Advertising

The DIY Guide to Public Relations
by Moi Ali
Pub: Directory of Social Change, 2nd edition 1999
£12.50
ISBN 1900360535
Written specifically for charities and voluntary organisations, this book covers media relations, internal PR, event management, publication, copywriting, photography, exhibitions, videos, advertising and sponsorship and useful section on using PR consultants. An excellent beginners' guide.

See also:

Marketing Mix

Arts Marketing

Marketing Communications: An Integrated Approach

Marketing Planning
The Marketing Manual: making sure the message gets across

Strategic Marketing 

Creative Arts Marketing

Standing Room Only - Strategies for Marketing the Performing Arts

Audience Development

A Guide to Audience Development
by Heather Maitland
Pub: Arts Council of England 1997 free ISBN 0 7287 0750 0
This valuable handbook defines audience development, and considers why develop audiences?, what does audience development do? and what does audience development involve? It then provides a step by step guide to developing and managing audience development projects including case studies from a wide range of organisations.

Arts Ambassadors Unit
By Kim Haygarth
Pub Arts About Manchester 2001 £12.50 [£15.34 inc p&p]

Crossing the Line - Extending Young People's Access to Cultural Venues
by John Harland and Kay Kinder
Pub Calouste-Gulbenkian 1999 out of print ISBN 0903319918
The Arts Council co-commissioned the research behind this report to consider the issues of young people's attendances at cultural venues declining as they progress through their teens. The book reviews current literature, audits recent initiatives and includes new research. It proposes the idea of some young people as 'cultural mentors' to their peers, and ends with a thought provoking list of statements and questions for arts managers and others to consider. www.artscouncil.org.uk/new

How Much?
by Angela Galvin
Pub: Sheffield Theatres Trust £10.00 2000 ISBN 0-9538314-0-x
The How Much? Project aimed to test how the mix of programming, price and promotion influences young people's attendance of Sheffield Theatres. Review

Is it Time for Plan B?
by Heather Maitland
Pub: AMA £2.50 (AMA members) £4.50 (Non-members) 2000 ISBN 1-903315-01-8
Considerable pressure is often put on marketers to develop audiences for new work, with extremely high targets being set and a perception that audiences do not want to experience new work! Heather Maitland has pulled together the findings of research from dozens of individuals and organisations into the marketing of new work. Review

Stop Re-inventing the Wheel: A Guide to what we already know about developing audiences for classical music
by Tim Baker
Pub: ABO (members price £15) £20.00 2000 ISBN 0-9536789-2-X
Described in its introduction as “a map which charts the information that is available and helps readers to plot the route of their own audience development strategies”.  It synthesises information from elsewhere and presents a broad range of perspectives and practical case studies of use to anyone involved in the promotion of live classical music in the UK, and most specifically marketers working for orchestras, venues and other promoters.  As a whole, it presents an argument about how audiences can be developed for classical music, and it can also be dipped into for specific information, helped by useful chapter summaries.

Targeting The Now Generation: A case study on marketing the arts to 15-19 year olds
Ed Liz Hill, commissioned by MAX - Marketing the Arts in Oxfordshire
Pub: Arts Marketing Association 2001 ISBN 1 903315 05 0 £10 [£12.50 incl p&p]
Based on a three year programme by MAX – Marketing the Arts in Oxfordshire who worked with a wide range of organisations including Apollo Theatre, Museum of Modern Art, Pegasus Theatre, Oxford Playhouse and Cherwell District Council.  It focuses on young people as individuals rather than in groups, and looks at what we already know about young people and then the results of MAX’s research.  It then outlines the integrated programme of marketing and audience development undertaken by MAX as a result of the research, and has careful evaluation of this.  Useful stuff.

The Family Factor: A Guide to family friendly arts activities
by Catherine Rose
East England Arts
£10.00
Recommended by AMA conference 2002 Speakers
A guide for arts venues who wish to improve their family friendliness, based on a pilot involving six performing and visual arts venues in the East of England.  It presents ideas and guidelines to help arts managers, programmers, artists, marketers and others to integrate family friendliness into their activities.  Chapters include Artistic Engagement, the Family Friendly venue, Communication, Customer Care and Some Legal Guidance. Review

See also:

Marketing Planning

The Marketing Manual: making sure the message gets across

Market Research

Strategic Marketing
Standing Room Only - Strategies for Marketing the Performing Arts

Branding

Creating Powerful Brands
By Leslie de Chernatony & Malcolm McDonald
Pub Butterworth Heinemann 2003 3rd Edition ISBN 0750659807 £22.99 [£28.35 inc p&p]
The revised and updated 3rd edition builds on the successes of previous editions. An important and influential resource for those developing brands. The book covers why it is important to create powerful brands, understanding the branding process, brands on the internet, how powerful brands beat competitors, the challenge of developing and sustaining added values, brand evaluation, and brand management in different sectors, including management in different sectors, including business to business branding and service brands.

Logos - Logo, Identity, Brand, Culture
by Conway Lloyd Morgan
Pub Rotovision, 1999, £22.50, ISBN 2880463289
Review

Making Sense of Place: new approaches to place marketing
By Chris Murray
Pub Comedia 2001 ISBN 1 873667 18 3  £9.00 [£11.72 inc p&p]
An important critique of place marketing practice.  It promotes an inter-disciplinary and creative approach to understanding places as complex and multi-faceted cultural entities.  Based on research of current practice, sections include 'From Images to Icons', 'Place, Identity and Self', and 'Defining the Solution'.  Its alternative approach is applicable to Cultural Planning and Development as well as place marketing. Review

Hero and The Outlaw: Building Extraordinary Brands Through the Power of Archetypes
By Margaret Mark & Carol S Pearson
Pub McGraw Hill 2001 ISBN 0 07 1407618 £10 [£14.15 inc p&p] Special Offer

Culture Incorporated: museums, artists, and corporate sponsorships
By Mark W Rectanus
Pub University of Minnesota 2002 ISBN 0816638527 £16 [£20.03 inc p&p]
Commercial branding explored through current sponsorship packages with museums in the USA and Germany.  How sponsorship is a function of corporate cultural politics, and cannot be isolated from social and political agendas, and the degree to which corporate cultural politics can influence, define and shape culture.

No Logo: No Space, No Choice, No Jobs
By Naomi Klein
Pub Flamingo 2001 ISBN 0006530400 £8.99 [£12.55 inc p&p]
An important book of our time. A convincing analysis of the rise of the superbrand and tracking the birth of resistance to it. As Naomi Klein says in the introduction “The book is an attempt to analyse and document the forces opposing corporate rule, and to lay out the particular set of cultural and economic conditions that made the emergence of that opposition inevitable. “No Space” examines the surrender of culture and education to marketing, “No Choice” reports on how the promise of a vastly increased array of cultural choice was betrayed by the forces of mergers, predatory franchising, synergy and corporate censorship. “No Jobs” examines the labour market trends that are changing working patterns and relationships.

The Invisible Grail: in search of the true language of brands
By John Simmons
Pub Littlehampton Book Services 2003 ISBN 1 58799 156 X £14.99 [£18.65 inc p&p]

See Also:

Marketing Planning
The Marketing Manual: making sure the message gets across

Strategic Marketing
Creative Arts Marketing
Standing Room Only - Strategies for Marketing the Performing Arts

Copywriting

The DIY Guide to Public Relations
by Moi Ali
Pub: Directory of Social Change, 2nd edition 1999
£12.50
ISBN 1900360535
Written specifically for charities and voluntary organisations, this book covers media relations, internal PR, event management, publication, copywriting, photography, exhibitions, videos, advertising and sponsorship and useful section on using PR consultants. An excellent beginners' guide.

More Words That Sell
By Richard Bayan
Pub McGraw Hill 2004 ISBN 0071418539 £11.99 [£15.14 inc p&p]
A follow-on from Words That Sell, designed to be used alongside the original, taking the concept to the next level with specialised lists of words and phrases you can use to fine-tune your copy and target it to specific audiences. It includes lists of words and phrases for niche markets including nonprofit fund-raising, young people, seniors, and particular purposes such as "upscale" "emotional" and "celebral" verbs to add muscle, physical words, and "magic response" words. A useful resourse and fun to browse.

Phrases That Sell: The Ultimate Phrase Finder to Help You Promote Your Products, Services, and Ideas
By Edward Werz and Sally Germain
Pub McGraw Hill 1998 ISBN 0809229773 £8.99 [£12.36 inc p&p]
This is more than a phrase finder as it has a chapter on How to Write Copy That Sells, another on Seven Steps to Writing Winning Slogans, and then the lists - including Credibility, Effective, Special Features, Fun, Unique, Service etc., etc. Useful stuff.

Words that Sell: the Thesaurus to help you promote your products, services and ideas
by Richard Bayan
Pub: Contemporary Books, 1984
£10.99
ISBN 08092 47992
A popular title - over 2,500 words, phrases and slogans are listed (including 65 other ways of saying 'fun'), enabling you to avoid the 'nth use of 'exciting' or 'innovative'. From the States, but translates reasonable well to the UK. Includes a copywriting primer and lists for special strategies. Review

The Invisible Grail: in search of the true language of brands
By John Simmons
Pub Littlehampton Book Services 2003 ISBN 1 58799 156 X £14.99 [£18.65 inc p&p]

See Also:

Advertising

Branding

Direct Marketing

Public Relations

Press

Print

Customer Service

Effective Customer Care: for voluntary and community organisations
by Amanda Knight
Pub: Directory of Social Change, 1999
£10.95
ISBN 1 900360 36 5
Covering everything from the notion of who is a customer to handling complaints and developing effective relationship management, this book provides the starting point for developing a customer care policy. It even includes sample questionnaires for monitoring and evaluating customer care

Raving Fans! : A Revolutionary Approach to Customer Service
By Ken Blanchard & Sheldon Bowles
Pub Harper Collins 1998 ISBN 0006530699 £6.99 [£9.59 inc p&p]
Satisfied customers just aren't good enough, what you need are raving fans….. A small easy-read book that works from the premise that customers are central to any type of organisation (hospital, professional practice, business, etc) and that goods aren't sold but products and services are BOUGHT. Some fundamental truths are delivered in a simple, understandable and enjoyable form. Decide, Discover and Deliver are the principles established through the story of Charlie, the Area Manager.

See Also:

Audience Development Family Friendly: the final report

Relationship Marketing Relationship Marketing, Bringing Quality, Customer Service and Marketing Together 

Relationship Marketing for Competitive Advantage

Direct Marketing

Data Protection: A Guide to the Data Protection Acts and Their Implications for managers in the arts and entertainment industry
by Roger Tomlinson
Pub AMA/TMA 2000 £12.50 (£7.50 to AMA/TMA members)
ISBN 1 903315 00 X
Essential guidance for managers, ticket sales, marketing and fundraising staff in how to handle customer data and stay legal. It covers the principles of the new legislation, defines terms, and then provides excellent notes on practical matters such as what to say to customers on the telephone. Review

It's For You: Telemarketing for arts organisations
By David Dixon
Pub: Arts Marketing Association 2001 ISBN 1 903315 04 2 £10 [ incl £12.50 p&p]

See Also:

Marketing Mix

Arts Marketing

Marketing Communications: An Integrated Approach

Marketing Planning
The Marketing Manual: making sure the message gets across

Relationship Marketing

Permission Marketing

Relationship Marketing, Bringing Quality, Customer Service and Marketing Together

Relationship Marketing for Competitive Advantage

Strategic Marketing
Creative Arts Marketing
Standing Room Only - Strategies for Marketing the Performing Arts

Targeting
Market Segmentation: How to do it, How to profit from it

Management

Job Watch: A pack for successful recruitment
by Roger Tomlinson
Pub: Arts Marketing Association 1998
£10, £7.50 to AMA members.
Written in a context of equal opportunities, and with the intention of improving recruitment practice, this guide offers useful information to both employers and candidates.

The Complete Guide to Business and Strategic Planning for Voluntary Organisations
by Alan Lawrie
Pub: Directory of Social Change 2001 £12.50 ISBN 190036087X
An accessible guide based on the author's experience as trainer and consultant with voluntary sector and public organisations. With emphasis on planning as a process rather than a product, this book identifies six key stages, starting with clarification of the purpose and mission of the organisation, and takes you through checklists, exercises, and case study examples of the process in practice. Recommended. Review

The Seven Habits of Highly Effective People
by Stephen Covey
Pub: Simon & Schuster 1999 £10.99 ISBN 0684 85839 8
"We are what we repeatedly do. Excellence, then, is not an act, but a habit." This is Aristotle, quoted by Stephen Covey. Paradigms and principles - vision, leadership and communications, management, co-operation - it is all in here. A very powerful book that represents a holistic, integrated, principle-centred approach to solving personal and professional problems. A world-leading best-seller at airports everywhere!

Through the Maze - A do-it-yourself Guide to Planning in the Arts
by Janet Summerton and Sue Kay
Pub: South West Arts 1995 free ISBN 1 874396 04 3
How to achieve the plan without the pain. A brilliant, step by step, DIY consultancy enabling you to achieve a worthwhile business plan and enjoy the process. Written from experience with small arts organisations. An excellent example of recycling best practice. Highly recommended.

See Also:

Personal & Professional Development

Strategic Management

Marketing Mix

Arts Marketing
by Keith Diggle
Pub: Rhinegold Publishing 1994 £15.00 not available from SAM’s Books, go directly to Rhinegold at www.rhinegold.co.uk
ISBN 0 946890 58 7
From the father of UK arts marketing. The book is a guide for arts marketers, and outlines a holistic approach to arts marketing. It looks at publicity for the 'available audience' and the ways of changing the attitude of the 'unavailable audience'. Chapters include: audiences, sales, pricing, sales promotion, dynamic subscription promotion, corporate and product public relations and educational public relations. Keith Diggle's influence on arts marketing has been enormous and this book contains some useful advice.

Marketing Communications: An Integrated Approach
by Paul R. Smith
Pub: Kogan Page 2nd edition 1998 £21.95 ISBN 0749407751
Not available from SAM's Books buy from Amazon
If there is anything about marketing communications that is not covered by this book then it's probably not worth knowing. This is no academic tome - Paul Smith describes the process of promotional planning in a way which leaps off the page as instantly applicable. He cites 11 different promotional tools - from advertising to word of mouth - with interesting case studies. A very useful reference book. Also on the reading list for anyone taking CIM qualifications.

Negotiating, Persuading & Influencing
by Alan Fowler
CIPD £6.99 not available from SAM's Books, go directly to CIPD
Recommended by AMA conference 2002 Speakers

It's For You: Telemarketing for arts organisations
By David Dixon
Pub: Arts Marketing Association 2001 ISBN 1 903315 04 2 £10 [ incl £12.50 p&p]

Marketing and Touring: A practical guide to marketing an event on tour
By Heather Maitland
Pub ACE 2004 ISBN 0728710277 £10 [£14.38 inc p&p]

Practical Guide to Working With Arts Ambassadors
By Mel Jennings
Pub Arts Council of England 2003 ISBN 0728709929 £10 [14.38 inc p&p]

See Also:

Advertising

Audience Development
Targeting the now generation: A case study on marketing the arts to 15-19 year olds
Funky On Your Flyer: A Report on the Crossing the Line seminars

Direct Marketing

Internet Marketing

Marketing Planning
Marketing Culture and the Arts
The Marketing Manual: making sure the message gets across

Press

Print

Public Relations

Sales Promotion

Sponsorship

Strategic Marketing
Creative Arts Marketing
Standing Room Only: Strategies for Marketing the Performing Arts

Websites

Marketing Planning

Creative Arts Marketing
by Liz Hill, Catherine O'Sullivan, Terry O'Sullivan
Pub: Butterworth Heinemann 2nd edition 2003
£27.99
ISBN 0 7506 5737 5
This book aims to be practical and strategic and match the realities of the arts world with a comprehensive approach to marketing theory. It looks at political, sociological and economic factors, as well as using many case studies showing how marketing techniques have worked in practice. It covers a wide range of marketing practice (and management) and issues including audience research, direct marketing, planning and managing, press and PR, special events, pricing and touring. A fascinating read. Full of ideas. Recommended. Review

Marketing Plans That Work
by M. McDonald and W. Keegan
Pub: Elsevier 2001
£18.99
ISBN 0750673079
Addressing the practices of marketing with clarity and insight, this book is one of the best on the toopic to come along for some time. Recommended for undergraduate and practitioner collections alike.

Great Answers to Tough Marketing Questions
by P R Smith
Kogan Page 2003 2nd Edition
£16.99 Not available from SAM's Books buy from Amazon
ISBN 07494 40228
Recommended by AMA conference 2002 Speakers Review

If you’re so brilliant… How Come Your Marketing Plans Aren’t Working?
By Malcolm McDonald
Pub Kogan Page 2002 ISBN 0749443726X out of print
A nicely presented small book that concentrates on key concepts and does not dwell too much on theory. It has a strong practical bias and includes explanations, models and a series of tests and exercises (with answers) on your current practice, the diagnosis of problems and checking your understanding of issues. This book is action-orientated and definitely engaging of your attention. It should enlighten you on how marketing planning fits in with corporate planning, what the marketing planning process should involve, defining markets and segments, what a plan should contain, setting marketing objectives and strategies, sales, advertising, pricing, sales promotion, distribution and customer service. Review

Marketing Culture and the Arts
By Francois Colbert, Jacques Nantel, Suzanne Bilodeau
Pub: HEC Montreal 2001 ISBN 2 9803081 8 8 £18.50 (£23 incl. p&p) Review

Marketing Plans: How to Prepare them, How to use them
by Malcolm McDonald
Pub: Butterworth Heinemann/CIM 5th edition 2002
£27.95 Not available from SAM's Books buy from Amazon
ISBN 0750656255
This is the absolute bible for marketing planning - one of those books that actually repay reading from cover to cover but will also serve as a reference book to dip into from time to time. Malcolm McDonald researched the marketing planning of a whole host of companies and then developed a very clear and understandable approach to how organisations should plan throughout the year. The latest edition has lots of diagrams and examples which make it extremely readable. Its author, Malcolm McDonald, proved to be one of the biggest hits at the 1999 AMA Conference in Cardiff. Review

Market the Arts! An Anthology of Effective Research, Planning, Implementation and Follow Up
Edited by Joseph V Mellilo
Pub: originally FEDAPT 1983 Revised edition by Arts Action Issues 1995 edited by Patricia Lavender
£17.50 Not available from SAM's Books try Amazon
ISBN 1 884345 04 2
One of the most widely used performing arts marketing handbooks from the States. It includes chapters from a diverse range of writers covering principles of marketing and applying the principles and then fascinating case studies of marketing in practice. Theatre, opera, music, ballet, venues, community groups and touring are included in its scope.

Marketing the Museum
By Fiona McLean
Pub Routledge 1987 ISBN 0415152933 £24.99 [£29.09 inc p&p]
This book starts with a discussion on the purpose of the museum and then considers the rise of marketing in capitalist countries, and the need for translation of the theories for museum marketing. Issues and challenges facing museums are covered, and then the book gives practical pointers on techniques that museums can use to understand their public and learn about their needs. Remaining chapters cover what is the 'product', communication or promotion, income generation, marketing planning, and positioning marketing at the centre of the organisation.

The Marketing Plan in Colour: A Pictorial Guide for Managers
By Malcolm McDonald and Peter Morris
Pub Butterworth Heinemann 2000 ISBN 0750647590 £14.95 [£16.32 inc p&p]
An updated version of the popular title and quite unique - a cartoon approach to understanding marketing and planning. It provides an amusing and easy to follow introduction or refresher on the subject, meant for managers rather than marketers. The standard models are covered, and its contents is thorough and solid, despite the gimmicky exterior. There are useful diagrams and concise chapter summaries. This book is particularly suited to beginners in marketing, and in that context, is also ideal for artistic directors and chief executives who haven't got time to understand the detail of marketing and marketing planning, but who want to know the broad picture - literally!

The New Marketing: Transforming the Corporate Future
By Malcolm McDonald and Hugh Wilson
Pub Butterworth Heinemann 2002 ISBN 0750653876 £21.99 [£26.09 inc p&p]
Malcolm McDonald is one of the clearest writers around on marketing and he has twice been a speaker at AMA events, most recently at the 10th Birthday Conference in October 03. Marketing, the author says, is about value exchange between customer and supplier. Customer behaviour patterns have changed with people alternating between being cyber-consumers and traditional buyers, and with the help of information technology, customers are highly informed about suppliers. There is the need to “take all that is best in traditional marketing, supplemented by some new techniques and use it to drive markets by creating superior value propositions”. This, the authors call New Marketing. Their map of marketing covers their “define markets and understand value”, “as set base”, “determine value proposition”, deliver value proposition” and “monitor value”. A worthwhile read.

Standing Room Only - Strategies for Marketing the Performing Arts
by Philip Kotler and Joanne Scheff
Pub: Harvard Business School Press 1997
£34.99
ISBN 0875847374
When the AMA Conference audience was asked to put their hands up if they'd got a copy of this one, a forest of hands were raised. Probably "the" seminal text on its subject. Hardback only (hence the price) and no likelihood of a paperback version. Well worth the investment. This book also takes a look at the wider issues of fundraising and development, admittedly from a US perspective, but there is much to learn which is equally transferable to the UK.

Strategic Marketing for Non-Profit Organizations
by Philip Kotler and Alan R. Andreasen
Pub: Prentice Hall, London 5th edition 1996
£39.99
ISBN 0-13-232547-0
From the States with an international perspective, and interesting examples of best practice. Chapters cover Developing a Customer Orientation, Strategic Planning and Organisation, Developing Resources, Designing the Marketing Mix, and Controlling Marketing Strategies.

The Marketing Manual: making sure the message gets across
by Heather Maitland
Pub: AMA £25 [incl. p&p £33] 2000 ISBN 1 903315 02 6
A comprehensive reference book on the practicalities of marketing - combines advice with case studies and creative ideas for today's arts marketers. Review

See Also:

Audience Development

Branding

Marketing Mix
Arts Marketing

Targeting

Market Research

Commissioning Market Research
By Liz Hill
Pub: AMA (members price £7.50) £10.00 2000 ISBN 1-903315 03 4
Sponsored by Arts Intelligence. Review

Stop Re-inventing the Wheel: A guide to what we already know about developing audiences for classical music
by Tim Baker
Pub:ABO (members price £15) £20.00 2000 ISBN 0-9536789-2-X
Described in its introduction as “a map which charts the information that is available and helps readers to plot the route of their own audience development strategies”.  It synthesises information from elsewhere and presents a broad range of perspectives and practical case studies of use to anyone involved in the promotion of live classical music in the UK, and most specifically marketers working for orchestras, venues and other promoters.  As a whole, it presents an argument about how audiences can be developed for classical music, and it can also be dipped into for specific information, helped by useful chapter summaries.

Arts In England attendance, participation and attitudes in 2001
By Adrienne Skelton, Ann Bridgwood, Kathryn Duckworth
Pub ACE 2002 ISBN 0 7287 0893 0 £10 [£13.66 inc p&p]

See Also:

Audience Development

Marketing Planning
Market the Arts! An Anthology of Effective Research, Planning, Implementation and Follow up
The Marketing Manual: making sure the message gets across

Strategic Marketing Creative Arts Marketing Standing Room Only - Strategies for Marketing the Performing Arts

Strategic Marketing for Non-Profit Organisations

IT for Marketing

The Pyschology of the Internet
by Patricia Wallace
Cambridge University Press
£12.95
Recommended by AMA conference 2002 Speakers

See Also:

Direct Marketing
Data Protection: A Guide to the Data Protection Acts and Their Implications for managers in the arts and entertainment industry

Relationship Marketing

Relationship Marketing - Bringing quality, customer service and marketing together

Relationship Marketing for Competitive Advantage

Websites

Personal and Professional Development

Marketing 2e
by M. Mcdonald & P. Morris
2004
£14.99
Powerfull and fast learning tool for the key concepts in marketing

Dejunk Your Life: Reclaim Your Mind, Body, Time, Finances and Love Life
by Helen Foster
Aurum Press 2001
£12.99
Recommended by AMA conference 2002 Speakers

Living Your Best Life
by Laura Berman Fortgang
Thorsons 2001
£8.99
Recommended by AMA conference 2002 Speakers

Soul Purpose: Self affirming rituals, meditations and creative exercises to revive your spirit
by Jackee Holder
Piatkus 1999 ISBN 0 7499 1961 2
£12.99 Review
Recommended by AMA conference 2002 Speakers

Stand Up For Your Life: A Practical Step-by-Step Plan to Build Inner Confidence and Personal Power
by Cheryl Richardson
Transworld 2002
£8.00  [£11.78 inc p&p] Special Offer
Recommended by AMA conference 2002 Speakers

The Seven Habits of Highly Effective People
by Stephen Covey
Pub: Simon & Schuster 1999
£10.99
ISBN 0684 85839 8
"We are what we repeatedly do. Excellence, then, is not an act, but a habit." This is Aristotle, quoted by Stephen Covey. Paradigms and principles - vision, leadership and communications, management, co-operation - it is all in here. A very powerful book that represents a holistic, integrated, principle-centred approach to solving personal and professional problems. A world-leading best-seller at airports everywhere!

See Also:

Management Job Watch: A pack for successful recruitment

Public Relations

The DIY Guide to Public Relations
by Moi Ali
Pub: Directory of Social Change, 2nd edition 1999
£12.50
ISBN 1900360535
Written specifically for charities and voluntary organisations, this book covers media relations, internal PR, event management, publication, copywriting, photography, exhibitions, videos, advertising and sponsorship and useful section on using PR consultants. An excellent beginners' guide.

See Also:

Marketing Mix
Arts Marketing
Marketing Communications: An Integrated Approach

Marketing Planning
The Marketing Manual: making sure the message gets across

Strategic Marketing
Creative Arts Marketing
Standing Room Only - Strategies for Marketing the Performing Arts
Strategic Marketing for Non-Profit Organisations

Relationship Marketing

Data Protection: A Guide to the Data Protection Acts and Their Implications for managers in the arts and entertainment industry
by Roger Tomlinson
Pub AMA/TMA 2000 £12.50 (£7.50 to AMA/TMA members)
ISBN 1 903315 00 X
Essential guidance for managers, ticket sales, marketing and fundraising staff in how to handle customer data and stay legal. It covers the principles of the new legislation, defines terms, and then provides excellent notes on practical matters such as what to say to customers on the telephone. Review

Key Customers How to Manage them Profitably
by M McDonald B. Rogers and D. Woodburn
Pub Elseveir 2000 £24.99
ISBN 0750646152
Discusses account management and its critical influence on success. Also explores why it is so vital to understand the key role of key account managment in strategic planning, questions your customer's relationship with your company.

Permission Marketing: Turning Strangers into Friends, and Friends into Strangers
by Seth Godin
Pub: Simon & Schuster 1^st Edition 1999 £16.99 ISBN 0 684 8536 0
Not available from SAM's Books, buy from Amazon

Customer Relationship Management: Perspectives from the marketplace
By Simon Knox, Stan Maklan, Adrian Payne et al
Pub Butterworth Heinemann 2003 ISBN 0750656778 £30 [£32.64 inc p&p]
Review

Relationship Marketing: Creating Stakeholder Value
By Martin Christopher, Adrian Payne, David Ballantyne
Pub Butterworth Heinemann 2002 £19.99 ISBN 0750648392 [£23.55 inc p&p]
Review

Relationship Marketing for Competitive Advantage: Winning and keeping customers
by Martin Christopher, Adrian Payne and David Ballantyne

See also:

Customer Service

Marketing Planning
Marketing Culture and the Arts

Strategic Marketing

Strategic Marketing for Non-Profit Organizations

Strategic Marketing

Creative Arts Marketing
by Liz Hill, Catherine O'Sullivan, Terry O'Sullivan
Pub: Butterworth Heinemann 2nd edition 2003
£27.99
ISBN 0 7506 5737 5
This book aims to be practical and strategic and match the realities of the arts world with a comprehensive approach to marketing theory. It looks at political, sociological and economic factors, as well as using many case studies showing how marketing techniques have worked in practice. It covers a wide range of marketing practice (and management) and issues including audience research, direct marketing, planning and managing, press and PR, special events, pricing and touring. A fascinating read. Full of ideas. Recommended. Review

Standing Room Only - Strategies for Marketing the Performing Arts
by Philip Kotler and Joanne Scheff
Pub: Harvard Business School Press 1997
£34.99
ISBN 0875847374
When the AMA Conference audience was asked to put their hands up if they'd got a copy of this one, a forest of hands were raised. Probably "the" seminal text on its subject. Hardback only (hence the price) and no likelihood of a paperback version. Well worth the investment. This book also takes a look at the wider issues of fundraising and development, admittedly from a US perspective, but there is much to learn which is equally transferable to the UK.

Strategic Marketing for Non-Profit Organizations
by Philip Kotler and Alan R. Andreasen
Pub: Prentice Hall, London 5th edition 1996
£39.99
ISBN 0-13-232547-0
From the States with an international perspective, and interesting examples of best practice. Chapters cover Developing a Customer Orientation, Strategic Planning and Organisation, Developing Resources, Designing the Marketing Mix, and Controlling Marketing Strategies.

Thinking BIG! A guide to strategic marketing planning for arts organisations
By Stephen Cashman
Pub Arts Marketing Association 2003 ISBN 1903315069 £15 [£22.45 inc p&p}
Written to enable even the smallest arts organisation to create and implement a strategic marketing plan, this is a significant new publication. It is all there – SWOT, scanning the world outside for competitors and collaborators, sorting your dogs from your cash cows, matrices and segment grids. An impressive range of tools drawn from a wide range of sources and presented in an arts-friendly manner. Review

See Also:

Audience Development

Marketing Planning
Marketing Plans: How to prepare them, How to use them

Relationship marketing Permission Marketing Relationship Marketing - Bringing quality, customer service and marketing together Relationship Marketing for Competitive Advantage

Targeting

Market Segmentation : How to do it, How to profit from it
by Malcolm McDonald and Ian Dunbar
Pub: Macmillan 2nd edition
Not available from SAM's Books, buy from Amazon
ISBN 033373369X
Major revision of a highly successful book, written in an accessible style with a worked case study. Step by step guidance is given on how to tackle segmentation.

See Also:

Marketing Mix
Arts Marketing

Marketing Planning
The Marketing Manual: making sure the message gets across

Relationship Marketing
Permission Marketing
Relationship Marketing - Bringing quality, customer service and marketing together
Relationship Marketing for Competitive Advantage

Strategic Marketing
Creative Arts Marketing
Standing Room Only - Strategies for Marketing the Performing Arts
Strategic Marketing for Non-Profit Organisations

Websites

Don’t Make Me Think
By Steve Krug
Pub New Riders 2000 ISBN 0789723107 £25.50 [£29.60 inc p&p]
"Don't Make Me Think" is Krug's First Law of Usability for Websites. The design and layout should be so good that the user knows where they are, what they can find there, and where to click. The book is useful for those designing websites and for those commissioning others to do so. Much of it is common sense, but it is common sense well-presented and explained clearly. Sections cover conventions, visual hierarchies, navigation bars, what's clickable, omitting needless words, designing home pages, and visibility testing. Review1 Review2

Designing Web Usability: The Practice of Simplicity
By Jakob Nielson
Pub New Riders 1999 ISBN 1 56205 810 X £34.99 [£39.98]
Review1 Review2

Homepage Usability: 50 Websites Deconstructed
By Jakob Nielson & Marie Tahir
Pub New Riders 2002 ISBN 0 7357 1102 X £30.99 [£37.33 inc p&p]
Review1 Review2

Internet Marketing: Strategy Implementation and Practice
by Dave Chaffey
Pub: Pearson Education 1^st Edition 2000 £27.99 ISBN 0 273 64309 6

The Psychology of the Internet
by Patricia Wallace
Cambridge University Press 1999
£9 [£12.59 inc p&p] Special Offer
Recommended by AMA conference 2002 Speakers

Practical Guide to Developing and Managing Websites
By Roger Tomlinson
Pub ACE 2004 ISBN 0728710234 £10 [£14.38 inc p&p]
The introduction starts  "This is designed to be a practical guide to developing and maintaining a website that focuses on: setting the objectives, planning the design and content, tackling the key issues in its development, monitoring and evaluating the results.  It is as much about concepts, attitudes and approaches as it is about possible practical solutions".  It goes on to give a guide to which sections to read in what circumstances and poses key questions to consider in each section.  Very practical, very readable. Review

Web M@rketing In A Week
By J. Jonathan Gabay
Pub Hodder & Stoughton 2002 ISBN 0340849649 £6.99 [£9.59 inc p&p]

See Also:

e-marketing

Internet Marketing

IT for Marketing

Marketing Planning
The Marketing Manual: making sure the message gets across

Strategic Marketing
Standing Room Only - Strategies for Marketing the Performing Arts

See SAM's main booklist for further titles on Management, People Management, and Learning, New Thinking, Organisations and Change Management, Fund Raising, and the Value of the Arts.

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