John Mackey

Rajendra Sisodia

Profiles the business philosophies of such market leaders as Whole Foods, Costco and Wegmans, revealing how their examples reflect fundamental principles and practices that business managers can adapt to enable conscious leadership and a caring business culture. (This book was previously listed in Forecast.) 30,000 first printing.

Liberating the Heroic Spirit of Business

Conscious Capitalism

The Path to Inner Peace, Purpose, and Healing

Awaken

The bestselling book, now with a new preface by the authors At once a bold defense and reimagining of capitalism and a blueprint for a new system for doing business, Conscious Capitalism is for anyone hoping to build a more cooperative, humane, and positive future. Whole Foods Market cofounder John Mackey and professor and Conscious Capitalism, Inc. cofounder Raj Sisodia argue that both business and capitalism are inherently good, and they use some of today’s best-known and most successful companies to illustrate their point. From Southwest Airlines, UPS, and Tata to Costco, Panera, Google, the Container Store, and Amazon, today’s organizations are creating value for all stakeholders—including customers, employees, suppliers, investors, society, and the environment. Read this book and you’ll better understand how four specific tenets—higher purpose, stakeholder integration, conscious leadership, and conscious culture and management—can help build strong businesses, move capitalism closer to its highest potential, and foster a more positive environment for all of us.

Conscious Capitalism, With a New Preface by the Authors

Jagdish Sheth

The authors present a powerful and tested approach that helps managers see a business’s every action through the eyes of its customers. This approach is organized around the values that matter most to customers: Acceptability, Affordability, Accessibility and Awareness. Taken together, these attributes are called the "4A’s." The 4A framework derives from a customer-value perspective based on the four distinct roles that customers play in the market: seekers, selectors, payers and users. For a marketing campaign to succeed, it must achieve high marks on all four A’s, using a blend of marketing and non-marketing resources. The 4A framework helps companies create value for customers by identifying exactly what they want and need, as well as by uncovering new wants and needs. (For example, none of us knew we "needed" an iPad until Apple created it.) That means not only ensuring that customers are aware of the product, but also ensuring that the product is affordable, accessible and acceptable to them. Throughout this book, the authors demonstrate how looking at the world through the 4A lens helps companies avoid marketing myopia (an excessive focus on the product) as well as managerial myopia (an excessive focus on process). In fact, it is a powerful way to operationalize the marketing concept; it enables managers to look at the world through the customer’s eyes. This ability has become an absolute necessity for success in today’s hyper-competitive marketplace.

Creating Value for Customer, Company and Society

The 4 A's of Marketing

Atul Parvatiyar

We are in an era of massive disruptions in markets, media, management approaches and business models. These disruptions are being caused by rapid technological changes on the one hand and tectonic shifts in customer preferences and societal behaviour on the other. Marketing knowledge and practices have to advance at a significantly higher pace to address the changing context of market behaviour. Handbook of Advances in Marketing in an Era of Disruptions is meant to share ideas and new knowledge that are relevant to this world of disruptions. Leading scholars from around the world, who have keenly observed the changing market environment, business policies, parameters, theories, methods and practices, have put forth their theses on how marketing thinking needs to evolve to keep pace with the market reality. This book is dedicated to Professor Jagdish N. Sheth and honours his sustained contribution as a management thinker, scholar, academician and corporate adviser in an illustrious career spanning over five decades.

Essays in Honour of Jagdish N. Sheth

Handbook of Advances in Marketing in an Era of Disruptions

Jagdish N. Sheth

David Wolfe

Today’s best companies get it. From Costco® to Commerce Bank, Wegmans to Whole Foods®: they’re becoming the ultimate value creators. They’re generating every form of value that matters: emotional, experiential, social, and financial. And they’re doing it for all their stakeholders. Not because it’s “politically correct”: because it’s the only path to long-term competitive advantage. These are the Firms of Endearment. Companies people love doing business with. Love partnering with. Love working for. Love investing in. Companies for whom “loyalty” isn’t just real: it’s palpable, and driving unbeatable advantages in everything from marketing to recruitment. You need to become one of those companies. This book will show you how. You’ll find specific, practical guidance on transforming every relationship you have: with customers, associates, partners, investors, and society. If you want to be great—truly great—this is your blueprint. We’re entering an Age of Transcendence, as people increasingly search for higher meaning in their lives, not just more possessions. This is transforming the marketplace, the workplace, the very soul of capitalism. Increasingly, today’s most successful companies are bringing love, joy, authenticity, empathy, and soulfulness into their businesses: they are delivering emotional, experiential, and social value–not just profits. Firms of Endearment illuminates this, the most fundamental transformation in capitalism since Adam Smith. It’s not about “corporate social responsibility”: it’s about building companies that can sustain success in a radically new era. It’s about great companies like IDEO and IKEA®, Commerce Bank and Costco®, Wegmans and Whole Foods®: how they earn the powerful loyalty and affection that enables truly breathtaking performance. This book is about gaining “share of heart,” not just share of wallet. It’s about aligning stakeholders’ interests, not just juggling them. It’s about building companies that leave the world a better place. Most of all, it’s about why you must do all this, or risk being left in the dust... and how to get there from wherever you are now.

How World-Class Companies Profit from Passion and Purpose

Firms of Endearment

Includes bibliographical references and index.

Creating Value for Customers, Companies and Society

Name any industry and more likely than not you will find that the three strongest, most efficient companies control 70 to 90 percent of the market. Here are just a few examples: McDonald's, Burger King, and Wendy's General Mills, Kellogg, and Post Nike, Adidas, and Reebok Bank of America, Chase Manhattan, and Banc One American, United, and Delta Merck, Johnson & Johnson, and Bristol-Myers Squibb Based on extensive studies of market forces, the distinguished business school strategists and corporate advisers Jagdish Sheth and Rajendra Sisodia show that natural competitive forces shape the vast majority of companies under "the rule of three." This stunning new concept has powerful strategic implications for businesses large and small alike. Drawing on years of research covering hundreds of industries both local and global, The Rule of Three documents the evolution of markets into two complementary sectors -- generalists, which cater to a large, mainstream group of customers; and specialists, which satisfy the needs of customers at both the high and low ends of the market. Any company caught in the middle ("the ditch") is likely to be swallowed up or destroyed. Sheth and Sisodia show how most markets resemble a shopping mall with specialty shops anchored by large stores. Drawing wisdom from these markets, The Rule of Three offers counterintuitive insights, with suggested strategies for the "Big 3" players, as well as for mid-sized companies that may want to mount a challenge and for specialists striving to flourish in the shadow of industry giants. The book explains how to recognize signs of market disruptions that can result in serious reversals and upheavals for companies caught unprepared. Such disruptions include new technologies, regulatory shifts, innovations in distribution and packaging, demographic and cultural shifts, and venture capital as well as other forms of investor funding. Years in the making and sweeping in scope, The Rule of Three provides authoritative, research-based insights into market dynamics that no business manager should be without.

Surviving and Thriving in Competitive Markets

The Rule of Three

Bestseller New York Times - O que empresas como o Google, a Southwest Airlines, o Whole Foods Market, a Costco, a Patagonia, a The Container Store e a UPS têm em comum? Segundo os autores deste livro, todas elas incorporam em sua gestão alguns aspectos construtivos e promissores do capitalismo, atuando de maneira a criar valor não só para si mesmas, mas também para seus clientes, funcionários, fornecedores, investidores, a comunidade e o meio ambiente. Em Capitalismo consciente – O espírito heroico dos negócios, John Mackey, um dos fundadores do Whole Foods Market, e Raj Sisodia, professor de marketing da Universidade de Bentley, descrevem a importância da dedicação dos líderes e do comprometimento do demais profissionais com essa proposta inovadora, para o bem da realidade corporativa e da sociedade como um todo. Fundadores do movimento do Capitalismo Consciente, John Mackey e Raj Sisodia explicam como algumas empresas aplicam os quatro princípios da abordagem (propósito maior, integração dos stakeholders, liderança consciente e cultura e gestão conscientes) na construção de estruturas sólidas e lucrativas. O livro oferece uma defesa ardorosa e uma redefinição consistente do capitalismo de livre-iniciativa, em uma análise valiosa tanto para os profissionais como para as empresas que apostam em um futuro mais cooperativo e mais humano. Depoimentos: "Há tempos acredito que as empresas têm a responsabilidade de buscar o equilíbrio entre a lucratividade e a consciência social, ainda que poucos líderes saibam como fazer isso. No livro Capitalismo consciente, John Mackey e Raj Sisodia oferecem um panorama preciso e realista, que permite às empresas atender às demandas dos diversos stakeholders." Howard Schultz, presidente e CEO do Starbucks. "O livro Capitalismo consciente constitui uma oportuna explicação e defesa das vantagens do capitalismo de livre-iniciativa (que, bem implementado, constitui o sistema econômico mais benéfico já criado), além de uma exortação pragmática e inspiradora rumo à adoção de um propósito maior e de uma postura humanista no mundo dos negócios." Herb Kelleher, ex-presidente do conselho e CEO da Southwest Airlines. "Capitalismo consciente demonstra de maneira conclusiva que, no mundo dos negócios, não é preciso ser vilão para chegar na frente – e que, muitas vezes, os 'caras legais' vencem a corrida." Anthony J. Sadar, Washington Times

Rajendra Sisodia

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