of providing an introduction to accounting which
embraces both the basic techniques and the underlying
theoretical concepts.
CONTENTS
Foreword by C Rangarajan / Introduction / Amaresh Bagchi: His Life and Work
Sudipto Mundle / Budgetary Rules and Plan Financing: Revisiting the Fiscal
Responsibility Act Mihir Rakshit / The BBLR Approach to Tax Reform in Emerging
Countries Richard M Bird / GST Reforms and Intergovernmental Considerations
in India Satya poddar and Ehtisham Ahmad / Normative Framework of Fiscal
Federalism for Economies in Transition M Govinda Rao / Global Public Goods:
Provision, Production and Benefits u Sankar / Effective Carbon Taxes and Public
Policy Options Ehtisham Ahmad and Nicholas Stern / Sustainable Economic
Growth and Modeling for Resource and Income Accounting Ramprasad
Sengupta / Do Public Funds Increase Days of Instruction in Primary Schools? A
Study of Three Districts in India Arnab Mukherji and Anjan Mukherji / Neglected
Topics in Public Economics Courses Arindam Das-Gupta / REMINISCENCES: A
Teacher Remembers Tapas Majumdar / My Friend Amaresh Shankar Acharya
/ Index
2011 364 pages Hardback: ` 795.00 (978-81-321-0502-2)
SEConD EDITIon!
MONEY MATTERS
A Fractal Approach
Redesigning the Stock Market aims to alter the core of the global
business machinery by integrating more long-sighted heuristics into trading
mechanisms. These trading mechanisms encompass both the macroenvironment related to the stock market and the micro-act of stock trading.
The book covers the following key areas:
Discussion on a fractal basis for analysis of the macro financial
environment and the stock market; History of stock market crashes
and lessons we can derive from them; External changes that affect the
stock market; Suggestions for redesigning the stock market to minimize
future financial crises and ensure business and societal sustainability.
SAGE RESponSE
SAGE RESponSE
THIRD EDITION!
ISLAMIC FINANCE
CONTENTS
Writings of V Sundararajan
Edited by Jaseem Ahmed Islamic Financial Services Board (IFSB)
Kuala Lumpur, Malaysia and Harinder S Kohli Emerging Markets
Forum and Centennial Group International, Washington DC
Islamic Finance is a collection of Dr. Venkataraman
Sundararajan`s writings on Islamic Finance. It is an example of
his intellectual strength, his analytic rigor and flair to put complex
professional materials in a language that non-experts can
readily understand, and his unique ability to give policy advice
to both technocrats and top decision makers.
Dr P R Narvekar, Former Deputy Managing Director,
International Monetary Fund
CONTENTS
CONTENTS
Introduction / The State We are in: Impact of the Reform Process / The Problems
Ahead: Macro Economic and Micro Management / Banks Balance Sheets: An
Approach to Evaluation Techniques / Corporate Planning, the Drivers Seat: A New
Road Map / Technology Developments in Banking: Impact Assessment / Cyber
Laws: The IT Act 2000 and the Difficulties in Enforcement / Risk Management: Risk
Perceptions and Techniques for Assessment and Management / Bank Investments:
An Overview / Investment Risk Management / Analysing Treasuries: A Brief Review
of Techniques / Asset and Liability Management: It is an Elementary Requirement
/ Marketing the Complexities of Brick and Click Marketing / Managing Human
Resources: It is a Different Ball Game / Regulating Banking and E-finance Activities
SAGE RESponSE
2009 364 pages Paperback: ` 450.00 (978-81-782-9852-8)
10
CONTENTS
CONTENTS
Foreword K C Chakrabarty / Preface / FINANCIAL INCLUSION ANALYSED /
Financial Inclusion Defined / The Long March since 1793 / Resource-poor Regions
and Financial Inclusion / Womens Empowerment and Sustainable Livelihoods /
Strategy to extend Financial Services to Vulnerable Groups / Financial Inclusion:
Index for Rural India / Institutional Changes Required for Financial Inclusion /
MAPPING DEMAND SIDE REQUIREMENTS / Role of Savings / Micro-insurance
Innovations / Safe Remittances for the Poor / Understanding Rural Debt / Emerging
Trends in Microfinance / Financial Inclusion in Tribal Areas / Inclusion Techniques
for Farmers / Technology Options and Inclusion / SUPPLY SIDE INNOVATIONS /
Reducing Transaction Costs for Banks and Their Clients / Business Correspondent
and Business Facilitator Outreach Model for Banks / The Post Office Model /
Financial Literacy and Counselling / Micro Pension: A Safety Net for Rural India /
Joint Liability Groups for Farmers / Rural Infrastructure: The Missing Link / Joint
Liability Groups for Handloom Weavers / CHALLENGES FOR THE FUTURE /
Inclusive Growth through Rural Employment / The Micro-enterprises Model /
Unique Identification Number and Financial Inclusion / Social Audit Systems:
A Need / Best Practices in Financial Inclusion and Case Studies / Initiatives for
Financial Inclusion: The Road Map / Glossary / Index
2011 600 pages Hardback: ` 995.00 (978-81-321-0584-8)
MICROFINANCE IN INDIA
Edited by K G Karmakar formerly at National Bank for Agriculture
and Rural Development (NABARD), Mumbai
Microfinance in India provides the reader with a comprehensive
overview of the challenges faced by various microfinance delivery
models and suggests possible innovations in evolving new credit
delivery mechanisms. this publication has made a valuable
contribution to the microfinance literature and comes at a time
when India`s microfinance sector is in a state of flux, presenting
an abundance of opportunities for investors, policy makers and
microfinance professionals alike. The book will be of interest to
policy makers, academics and microfinance professionals. It
might also be a good introduction for readers who are not familiar
with microfinance in an Indian context.
CONTENTS
Foreword C Rangarajan / Preface / Introduction / Origin of the Crisis / Proximate
Causes of the Crisis / Impact of the Crisis / Impact on India / The Policy Response /
Lessons from the Crisis and the Way Forward / Annexure I: Causes of the Financial
Crisis / Annexure II: The Global Financial Crisis: A Chronology of Major Events
(2007July 2010) / References / Index
2011 340 pages Hardback: ` 795.00 (978-81-321-0651-7)
MANAGEMENT ACCOUNTING
principles and Applications
Hugh Coombs University of Glamorgan, David Hobbs Office for
National Statistics and Ellis Jenkins University of Glamorgan
Management Accounting adopts a new and accessible approach to
helping readers understand how management accounting contributes to
decision making by examining a variety of organizational contexts. It sets
out clear explanations of practical management accounting techniques
and analyses the issues that often influence decision makers operating
within private and public sector organizations.
Features include:
Case studies of varying complexity that will allow students to work
at their own level
Summaries of important research articles
Key learning objectives and end of chapter questions
SAGE SOuTH ASIA
2007 360 pages Paperback: ` 495.00 (978-81-782-9856-6)
Originally priced at 91.00 (Hardback) and 30.99 (Paperback).
Sales rights restricted to South Asia only!
11
CONTENTS
Foreword by C B Bhave / Preface / Introduction Rajesh Chakrabarti and Sankar
De / Equity Markets Chitra Ramkrishna and Madhu Sudhan Sahoo / Bond
Markets Rajesh Chakrabarti / Derivatives Markets Susan Thomas and Jayanth
Rama Varma / The Asset Management Industry In India Rajesh Chakrabarti
/ The Securities Industry Bandi Ram Prasad / Securities Regulation Zia Mody
/ Index
This book is a part of SAGE Value PackFor the RISK MANAGER
The books in this set includes
Global Risk/Global Opportunity by Shlomo Maital
E-Finance by V C Joshi
How to Choose Winning Stocks by G B R K Prasad
Mergers, Acquisitions and Corporate Restructuring by Chandrashekar Krishnamurti
Capital Markets in India by Rajesh Chakrabarti
2011 1346 pages Paperback: ` 1,495.00 (978-81-321-0870-2)
SEConD EDITIon!
E-FINANCE
The Future is Here
V C Joshi Financial services consultant, Pune
E-Finance: The Future is Here exhorts the Indian banks to use
their post crisis advantages like safe and sound business practices,
technology competence and lower costs to attract business from
overseas customers. The Future is Here, avers V C Joshi and suggests
that financial institutions could effectively use their branch network to
market e-services.
This concise yet comprehensive book talks about not only the planning
aspect, but also the process of e-banking; it discusses the internet
business model that these banks can adhere to and examines the
working of e-banking, e-insurance and e-broking, and so on. The
developments in alternate systems of trading in areas like treasuries
and foreign exchange are also discussed in great detail. The author
oversteps the Indian periphery and takes on a global approach. The
security aspects discussed exhaustively and the author highlights the
difficulties in enforcing claims through the judicial process.
CONTENTS
Preface / Indian Developments within the Global Context / E-finance Delivery
Channels: Impact on the Bottom line / Websites / Products and Services in India
/ E-Banking and E-insurance / E-trading / Click and Brick Marketing / General
Aspects of Risk Management / Risk Management for E-banking and E-insurance
/ Cyber Crimes / Network Security / Cyber Laws / Regulation of E-finance
Institutions / The Internet Potential / Bibliography / Index
This book is a part of SAGE Value PackFor the RISK MANAGER
The books in this set includes
Global Risk/Global Opportunity by Shlomo Maital
E-Finance by V C Joshi
How to Choose Winning Stocks by G B R K Prasad
Mergers, Acquisitions and Corporate Restructuring by Chandrashekar Krishnamurti
Capital Markets in India by Rajesh Chakrabarti
2011 1346 pages Paperback: ` 1,495.00 (978-81-321-0870-2)
CONTENTS
Preface / Introduction / REFORMS IN FINANCIAL INTERMEDIARIES / The Banking
Sector / Non-banking Financial Companies / Mutual Funds / FINANCIAL MARKETS
AND INSTRUMENTS / The Primary Market For Securities / The Secondary Capital
Market / The Market for Government Securities / The Money Market / The Foreign
Exchange Market / INTERNATIONALISATION OF INDIAN FINANCIAL MARKET /
Euro Issues of Indian Firms / Foreign Institutional Investment in India / Epilogue
/ Postscript / Appendix / Bibliography / Index
2009 280 pages Hardback: ` 675.00 (978-81-321-0242-7)
12
CONTENTS
Foreword by C S Gopinath / Preface / Introduction / Valuation Ratios related to market
capitalization / Analysis of EPS and assets per share model / Assessing Indebtedness
of a company / Identifying companies based on quarterly results / Sector wise
Profitability Analysis / Mutual Funds / Unconventional ratios for identifying stocks /
General Suggestions Compiled from the Available Literature / Index
This book is a part of SAGE Value PackFor the RISK MANAGER
The books in this set includes
Global Risk/Global Opportunity by Shlomo Maital
E-Finance by V C Joshi
How to Choose Winning Stocks by G B R K Prasad
Mergers, Acquisitions and Corporate Restructuring by Chandrashekar Krishnamurti
Capital Markets in India by Rajesh Chakrabarti
2011 1346 pages Paperback: ` 1,495.00 (978-81-321-0870-2)
Evolution of Capitalism
R R Suresh Formerly at University of Delhi
The book discusses elaborately the ever changing face of
capitalism by ascertaining different stages in its evolution in
terms of its causes, characteristics and its implications, with
a focus on developing countries. This is primarily a textbook
covering the syllabus of the papers on economy, state and
society for Indian universities. The book is well-structured,
deeply analysed and discusses the implications of changing
phase of capitalism comprehensively economics students
will gain substantially by reading this book.
http://facebook.com/SAGEPublicationsIndiaPvtLtd
Current Science
CONTENTS
Introduction / The Study of Economy, State and Society / Modes of Production
/ Transition from Feudalism to Capitalism / Capitalism: Features and Regime /
Evolving Structure of Capitalism: Fordism and Before / Monopoly Capitalism: The
Post-Fordist Phase / The Functioning of the Capitalist Economic System / Crises
Tendencies Under Capitalism / Capitalism in the Global Context / Imperialism/
Model Questions / Bibliography / Index
Follow us on Twitter
http://twitter.com/SAGE_India
SAGE TExTS
2010 332 pages Paperback: ` 395.00 (978-81-321-0404-9)
13
Change Management
THIRD EDITION!
ORGANIZATION CHANGE
Theory and Practice
W Warner Burke Teachers College, Columbia University, USA
This bestselling text shows how effective organization change is
grounded in sound knowledge about human behavior in the workplace.
Author W. Warner Burke reviews various models and cases to
demonstrate how to diagnose change issues in organizations. The
book integrates theory and research with application for insight into all
aspects of organization change.
CONTENTS
Preface / Sources for Understanding Organization Change / Rethinking Organization
Change / A Brief History of Organization Change / Theoretical Foundations of
Organizations and Organization Change / The Nature of Organization Change /
Levels of Organization Change: Individual, Group, and Larger System / Organization
Change: Research and Theory / Conceptual Models for Understanding Organization
Change / Integrated Models for Understanding Organizations and for Leading and
Managing Change / The Burke-Litwin Causal Model of Organization Performance
and Change / Organizational Culture Change / Transformational Leadership /
Leading Organization Change / Organization Change: Integration and Future
Needs / Appendix: Annotated Bibliography / References / Index / About the Author
SAGE SOuTH ASIA
2012 384 pages Paperback: ` 395.00 (978-81-321-1014-9)
Originally priced at $ 67.00 (Paperback).
Sales rights restricted to South Asia only!
CONTENTS
Preface / Introduction / EMERGING TRENDS IN BUSINESS / Part I Case: The FBI`s
Virtual Case File / Data, Information, and Knowledge Flow in Business Processes /
Return on Investment in Technology / UNDERSTANDING BUSINESS PROCESSES
/ Part II Case: DoD`s Software Procurement from CSC / The Past, Present, and
Future of Business Process Redesign / Business Process Modeling Approaches
and Diagrams / CHANGING BUSINESS PROCESSES / Part III Case: IBM Global
Financings Credit Issuance Process / Selecting a Target for Successful Businesss
Process Redesign / Representing Information and Knowledge in Business
Processes / Redesigning Business Processes / TECHNOLOGY-BASED BUSINESS
PROCESS IMPLEMENTATION / Part IV Case: Investars, Inc.`s Outsourcing of
Programming to Belarus / Using IT to Enable New Process Designs / Redesigning
Little Italy Restaurants / ADVANCED TECHNOLOGY ISSUES / Part V Case: Denver
International Airports Baggage Handling System / Database Design Concepts
and Issues / Object-oriented / Design Concepts and Issues / Business Process
Automation with ASP / Conclusion / Index
SAGE SOuTH ASIA
2008 336 pages Paperback: ` 550.00 (978-81-7829-917-4)
Originally priced at $ 63.95 (Paperback).
Sales rights restricted to South Asia only!
CONTENTS
Foreword by Brijmohan Lall Munjal / Preface / Change Maestros Kaleidoscope
/ KUMAR MANGALAM BIRLA: Looking Within, Looking Around, and Looking
Beyond / M DAMODARAN: Renaissance Artiste / SAJJAN JINDAL: Romancing
Limitless Growth / K V KAMATH: Enfolding the Future within the Present / SUNIL
BHARTI MITTAL: The Game Changer / A M NAIK: Toward the Next Orbit / KIRAN
MAZUMDAR SHAW: Entrepreneurial Path Breaker / CHANGE MAESTROS: Action
Architecture and Persona / Change Maestros Gestalt / References / Index
SAGE RESponSE
2011 532 pages Hardback: ` 850.00 (978-81-321-0586-2)
SEConD EDITIon!
MANAGEMENT OF ORGANIZATIONAL
CHANGE
Leveraging Transformation
K Harigopal Institute of Advanced Management Education and
Entrepreneurship (IAMEE), Hyderabad, India
A treatise on Change Management...compact, and yet
comprehensive. It will be useful to all those involved in adventure
of accomplishing change management in an organization.
The Hindu
The book highlights: The nature and process of transformational change
and the paradigms basic to the change process; The basic concepts
and strategic leverages of change; The need for and ways of aligning
current tasks, systems, processes, and culture with organizational goals;
The support systems required for change and the need to develop and
maintain these systems; Ways of tuning organizations for change.
SAGE RESponSE
2006 368 pages Paperback: ` 495.00 (978-0-7619-3415-8)
14
Change Management
HANDBOOK OF RESEARCH IN
ENTERPRISE SYSTEMS
Edited by Sanjay Kumar Management Development Institute,
Gurgaon, Jose Esteves IE Business School, Spain and
Elliot Bendoly Goizueta Business School, Emory University, Atlanta
Handbook of Research in Enterprise Systems is a repository of stateof-the-art knowledge about Enterprise Resource Planning (ERP) systems
and applications. The book discusses frontier areas of research in the
field of enterprise systems. They cover a wide range of topics concerned
with ERP systems, viz., issues related to ERP systems technology,
the evolving architecture of ERP systems, and issues related to ERP
implementation. The book also presents case studies and practical
examples in its final section to further clarify the concepts.
CONTENTS
Introduction / ENTERPRISE SYSTEMS-EVOLVING LANDSCAPE AND
TECHNOLOGICAL TRENDS / The Enterprise Systems Industry Landscape Sachin
B Modi and Vincent A Mabert / Enterprise Interoperability and Enterprise Systems
Peter Loos, Dirk Werth, Silke Balzert, Thomas Burkhart, and Sebastian Kmper
/ Service-oriented Composite Applications: Enabling Enterprise Agility and Reuse /
Sudeep Mallick ES as Infrastructure for Analytics and Knowledge Management Gita
A Kumta / Towards Service-oriented Enterprise Systems: A Business Intelligence
Perspective Jayanthi Ranjan and B S Sahay / Enterprise Tomography : An
Efficient Application Lifecycle Management Approach Supporting Semi-automatic
Localization, Delta-tracking, and Visualization of Integration Ontologies in vlbas
jorge marx gmez, and Jan Aalmink / The Paradoxical Impact of Enterprise-wide
Integration on Flexibility Judy E Scott / Building Knowledge-intensive Customercentric Supply Chain Organizations Minwir Al-Shammari / ENTERPRISE SYSTEMSIMPLEMENTATION AND MANAGEMENT / The `Six Imperatives Framework for the
Evaluation of an ERP Project Maria Argyropoulou, George Ioannou, Dimitrios
N Koufopoulos, and Jaideep Motwani / Enterprise Resource Planning Systems
Implementation: A Practical Approach Manoj Jha / A Model for ERP Systems
Management: An Exploratory Study in Companies Using SAP R/3 Cesar Alexandre
De Souza and Ronaldo Zwicker / Critical Success Factors for the Acquisition
of Enterprise Resource Planning (ERP): Empirical Validation Tariq Bhatti and
Veerappan Jayaraman / Integrating Enterprise Resource Planning Systems and
the Balanced Scorecard in Performance Management Noorhayati Mansor and
Asniati Bahari / Upgrade your Renovation Cycles to Innovation Waves Using
Knowledge Management and Enterprise System Capabilities Rakesh Kumar Mishra
/ ENTERPRISE SYSTEMS-CASE STUDIES AND FIELD APPLICATIONS / Balanced
Scorecard and Its Role in Strategic Management of Information: A Review of Practice
D P Sinha / A Case of MRO Process Transformation through ERP: Enabling Growth
through Improved Intra- and Inter-company Collaboration Alexandra Bizerova / The
Role of Mobile Computing and Communication Technologies in Mobile Governance
Shashank Garg and Krishna Sundar Diatha
THIRD EDITION!
CHANGE MANAGEMENT
A Guide to Effective Implementation
Robert A Paton University of Glasgow and James McCalman
Windsor Leadership Trust
This updated third edition of a popular text on change management
guides readers through the technological, organizational and peopleoriented strategies that managers use to implement change.
Revised to include power and politics, culture and gender, the authors
have also added international case studies that set change management
within the context of globalization. Change Management provides
readers with frameworks for applying different models of change to
different scenarios; offers proactive approaches to change that relate
to business performance and gives practical, step-by-step guidance
on handling change.
SAGE SOuTH ASIA
2008 440 pages Paperback: ` 495.00 (978-81-7829-923-5)
Originally priced at 82.00 (Hardback) and 29.99 (Paperback).
Sales rights restricted to South Asia only!
CHANGE MANAGEMENT
Altering Mindsets in a Global Context
V Nilakant University of Canterbury, Christchurch and
S Ramnarayan Indian School of Business, Hyderabad and
Director (Change Management), Centre for Good Governance
V Nilakant and S Ramnarayan present a new model for organisational
change that identifies four core tasks crucial to the success of any
change initiative: appreciating change, mobilising support for change,
executing change and building change capability. Change Management
suggests four fundamental ways of altering the mindsets of managers:
tuning to the external environment and people`s mindsets inside the
organisation; influencing and persuading people and strengthening
communication; constructing change initiatives on the basis of crossfunctional collaboration and challenging goals; and creating positive
contexts that enable people to have faith in thier own capabilities.
SAGE RESponSE
SAGE RESponSE
JALEBI MANAGEMENT
15
Change Management
SEConD EDITIon!
ORGANIZATIONAL CHANGE
An Action-Oriented Toolkit
CONTENTS
Preface / Changing Organizations in Our Complex World / Change Frameworks
for Organizational Diagnosis HOW to Change / Change Frameworks for
Organizational Diagnosis WHAT to Change? / Building and Energizing the
Need for Change / Navigating Change through Formal Structures and Systems /
Navigating the Informal Organization: Power and Culture / Managing Recipients of
Change and Influencing Internal Stakeholders / Becoming a Master Change Agent
/ Action Planning and Implementation / Measuring Change: Designing Effective
Control Systems / Summary Thoughts on Organization Change
SAGE SOuTH ASIA
2011 508 pages Paperback: ` 495.00 (978-81-321-0873-3)
Originally priced at $ 59.95 ( Paperback).
Sales rights restricted to South Asia only!
CONTENTS
Preface by Sid Lowe / Notes on Editor and Contirbutors / PERPLEXITY,
MANAGEMENT AND ORGANIZATION THEORY: Schumachers Hierarchy Sid
Lowe / Capras Kite Sid Lowe / Perplexity, Process and Practice Kathryn
Pavlovich and Robert Chia / Perplexity: Preparing for the Happenings of Change
John Shotter / Perplexity, Ecology and Technology John Richard Ennals /
Perplexity and Ethics Ian Steers / Perplexing Images: Relational Identities in
Cultural Tempospaces Slawomir Jan Magala / Perplexity and Strategy: Moving
Towards an Enrolment Advantage Paradigm Jonathan Gander / PERPLEXITIES
IN SELECTIVE INTERNATIONAL CONTEXTS: Perplexity and Indigenous
Leadership Karl-Erik Sveiby / Perplexity, Management and Business in India
Balakrishnan Muniapan / Perplexity in Southeast Asia: De-Perplexing the Expat
Astrid Kainzbauer / Perplexity and Oikomorphosis; Managing Transformation
Ronnie Lessem, Alexander Schieffer and Sudhanshu Palsule / Epilogue by
Sid Lowe / Index
This book is a part of SAGE Value PackFor the STRATEGIC THINKER
The books in this set includes
Connecting Inner Power with Global Change by Pravir Malik
Managing in Changing Times by Sid Lowe
Business Transformation Strategies by Oswald A J Mascarenhas
Winning Strategies for Business by Rajat Kanti Baisya
2011 1620 pages Paperback: ` 1,495.00 (978-81-321-0871-9)
16
Organizational Development
SEConD EDITIon!
ORGANIZATION DEVELOPMENT
Accelerating Learning and Transformation
Edited by S Ramnarayan Indian School of Business, Hyderabad, India
and T V Rao Chairman, T V Rao Learning Systems, Ahmedabad, India
Elucidated with examples and real life cases, this timely volume
covers practically every aspect of the OD experience in the
Indian context.
The Economic Times
S Ramnarayan and T V Rao build on the foundation of their extensive
research and work with organizations over several decades to answer
some of the most critical questions in Organization Development
(OD) today: How do you alter mindsets of organizational members at
different levels to tackle new challenges posed by the environment?
How do you overcome silo thinking and build collaborations?
How do you make mergers or acquisitions work?
How do you bring about cultural change?
How do you build managerial and organizational capability to
effectively tap the opportunities available in the new environment?
CONTENTS
Preface / OD CONCEPTS, ISSUES, AND THEORETICAL FOUNDATIONS /
Introduction to Organization Development S Ramnarayan and Neha Gupta /
OD as Planned Change: Checklist for Practitioners S Ramnarayan / Rethinking
Resistance to Change S Ramnarayan and Christian Harpelund / Personfocused OD Interventions udai Pareek / Role-focused OD Interventions Udai
Pareek / Process Consultation: An Effective Approach to Change S Ramnarayan
and Neha Gupta / Survey Feedback as OD Intervention: Some Experiences T V
Rao / HRD Audit as an OD Intervention T V RAO / Action Research Approach to
OD S Ramnarayan, Neha Gupta and K N Rekha / Role of Power and Politics in
OD udai Pareek, S Ramnarayan, and Neha Gupta / Four Leadership Roles for
OD S Ramnarayan / A Systemic Approach to OD Christine Wawra and niranjan
Janardhanan / OD and the Quality Movement Jagdeep S Chhokar / Eight OD
Myths That Keep Consultants from Doing Their Best Work Marvin Weisbord
and Sandra Janoff / Organization Development: Now and Beyond Roland
Sullivan, Sandhy, A Gopalkrishna, and William J Rothwell / CASES AND
LEARNING RESOURCES / Participation: Considerations for Designing Process S
Ramnarayan / Diagnosing Organizational Issues through Training Workshops S
Ramnarayan and V Nilakant / What Makes People Perceive and Own Problems?
S Ramnarayan / Enhancing Capability for Improving Performance S Ramnarayan
/ The Five Execution Necessities William C Byham / Future Search: Collaborating
for Change Marvin Weisbord / Reflections on Whole System Change Santhosh
Babu / Is Your Organization Ready for Change? S Ramnarayan / Leadership
Style Inventory S Ramnarayan and Neha Gupta / Transformation of Mawana
Sugars: Power of Appreciation and Involvement Anil Sachdev / Articulating a
New Vision for SBI Rajesh Chakrabarti / Changing Mindsets: Indian Railways
Experience V Nilakant and S Ramnarayan / Leadership Development at WIPRO
Mrityunjay Kumar Srivastava / Unified Seeds G Rajkumar / Keeping Up with
Times: Proactive Interventions at a Multinational Gopal P Mahapatra / Tata
/ Chemicals: Fostering Learning Journey B Sudhakar and V N Kantharao
/ HCL Technologies: Enhancing Employee Engagement K N Rekha and
Srinivasa Reddy Gurram / OD Intervention in an NGO: An Experience Udai
Pareek and Somnath Chattopadhyay / INTERVIEWS / OD in Perspective: A
Conversation with W Warner Burke John R Schermerhorn, Jr and Amy TaylorBianco / Building Future Readiness at GMR: A Conversation with P M Kumar S
Ramnarayan / Choice Points in OD Journey at L&T: A Conversation with Yogi
Sriram S Ramnarayan / Change and OD in Aditya Birla Group: A Conversation
with Santrupt Misra S Ramnarayan / Fostering Growth, Change and Leadership:
A Conversation with S Chandrasekhar S Ramnarayan / Epilogue / Index
SAGE RESponSE
2011 488 pages Paperback: ` 495.00 (978-81-321-0739-2)
DARE TO LEAD
The Transformation of Bank of Baroda
Anil K Khandelwal Ex-Chairman and Managing Director of Bank of
Baroda
Its often said that the experience of reaching a destination is
more interesting than the destination itself. The same holds true
for this book It`s a must read for human resource managers
the book broadly deals with challenges that a leader faces
while bringing about changes in a large corporation. There are
a number of things to learn from them. I found the recounting of
the journey to reach the top more interesting. On the whole, the
book has innumerable pearls of wisdom for a reader.
Outlook Money
Dare to Lead is the fascinating story of how Anil K Khandelwal
transformed Bank of Baroda (BOB) from being just another public sector
bank into one of the most valuable brands in Indian banking. This is the
story of the leadership challenges, management solutions and personal
and professional excitement the author experienced in transforming the
97-year-old bank into a modern, tech-savvy, customer-centric bank.
CONTENTS
Foreword peter Cappelli / Prologue / Public Sector Banks: An Overview /
The Beginning of a Long Journey / Seed Time / A Jobless Job / An Affair with
Operations / Walking on Fire / Travails of Co-Leadership / Dena Bank: My First
Brush with Leadership / Return of the Native / First 100 Days / Rowing Together
/ Crafting the Future / Communication for Action / Engine of Growth: Building
Human Capital / Engaging the Foot Soldiers / Dealing with Unions / Rebranding:
From Plastic Surgery to DNA Change / Innovating for Customers / Connecting
with Customers / Romancing with Retail / Technology on Roller Coaster / Back
to Basics / Creating Indias International Bank / Reshaping the Roots / Rebirth
of a Branch / Working with the Board / Celebrating the Glory / Last 100 Days
/ Farewell / My Leadership Code / Epilogue / Khandelwals Leadership: An
Academic Perspective PRADIP KHANDWALLA / Annexures / Bibliography / Index
SAGE RESponSE
2011 444 pages Hardback: ` 795.00 (978-81-321-0628-9)
INSTITUTIONS, CONSULTANTS
AND TRANSFORMATION
Case Studies from the Development Sector
Edited by Lalitha Iyer Thinksoft Consultants Pvt Ltd, Hyderabad
and Shaibal Guharoy Writer for Children and Young Adults
The book might be particularly useful for development
practitioners. It has made important contributions on the role
of consultants in institutional transformation with a special focus
on development sectorThe book can have significant impact
in understanding the limitation and strength of an organization
through appropriate and OD intervention.
The Journal of Entrepreneurship
CONTENTS
Foreword by Rolf P Lynton / Organisational Change and Institution Building in the
Social SectorSome Reflections Lalitha Iyer / C-POD II Shaibal Guharoy / Case
I Ekta: Swimming with the Tide / Case II Chaturya: An Experiment in Collective
Leadership / Case III Prakruti: Gender Mainstreaming and Organizational
Development / Case IV Triveni: A Journey of Inclusion / Case V Panchim: A
Story of Renewal / Techniques in Intervention and Design Lalitha Iyer / Index
SAGE RESponSE
2009 240 pages Paperback: ` 350.00 (978-81-782-9867-2)
17
SEConD EDITIon!
CONTENTS
Preface / Introduction / PROCEDURAL WAYS / Early to Work has its Perk (s) / Set
Job Descriptions and Employer Expectations / Preach against Micromanagement
and Encourage Delegation / Provide Information Proactively / Practice the Golden
Scrub Savers / Avoid Becoming the Target of Pet Peeves / Prevent Fires: Keep
Your Schedule Visible / Discourage Bonding Through Sports or Social Networks
/ Dont Buy Expensive GiftsThey Will Really Cost You! / Let What Happens at
Home Stay at Home / No Bypassing / Use Positive Feedback to Build a Team /
Be Assertive in Your Communication / Understand that Personal Favors Can Hurt
You / Use Office Resources Only for Office Purposes / Treat Important Tasks as
Projects to Manage / Share Knowledge and Train Coworkers / If You Were in the
Undistinguished Entrepreneurs Shoes / Procedural Lessons / Procedural Clinic /
BEHAVIORAL WAYS / You are What You Wear / Start Saying No / Take Criticism
Constructively / Learn to Deal with Possible Attention Deficit Disorder / Manage
the Undistinguished Entrepreneurs I Want This Now Attitude / Organize the
Undistinguished Entrepreneurs Work / Congratulate the Entrepreneur! / Socialize,
But Dont Be Overly Sociable / Control Flights of Fancy / Be Pragmatic / Learn from
Your Mistakes / Admit Mistakes and Move On / Provide Constructive Feedback
when You Disagree / Thank Your Luck But Dont Rely On It / Turn the Focus on
the Firms Culture / Push for Ethics in the Organization / Dont Partake in Politics /
Behavioral Lessons / Behavioral Clinic / STRATEGIC WAYS / Focus on Profitability,
not Sales / Instill Clarity in the Organizations Workflows / Understand Long-term
Goals / Search out Innovations and Conduct Research / Improve the Way Decisions
are Taken and Managed / Support the Hiring of Professional Senior Management /
Mentor Your Subordinates, Particularly the Difficult Ones / Apprise the Entrepreneur
of your Career Goals, Without Asking for a Raise or Reward / Update the Firms
Practices / Be an Asset, not a Liability / Make Yourself Indispensable / Remind
the Entrepreneur to Think Twice Before Purchasing or Hiring Services / Keep the
Entrepreneurs Blue-eyed Boy on Your Team / Bring Realism into Forecasting / Help
the Entrepreneur to Connect with the Firms Clients / Consider Quitting only as a
Last Resort / Strategic Lessons / Strategic Clinic / Notes and References
SAGE RESponSE
2012 216 pages Paperback: ` 350.00 (978-81-321-0753-8)
ABRIDGED CONTENTS
Preface / INTRODUCTION TO HUMAN RESOURCE MANAGEMENT AND HUMAN
RESOURCE INFORMATION SYSTEMS / DETERMINING HUMAN RESOURCE
INFORMATION SYSTEMS NEEDS / HUMAN RESOURCE INFORMATION
SYSTEMS IMPLEMENTATION AND ACCEPTANCE / HUMAN RESOURCE
INFORMATION SYSTEMS APPLICATIONS / SPECIAL TOPICS IN HUMAN
RESOURCE INFORMATION SYSTEMS / Appendix : Additional Reources /
Glossary / Index
SAGE SOuTH ASIA
2011 648 pages Paperback: ` 495.00 (978-81-321-0872-6)
Originally priced at $ 64.95 (Paperback).
Sales rights restricted to South Asia only!
18
THIRD EDITION!
ABRIDGED CONTENTS
STRATEGIC, COMPARATIVE AND ORGANIZATIONAL PERSPECTIVES ON
IHRM: Strategic Management and IHRM Ashly H Pinnington / INTERNATIONAL
ASSIGNMENTS AND EMPLOYMENT PRACTICES: International Assignments
B Sebastian Reiche and Anne-Wil Harzing / IHRM PRACTICES: Managing
Knowledge in Multinational Firms Ingmar Bjorkman, paul Evans and Vladimir
Pucik / DEVELOPMENTS IN IHRM POLICY AND PRACTICE: Women Leading
and Managing Worldwide nancy Adler / Index
SAGE SOuTH ASIA
2011 672 pages Paperback: ` 595.00 (978-81-321-0647-0)
CONTENTS
Preface / Foundations of Human Resource Development David McGuire /
Assessing the Effectiveness of Training Solutions David McGuire / Evaluating
Training Outcomes David McGuire / Performance Management and HRD
David McGuire / Human Resource Accounting peter Cleary / Creativity and
HRD Robin S Grenier and DAVID MCGuIRE / Adult Learning Theories David
Mcguire / Workplace Learning and HRD ulla Thgersen and Kenneth Mlbjerg
Jrgensen / Organisational Learning and HRD Kenneth Mlbjerg Jrgensen
/ Organisational Development and HRD Lars Bo Henriksen, Dorte Sveistrup
and Hanne T Andersen / Identity and HRD Kenneth Mlbjerg Jrgensen and
Lars Bo Henriksen / Futures and Strategic Learning Strategy Narrative and
Storytelling Kenneth Mlbjerg Jrgensen / Leadership Development David
McGuire / Diversity and HRD David McGuire / International HRD David McGuire
/ Reflections on HRD David McGuire / Reference / Index
SAGE SOuTH ASIA
2011 260 pages Paperback: ` 395.00 (978-81-321-0745-3)
Originally priced at 85.00 (Hardback) and 29.99 (Paperback).
Sales rights restricted to South Asia only!
COMPENSATION
CONTENTS
Preface / Introduction to the Management of Human Resources / Equal
Employment Opportunity / Job Analysis / Recruitment and Socialization / Selection
/ Performance Appraisal / Training and Developing Employees / Compensation
and Benefits / Occupational Safety and Health / Employee Relations and LaborManagement Relations / Organizational Change and Development / International
HRM
SAGE SOuTH ASIA
2011 432 pages Paperback: ` 475.00 (978-81-321-0625-8)
Originally priced at $ 116.00 (Hardback) and $ 55.95 (Paperback).
Sales rights restricted to South Asia only!
19
PERFORMANCE MANAGEMENT
AND APPRAISAL SYSTEMS
SAGE RESponSE
2008 304 pages Paperback: ` 495.00 (978-81-782-9836-8)
SEConD EDITIon!
HRD AUDIT
Evaluating the Human Resource Function for Business
Improvement
T V Rao Chairman, T V Rao Learning Systems, Ahmedabad, India
HRD Audit is a comprehensive and excellent commentary on
the various aspects of HRD function and various parameters
of HRD Audit. It also discusses various case studies of Indian
organisations, which have undertaken the HRD Audit, and the
methodology used by them. The book is recommended not only
recommended not only to HRD students and professionals but
also to chief executives, line managers as well as consultants
who play the role of change agents of the organisations.
Management Review
SAGE RESponSE
1999 344 pages Paperback: ` 525.00 (978-0-7619-9350-6)
20
AN INTRODUCTION TO HUMAN
RESOURCE MANAGEMENT
A Leaders Guide
CONTENTS
CONTENTS
Foreword by Vijay Mahajan / Preface / Introduction / Job Analysis / Human
Resource Planning / Recruitment and Selection / Performance Management
Systems / Training and Development / 360-degree Feedback / Mentoring and
Executive Coaching / Reward Management / HR Policies and Procedures / Index
SAGE RESponSE
2012 344 pages Paperback: ` 495.00 (978-81-321-0896-2)
Preface / HRM IN CONTEXT / What is HRM? / HRM and the Individual / HRM,
Strategy and Performance / The Labour Market Context of HRM / The National
and International Context of HRM / HRM IN PRACTICE / People Resourcing /
Managing Performance / Managing Reward / Human Resource Development /
Employment Relations / CONTEMPORARY ISSUES IN HRM / HRM, Equality and
Diversity / Careers and Career Management / The Management of Workplace
Discord / HRM, Work and Well-Being / Current Trends and Future Challenges in
HRM / Glossary / References / Index
SAGE SOuTH ASIA
2012 544 pages Paperback: ` 495.00 (978-81-321-0892-4)
Originally priced at 90.00 (Hardback) 32.99 (Paperback).
Sales rights restricted to South Asia only!
NEGOTIATED CHANGE
Collective Bargaining, Liberalization and Restructuring
in India
C S Venkata Ratnam late of International Management Institute,
New Delhi
Negotiated Change presents a definitive and comprehensive account of
the way labour-management relations have changed in post-liberalized
India. It reviews the response of the collective bargaining strategy to
the challenges of globalization and the restructuring of enterprises. This
unique and succinct book covers a number of pertinent issues including:
The legal framework of collective bargaining in India
Examples of agreements which provide for different kinds of
cooperative arrangements, promote, productivity and usher in
workplace improvements
Labour-management cooperation in restructuring and trade off
between jobs to turn around sick units
Emerging trends towards negotiated flexibility at the enterprise level
SAGE RESponSE
2003 384 pages Paperback: ` 550.00 (978-0-7619-9640-8)
SAGE RESponSE
2000 240 pages Paperback: ` 395.00 (978-0-7619-3676-3)
21
CONTENTS
Preface / Convergences and Divergences in Employment Relations / Changing
Contexts of Employment Relations and Shift in Capital-Labor Power Balance /
Union Decline, Growing Inequality, and Divergences in Employment Relations /
Divergences in Employment Systems in the Indian Textile Industry / Restructuring
of Firms and Transformation of Employment Relation Systems / Employment
Relations in IT-enabled Services / MultinationalsConvergences and Divergences
in Employment Relations: A Case Study / Employment Relations in Small Firms /
Conclusions: Convergences and Divergences / Bibliography / Index
This book is a part of SAGE Value PackFor the PEOPLE MANAGERS
The books in this set includes
Strategic Human Resource Technologies by Ashok Chanda
Managing People at Work by Subesh Das
2011 796 pages Paperback: ` 995.00 (978-81-321-0868-9)
APPLIED PSYCHOMETRY
Narender Kumar Chadha University of Delhi
Applied Psychometry is a core text book on the theory and
practice of psychometry for undergraduate, post-graduate,
and research students of behavioral and social sciences. It
is designed to help students in their study it is also a valuable
reference material for practicing human resource managers
while discussing various aspects of psychometry from an
applied perspective.
National Institute of Personnel Management
SAGE TExTS
2009 384 pages Paperback: ` 395.00 (978-81-321-0078-2)
22
CONTENTS
Introduction Mohan Thite and Bob Russell / INDIAN PERSPECTIVES / An Overview
of the Indian Contact Centre Industry Catriona Wallace / Human Resource
Management in Indian Call Centres/Business Process Outsourcing Mohan Thite
and Bob Russell / Work Processes and Emerging Problems in Indian Call Centres
Pawan Budhwar, Neeru Malhotra and Virender Singh / Transnationalism in
Indian Call Centres Kiran Mirchandani / STAKEHOLDER PERSPECTIVES / A
Practitioners Perspective on the Indian Info-services Industry nandita Gurjar
/ Union Formation in Indian Call Centres Phil Taylor, Premilla Dcruz, Ernesto
Noronha and Dora Scholarios / Outsourcing Careers: Western Theories in an
Indian Context Laurie Cohen, Amal El-Sawad and John Arnold / COMPARATIVE
PERSPECTIVES / Employment Systems in Call Centres in the United States and
India Rosemary Batt, Virginia Doellgast and Hyunji Kwon / Managing Work and
Employment in Australian and Indian Call Centres Bob Russell and Mohan Thite
/ Strategic Human Resource Management in Outsourced Call Centres in India and
Canada Wendy Carroll and Terry Wagar / Index
This book is a part of SAGE Value PackOH! BPO
The books in this set includes
Business Process Outsourcing by V Anandkumar
Employee Identity in Indian Call Centres by Ernesto Noronha
The Next Available Operator by Mohan Thite
2011 784 pages Paperback: ` 995.00 (978-81-321-0867-2)
SAGE RESponSE
Training
CONTENTS
Preface to the Third Edition / Preface to the Second Edition / TRAINING: AIMS,
CONTEXTS, CHOICES, AND DYNAMICS / What is Training? / Culture and Other
Contexts / Choosing Goals, a Dominant Orientation and Best Modality / Training
Strategy / Overview of the Training Process / TRAINING IN PROCESS: THE
VISIBLE TIP / Fine-tuning Objectives and Preparing the Partners / Setting the
Stage / Six Methods to Highlight Experience and Share Reflective Observations /
Four Methods for Heightening Understanding and Improving Planning / Designing
the Program / Developing the Group and the Climate / Trainers and Training Styles
/ Evaluating Training and Follow-on Support / TRAINING AND TRAINING SYSTEM
DEVELOPMENT / The Training System / Training Centers and Like Institutions /
THE FURTHER DEVELOPMENT OF TRAINING / Building Competence, Support,
and the Profession / Building Institutional Supports for Major Innovations and
Developments / Index
2011 424 pages Paperback: ` 495.00 (978-81-321-0687-6)
SEConD EDITIon!
CONTENTS
Introduction to the Second Edition / Introduction to the First Edition / Training
Concept, Meaning and Scope / Process of Learning in a Training Programme /
Making Stakeholders Partners in Training / Steps in Preparing a Training Design /
Delivering an Active and Participatory Training Programme / Training Methods and
Techniques / Training Group and its Dynamics / The TrainerRoles and Functions
/ Evaluation of a Training Programme / Index
2009 440 pages Paperback: ` 495.00 (978-81-321-0081-2)
23
EXECUTIVE COACHING
THIRD EDITION!
BODY LANGUAGE
CONTENTS
CONTENTS
SEConD EDITIon!
CONTENTS
Preface / Introduction: The Coaching Manager / An Overview of Developmental
Coaching / Defining Success as a Coaching Manager / Creating a CoachingFriendly Context / The Development of a Coaching Manager and the Coaching
Mind-set / The Coachable Learner / Stopping the Action and Starting a
Coaching Dialogue / The Coaching Mirror / Providing Balanced and Helpful
Feedback / What Does It All Mean? Collaboratively Interpreting Learning Needs
/ Goal Setting and Follow-Up: Making Change Happen / Coaching and Career
Development / Developmental Coaching and Performance Problems / Using
Coaching to Leverage the Investment in the Classroom / Epilogue: The Coaching
Manager / Appendix / References / Index
SAGE SOuTH ASIA
2010 328 pages Paperback: ` 395.00 (978-81-321-0569-5)
Originally priced at $ 52.95 (Paperback).
Sales rights restricted to South Asia only!
24
Self Help
ANGER MANAGEMENT
CONTENTS
Preface / Anger: Causes, Expressions, and Types / Various Effects of Anger on
People / Dealing with Anger / Appendix: Definitions of Anger / Index
This book is a part of SAGE Value PackSTRESS BuSTERS
The books in this set includes
Anger Management by Swati Y Bhave
The Power of Humor at the Workplace by K Sathyanarayana
Get The EGO Advantage by Swati Y Bhave
This book shows how our abilities and sense of worth combine
in the ego to determine our actions and interactions.The author
provides illuminating insights into complex concepts like self
esteem , true love, parental love, arrogance and narcissismIt
will be an entertaining as well as useful read for both the general
and the professional reader.
Business Manager
What is this Ego and why is there so much of it everywhere?
Our ego is like an invisible but tangible bubble which we project around
ourselves, based on our own impression of our abilities and worth.
Get the Ego Advantage! shows how our abilities and sense of worth
combine in the ego to determine our actions and interactions.
Suffering toxic emotions while nursing ego-wounds, reacting and
regretting can all be prevented. Get the Ego Advantage! outlines a
simple approach that can easily be applied to real-life situations to help
us understand the puzzling reactions we come across in other people. It
also explores ego clashes in professional life, ways to balance individual
and team identity, leadership, and issues such as rigid attitudes,
prejudice and alienation. The author provides illuminating insights into
complex concepts like self-esteem, true love, parental love, arrogance
and narcissism.
This book is a part of SAGE Value PackSTRESS BuSTERS
The books in this set includes
Anger Management by Swati Y Bhave
The Power of Humor at the Workplace by K Sathyanarayana
Get The EGO Advantage by Swati Y Bhave
2011 652 pages Paperback: ` 495.00 (978-81-321-0864-1)
SEConD EDITIon!
THIRD EDITION!
SAGE RESponSE
2007 296 pages Paperback: ` 495.00 (978-0-7619-3504-9)
25
CONTENTS
Meaning of Work and Workplace: A Panoramic View / Who Are Millennials? /
Meaning of Workplace: Millennials Valence / Meaning of Workplace: Expectations
vs Reality of Workplace Attributes / Architecting the Organization of Tomorrow
/ Index
SAGE RESponSE
2012 272 pages Paperback: ` 425.00 (978-81-321-0898-6)
CONTENTS
Preface / THE BACKDROP / Organizational Behaviour / Indian Cultural Context /
The Indian Milieu / INDIVIDUALS / Self and Personality / Well-Being : The Ultimate
Goal of Life / GROUPS / Individuals and Group Dynamics / Working for Self and
Others / Teamwork / Power and Politics / Effective Leadership / Theories of
Leadership / ORGANIZATIONS / Organizational Culture / Knowledge Organization
/ Organizational Change and Development / References / Index
SAGE TExTS
2009 448 pages Paperback: ` 395.00 (978-81-782-9896-2)
26
CONTENTS
Preface / Call Centres as Workplaces / The Call Centre Industry in India / The
Research Process / Professionalism as Lived Experience / Professionalism and
the Reinvention of the Trade Union Movement / Professionalism Contested / Final
Word / References / Index
This book is a part of SAGE Value PackOH! BPO
The books in this set includes
Business Process Outsourcing by V Anandkumar
Employee Identity in Indian Call Centres by Ernesto Noronha
The Next Available Operator by Mohan Thite
2011 784 pages Paperback: ` 995.00 (978-81-321-0867-2)
SEConD EDITIon!
CONTENTS
Glossary of Terms / Foreword to the Second Edition Mallen Baker / Preface /
Plan of the Book / STRATEGIC CORPORATE SOCIAL RESPONSIBILITY / What
is CSR? / Corporate Strategy: A Stakeholder Perspective / How Much Does CSR
Matter? / The Strategic Context of CSR / Implementation: The Integration of CSR
Into Strategy and Culture / CSR: ISSUES AND CASE STUDIES / Organizational
Issues and Case Studies / Economic Issues and Case Studies / Societal Issues
and Case Studies / Index
This book is a part of SAGE Value PackETHICS & RESPONSIBILITY!
The books in this set includes
The Other India by Rajesh Chakrabarti
Restoring Values by E Sreedharan
Social Responsibility and Environmental Sustainability in Business
by Preeta M Banerjee
Strategic Corporate Social Responsibility(2e) by William B Werther
2011 1200 pages Paperback: ` 1495.00 (978-81-321-0869-6)
Originally priced at $58.95 (Paperback).
sales rights restricted to South Asia only!
27
Business Ethics
RESTORING VALUES
Managing Responsibly
CONTENTS
Foreword by S Prakash Sethi / Prologue / THE SOCIETY, BUSINESS AND ETHICS:
THE BROADER CANVAS / Business Ethics Arabinda Ray / Governance and
Economic Development Bibek Debroy / Corporate Philanthropy as an Integrated
Concept: The Case of the Novartis Foundation for Sustainable Development Klaus
M Leisinger / Perspectives on Corporate Social Responsibility (CSR): A case
Study of the Tata Group of Companies D K Srivastava / Ethical Dimensions in
Technical EducationThe BITS Experience L K Maheswari / XLRI: Renewing
the Face of the Earth Pingali Venugopal / Education for a Just, Humane and
Equitable Society Dileep Ranjekar / Civil Society and Governance Subir
Raha / ETHICS IN BUSINESS AND CORPORATE SOCIAL RESPONSIBILITY:
TOWARDS HORIZON / CSR for Promoting Stakeholder Engagement usha
Jumani / Integrating Environmental Management in Small Industries of India:
Towards Socially Responsible Initiatives Ananda Das Gupta / Ethics in Science
and Technology: Exploring a Select Perspective Parthasarathi Banerjee /
Indian Model of Leadership prasad Kaipa / Governing the Socially Responsible
Corporation: A Gandhian Perspective N Balasubramanian / Corporate
Governance and the Role of Independent Directors Arindam Banik and pradip
Bhaumik / Epilogue
SAGE RESponSE
2010 244 pages Paperback: ` 425.00 (978-81-321-0402-5)
SEConD EDITIon!
28
CONTENTS
Message Swami Bhoomananda Tirtha / Foreword by Ratan n Tata / Preface /
Introduction: What Does it Take to Create an Ethical, Value-based Society? Bharat
Wakhlu / Igniting the Truth Within Arun Maira / Values in Law Enforcement and
the Justice System D R Kaarthikeyan / Possible Solutions for Nurturing National
Values A P J Abdul Kalam / Public Administration in India: Facing an Ethical Crisis
E Sreedharan / The Re-birthing of Indian Society Father T V Kunnunkal / Values
versus Institutions: Moving beyond False Dichotomy Jayaprakash Narayan / The
National Value Crisis and its Redressal J S Verma / Eliminating Corruption and
Resolving Conflicts: Essential Elements for Societal Morality K G Balakrishnan / A
Case for Institutionalized Probity in Parliament M N Venkatachaliah / The Critical
Role of Leadership in Restoring Values Lal Krishna Advani / Making Honesty
Cool Madhu Trehan / Designing A Value-based System for Dispensing Justice
N Vittal / Nationalize Your Minds and Hearts! Swami Bhoomananda Tirtha /
Remembering Our Wholeness Arun Wakhlu / National Values: The Ground and
Goal of Administration Pratyush Sinha / Integrity in Law Enforcement: Imperative
for Gaining Peoples Confidence Sankar Sen / A New National Order Grounded on
Values Somnath Chatterjee / The Need for Values in a Democracy T S Krishna
Murthy / An Indian Basis for Change Trilochan Sastry / Ethics in Governance:
Perspectives from the 2nd Administrative Reforms Commission Gopal Ganesh
This book is a part of SAGE Value PackETHICS & RESPONSIBILITY
The books in this set includes
The Other India by Rajesh Chakrabarti
Restoring Values by E Sreedharan
Social Responsibility and Environmental Sustainability in Business by Preeta M Banerjee
Strategic Corporate Social Responsibility(2e) by William B Werther (sales rights
restricted to South Asia only!)
2011 1200 pages Paperback: ` 1,495.00 (978-81-321-0869-6)
CONTENTS
Foreword: Inspiring People to Engage in Social Entrepreneurship Jugnu Jain, Raj
Melville and Rakesh Pandey / Preface by Vanita Shastri / From Corporate Social
Responsibility to Global Social Entrepreneurship Vanita Shastri and preeta
M Banerjee / Defining metrics for Social impact Gururaj Desh Deshpande,
Meenakshi Verma Agrawal, Nishith Acharya, and Naveen Jha / Selecting and
Setting Corporate Sustainability Measurements Duncan White / Lessons from
working with the Government of India: The Story of Pratham Leona Christy and
Vikas Taneja / Social Entrepreneurship across National Boundaries Behzad
J Larry, Azad Oommen, Venkatesh Venky Raghavendra / The Evolution
of Ubuntu at Work: Helping Women Micro Entrepreneurs Escape the Poverty
Trap Vibha Pingle / Social Entrepreneurship in a Traditionally Profit-centered
Industry Steven F Young / Environmental SustainabilityManaging Stakeholders
through Education Vithal V Deshpande / The Clean Technology Industry: Social
Entrepreneurship and Sustainability Daniel Wengrovitz and Preeta M Banerjee
/ Greening the Built Environment Ameeta Soni / Developing Green Innovation:
DeCopier Paper Cleaning Products Sushil Bhatia / New Beginnings in Age-old
Philosophies Preeta M Banerjee and Vanita Shastri / Index
This book is a part of SAGE Value PackETHICS & RESPONSIBILITY
The books in this set includes
The Other India by Rajesh Chakrabarti
Restoring Values by E Sreedharan
Social Responsibility and Environmental Sustainability in Business by Preeta M Banerjee
Strategic Corporate Social Responsibility(2e) by William B Werther (sales rights
restricted to South Asia only!)
2011 1200 pages Paperback: ` 1,495.00 (978-81-321-0869-6)
CONTENTS
Foreword Stijn Claessens / Preface / Overview of Corporate Governance /
The Corporate Governance Framework in India / Agency Problems in Indian
Corporations / The Role of Large Shareholders / The Board of Directors / Executive
Compensation / Auditor and Audit Committee / Market for Corporate Control /
Disclosures and Enforcement / Units and Currency Conversions / Legalese /
Bibliography / Index
2012 600 pages Hardback: ` 795.00 (978-81-321-0723-1)
29
Leadership
Ravi Chaudhry CeNext Consulting and Investment Pvt Ltd, New Delhi
CONTENTS
Preface / MIRAGE OF EXCEPTIONAL LEADERSHIP / Reinventing Davos / Seven
Allies to Catalyze Change / Five Phases of Human Enterprise / MIRAGE TO
REALITY / Emergence of Triple Bottom Line Approach / Making the Right Choice
/ Discovering Triple Top Line / Leadership Lessons from History / REALITY OF
EXCEPTIONAL LEADERSHIP / Tripod of Exceptional Leadership / Wholeness
/ Compassion / Transparency / Exceptional Leadership in Practice / Epilogue :
Transforming our Destiny / Notes and References / Index
SAGE RESponSE
2011 276 pages Paperback: ` 375.00 (978-81-321-0563-3)
SIxTH EDITION!
LEADERSHIP
Theory and Practice
Peter G Northouse Western Michigan University
Adopted at more than 1,000 colleges and universities worldwide, the
market-leading text owes its success to the unique way in which it
combines an academically robust account of the major theories and
models of leadership with an accessible style and practical exercises
that help students apply what they learn. Each chapter follows a
consistent format, allowing students to contrast the various theories.
Three case studies in each chapter provide practical examples of the
theories discussed.
CONTENTS
Preface / Special Features / Audience / Introduction / Trait Approach / Skills
Approach / Style Approach / Situational Approach / Contingency Theory / Path
Goal Theory / LeaderMember Exchange Theory / Transformational Leadership
/ Servant Leadership / Authentic Leadership / Team Leadership / Psychodynamic
Approach / Women and Leadership / Culture and Leadership / Leadership Ethics
/ Summary / References / Author Index / Subject Index
SAGE SOuTH ASIA
2012 504 pages Paperback: ` 550.00 (978-81-321-1007-1)
Originally priced at $ 85.00 (Paperback).
Sales rights restricted to South Asia only!
30
FOuRTH EDITION!
CONTENTS
Why Groups? / From Groups to Teams: The Stages of Group Development /
Navigating Stage 1 / Surviving Stage 2 / Reorganizing at Stage 3 / Sustaining
High Performance / How Do High Performance Teams Function? / Effective Team
Members / Effective Team Leadership / Effective Organizational Support for Teams
/ Bibliography / Index
SAGE SOuTH ASIA
2012 160 pages Paperback: ` 325.00 (978-81-321-1086-6)
Originally priced at $ 40.00 (Paperback).
Sales rights restricted to South Asia only!
KNOWLEDGE LEADERSHIP
Tools for Executive Leaders
C Lakshman Tata Management Centre, Pune
The focus of this book is on leaders and their use of knowledge
management in effectively leading their organisations for
achieving high performance. Organisations of all sizes
and vertical expertise have come full circle to realise that
communication of best practices, not application of technology,
is at the heart of knowledge management`s ability to meet
business goals and user needs. Leadership is needed to foster
the climate, the practices and the incentives for knowledge
sharing.
VISIONThe Journal of Business Perspective
Knowledge Leadership: Tools for Executive Leaders explains the
concept of Knowledge Leadership by analyzing the strategies and tools
of information and knowledge management. The book uses case studies
of successful executive leaders such as Jack Welch and Michael Dell to
examine Knowledge Leadership practices. The discourse covers global
industries ranging from automobile to retail.
This book is a part of SAGE Value PackFor the BORN LEADER!
The books in this set includes
Shaping Business Leaders by Asha Bhandarker
Knowledge Leadership by C Lakshman
2011 594 pages Paperback: ` 495.00 (978-81-321-0860-3)
Leadership
SEConD EDITIon!
CONTENTS
Introduction / The Nature and Importance of Leadership / Sectoral Similarities and
Differences in Leadership / Leadership Theory / A Critical Review, Synthesis and
Redefinition / Leadership and Vision / Leadership and Purpose / Leadership and
Values / Leadership and Strategy / Leadership and Empowerment / Leadership
and Engagement / Multiple Intelligences of Leadership / The Assessment and
Development of Leadership / Leadership Brand / Sustaining Leadership Excellence
SAGE SOuTH ASIA
2012 552 pages Paperback: ` 545.00 (978-81-321-1085-9)
Originally priced at 90.00 (Hardback) and 34.99
(Paperback). Sales rights restricted to South Asia only!
31
Entrepreneurship | Industry
An International perspective
CONTENTS
Introduction to the Landscape for Social Enterprise / Social Enterprise in
Context The Story So Far / Strategic Management for Social Enterprises /
Managing People in a Social Enterprise Environment / Social Enterprise and
Financial Management / Marketing for Social Enterprise / Business Ethics and
Social Enterprise / Governance and SEs / Index
SAGE SOuTH ASIA
2011 256 pages Paperback: ` 375.00 (978-81-321-0645-6)
Originally priced at 77.00.00 (Hardback) and 25.99 (Paperback).
Sales rights restricted to South Asia only!
CONTENTS
Introduction / YOUR PERSONAL SKILLS / The New Face of Our Nation / The
New Definitions of Entrepreneurship / The New Entrepreneur / New Soft Skills for
Entrepreneurs / New Communication Skills for Entrepreneurs / Your Attitude to
Life and Work / YOUR INTRAPRENEURIAL SKILLS / What Is Intrapreneurship?
/ The New Executive Environment / New Manufacturing Opportunities / Making
Intrapreneurship Work / The New Meaning of Quality and Finish / YOU, THE
GLOBALISED ENTREPRENEUR / Our Rapidly Globalising Nation / Having a Global
Mindset / Understanding the Overseas Indians / Understanding the Overseas
Chinese / Understanding the Koreans / Understanding the Japanese / NEW
OPPORTUNITIES IN TOURISM / What Part 4 is all About / New Face of Tourism /
Handicraft Tourism / Heritage Tourism / Gastronomic Tourism / Festival Tourism
/ AND FINALLY, THE PROJECT PLAN / Do Your Homework First / Stages of a
Project Plan / Opportunity Study / Pre-feasibility Study / Explaining the Financial
Tables for Non-financial Executives / Sample Financial Tables (Tables 1 to 8)
SAGE RESponSE
2009 380 pages Paperback: ` 495.00 (978-81-782-9908-2)
32
CONTENTS
Preface / Enterprise Support Systems: Nature and Relevance Mathew J Manimala,
Jay Mitra and Varsha Singh / FORMATIVE ENVIRONMENT: ECONOMIC,
POLITICAL, SOCIO-CULTURAL AND INFRASTRUCTURAL INFLUENCES / Social
Power Bases of Low Country Sinhala Entrepreneurs and their Innovative Patterns
Travis perera / Entrepreneurial Intention and Personal Characteristics in Hong
Kong Start-ups K F Chan, Theresa Lau and K Y Liu / Regional Cluster Formation:
A Case Study of the Software Cluster in Birmingham, UK Jun Li and Jay Mitra
/ Innovation and Entrepreneurship in Indian IT Industry: Contextual Impediments
Abhoy K Ojha / SME Growth in Networked Ventures: The European Experience
Colin Gray / Sustainable Development through ICT: The Need for Entrepreneurial
Action Mathew J Manimala / LEARNING AND EDUCATION ENVIRONMENT:
LINKING THE FORMATIVE AND FACILITATIVE ENVIRONMENTS / Entrepreneurial
Role Models in the Scottish Economy John Anderson, Colin Bottomley and
Sarah Cooper / Comparative Evaluation of the Entrepreneurship Education
in Australia and India Shahid Yamin and Raveendra Nayak / An Experiential
Learning Approach to Entrepreneurship Education: A British Initiative Sarah
Cooper, Colin Bottomley and Jillian Gordon / Managerial Competence of Small
Business Owners and Managers in Hong Kong Theresa Lau and K F Chan /
An Assessment of Business Incubation in Bangalore K Kumar / FACILITATIVE
ENVIRONMENT: TASK FACILITATION FOR INNOVATION, INTRAPRENEURSHIP
AND ENTERPRISE CREATION / Technology Transfer from R&D Centres in India
and Development of Industrial Clusters Santanu Roy / Demand and Supply of
Finance to SMEs within the Cape Metropolitan Area Christopher May, Andre
Stoltz, Sulaiman Gool, Thabit Gool and Abubakar Abdullatief / Failure in NRI
Ventures: An Ethical Dilemma D V R Seshadri / Survival and Growth of High-tech
SMEs: Some Uncommon Strategies Vijay Vyas / Strategic and Policy Options in
Commercialization of Traditional Knowledge-based Technology Dheeraj Awasthy,
Rakesh Basant and Vivek Gupta / Corporate Venturing Models and Absorptive
Capability: A Conceptual Framework M Akbar / Index
SAGE RESponSE
2009 348 pages Hardback: ` 895.00 (978-81-782-9927-3)
INTERNATIONAL BUSINESS
Ehud Menipaz
Ben Gurion University and Amit Menipaz e-Bay SDC Development
Centre
CONTENTS
INTRODUCTION TO INTERNATIONAL BUSINESS ENVIRONMENT / Global
Business in the 21st Century / Corporate Citizenship, Social Responsibility
and Ethics / INTERNATIONAL BUSINESS ENVIRONMENT / Cultural Context
of International Business / Political and Legal Environments of International
Business / Economic Systems and International Trade / International Trade and
Regional Integration / International Financial System / INTERNATIONAL TRADE,
INVESTMENT AND REGIONAL INTEGRATION / Foreign Direct Investment /
International Trade, Investment and Regional Integration / The Global Financial
System / INTERNATIONAL BUSINESS STRATEGY / International and Global
Strategy / Global Alliances / Joint Ventures and Mergee and Acquisitions /
INTERNATIONAL BUSINESS MANAGEMENT / Global Technology Management
/ Global Human Resources Management / International Financial Management /
Global Operations and Supply Chain Management / Global Marketing, Sales and
Support / International Accounting and Taxation
SAGE SOuTH ASIA
2012 668 pages Paperback: ` 795.00 (978-81-321-1036-1)
Originally priced at 90.00 (Hardback) and 38.99
(Paperback). Sales rights restricted to South Asia only!
http://www.youtube.com/sageindia
SAGE RESponSE
2007 344 pages Hardback: ` 875.00 (978-0-7619-3596-4)
33
MARKETING
SEConD EDITIon!
BUSINESS-TO-BUSINESS MARKETING
A Critical Textbook
Nick Ellis, James Fitchett and Matthew Higgins all at University
of Leicester, UK, Gavin Jack La Trobe University, Australia,
Ming Lim, Michael Saren both at University of Leicester, UK and
Mark Tadajewski University of Strathclyde, UK
Written by a team of renowned experts in the field, Marketing: A Critical
Textbook provides a unique introduction and overview of critical
approaches to marketing.
Ideally suited to advanced students of marketing, the book uses
examples and `real world` case studies to illustrate and discuss major
alternative and critical perspectives on the subject, enabling students
to constructively question the conventional assumptions, concepts and
models with which they are already familiar.
Explains and debates key concepts in a clear, readable and concise
manner.
Provides practical and innovative demonstrations of abstract and
difficult concepts through classroom exercises and individual and
group activities.
Includes a glossary of critical marketing terms.
Additional material on the companion website, including a full
Instructor`s Manual and free access to full-text journal articles for
students. .
CONTENTS
CONTENTS
AESTHETICS IN MARKETING
Rajat K Baisya Indian Institute of Technology, Delhi and
G Ganesh Das North Delhi Power Limited, Delhi
This is a book for designers and brand marketers and deals
with understanding aesthetics beyond visual association and
making it relevant to product designing strategies. Through
real-life case studies, interviews, and company and consumer
surveys the authors have brought to the fore the importance of
aesthetics and business.
Mail Today
A book for Indian designers and brand marketers, Aesthetics in
Marketing primarily deals with understanding aesthetics beyond its
visual association and making it relevant to product designing strategies.
It is the first attempt of its kind to understand the influence of aesthetics
in the context of two very important sectors of the industryconsumer
durables and automobile.
SAGE RESponSE
2008 312 pages Paperback: ` 425.00 (978-0-7619-3595-7)
34
CONSUMER BEHAVIOUR
Applications in Marketing
Robert East Kingston University, Malcolm Wright University of
South Australia and Marc Vanhuele HEC School of Management
A wonderful (and very unusual) balance between areas of
marketing that are often at odds with each other (or, worse
yet, unaware of each other) I recommend it to any student,
researcher, or manager in marketing.
Peter Fader, Frances and Pei-Yuan Chia Professor
and Professor of Marketing, Wharton School,
University of Pennsylvania
Written in a focused and accessible form by respected marketing
academics, Consumer Behaviour helps readers to develop analytical
and evidence-based thinking in marketing and avoid more formulaic
approaches that lack the support of research. With a strong focus on
the use of research, this book will really appeal to the specific needs of
higher-level students.
The book covers important material that is often missing in consumer
behaviour texts. For example, whole chapters are devoted to brand
loyalty, brand equity, biases in decision-making, word of mouth, the
response to price and the effect of advertising. Shorter reviews cover
evidence on topics such as loyalty programmes, the response to delay
and retail atmospherics. Chapters are quite short and divided into
sections. Each chapter contains exercises designed to draw out key
ideas and consolidate understanding, and there are suggestions for
further reading.
CONTENTS
FOuRTH EDITION!
SOCIAL MARKETING
Influencing Behaviors for Good
Nancy R Lee Social Marketing Services, Inc. and Philip Kotler
Kellogg School of Management
Social Marketing is the definitive textbook for the planning and
implementation of programs designed to bring about social change. The
authors take key marketing principles and show readers how to apply
them to campaigns and efforts to improve health, decrease injuries,
protect the environment, build communities, and enhance financial wellbeing. Social marketing has grown in its sophistication and application
to a wider array of social problems, and the Fourth Edition captures the
momentum and excitement of this burgeoning field.
ABRIDGED CONTENTS
Foreword Alan R Andreasen / UNDERSTANDING SOCIAL MARKETING / Defining
Social Marketing / 10 Steps in the Strategi Marketing Planning Process / 16 Tips for
Success / ANALYZING THE SOCIAL MARKETING ENVIORNMENT / Determining
Research Needs and Options / Choosing a Purpose and Focus for Your Plan and
Conducting a Situation / ESTABLISHING TARGET AUDIENCES, OBJECTIVES,
AND GOALS / Segmenting, Evaluating and Selecting Target Audiences / Setting
Behavior Objectives and Goals / Identifying Barriers, Benefits, the Competitions
and Influential Others / DEVELOPING SOCIAL MARKETING SRATEGIES /
Crafting Desired Positioning / Product: Creating a Product Platform / Price:
Determining Monetary and Nonmonetary Incentives and Disincentives / Place:
Making Access Convenient and Pleasant / Promotion: Deciding on Messages,
Messengers, and Creative Strategies / Promotion: Selecting Communication
Channels / MANAGING SOCIAL MARKETING PROGRAMS / Developing a Plan for
Monitoring and Evaluation / Establishing Budgets and Finding Funding / Creating
an Implementation Plan and Sustaining Behavior / Appendix A: Social Marketing
Planning Worksheets / Appendix B: Social Marketing Resources / Chapter Notes
/ Index / About the Authors
http://facebook.com/SAGEPublicationsIndiaPvtLtd
35
Salespersons occupy a vital position in most organizations yet they tend not
to hold their profession in high esteem. According to the author of this book,
unless salespersons take pride in their work, they are unlikely to perform to
the best of their abilities. This, in turn, is bound to affect the organization in
terms of both its growth and its profit. Pingali Venugopal approaches the
sales management function from the motivational dimension in order to
revive the lost vocational esteem in the sales profession.
Divided into two sections, this book
Takes an integrated view of management decisions, both strategic and
operational, and works out each as a motivator for the salespersons;
Emphasizes the need for managers to motivate salespersons, beyond
the commonly used monetary incentives;
Highlights the importance of behavioural transactions that have to
take place for a sale to be successful;
Develops a framework to integrate the sales management function
with the marketing mix so that there are no overlaps; and
Stresses the need to devise appropriate training programmes for
salespersons.
A Motivational Approach
Pingali Venugopal XLRI, Jamshedpur
Ajit Rao Executive Director and Global Leader, Nielsen and Subhash
Chandra Director, Nielsen
The Little Book of Big Customer Satisfaction Measurement explains
the principles of customer satisfaction in a brief yet powerful manner. Its
a simple and short book that CEOs and senior managers could read and
use as a reference book. A book that would allow them to understand
the underlying principles of Customer satisfaction measurement and
build relevant and actionable customer satisfaction programs for their
organization. The book begins by going over the concepts of customer
satisfaction measurement. It then dwells on the various kinds of tools
available to organizations to capture customer satisfaction. These are
explained in a simple and easy to read language. The book also deals
with two major aspects with which many organizations are trying to
come to grips with how do we align/ link Brand research with Customer
Satisfaction Research? And how do we connect survey research with
internal databases to generate great insights for organizations.
CONTENTS
List of Illustrations / Preface / Introduction / The Basic Truths of Customer
Satisfaction / The Measurement Tools / Converging Brand and the Customer /
The Loyalty Convergence / NPS: Is It the Ultimate Question? / Benchmarking and
Normative Databases / Implementing the Survey Findings / Appendices
SAGE RESponSE
2012 226 pages Paperback: ` 350.00 (tent.) (978-81-321-0978-5)
MARKETING MANAGEMENT
An Indian perspective
A Decision-making Approach
Though India has become a lucrative market for various companies, the
unique characteristics of its market throw up a variety of challenges.
Sales and Distribution Management: An Indian Perspective aims
to understand these challenges.
The book defines the roles of marketing and selling strategies. Secondly
adopting a customer-centric approach to sales and distribution
management, the book deals with making strategic decisions keeping
the end consumer in mind and making operational decisions keeping
the channel member and the sales force in focus.
CONTENTS
Preface / Introduction / UNDERSTANDING THE BASICS / Needs, wants and Need
Hierarchy / Marketing Product / UNDERSTANDING THE MARKET / Marketing
Environment / SWOT Analysis / Purchase Process / Competitive Advantage:
Building Entry Barriers / THE DECISION-MAKING / Segmenting and Targeting
/ Positioning / Marketing Planning Process / Appendix 1: Indian Consumer /
Appendix 2: Country of Origin: A Surrogate for Quality / Appendix 3: Do Consumer
Loyalty Programmes Build Loyalty? / References / Index
36
SAGE RESponSE
2008 328 pages Paperback: ` 495.00 (978-81-782-9848-1)
SAGE RESponSE
SAGE RESponSE
SEConD EDITIon!
INTERNATIONAL MARKETING
MANAGEMENT
Text and Cases
u C Mathur Integrated Academy of Management and Technology,
Ghaziabad
International Marketing Management attempts to make learning the
nuances of the subject easy from the students` viewpoint.
Some of its key features are: An analysis of international trade, economic
free trade zones, embargoes on exports, and the tariff and non-tariff
barriers that companies face; The role of international organisations
under the aegis of the United Nations in international marketing; The
systems and the forms used in international marketing in India; A focus
on the importance of stakeholders of a company for corporate survival;
Highly developed and class-tested management games
SAGE TExTS
2008 582 pages Paperback: ` 525.00 (978-0-7619-3640-4)
SEConD EDITIon!
RURAL MARKETING
Targeting the Non-urban Consumer
Sanal Kumar Velayudhan Indian Institute of Management, Kozhikode
This highly practical and informative book provides unique insights into
the essential features of rural markets in India as well as challenges
posed by the rural consumer. Retaining the managerial perspective of
the first edition, this second edition has been thoroughly revised and
expanded, and examines in greater detail the concept of rural markets
and rural marketing. It also contains numerous short cases to illustrate
how social and cultural habits influence rural consumer behaviour.
The book contains comprehensive insights into: The nature and patterns
of rural behaviour; A detailed profile of the rural market; The opportunities
available in rural markets and new methods used to access the rural
consumer; Strategic decisions for new product development; Promotion,
distribution, communication, and channel servicing decisions; the
importance of rural market institutions such as haats and melas;
Emerging channels to access rural market
SAGE RESponSE
2007 250 pages Paperback: ` 395.00 (978-0-7619-3588-9)
SAGE RESponSE
2002 670 pages Paperback: ` 1,100.00 (978-81-782-9104-8)
Originally priced at $ 123.00 (Hardback).
Sales rights restricted to South Asia only!
37
LEGENDS IN MARKETING
The Legends in Marketing series captures the essence of the most important contributions made in the field of marketing in the past hundred
years. It reproduces the seminal works of the legends in the field, supplemented by interviews of these legends as well as by the opinions of other
scholars and experts about their work.
The series comprises of various sets, each focused on the multiple ways in which a legend has contributed to the field. This fourth set in the series,
consisting of 9 volumes, is a tribute to Naresh K Malhotra. Known as a consistently outstanding researcher, refreshingly innovative teacher, and
truly pioneering author, Professor Malhotra is listed in Marquis Whos Who in America continuously since the 51st edition, 1997, and in Whos Who
in the World since 2000.
JAGDISH N SHETH
8 Volume Set
Edited by Balaji C Krishnan, Massey University, New Zealand
ABRIDGED CONTENTS
VOLuME 1: CONSUMER BEHAVIOR: CONCEPTUAL FOUNDATIONS / Set Introduction by Balaji C Krishnan / Volume Introduction:
Overview of Dr Jagdish N Sheths Contributions to Consumer Behavior Theory by Richard J Lutz / Literature Reviews and Critiques
/ Comprehensive Theories / Perspectives of Other Scholars / Richard J Lutz Interviews Jagdish N Sheth
VOLuME 2: CONSUMER BEHAVIOR: EMPIRICAL RESEARCH / Set Introduction by Balaji C Krishnan / Volume Introduction: Professor
Jagdish N. Sheths Contributions to Consumer Behavior Research by C Whan Park / Attitude and Intentions / Consumer Research
in Brands / Risk of Information Processing / Applied Consumer Research Perspectives of Other Scholars / C Whan Park Interviews
Jagdish N Sheth
VOLuME 3: VISIONING THE FUTURE / Set Introduction by Balaji C Krishnan / Volume Introduction by Balaji C Krishnan / Visions
of the Future / Critique of the Marketing Discipline / Demographics, Outsourcing, and Customer Centric Marketing / Perspectives of
Other Scholars / Balaji C Krishnan Interviews Jagdish N Sheth
VOLuME 4: INTERNATIONAL MARKETING / Set Introduction by Balaji C Krishnan / Volume Introduction: Jagdish N Sheth on International Marketing by Abdolreza
Eshghi / Marketing Mix / Cross-Cultural Consumer Behavior / Export Marketing /Marketing Strategy /Globalization / Perspectives of Other Scholars / Abdolreza
Eshghi Interviews Jagdish N Sheth
VOLuME 5: MANAGERIAL MARKETING: THE EARLY YEARS / Set Introduction by Balaji C Krishnan / Volume Introduction: On the Relevance and Contributions of
Jagdish N Sheths Early Writings on Marketing ManagementA Retrospect and Personal Tribute by Can Uslay / Articles on Innovation / Articles on Marketing Mix /
Strategic Marketing / Political Marketing / Perspectives of Other Scholars / Can Uslay Interviews Jagdish N Sheth
VOLuME 6: MANAGERIAL MARKETING: CURRENT THOUGHT / Set Introduction by Balaji C Krishnan / Volume Introduction: Managerial Marketing1990 and
Beyond by Rajendra S Sisodia / Commentaries on Marketing / Marketing Strategies / Macromarketing / Perspectives of Other Scholars / Rajendra S Sisodia Interviews
Jagdish N Sheth
VOLuME 7: ORGANIZATIONAL BUYER BEHAVIOR / Set Introduction by Balaji C Krishnan / Volume Introduction: The Contribution of Jagdish N Sheth in the Businessto-Business Marketing Domain by Arun Sharma / Industrial Markets and Buying Behavior / Organizational Buying Behavior / Buyer-Seller Relationships / Perspectives
of Other Scholars / Arun Sharma Interviews Jagdish N Sheth
VOLuME 8: RELATIONSHIP MARKETING / Set Introduction by Balaji C Krishnan / Volume Introduction: The Journey on Relationship Marketing with Professor
Jagdish N ShethReflections of a Colleague and a Shishya by Atul parvatiyar / Conceptual and Theoretical Foundations / The Evolution of Relationship Marketing
with Atul parvatiyar / Relationship Marketing Practice / Perspectives of Other Scholars / Atul Parvatiyar Interviews Jagdish N Sheth
LEGENDS IN MARKETING, VOLuME 1
2010 2140 pages Hardback ` 38,000.00 (978-81-321-0300-4)
38
SHELBY D HUNT
10 Volume Set
Edited by Jagdish N Sheth, Emory University, Atlanta
ABRIDGED CONTENTS
KENT B MONROE
7 Volume Set
Edited by Jagdish N Sheth, Emory University, Atlanta
ABRIDGED CONTENTS
39
NARESH K MALHOTRA
9 Volume Set
Edited by Jagdish N Sheth, Emory University, Atlanta
ABRIDGED CONTENTS
PHILIP KOTLER
9 Volume Set
Edited by Jagdish N Sheth Emory University, Atlanta
VOLUME 1: MARKETING THEORY AND ORIENTATIONS / Volume Introduction:
The Big Bang Theories of Philip Kotler Ravi S Achrol / Behavior Models for
Analyzing Buyers / Coping with the Complexities of Marketing / Metamarketing:
The Furthering of Organizations, Persons, Places and Causes / Demarketing, Yes,
Demarketing (with Sidney J Levy) / A Generic Concept of Marketing / Buying Is
Marketing Too! (with Sidney J Levy) / The Major Tasks of Marketing Management
/ Atmospherics as a Marketing Tool / A Critical Assessment of Marketing Theory
and Practice / Megamarketing / Humanistic Marketing: Beyond the Marketing
Concept / From Mass Marketing to Mass Customization / Its Time for Total
Marketing / Marketings New Paradigm: Whats Really Happening Out There /
Reconceptualizing Marketing: An Interview with Philip Kotler / Marketing and
Merchandising / From Market Driven to Market Driving (with nirmalya Kumar
and Lisa Scheer) / The Service-Dominant Logic for Marketing: A Critique (with
Ravi S Achrol) / Holistic Marketing: A Broad, Integrated Perspective to Marketing
Management (with Kevin Lane Keller) / Alphabet Soup / Perspectives of Other
Scholars / Some Major Contributions of Philip Kotler to Marketing Theory John C
narver / The Master of Conceptualizations Torger Reve / Commentaries on Some
Selected Articles of Philip Kotler Robert E Spekman / Emergence of Specialized
Streams of Inquiry in Marketing and the Evolving Marketing Nomenclature:
Some Reflections on Phil Kotlers Contributions to Marketing Literature Rajan
Varadarajan / Commentary on the AchrolKotler Critique of Dominant Logic
Robert E Spekman / On the Ontology of Dominant Logics in Marketing David W
Stewart / Ravi S Achrol Interviews Philip Kotler / Getting to Know Philip Better:
An Interview with Philip Kotler / About the Editors and Contributors
VOLUME 2: ANALYTICAL MARKETING / Volume Introduction: Quantitative
Marketing ModelingPhilip Kotler / Elements in a Theory of Growth Stock Valuation
/ The Use of Mathematical Models in Marketing / Toward an Explicit Model for
Media Selection / The Competitive Marketing SimulatorA New Management
Tool / Quantitative Analysis in Marketing Research Courses / Computerized Media
Selection: Some Notes on the State of the Art / Evaluating Competitive Marketing
Strategies through Computer Simulation / New Mathematics for Marketing Planning
/ A Design for the Firms Marketing Nerve Center / Operations Research in Marketing
/ Decision Processes in the Marketing Organization / Computer Simulation in
the Analysis of New-Product Decisions / Mathematical Models of Individual
40
Vacations: The Booming Market for Designed Experiences / How to Set the
Hospitals Marketing Budget / Broadening the Concept of Marketing Still Further:
The Megamarketing Concept / The Marketing of Parochial School Modeled as an
Exchange Process (with Bruce Wrenn) / What Does It Mean for Pastors to Adopt a
Market Orientation (with Bruce Wrenn, Norman Shawchuck, and Gustave Rath) /
How the Arts Can Prosper through Strategic Collaborations (with Joanne Scheff) /
Crisis in the Arts: The Marketing Response (with Joanne Scheff) / The Marketing of
Leadership / Political Marketing: Generating Effective Candidates, Campaigns, and
Causes (with neil Kotler) / Can Museums Be All Things to All People?: Missions,
Goals, and Marketings Role (with neil Kotler) / Alleviating Poverty: A Macro/
Micro Marketing Perspective (with ned Roberto and Tony Leisner) / Marketing
in the Public Sector: The Final Frontier (with Nancy R Lee) / Being Known or Being
One of Many: The Need for Brand Management for Business-to-Business (B2B)
Companies (with Waldemar Pfoertsch) / Perspectives of Other Scholars / Philip
Kotler as Provocateur, Agent, and Champion Alan R Andreasen / Social Marketing:
Some Social and Marketing Reflections Gerald Zaltman / Philip Kotler, My Friend
and Colleague Sidney J Levy / Reflections by Philip Kotler / Thte Role Played
by the Broadening of Marketing Movement in the History of Marketing Thought /
About the Editors and Contributors
VOLUME 9: MARKETING: ITS SOCIAL AND ETHICAL SIDE / Volume Introduction:
Philip Kotlers Perspective on Marketings Social and Ethical Side Paul N Bloom
/ The Elements of Social Action / Social Marketing: An Approach to Planned
Social Change (with Gerald Zaltman) / What Consumerism Means to Marketers /
Advertising in the Nonprofit Sector / A Marketing Approach to Energy Conservation
(with Arthur Sterngold) / Strategies for Introducing Marketing into Nonprofit
Organizations / The Marketing of Social Causes: The First 10 Years (with Karen F
A Fox) / Reducing Cigarette Smoking: An Opportunity for Social Marketing? (with
Karen F A Fox) / Strategic Marketing for Non-Profit Organizations (with Alan R
Andreasen) / Not-for-Profit Marketing (with Alan R Andreasen) / Competitiveness
and Civic Character / Best of Breed (with Nancy Lee) / Wrestling with Ethics:
Is Marketing Ethics an Oxymoron? / Ethical Lapses of Marketers / Alleviating
Poverty: A Macro/Micro Marketing Perspective (with Ned Roberto and Tony
Leisner) / Marketing in the Public Sector: The Final Frontier (with Nancy R Lee)
/ Perspectives of Other Scholars / A Reflective Commentary on Philip Kotler
Sonya A Grier / Social Action Work Kash Rangan / The Contributions of Philip
Kotler to CSR and Marketing Ethics Patrick E Murphy / About the Editors and
Contributors
LEGENDS IN MARKETING, VOLuME 5
2012 2448 pages Hardback: ` 49,900.00 (978-81-321-0519-0)
41
V KUMAR
10 Volume Set
Edited by Jagdish N Sheth Emory University, Atlanta
Volume 1: Retailing: Market and Firm level / Volume Introduction: Retailing:
Market and Firm LevelAn Introduction to V. Kumars Contributions to Retailing
(Firm and Market Level) praveen Kopalle / Customer Experience Management
in Retailing: An Organizing Framework (with Dhruv Grewal and Michael Levy) /
Choosing the Right Metrics to Maximize Profitability and Shareholder Value (with
J. Andrew Petersen, Leigh McAlister, David J. Reibstein, Russell S. Winer,
and Geoff Atkinson) / The Different Faces of Coupon Elasticity (with Srinivasan
Swaminathan) / Building and Sustaining Profitable Customer Loyalty for the
21st Century (with Denish Shah) / Price Discounts or Coupon Promotions: Does
It Matter? (with Vibhas Madan and Srini S. Srinivasan) / Pushing and Pulling on
the Internet (with Denish Shah) / Store-, Market-, and Consumer-Characteristics:
The Drivers of Store Performance (with Werner R. Reinartz) / Explaining Variations
in the Advertising & Promotional Costs/Sales Ratio: A Reanalysis (with Siva K.
Balasubramanian) / Explaining Variations in the Advertising & Promotional
Costs/Sales Ratio: A Response, Research Criteria, and Guidelines (with Siva K.
Balasubramanian) / An Empirical Assessment of Merger and Acquisition Activity
in Retailing (with Roger A. Kerin and Arun pereira) / Analyzing Variations in
Advertising and Promotional Expenditures: Key Correlates in Consumer, Industrial,
and Service Markets (with Siva K. Balasubramanian) / Perspectives of Other
Scholars / VKs Works Stand as Himalayan Peaks Arun pereira / VK and His
Work Have a Profound Influence Naveen Donthu / Maximizing Profitability through
Marketing Activities: A Discussion of the Insights and Impacts of the Work of V.
Kumar Rajiv p Dant and Aaron Gleiberman / praveen Kopalle Interviews
V. Kumar / Emerging Markets Have Different Working Pattern and One Has to
Accommodate That / About the Editors and Contributors
Volume 2: Retailing: Store and Customer Level / Volume Introduction: Retailing:
Store and Consumer levelAn introduction to V. Kumars Contributions to Retailing
(Store and Consumer level) Michael Levy / Cross-Buying in Retailing: Drivers
and Consequences (with Morris George and Joseph Pancras) / Managing
Retailer ProfitabilityOne Customer at a Time! (with Denish Shah and Rajkumar
Venkatesan) / The Effect of Retail Store Environment on Retailer Performance
(with Kiran Karande) / The Impact of Internal and External Reference Prices
on Brand Choice: The Moderating Role of Contextual Variables (with Kiran
Karande and Werner J. Reinartz) / Assessing the Competitive Impact of Type,
Timing, Frequency, and Magnitude of Retail Promotions (with Arun pereira) / The
Effect of Brand Characteristics and Retailer Policies on Response to Retail Price
Promotions: Implications for Retailers (with Kiran W. Karande) / Explaining the
Variation in Short-Term Sales Response to Retail Price Promotions (with Arun
pereira) / A Decomposition of Repeat Buying (with Amit Ghosh and Gerard J.
Tellis) / Market Segmentation Visual Inspection (with Roland T. Rust) / Measuring
the Effect of Retail Store Promotions on Brand and Store Substitution (with Robert
P. Leone) / Perspectives of Other Scholars / Enhancing Retailers Understanding
of Decisions that Can Directly Impact Their Profitability: A Commentary on
the Contributions of V. Kumar Dhruv Grewal and Anne L. Roggeveen / The
Contributions of V. Kumar to RetailingA Commentary Kiran Karande / Michael
Levy Interviews V. Kumar / One of My Goals Was to Research a Topic That Would
Make a Difference / About the Editors and Contributors
Volume 3: International Marketing / Volume Introduction: International Marketing
An Introduction to V. Kumars Contributions to International Marketing Daniel C.
Bello / Researching International Markets: Philosophical and Methodological
Issues / International Marketing Research / Global Diffusion Models: Back to the
Future / Multinational Diffusion Models: An Alternative Framework (with Trichy
V. Krishnan) / Segmenting Global Markets: Look Before You Leap (with Anish
Nagpal) / Cross-National Diffusion Research: What Do We Know and How Certain
Are We? (with Jaishankar Ganesh and Raj Echambadi) / Learning Effect in
Multinational Diffusion of Consumer Durables: An Exploratory Investigation (with
Jaishankar Ganesh and Velavan Subramaniam) / A Contingency Framework for
the Mode of Entry Decision (with Velavan Subramaniam) / Capturing the CrossNational Learning Effect: An Analysis of an Industrial Technology Diffusion (with
Jaishankar Ganesh) / An Interactive Multicriteria Approach to Identifying Potential
Foreign Markets (with Antonie Stam and Erich A. Joachimsthaler) / International
Direct Marketing Efforts: Are They Useful to Small Businesses in Establishing
Consistent Patterns of Exporting? (with Nancy D. Albers) / perspectives of
Other Scholars / VK: Profile of a Prolific Researcher, Consummate Educator,
and a Cherished Colleague Esra Gentrk / VK is a Passionate and Supportive
Scholar David A. Griffith / V. Kumars Contributions to the Field of International
Marketing Kelly Hewett / Daniel C. Bello Interviews V. Kumar / International
Marketing Research is Getting More and More Sophisticated / About the Editors
and Contributors
Volume 4: Forecasting in Marketing / Volume Introduction: Forecasting in
MarketingAn Introduction to V. Kumars Contributions to Forecasting in Marketing
Kay peters / Telecommunications Demand ForecastingA Review (with Robert
Fildes) / A Genetic Algorithms Approach to Growth Phase Forecasting of Wireless
Subscribers (with Rajkumar Venkatesan) / Forecasting Category Sales and
Market Share for Wireless Telephone Subscribers: A Combined Approach (with
Anish Nagpal and Rajkumar Venkatesan) / Econometric Models for Forecasting
Market Share (with Roderick J. Brodie, Peter J. Danaher, and Peter S.H.
Leeflang) / Sales Forecasts for Existing Consumer Products and Services: Do
Purchase Intentions Contribute to Accuracy? (with J. Scott Armstrong and
42
Research: What We Know and What Needs to Be Known (with Jaishankar Ganesh)
/ Analyzing Variations in Advertising and Promotional Expenditures: Key Correlates
in Consumer, Industrial, and Service Markets (with Siva K. Balasubramanian)
/ Perspectives of Other Scholars / A Road Map for Understanding V. Kumars
Contributions to Marketing Strategy Alexander Krasnikov / V. Kumar: A Lifetime
of Contributions to Marketing Strategy Shankar Ganesan / Comments and
Reflections on V. Kumars Contribution to the Field of Marketing Strategy Girish
Ramani / Raji Srinivasan Interviews V. Kumar / My Passion to Discover New Things
Keeps Me Going / About the Editors and Contributors
Volume 8: Marketing Strategy: Customer / Volume Introduction: A Review of V.
Kumars Pioneering Contributions to Marketing Strategy at the Customer Level
Rajkumar Venkatesan / Profitable Customer Management: Measuring and
Maximizing Customer Lifetime Value (with Bharath Rajan) / How Valuable is
Word of Mouth? (with J. Andrew Petersen and Robert P. Leone) / Multichannel
Shopping: Causes and Consequences (with Rajkumar Venkatesan and nalini
Ravishanker) / Measuring and Maximizing Customer Equity: A Critical Analysis
(with Morris George) / Knowing What to Sell, When, and to Whom (with Rajkumar
Venkatesan and Werner Reinartz) / Using a Customer-Level Marketing Strategy
to Enhance Firm Performance: A Review of Theoretical and Empirical Evidence
(with J. Andrew petersen) / A Customer Lifetime Value Framework for Customer
Selection and Resource Allocation Strategy (with Rajkumar Venkatesan) /
Customer Lifetime Value Approaches and Best Practice Applications (with
Girish Ramani and Timothy Bohling) / The Impact of Customer Relationship
Characteristics on Profitable Lifetime Duration (with Werner J. Reinartz) / The
Mismanagement of Customer Loyalty (with Werner Reinartz) / On the Profitability
of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation
and Implications for Marketing (with Werner J. Reinartz) / perspectives of
Other Scholars / Putting Customer Value Firmly in Focus Satish Jayachandran
/ An Appreciation of Dr V. Kumars Contributions to the Marketing Field Joseph
pancras / Driven by Passion and Excellence Anita Luo / Rajkumar Venkatesan
Interviews V. Kumar / I Have Been Fortunate to Have Multiple Mentors at Different
Stages in Life / About the Editors and Contributors
Volume 9: Business-to-Business / Volume Introduction: V. Kumars Customercentric Approach towards Understanding Business-to-Business Marketing
Rajdeep Grewal / Calculating, Creating, and Claiming Value in Business
Markets: Status and Research Agenda (with Gary L. Lilien, Doug Bowman,
Min Ding, Rajdeep Grewal, Abbie Griffin, Das Narayandas, Renana Peres,
and Raji Srinivasan) / Expanding the Role of Marketing: From Customer Equity
to Market Capitalization (with Denish Shah) / Implementing Profitability through
43
CONTENTS
Preface / Prologue: India Inc. Needs a Strategy Makeover / Is the Customer in the
Boardroom ? / Locating Customer in Business Strategy / The Customer-Based
Business Strategy Framework / Business-Market Strategy: WHERE Choosing Market
Segments / Business-Market Strategy: HOW ? Developing Rivalry Propositions /
Translating Strategy into Customer Value Delivery / The Art of Business-Market
Segmentation / Consumer Insight for Business Strategy / Strengthening Strategy
Foundation Analyses / Removing Organizational Roadblocks / Appendices: Articles
by Rama Bijapurkar, 19982005 / Bibliography / Index
SAGE RESponSE
2012 260 pages Hardback: ` 495.00 (978-81-321-0635-7)
44
The book tells us why CVM is important and its main focus is
on its implementation. Through this book he shows us how a
company transforms itself into a customer-centric organization
and what are the benefits that accrue thereafter. Mahajan makes
a strong case for CV investment by companies. He shows us
how this special outlay can bring in sustained business success,
generating a huge return on investment (ROI) and improving
the value of the company for its stakeholdersThe book works
as a powerful and practical guide to make businesses of any
size successful by truly placing customers at the centre of its
business strategy. The book is extremely user friendly and
easily readable.
Business India
Using the unique Customer-in-Center concept, this pathbreaking book
explains how investing in Customer Value can increase the market
share and profitability of a company. It shows companies how they can
be driven by Customers and their needs, and how sustained business
success can be achieved through Customer Value Investment.
In addition to clearly explaining key terms and basic concepts
insightfully illustrated with caselets, tables, graphs and key points in
each chapterthe book explains how companies can:
Move beyond Customer management and satisfaction to loyalty
Become market leaders and improve business results
Understand the value they provide to Customers
Improve service quality and loyalty
Set up Customer-Circles and build Customer Conduits
Understand competitive strategies and pre-empt competition
Measure Customer capital
This book is a part of SAGE Value PackCuSTOMER IS KING
The books in this set includes
Customer Value Investment by Walter Vieira
Total Customer Value Management by Pingali Venugopal (sales rights restricted to
South Asia only!)
2011 556 pages Paperback: ` 495.00 (978-81-321-0863-4)
CONTENTS
Foreword Adi Godrej / Preface / Prologue: From Best Practices to Next Practices
/ Total CVM and the Company / The Fundamentals / Existing Programmes and
Total CVM / The Customer Bill of Rights and the Circle of Promises / Strategic
and Operational Managers and Total CVM / Total CVM and Sales and Marketing:
Chief Marketing Officer / Total CVM: Support, Staff and Operational Managers /
The Frontline People / Bottom-up Total CVM: Customer Circles / Total CVM and
Certification / Epilogue: Total CVM at Glacier Products / Appendix I: Total CVM
: Barriers and Possible Solutions / Total CVM at Godrej / Where We Left off with
Customer Value Investment: Formula for Sustained Business Success / Index
This book is a part of SAGE Value PackCuSTOMER IS KING
The books in this set includes
Customer Value Investment by Walter Vieira
Total Customer Value Management by Pingali Venugopal (sales rights restricted to
South Asia only!)
CONTENTS
Preface / A Conceptual Framework for PR in India / The Growth and Development
of Modern PR / Twentieth Century Corporate PR and PR Writing / Essential
Qualities of a PR Person / Practical PR, Business Writing and Media Relations
/ Tools for Internal PR / Tools for External PR / International Communication /
Cross-cultural Communication / Appendices / Bibliography / Index
2011 318 pages Paperback: ` 395.00 (978-81-321-0629-6)
ADVERTISING BASICS!
SEConD EDITIon!
CONTENTS
Preface / How it All Began / Conventional Advertising and Advertising Agencies
/ The New Advertising Agency-The Stress is on Client Servicing / On to Copy,
Folks! / The Craft of Advertising Copywriting / Writing for Radio, Television and
Film / Advertising in the ICT Age: The Future / Bibliography / Index
SAGE RESponSE
2004 216 pages Paperback: ` 450.00 (978-0-7619-9810-5)
45
Advertisement
DARWINS BRANDS
SEConD EDITIon!
9 BRAND SHAASTRAS
CONTENTS
Introduction / CONSUMER GOODS / Thums Up: A Thundering Success /
Cadburys Dairy Milk Chocolate: The Real Taste of Life / Saffola: Heart OK
Please! / Maggi: 25 Years in 2 Minutes / Amul: The Taste of India / Lifebuoy: Where
Theres Lifebuoy, Theres Health / HOME AND DURABLES / Titan: The Times They
Are A-Changin / Asian Paints: The Colours of Happiness / Hero Honda: Zero to
World Leadership in 60 Months / Maruti: The Long and Winding Road / MEDIA /
Femina: A Matter of Substance / SERVICES / Airtel: If Only We Talk to Each Other
CONTENTS
Preface / The Nine Brand Shaastras / The Need Shaastra: Brand Category
Growth Strategy / The Seed Shaastra: Brand Idea Growth Strategy / The Heed
Shaastra: Brand Awareness Growth Strategy / The Deed Shaastra: Brand Trials
Growth Strategy / The Feed Shaastra: Brand Repeats Growth Strategy / The
Speed Shaastra: Brand Sales Growth Strategy / The Creed Shaastra: Brand Trust
Growth Strategy / The Breed Shaastra: Brand Market Share Growth Strategy /
The Exceed Shaastra: Brand Profit Growth Strategy / Succeed
This book is a part of SAGE Value PackBRANDING ASTRAS
The books in this set includes
24 Brand Mantras (2e) by Jagdeep Kapoor
9 Brand Shaastras (2e) by Jagdeep Kapoor
Branding Demystified by Harsh V Verma
2011 492 pages Paperback: ` 495.00 (978-81-321-0861-0)
SAGE RESponSE
2012 188 pages Paperback: ` 395.00 (978-81-321-0715-6)
SEConD EDITIon!
24 BRAND MANTRAS
Finding a Place in the Minds and Hearts of Consumers
CONTENTS
Preface / Setting the Context / Competition / Communication in Context /
Users and Usage / Segmentation / Understanding Consumers / Motivators
and Differentiators / Positioning / Beyond Positioning / The BriefThe Creative
Springboard / Managing a Brand over Time / Index
SAGE RESponSE
2005 264 pages Paperback: ` 550.00 (978-0-7619-3354-0)
CONTENTS
Preface / BRAND MANTRAS FOR THE MIND / To build a big brand, adopt a
short brand name / Do not let jazzy research replace common sense / Use
benefit segmentation to build brands / Sample, to sell ample / Do not hesitate to
communicate / Like salt, use advertising in the right proportion / Jo dikhta hai,
woh bikta hai (What is visible, sells) / Brand images are fragile, handle with care
/ Your consumers needs come first / Do not underprice yourself / Brands must
make profit, not only noise / Focus on consumption rather than purchase / BRAND
MANTRAS FOR THE HEART / Be humble, or you will tumble / Build relationships
to build brands / Respect your retailers / Avoid generality to give your brand a
personality / Nurture your brand as you would a child / Service is the first step to
a great brand / Remember, consumers look for perceived value in brands / Do not
sell the right product to the wrong audience / Pay heed to consumer emotions / Do
not prejudge your consumer / Respect the local consumer / Be honest, do not con
This book is a part of SAGE Value PackBRANDING ASTRAS
The books in this set includes
24 Brand Mantras (2e) by Jagdeep Kapoor
9 Brand Shaastras (2e) by Jagdeep Kapoor
Branding Demystified by Harsh V Verma
2011 492 pages Paperback: ` 495.00 (978-81-321-0861-0)
46
BRANDING DEMYSTIFIED
INTERNAL COMMUNICATIONS
plans to payoffs
CONTENTS
Preface / Why Brands? / What is a Brand? / Brand Transformation / Brand Vision:
Concepts and Creation / Pushing the Brand to Higher Orbits / Pressing Hot
Buttons in Consumer Value Space / Internal and External Leveraging of Brand
Assets / Decoding Branding Strategy / Shifting Brand Gears to Stay Connected
/ Power Branding: Unequal among Equals / References
CONTENTS
Foreword / Preface / Understanding Internal Communications / Internal
Communications Basics / Internal Communications Measurement / Internal
Communicators: Building and Coaching Your Team / Internal Communications
in India / Challenges and Opportunities in Internal Communications / Crises and
Internal Communications / The Future of Internal Communications / Employee
Engagement and Inclusive Internal Communication / Integrating Social Media
with Internal Communications: Challenges and Opportunities / Working with
Leadership / Messaging and Internal Communications / Resources / Interviews
with the Author/ References / Index
SAGE RESponSE
THIRD EDITION!
CORPORATE COMMUNICATIONS
Joseph Fernandez Median Communications, Chennai
Centered around contemporary communication theory and
illustrated through numerous examples and case studies, this
primer will serve as a text for a wide range of courses including
corporate communications, advertising, public relations,
customer relationship management, consumer marketing and
marketing strategy.
Business Line
CONTENTS
Introduction / The 21st Century Corporate: In the Beginning / Corporate
Communications: A Brand New World / The Domains of Influence: Audiences,
Communities & Publics / Advertising: Beyond the Brand / Public Relations:
Into the Strategy Realm / The Traditional Media: Between the Lines / The New
Media: Across the Digital Divide / Businesses and Non-profit Organizations:
Communication is Commitment / Companies and Corporations: Communicating
the Corporate / The Corporate Communicator: From Signposts to Milestones /
Index
SAGE RESponSE
2004 280 pages Paperback: ` 495.00 (978-0-7619-9746-7)
CONTENTS
Foreword by Ronnie Screwvala / Preface / Special Credits / Growing Up / Print
/ Television / Film / Music / Radio / Telecommunications / Internet / Out-of-Home
/ Events / Appendix I / Appendix II / References and Select Bibliography / Index
SAGE RESponSE
2010 412 pages Paperback: ` 525.00 (978-81-321-0235-9)
47
NEGOTIATION
Closing Deals, Settling Disputes, and Making Team
Decisions
CONTENTS
Preface / Business and Professional Excellence in the Workplace / ENTERING
THE WORKPLACE / Landing the Job / Getting to Know Your Diverse Workplace /
DEVELOPING IN THE WORKPLACE / Building Relationships Through Interpersonal
Communication / Strengthening Connections With Team Communication /
EXCELLING IN THE WORKPLACE / Communicating Excellence With Technology
/ Writing With Professional Excellence / Leading With Professional Excellence /
PRESENTING IN THE WORKPLACE / Informing and Persuading With Professional
Excellence / Designing a Speech with Professional Excellence / Delivering a Speech
With Professional Excellence / SURVIVING IN THE WORKPLACE / Balancing Work
and Life Through Communication / Epilogue / References / Index / Photo Credits
CONTENTS
Preface / THE FUNDAMENTALS / The Nature of Negotiation: What It Is and Why
It Matters / Preparation: Building the Foundation for Negotiating / Distributive
Bargaining: A Strategy for Claiming Value / Integrative Bargaining: A Strategy for
Creating Value / Closing Deals: Persuading the Other Party to Say Yes / SPECIAL
CHALLENGES / Communication: The Heart of All Negotiations / Decision Making:
Are We Truly Rational? / Power & Influence: Changing Others Attitudes and
Behaviors / Ethics: Right and Wrong Do Exist When You Negotiate / Multiparty
Negotiations: Managing the Additional Complexity / Individual Differences : How
our Unique qualities Affect Negotiations / International Negotiations: Managing
Culture and Other Complexities / Difficult Negotiations: Managing Others Who
Play Dirty and Saying No to Those Who Play Nice / Third-Party Intervention:
Recourse When Negotiations Sputter or Fail? / Appendix / Glossary / Index
SAGE SOuTH ASIA
2012 520 pages Paperback: ` 495.00 (978-81-321-0895-5)
NEGOTIATION
SAGE RESponSE
2005 244 pages Paperback: ` 395.00 (978-0-7619-3413-4)
48
USING SPSS
CONTENTS
Foreword by N R Madhava Menon / Preface / Student-Institution Relationship:
Basis for Contract Law Sairam Bhat / Infrastructure Contracts Sairam Bhat
/ Consortium Loan Agreements Sindhu Sivakumar and Raguvaran Gopalan
/ Licensing Intellectual Property Rights Use Suchita Saigal, Parul Kumar
and Aditya Verma / Joint Venture Agreements Ankur Narain Saxena and
Debeleena Das / Shareholders Agreements Raghvendra Kishore Singh /
Escrow Agreements Lakshmi Prakash, Kota Chandan and Sandeep uberoi
/ Law of Outsourcing Contracts uttara Gharpure and Aditya Bandyopadhyay
/ Standard Form of Contracts Mallika Abidi and Shreya Aren / E-Contracts
Abhishek Krishnan and Rakshithaa / Hospital Contracts Ganeev Kaur Dhillon,
Shivani Singhal, and Srijoni Sen / Entertainment Contracts Ananya Chandra,
Cuddapah Nanda Gopal and Poongkhulali B / Sports Contracts: Standard
Players Contract Dhruv Nath, Krishna Hariani and Rohini Kharkar / Restraint
of Trade and Employment Contracts Sairam Bhat / Insurance Contracts Divya
Anne Jeswant, Nirupama Pillai and Karan Lahiri / Contract Farming ABHAS
CONTENTS
First Encounters / Navigating in SPSS / Getting Data in and out of SPSS / Levels
of Measurement / Entering Variables and Data and Validating Data / Working with
Data and Variables / Using the SPSS Help Menu / Creating Basic Graphs and
Charts / Editing and Embellishing Graphs and Charts / Printing Data Files and
Output Files / Basic Descriptive Statistics / One-Sample t-Test and Nonparametric
Binomial Test of Equality / Independent Samples t-Test and Nonparametric
Mann-Whitney Test / Paired Samples t-test and Nonparametric Wilcoxon Test /
One-Way ANOVA and Nonparametric Kruskal-Wallis Test / Two-Way (Factorial)
ANOVA / ANOVA Repeated Measures and Nonparametric Friedman Test / Analysis
of Covariance (ANCOVA) / Pearson Correlation and Nonparametric Spearman
Correlation / Single Linear Regression / Multiple Linear Regression / Chi-Square
Goodness of Fit / Chi-Square Test of Independence
SAGE SOuTH ASIA
2012 260 pages Paperback: ` 350.00 (978-81-321-1016-3)
Originally priced at $ 42.00 (Paperback).
Sales rights restricted to South Asia only!
SAGE LAW
CONTENTS
Foreword by Dr Christina Zarowsky / Introduction / THE CONCEPT
KNOWLEDGE TRANSLATION AND MANAGEMENT / Knowledge Translation: An
Introduction / Knowledge Management / Evaluative Thinking / THE AUDIENCE
THE CONTEXT AND THE CONTACTS / Context Mapping / Bringing in the Demand:
Towards the Harmony of Push and Pull / THE MESSAGE / Communication Strategy
/ THE MEDIUMPRINT, MULTIMEDIA, AND SOCIAL MEDIA / Print Media /
Multimedia / Social/Popular Media / THE TOOLBOXEXAMPLES, TEMPLATES,
AND GUIDES / Strategy Checklist / The Two-pager: Writing a Policy Brief / The
Conference 2.0: Making Most of Conferences / Tapping Technology: Netiquette,
Browsers, and Distribution Lists / Word Processing / Monitoring and Evaluation:
Frequently Asked Questions / Index
49
Business Research
THIRD EDITION!
Peter Swanborn
CONTENTS
AN INTRODUCTION TO STATISTICAL ANALYSIS / Variables and their measurement
/ Setting up an SPSS data file / DESCRIPTIVE STATISTICS: GRAPHS AND TABLES
/ The graphical description of data / The tabular description of data / Using tables
to investigate the relationship between variables: Crosstabulations / Measures
of association for crosstabulations: Nominal data / Measures of association for
crosstabulations: Ranked data / Multivariate analysis of crosstabs: Elaboration
/ DESCRIPTIVE STATISTICS: NUMERICAL MEASURES / Measures of central
tendency / Measures of dispersion / The normal curve / Correlation and regression
/ Multiple regression / INFERENTIAL STATISTICS: TESTS FOR A MEAN / Sampling
distributions / Introduction to hypothesis testing and the one sample z-test for
a mean / The one sample t-test for a mean / Inference using estimation and
confidence intervals / The two samples t-test for the equality of means / The f-test
for the equality of more than two means: Analysis of variance / The two dependent
samples t-Test for the mean difference / INFERENTIAL STATISTICS: TESTS FOR
FREQUENCY DISTRIBUTIONS / One sample tests for a binomial distribution / One
sample tests for a multinomial distribution / The chi-square test for independence
/ Frequency tests for two dependent samples / INFERENTIAL STATISTICS: OTHER
TESTS OF SIGNIFICANCE / Rank-order tests for two or more samples / The t-test
for a correlation coefficient / ADVANCED TOPICS / Statistical power / Generating
new variables in SPSS: The Recode, Compute and Multiple Response Commands
SAGE SOuTH ASIA
2012 608 pages Paperback: ` 695.00 (978-81-321-1035-4)
Originally priced at 85.00 (Hardback) and 24.99
(Paperback). Sales rights restricted to South Asia only!
CONTENTS
What Is a Case Study? / When to Conduct a Case Study? / How to Select Cases?
/ What Data to Collect? / How to Enrich Your Case Study Data? / How to Analyze
Your Data? / Assets and Opportunities
SAGE SOuTH ASIA
2012 188 pages Paperback: ` 350.00 (978-81-321-1029-3)
Originally priced at 75.00 (Hardback) and 24.99 (Paperback).
Sales rights restricted to South Asia only!
SAS2
A Guide to Collaborative Inquiry and Social Engagement
Jacques M Chevalier and Daniel J Buckles both at Carleton
University, Ottawa
SAS2: A Guide to Collaborative Inquiry and Social Engagement
represents a groundbreaking international effort to support the creation
and mobilization of practical, authentic knowledge for social change.
The guiding principle behind SAS2 (Social Analysis Systems, www.
sas2.net) is that group dialogue and social inquiry are crucial for local
and global development. Social issues must be addressed socially and
in a multistakeholder mode, not by private interests and experts alone,
and the insights that emerge must be fully integrated into processes of
knowledge production, planning, and decision-making.
2008 320 pages Paperback: ` 595.00 (978-81-782-9890-0)
50
Business Research
INTRODUCING RESEARCH
METHODOLOGY
QUALITATIVE RESEARCH
This hugely successful textbook has been fully updated and revised
to make it even more accessible and comprehensive than previous
editions. New chapters have been added on a range of key topics,
including grounded theory, research ethics and systematic review. This
book draws on a stellar list of leading qualitative researchers, each of
whom is writing on their own specialized area in qualitative research,
but doing so in a way that is clear and accessible to students and those
new to the field of qualitative methods.
CONTENTS
ORIENTATION / Why Social Research? / From Research Idea to Research
Question / Reading and Reviewing the Literature / PLANNING AND DESIGN /
Planning Social Research: Steps of the Research Process / Designing Social
Research / Deciding Your Methods / WORKING WITH DATA / Gathering Data:
Quantitative and Qualitative Approaches / Analyzing Quantitative and Qualitative
Data / E-Research: Doing Social Research Online / Integrated Social Research:
Combination of Different Approaches / REFLECTION AND WRITING / What Is
Good Research? Evaluating Your Research Project / Ethical Issues in Social
Research / Writing Research and Using Results
SAGE SOuTH ASIA
2012 292 pages Paperback: ` 425.00 (978-81-321-1033-0)
Originally priced at 75.00 (Hardback) and 24.99 (Paperback).
Sales rights restricted to South Asia only!
ABRIDGED CONTENTS
Introducing Qualitative Research / OBSERVATION / Ethnography / Using
Ethnography to Study Gender / Organizational Ethnography / TEXTS / Analyzing
Documentary Realities / Using Documents in Social Research / Internet Research
/ INTERVIEWS AND FOCUS GROUPS / The `Inside` and the `Outside`: Finding
Realities in Interviews / Animating Interview Narratives / Analyzing Focus Group
Data / TALK / Discursive Psychology and the Study of Naturally Occurring Talk /
Conversation Analysis: Practices and Methods / VISUAL DATA / Conceptualizing
Visual Data / Embodied Action: Video and the Analysis of Social Interaction /
QUALITATIVE DATA ANALYSIS / Some Pragmatics of Qualitative Data Analysis
/ Grounded Theory and Credibility / Whats Different about Narrative Inquiry?
Cases, Categories and Contexts Catherine / Systematic Reviews and Qualitative
Methods / Secondary Analysis of Qualitative Data / Validity in Research on
Naturally Occurring Social Interaction / Three Aspects of Writing Qualitative
Research: Practice, Genre and Audience / THE WIDER COMMUNITY / Addressing
Social Problems through Qualitative Research / Ethics and Qualitative Research
SAGE SOuTH ASIA
2012 464 pages Paperback: ` 595.00 (978-81-321-1038-5)
FOuRTH EDITION!
AN INTRODUCTION TO QUALITATIVE
RESEARCH
uwe Flick Alice-Salomon University of Applied Sciences, Berlin
The fourth edition of Uwe Flick`s Introduction to Qualitative
Research remains the most comprehensive and thorough text
in qualitative research. It is student-and user-friendly, thoroughly
up-to-date in terms of the latest developments in the field,
eminently practical.
Norman K Denzin, University of
Illinois at Urbana-Champaign
CONTENTS
Qualitative Research: Why and How to Do It / Qualitative and Quantitative Research
/ Ethics of Qualitative Research / FROM THEORY TO TEXT / Making Use of the
Literature in Qualitative Research / Theoretical Positions Underlying Qualitative
Research / Epistemological Background: Construction and Understanding of Texts
/ RESEARCH DESIGN / The Qualitative Research Process / Research Questions /
Entering the Field / Sampling / How to Design Qualitative Research: An Overview /
VERBAL DATA / Interviews / Narratives / Focus Groups / Verbal Data: An Overview
/ OBSERVATION AND MEDIATED DATA / Observation and Ethnography / Visual
Data: Photography, Film, and Video / Using Documents as Data / Qualitative Online
Research: Using the Internet / Observation and Mediated Data: An Overview / FROM
TEXT TO THEORY / Documentation of Data / Coding and Categorizing / Analyzing
Conversation, Discourse, and Genres / Narrative and Hermeneutic Analysis / Using
Computers in Qualitative Analysis / Text Interpretation: An Overview / GROUNDING
AND WRITING QUALITATIVE RESEARCH / Quality Criteria in Qualitative Research /
The Quality of Qualitative Research: Beyond Criteria / Writing Qualitative Research /
QUALITATIVE RESEARCH: INTEGRATION AND OUTLOOK / Qualitative Research At
Work I: Grounded Theory / Qualitative Research At Work II: Triangulation / Qualitative
Research: State of the Art and the Future
SAGE SOuTH ASIA
2010 528 pages Paperback: ` 550.00 (978-81-321-0568-8)
Originally priced at 72.00 (Hardback) and 27.99 (Paperback).
Sales rights restricted to South Asia only!
THIRD EDITION!
51
Business Research
SEConD EDITIon!
SEConD EDITIon!
CONTENTS
Preface / I: THE FOUNDATIONS / Introduction / Choosing a Topic / The Role of the
Supervisor / Group Dynamics and the Role of Conflict / Ethical Considerations /
II: UNDERTAKING THE RESEARCH / Planning the Research Project / Literature
Review / Data Gathering / Qualitative Data Analysis / Quantitative Data Analysis
/ Establishing Recommendations / III: COMMUNICATING THE RESULTS /
Presenting the Results / Writing the Report / Oral Presentations
SAGE SOuTH ASIA
2010 296 pages Paperback: ` 395.00 (978-81-321-0577-0)
Originally priced at $ 51.95 (paperback).
Sales rights restricted to South Asia only!
CONTENTS
Foreword / How to use this book / What is Research, and Why would anyone
want To Do It? / The Scientific Approach to Research / The Interpretive Approach
to Research / Reviewing Existing Literature / Theory, Conceptualisation and
Hypotheses / Concepts, Constructs and Measurement / The Process of Measure
Development / Research Design / Collecting Qualitative Data / Qualitative
Data Analysis / Collecting Quantitative Data / How and Why Statistics Work /
Quantitative Data Analysis I / Quantitative Data Analysis II / Mixing Methods
and Paradigmatic Incommensurability / Writing and Talking about Your Work /
Bibliography / Index
2010 428 pages Paperback: ` 495.00 (978-81-321-0454-4)
Originally priced at 82.00 (Hardback) and 28.99 (Paperback).
Sales rights restricted to South Asia only!
52
CONTENTS
Preface / Introduction to SPSS / Basic Statistical Concepts / Summarizing
Data: Descriptive Statistics / Comparing Means: One or Two Samples t-Tests /
Comparing Means: Analysis of Variance / Chi-Square Test of Independence for
Discrete Data / Correlation Analysis / Multiple Regression / Logistic Regression /
Data Reduction and Scale Reliability: Factor Analysis / Advanced Data Handling
in SPSS / Bibliography
SAGE RESponSE
2009 172 pages Paperback: ` 350.00 (978-81-321-0100-0)
CONTENTS
Preface / An Introduction to Theory Building and This Book / Theory in the
Broader Context of Reality, Knowledge, Science, and Research / Theory: What
It Is and Its Role in Research / Units of Theory / Some Aspects of the Process
of Theory Building for Hypothesis Specification / Theory Building for Hypothesis
Specification: Observations and Examples from Published Research / Theory
Building for Hypothesis Specification: Some Extensions / References / Index
SAGE RESponSE
2009 160 pages Hardback: ` 495.00 (978-81-321-0244-1)
COLLABORATIVE RESEARCH IN
MANAGEMENT
ACADEMIC WRITING
Inside out
CONTENTS
Preface / THEORETICAL AND EMPIRICAL BACKGROUND / Introduction to
Collaborative Research / The Challenges Facing Research Since WW II: General
Overview / Forms of Collaborative Research / The Multi-dimensional Model /
The Partners and their Roles / PRACTICAL ASPECTS / When Should You get
into a Collaborative Project? / The Decisive Role of Intellectual Property / The
AcademyIndustry Troubled Cooperation / Government: The Silent Partner /
How to Run a Successful Collaborative Project / How to Avoid the Pitfalls of the
Collaborative Project / Left out: How to Compensate / The Future of Collaborative
Research / How to Build a Successful Collaborative Research Program / National
Application (India) / Bibliography
CONTENTS
Preface / Introduction / THE RESEARCH PROCESS AND THE ROLE OF
ACADEMIC WRITING / Academic Writing and Research Process / Structure
and Contents of a Research Paper / THE ANATOMY OF ACADEMIC WRITING
/ Good Academic Writing / Mastering the Paragraph / The Writing Process /
ACKNOWLEDGING ACADEMIC DEBTS / Using and Citing Sources of Ideas /
Appendix 1: Brief Descriptions of Some of the Research Terms Used in Chapter
2 / Appendix 2: Resources for Honing Academic Writing / References / Index
SAGE RESponSE
SAGE RESponSE
CASES IN MARKETING
MANAGEMENT
CONTENTS
Preface / An Introduction to Business Research / Developing a Research Topic
/ Conducting a Literature Review / Addressing Ethical Issues / Establishing a
Research Design / Primary Data Collection / Using Secondary Data / Sampling
/ Analyzing Quantitative Data / Analyzing Qualitative Data / Writing Up and
Presenting Your Research / Glossary / Index
SAGE SOuTH ASIA
ABRIDGED CONTENTS
Preface / The Nature of Marketing Management / Market Analysis / Data
Warehousing / Building a Customer-Oriented Marketing Department / Customer
Acquisition Strategies and Tactics / Pricing / Advertising, Alternative and Direct
Marketing / Sales Promotions / Personal Selling / Internal Communications /
External Communications / Distribution and Supply Chain Management / Web
Site and Internet Management / Customer Retention and Recovery / Marketing
Control / About the Editors
SAGE SOuTH ASIA
The IVEY Casebook Series
53
CASES IN LEADERSHIP
International perspectives
ABRIDGED CONTENTS
Introduction to the SAGE-Ivey Casebook Series / Preface / Leadership: What Is It?
/ Leadership Trait Approach / Leadership Skills Approach / Leader Style Approach
/ The Situational Approach to Leadership / The Contingency Theory of Leadership
/ The Path-Goal Theory of Leadership / The Leader-Member Exchange Theory
of Leadership / Transformational Leadership / Servant Leadership / Authentic
Leadership / Team Leadership / Strategic Leadership / Women and Leadership /
Culture and Leadership / Ethical Leadership / About the Editors
SAGE SOuTH ASIA
The Ivey Casebook Series
2012 528 pages Paperback: ` 550.00 (978-81-321-1018-7)
Originally priced at $ 52.00 (Paperback).
Sales rights restricted to South Asia only!
CASES IN ENTREPRENEURSHIP
The Venture Creation Process
The reader can then apply these concepts and frameworks to the reallife cases included in each chapter. Key Features: Applies featured
concepts to real-life scenarios; Provides insight from a Wall Street
investment banker
SAGE SOuTH ASIA
The Ivey Casebook Series
2008 460 pages Paperback: ` 550.00 (978-81-782-9915-0)
Originally priced at $ 61.95 (Paperback).
Sales rights restricted to South Asia only!
54
Index
1-100
L
Lakshman, C ............................................................................ 30
Law of Business Contracts in India ........................................ 49
Leadership ............................................................................... 30
Leading with Wisdom .............................................................. 31
Lee, Nancy R ........................................................................... 35
Lee, Nick .................................................................................. 52
Legends in Marketing: Jagdish N Sheth ................................ 38
Legends in Marketing: Kent B Monroe................................... 39
Legends in Marketing: Naresh K Malhotra ............................ 40
Legends in Marketing: Philip Kotler........................................ 40
Legends in Marketing: Shelby D Hunt .................................... 39
55
Index
56
Raeside, Robert....................................................................... 51
Rai, Sumita .............................................................................. 26
Rakshit, Mihir ............................................................................. 9
Ramani, K V ............................................................................... 8
Ramnarayan, S .................................................................. 15, 17
Rao,A jit.................................................................................... 36
Rao, M Govinda ......................................................................... 9
Rao, Purba Halady .................................................................... 1
Rao, Raju.................................................................................. 20
Rao, T V ...............................................................................17, 20
Rastogi, P N ............................................................................... 3
Rath, Radhanath...................................................................... 24
Ratnam, C S Venkata .............................................................. 21
Ray, Partha .............................................................................. 11
Redesigning the Stock Market ............................................... 10
Research Methods for Graduate Business and Social Science
Students ............................................................................... 51
Restoring Values...................................................................... 28
Rotheroe, Neil .......................................................................... 32
Rowe, W Glenn ........................................................................ 54
Royce, Maureen ...................................................................... 32
Rural Marketing ....................................................................... 37
Russell, Bob............................................................................. 22
Rynes, Sara L .......................................................................... 19
S, Sutheeshna Babu................................................................ 33
Sadhak, Hira .............................................................................. 8
Saha, Biswatosh ........................................................................ 5
Saini, Debi S ............................................................................ 22
Saini, Sunil ............................................................................... 25
Sales and Distribution Management ...................................... 36
Sales Forcasting Management ............................................... 37
Sanghi, Seema ........................................................................ 20
Sanghi, Seema ........................................................................ 25
Saren, Michael ......................................................................... 34
Sarin, Sharad ............................................................................. 4
Sarkar, Jayati ........................................................................... 29
Sarkar, Subrata........................................................................ 29
SAS2 ........................................................................................ 50
Sathyanarayana, K .................................................................. 26
Schweitzer, Jochen ................................................................... 4
Seijts, Gerard H ....................................................................... 54
Sekhar, R C .............................................................................. 28
Sen,A njana.............................................................................. 25
Sengupta, Shombit ................................................................. 15
Services Marketing and Management ................................... 35
Seshadri, D V R...................................................................... 3, 6
Shaping Business Leaders ..................................................... 29
Sharan, Vyuptakesh ................................................................ 12
Sharma, Anuradha .................................................................. 21
Shastri, Vanita.......................................................................... 29
Shen, Jie ............................................................................ 18, 22
Sheth, Jagdish N ............................................. 33, 37, 39, 40, 42
Siddiqui, Moid ..................................................................... 6, 16
Silverman, David...................................................................... 51
Singh, Dalip.............................................................................. 25
Singh, Pritam ................................................................. 1, 14, 26
Singh, Varsha........................................................................... 32
Sinha, Jai B P........................................................................... 26
Social Marketing...................................................................... 35
Social Responsibility and Environmental Sustainability
in Business ........................................................................... 29
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