Mgmtbooks PDF

Business
Management
&
SAGE India
SAGE Response
2012
OUR RECENT PUBLICATIONS:

Forthcoming!
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
Human Resource Management
18-22
Industry 32-33
Innovation Management
International Business
3-4
33
Leadership 30-31
Management 1-2
Marketing & Sales
34-45
Media & Communication
47-48
Merger & Acquisition

Operation Management
13
7
Organizational Behaviour
26-27
Organizational Development
17-18
Project Management
Self Help
Strategic Management
3
24-26
4-6
The IVEY Casebook Series
53-54
Total Quality Management
Training 23-24
Index 55-56
Management
MANAGEMENT CONSULTING IN INDIA

Practice and Experiences for Business Excellence
Edited by U K Srivastava Chairman, P S Software Services Private
Limited, Ahmedabad, India and pramila Srivastava Chief Executive
Officer, P S Management Consultants, Ahmedabad, India and Executive
Director, P S Software Services Private Limited, Ahmedabad, India
Management Consulting in India is designed to fulfill the need for
knowledge on management consulting experience in India, as well as
to serve as a core reading in the curriculum in business schools.
The book covers diverse areas in relation to Management Consulting,
such as: Strategic Marketing; Executive Search; International Marketing;
Brand Management; Mergers and Acquisitions; E-Governance;
Corporate Governance; Institution Building; and many more.
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)
ORGANIZING AND MANAGING IN

THE ERA OF GLOBALIZATION
Edited by Pritam Singh Director General, International Management
Institute, New Delhi and former Director, Management Development
Institute and Subir Verma Indian Institute of Management, Ranchi,
India
GREENING THE SUPPLY CHAIN
The book discusses the issues and challenges of organizing and

managing in the context of a globalized world. It provides insights and
perspectives on the realities of organization in a world where governance
structures, organizational processes, management practices and
employment relations are in a vortex of transformation.
A Guide for Asian Managers
CONTENTS
Purba Halady Rao Asian Institute of Management, Philippines

Greening the Supply Chain: A Guide to Asian Managers is
timely as it touches the economic and emotional chord of
Asian entrepreneurs and managers.it attempts to explain
with concrete examples, how some of the business houses
and enterprises have been able to make a positive contribution
towards protecting the environment to the extent possible.
These innovations and practices could be an eye-opener for
many Asian managers to follow suit and become responsible
corporate citizens.
Global Business Review
SAGE RESponSE
2008 284 pages Paperback: ` 395.00 (978-81-782-9876-4)
Preface / An Introduction Pritam Singh and Subir Verma / Globalization Stewart

Roger Clegg / Organizational Democracy in the Age of Globalization: Issues
and Challenges Subir Verma / Sustainability of the International Sourcing Model
David Knights / Organizing for the Global Market: Understanding the Impact of
Business Process offshoring Abhoy K Ojha / Building Competitiveness Over Time:
The Ambidexterity Factor Patrick Besson and Marion Soulerot / Join the Club:
Entrepreneurial SMEs and Collaborative R&D Networks Ronald C Beckett and
Paul Kenneth Couchman / Globalization, Migration and Knowledge Transfer: The
Reconfiguration of R&D Capability in Indian Pharmaceutical Firms Dinar Kale and
Stephen Edgar Little / Entrepreneurship, Corporate Governance and Indian Business
Elites Ajit Nayak, Mairi Maclean, Charles Harvey and Robert Chia / Managerial
Values in Developing Countries: Global Convergence or Local Divergence Alfred
Jaeger, Ilan Avrichir, Arif Nazir Butt, Mehdi Farashahi and Taieb Hafsi / Localization
or Globalization? The Case of Japanese Multinational Companies in Vietnam Anne
Ngoc Vo / The Local and the Professional Susan Mate / Indian Call Center Workers:
Pioneers of a Global Middle Class Jonathan Murphy / Some Propositions about
National Culture and New Public Management Soma pillay and Eve Anderson /
Sourcing and Manufacturing In Emerging Markets: Ethical Realities, Challenges and
Responses Andreas W Falkenberg and Joyce Falkenberg / Development strategies
for Inclusive Cities Sumati Varma and H S Gill / HRM Strategic Integration Instrument
(HRMSi) Ashok Chanda, Jie Shen and Feza Tabassum Azmi / In Search of a Leader:
Followers` Quest Pritam Singh, Asha Bhandarker and Ajay K Jain / Index
SAGE RESponSE
2010 472 pages Hardback: ` 895.00 (978-81-321-0246-5)
Management
TOWARDS THE NEXT ORBIT
BUSINESS AND POLITY
A Corporate odyssey
Dynamics of a Changing Relationship
Edited by Subir Verma Indian Institute of Management, Ranchi, India
D N Ghosh ICRA, Kolkata
Towards the Next Orbit: A Corporate Odyssey is a succinct

analysis of what is in store for, and what is expected of, the HR
professionals in the remaining decades of the millennium. The
book deserves to be read by every aspiring HR professional.
The Hindu
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)
GENDER STEREOTYPES IN CORPORATE

INDIA
In Business and Polity: Dynamics of a Changing Relationship,

D N Ghosh explores business-politics ties across centuries and
continents, beginning with the Greek economy. It clearly brings
out the symbiotic relationship between business and polity. The
way these two forces have interacted has shaped the fortunes of
empires/states. The author impresses with the sheer coverage
through centuries. The book is enriching in terms of the insight
it gives into economic history.
Business Line
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)
VALUE ENGINEERING MASTERMIND

From Concept to Value Engineering Certification
Anil Kumar Mukhopadhyaya Certified Value Specialist (CVS)-Life, FINVES
Value Engineering Mastermind helps the readers to: Understand VE
concepts and Practise VE concepts and acquire the Society of American
Value Engineers (SAVE) International Certificationsaccorded in India
by the Indian Value Engineering Society (INVEST).
SAGE RESponSE
2009 176 pages Paperback: ` 350.00 (978-81-321-0062-1)
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)
MICROECONOMICS FOR BUSINESS

Satya p Das Indian Statistical Institute, New Delhi
Microeconomics for Business breaks away from standard
microeconomics textbooks for management students in numerous ways.
Some of its relevant and useful features are: A strong emphasis on concepts,
their explanation, understanding and application; Graphical and logical
derivations supplemented by economic intuition in easy-to-understand
English, while retaining the rigour of algebraic treatment; Numerous reallife examples, largely pertaining to India; Two unique chapters: Demand
for Assets and Game Theory and Economic Applications; Questions at the
end of each chapter, emphasising the application of concepts.
SAGE TExTS
2007 372 pages Paperback: ` 450.00 (978-0-7619-3592-6)
Project Management | Innovation Management
INFORMATION SYSTEMS PROJECT

MANAGEMENT
David Avison ESSEC Business School, Paris, France and
Gholamreza Torkzadeh University of Nevada Las Vegas
There are a number of books out there on project management. The different
and specific about this book: There is a balance between sociocultural and
technical aspects, and qualitative and quantitative aspects; It provides
an information systems orientation for project management: information
technology is not oriented on one side, with production and operations
oriented on the other, Instead, both are applied within an organizationalwide view; It stresses information systems as a whole, not just software
development; It gives a truly international view of the domain; Globalization
has ensured that most projects take on an international dimension; The
book provides a coherent explanation of the concerns of the project
manager as the project develops through its life cycle; Each chapter has
the following consistent structure: an introduction and outline, an exhibit,
the main text with examples, a chapter summary, exercises, discussion
questions, an interview with a project manager, and an appendix.
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!
INTERNATIONAL PROJECT MANAGEMENT

Kathrin Koster Heilbronn University, Germany
International Project Management does just that, systematically linking
the key elements of cross-cultural management and the particularities
of an international context, with the tools and techniques of project
management. With full pedagogical support including: a wide variety of
examples and illustrations, including an in-depth, end-of-chapter case
study with questions; student exercises and review questions; detailed
further reading; a companion website, featuring PowerPoint slides, extra
cases and indicative answers.
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!
MANAGEMENT OF TECHNOLOGY AND

INNOVATION
Competing through Technological Excellence
P N Rastogi Adjunct Professor at Indian Institute of Management, Lucknow
Management of Technology and Innovation: Competing through
Technological Excellence provides a synoptic account of the diverse
dimensions of technology management, from incremental innovation and
integration of design and manufacture to technological innovation, and
creation of hybrid technologies. It provides an outline of the rationale of
the strategic evaluation of investments in technology, and brings about
its contrast with the conventional accounting framework of net present
value (NPV) and discount cash flow (DCF) analyses. It also discusses
the national technological/industrial policies of USA and Japan.
SAGE RESponSE
2009 388 pages Paperback: ` 450.00 (978-81-321-0083-6)
SAGE SOuTH ASIA

2010 392 pages Paperback: ` 450.00 (978-81-321-0446-9)
Originally priced at 85.00 (Hardback) and 28.99 (Paperback).
Innovation Management | Strategic Management
THE CHALLENGES OF INDIAN

MANAGEMENT
ESSENTIALS OF STRATEGIC
MANAGEMENT
B R Virmani Centre for Organisation Research & Development in

Management, Hyderabad
Martyn R pitt and Dimitrios Koufopoulos both at Brunel University
The Challenges of Indian Management is a seminal attempt

to understand the nature of Indian management and how it can
be institutionalised. With an in-depth historical perspective and
a thorough analysis of four types of Indian organisations, the
author highlights certain common practices.
Asian Age
The Challenges of Indian Management is a seminal attempt to
understand the nature of Indian management and how it can be
institutionalized. With an in-depth historical perspective and a thorough
analysis of four types of Indian organizationstraditional familyowned private sector; public sector; governmental departments and
multinationalsthe author highlights certain common styles, policies and
practices that are in consonance with the Indian environment and also
provides guidelines for management practices for Indian organizations.
SAGE RESponSE
2007 384 pages Paperback: ` 495.00 (978-0-7619-3551-3)
STRATEGIC BRAND MANAGEMENT

FOR B2B MARKETS
A Road Map for Organizational Transformation
Sharad Sarin XLRI, Jamshedpur
Sharad Sarins Strategic Brand Management for B2B Markets
identifies an important area for enhancing an organization`s
competitiveness. The book taps the neglected but important
area of branding the business-to-business (popularly termed
B2B) market category. The book emphasised states that what
differentiates strong brands that sustain over time is the quality
and imaginative content of ideas and execution that combine
performance with right behaviour. The book will be an excellent
resource for B2B marketers and professionals who want to
gain new insights and knowledge on how branding can be a
important strategic vehicle for organizational development
and growth.
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)
This exciting new textbook is built on the belief that strategic

management principles are more straightforward than they seem.
Unlike other textbooks, it does not overcomplicate the discussion
with enigmatic layers of theory or irrelevant perspectives from other
disciplines. Instead you will find focused, clearly articulated coverage of
the key topics of strategic management, encouraging critical reflection
and deeper exploration on your own terms.
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)
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)
CORPORATE CHAMPIONS
BUSINESS PROCESS OUTSOURCING
Excellent Companies of India
Oh! BPOStructure and Chaos, Fun and Agony
B Karunakar Narsee Monjee Institute of Management Studies,

Hyderabad, Andhra Pradesh, India
V Anandkumar Consultant and Subhasish Biswas Wipro BPO, Kolkata
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)
V Anandkumar (VAK) and Subhasish Biswas have provided an insiders

perspective that will be an invaluable read for the 150,000 newcomers
that enter this industry every year from second- and third-tier cities, and
to the BPOites that are already working in the industry.
This in-depth understanding of the BPO industry is also invaluable for
business partners and industry leadersfor those who aim to set up a
BPO, or for those keen to sustain the workforce in an industry known for
its high attrition rate. The authors have dispelled myths while focusing
on challenges, opportunities, and solutions from the perspectives of the
employee, employer, and customer.
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)
BUSINESS TRANSFORMATION STRATEGIES

The Strategic Leader as Innovation Manager
Oswald A J Mascarenhas, St Aloysius Institute of Management and
Information Technology (AIMIT), St Aloysius College, Mangalore
This is a rather weighty book. But then revitalising companies
in the aftermath of global recession and devising effective
corporate strategies to surge ahead is no light matte....Replete
with transformation exercises at the end of each chapter, this
book is a good way for you to start understanding what a
strategy-good or bad-can do not just for a company, but for
society at large.
Mail Today
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
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)
CONNECTING INNER POWER

WITH GLOBAL CHANGE
The Fractal Ladder
WHO WILL BELL THE CAT?

A Managers Toolkit for Strategy-Formation and
Execution
Moid Siddiqui Intellects Biz, Hyderabad
Pravir Malik Founder, Aurosoorya

The power to change things lies within us. Presented in this book
is a theory of how shifts in oneself can have profound shifts in
corporations, markets, systems and the world. The fractal theory
introduced in this book indicates how these complex structures
can be holistically perceived and correspondingly shifted.
The Financial Express
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
2011 1620 pages Paperback: ` 1,495.00 (978-81-321-0871-9)
GLOBAL RISK/GLOBAL OPPORTUNITY

Ten Essential Tools for Tracking Minds, Markets & Money
Shlomo Maital S Neaman Institute for Advanced Studies in Science
and Technology, Haifa, Israel and D V R Seshadri Indian Institute of
Management, Bangalore
Global Risk/Global Opportunity is about macro-economics
and essentially develops 10 tools drawn from that discipline
for practising managers. The many years of teaching and
consulting experience of authors is reflected in the pragmatism
and simplicity of the tools they have developed[The book]
would be highly useful reading for practising business managers,
particularly those without formal training in macro-economics,
and for management students.
ASCI Journal of Management
Global Risk/Global Opportunity provides business leaders, managers,
and consultants with tools that help strategize the future along with
illuminating the past.
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
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
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)
WINNING STRATEGIES FOR BUSINESS

Rajat Kanti Baisya Indian Institute of Technology, New Delhi
Winning Strategies for Business is highly recommended for
all budding management professionals who aspire to become
leaders and entrepreneurs in the long run since it explains all
essential aspects of strategic management (supported with
practical examples and case studies) that allows a manager to
develop a winning plan for his / her company.
Consulting Ahead
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
2011 1620 pages Paperback: ` 1,495.00 (978-81-321-0871-9)
Operations Management | Total Quality Management
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!
TOTAL QUALITY MANAGEMENT IN

EDUCATION
Marmar Mukhopadhyay Director, Educational Technology and
Management Academy, New Delhi
While India has the IITs and the IIMs to boast of as examples of
institutions facilitating world class education, many other Indian
educational institutions need to improve. [This] book offers some
guidelines to achieve that.
This is a completely revised version of a very successful text first
published in 2001. It incorporates the author`s rich experience (at
both the micro and macro levels) in the actual implementation of TQM
in various educational institutions. He has deftly adapted the TQM
philosophy and methodologywhich originated in industryto suit
education, and anchored it in the Indian cultural ethos.
2005 232 pages Paperback: ` 525.00 (978-0-7619-3368-7)
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)
100 METHODS FOR TOTAL QUALITY

MANAGEMENT
Gopal K Kanji Sheffield Hallam University, UK and Mike Asher
Independent Consultant
Structured simply, the book specifies the purpose of each
method, when it is to be used, how it is to be applied and the
benefits of the method, followed by a practical example. A well
designed reference list stating the purpose of each method is
placed right at the beginning of the book.
The Hindu
UNDERSTANDING EMERGING MARKETS

Building Business BRIC by Brick
Stefano pelle Vice President, Business Unit Russia and South Asia,
Perfetti Van Melle Group, and Chairman, Perfetti Van Melle India
understanding Emerging Markets blends experience
with theory and data while offering practical insights and
perspectives invaluable to business leaders. A must read for
gaining the knowledge advantage for leaders, executives and
students alike.
understanding Emerging Markets provides an overall perspective of
the rising power of emerging economies. It focuses on Brazil, Russia,
India and China (the BRIC countries) in order to understand market
opportunities and issues relevant to doing business in such emerging
economies. The book defines an emerging market, analyses the operative
environment of emerging countries and points out some common
difficulties and mistakes. The author focuses on some important issues:
Cultural Gaps and extensive dependence on expatriates; The main
characteristics of the workforce; External factors influencing business;
Red tape and corruption; Corporate social responsibility; Sustainability
of economic development
100 Methods for Total Quality Management is a succinct and very

accessible reference to the 100 most frequently adopted methods for
implementing total quality management (TQM) in organizations. Ranging
from the technique of brainstorming to the Deming Wheel, the spread
of the methods is deliberately wide and inclusive to reflect the range of
processes involved.
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).
SAGE RESponSE
2007 256 pages Paperback: ` 450.00 (978-0-7619-3557-5)
Health & Hospital Management | Finance & Banking
SEConD EDITIon!
MANAGING A MODERN HOSPITAL
PENSION REFORM IN INDIA

The unfinished Agenda
Edited by A V Srinivasan Corporate Planner-Indian Network,

Hyderabad
Hira Sadhak Advisor (Market and Industry), PriceWaterhouseCoopers

(PwC) Pvt. Ltd
The revised and updated Second Edition of Managing a Modern

Hospital is a fitting response to the compelling need for incorporating
professionalism and better resource management in hospital
administration to ensure quality and cost-effectiveness in health care
in India. It spans a wide range of issues in modern hospital management,
including:
Waste management
Financial management
Maintaining medical records
Medical audits
Managing human resources
Quality certification
The basic objective of this book is to disseminate information on

emerging challenges of population ageing and recently initiated pension
reform through NPS in India. To understand Indian reforms and probable
gaps it was thought, that experience of some emerging economies
would shed light on the gaps and shortcomings of Indian reforms
and provide further inputs for improvement and strengthening the
Indian reform. It is a comprehensive work on the topic of pensions. The
coverage is excellent since it has discussed domestic and international
experiences on the topic of pensions both under the pension sector and
under the insurance sector. It has discussed not only the current NPS
structure extensively and almost up to date but also the alternative old
age financial security schemes available in the country.
CONTENTS
Foreword / Preface / SOCIAL SECURITY AND PENSION REFORM : A GLOBAL

PERSPECTIVE / Social Security and Pension Reforms: Genesis and Challenges / A
Brief Review of Pension Reforms in Selected Emerging Market Countries / Pension
ReformsStructural Change, Challenges and Impact / SOCIAL SECURITY
AND PENSION REFORMS IN INDIA: NPS IN A CHANGING SOCIO-ECONOMIC
ENVIRONMENT / Changing Trend in Economy, Demography and Ageing in India /
Social Security and Retirement Savings System in India / Critical Challenges and
Pension Reform Initiatives in India / The Structure, Architecture and Administration
of National Pension System (NPS) / NPS Lite: A Low Cost Pension Scheme for
the Economically Disadvantaged / NPS, Performance So Far and Structural and
Regulatory Constraints / PENSION REFORMS IN INDIA: SOME CRITICAL ISSUES
AND UNFINISHED AGENDAS / Pension Pay-outs, Mandatory Annuitization and
State of Annuity Market in India / Pension Products, Default Option and Public
Policy / Investment, Risk Management, Corporate Governance and State of Capital
Market / Pension Fund Regulation and SupervisionIssues and Challenges /
Financial LiteracyPromoting Awareness and Protecting Interest of Investors /
Summary and Some Suggestions / Pension Fund Terminology / Index
Foreword by Dr Prathap C Reddy / Introduction / Health Care in India

Profile and the Future A V Srinivasan / Planning a Modern Hospital
K B Subba Rao / Hospital Organisation Structure S F Chandra Sekhar
/ Financial Management for Hospitals P Jangaiah / Human Resource
Management in Hospitals S F Chandra Sekhar / Hospital Materials
Management V Venkat Reddy / Hospital Stores Organisation and
Pharmacy A V Srinivasan / Selective Systems of Materials Management
in a HospitalCase Illustration A V Srinivasan / MBASIC System
for Effective Drug Management K p Kumar / Customer Experience
ManagementA Marketing Initiative Pooja Elizabeth George / Medical
Records Mamta Edwards / Operations Research in Hospitals K n Gaur
/ Computer Aided DiagnosisExpert Systems Jeet patwari / Hospital
Waste Management Homi Mehta / Patient Relations in Hospitals u V
n Das / Medical Audit and its Administration n Rajaram and Swati
pandey / Hospitals and ISO 9002 Certification K Prabakar / ISO 9002
Certification for a HospitalAn Illustrative Case A V Srinivasan / Index
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)
STRATEGIC ISSUES AND CHALLENGES

IN HEALTH MANAGEMENT
Edited by K V Ramani, Dileep Mavalankar and Dipti Govil
all at Indian Institute of Management, Ahmedabad, India
The title is sure to be an invitation for public health scholars
and health management professionals. The issues on which the
volume is foregrounded include complexities and uniqueness
of India`s healthcare system fast-evolving technology and
mechanism of health financing in a globalizing world. The
editors have done well to show the directions for the future.
The Book Review
2008 248 pages Hardback: ` 650.00 (978-0-7619-3654-1)
LIFE INSURANCE IN INDIA

Opportunities, Challenges and Strategic Perspective
Hira Sadhak Advisor (Market and Industry), PriceWaterhouseCoopers
(PwC) Pvt. Ltd
Dr Sadhaks work Life Insurance in India: Opportunities,
Challenges and Strategic Perspective is a comprehensive
treatise on Life Insurance industry in India. The book is unique
in that it spans both breadth and depth of knowledge. It
provides powerful insight with a historical perspective into the
life insurance sector. It is a great book in terms of lucidity of
presentation of a complex subject.
Pritam Singh, Professor of Eminence, Management
Development Institute, Gurgaon; Former Director, Indian,
Institute of Management, Lucknow
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)
Finance & Banking
FINANCIAL SERVICES IN INDIA
PUBLIC ECONOMICS
Concept and Application
Theory and Policy

Essays in Honor of Amaresh Bagchi
Rajesh Kothari R A Podar Institute of Management, University of

Rajasthan, Jaipur
Financial Services in India: Concept and Application covers emerging
areas of financial services in Indiaan integral part of the syllabus in
all leading business schools. It contains features like latest trends,
contemporary information and updated data on financial services that
are not easily available. The book advances essential concepts of the
financial system and the regulatory framework while encompassing all
the developmental aspects of finance. It analyzes the pace of progressive
integration of financial marketsfrom banking, insurance, mutual funds,
securities and commodities with high technology absorption, to focusing
on customer-based services.
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.
Edited by M Govinda Rao National Institute of Public Finance and

Policy, New Delhi and Mihir Rakshit Information and Crediting
Agency (ICRA), Kolkata
Public Economics is a collection of essays by eminent scholars,
who were closely associated with Bagchi, as a tribute to his
memory. The general objective has been to take forward some of
Bagchi`s initiatives in the realm of public economics. Advanced
students of economics will find the essays challenging and
rewarding. the essays open up many new areas for study and
research and constitute a fitting tribute to one of the pioneers in
studies on public economics in India.
The Hindu
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!
TOTAL MANAGEMENT BY RATIOS

An Analytic Approach to Management Control and Stock
Market Valuations
Hrishikes Bhattacharya Formerly at the Indian Institute of
Management, Calcutta
This is a pioneering book that integrates functional analysis of a
business enterprise with stock market valuation. It moves beyond
the convention of financial statement analysis to first evaluate every
function of management and then integrate this into the total corporate
functioning of an enterprise, leading to its valuation in the stock market.
Comprehensive sets of ratios are provided for broad managerial functions
and their sub-divisions like, production, sale and distribution, working
capital, debt-service management, etc. All the ratios are explained and
worked out with live examples.
2007 394 pages Paperback: ` 495.00 (978-0-7619-3621-3)
Accounting and Business Research

SAGE SOuTH ASIA
2007 552 pages Paperback: ` 550.00 (978-81-782-9855-9)
Finance & Banking
MONEY MATTERS
REDESIGNING THE STOCK MARKET
Macroeconomics and Financial Markets
A Fractal Approach
Murali Iyengar Cherokee Nation Industries, USA
Pravir Malik Founder, Aurosoorya
Money Matters is a comprehensive guide to the basic principles of

macroeconomics. It provides a nuanced yet in-depth understanding
of the linkages between financial markets and the real economy. The
book covers a wide range of topics integral to both the Indian and the
global economies. Beginning with a basic theoretical discussion on
macroeconomics, it eases the reader into the exploration of the more
advanced concepts.
Some of the important concepts discussed in the book are:
Fundamentals of Macroeconomics, money market, goods and
services market.
Reserve Bank of India, money creation, supply and demand, interest
rate determination, inflation and unemployment, etc.
International trade and foreign exchange.
Subprime mortgage crisis, global economic crisis and impact on India.
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.
Preface / Introduction / Economic Context of Business Activity / Market Forces /

What is Macroeconomics? / Goods and Services Market / Money Market / Inflation
and Value of Money / Unemployment / International Trade / Foreign Exchange,
Interest Rates, and GDP / Aggregate Demand and Supply / Subprime Mortgage
Crisis / Appendix A: Understanding Graphs and Equations / Appendix B: Data
Introduction / BASES / Utopian Patterns / The Power of Patterns / Pandorian Business

/ Stock Market Role / THE VITAL-LEVEL MACRO-ENVIRONMENT / Evolution of the
Macro-environment / Where in the Fractal Journey Is the Stock Market? / Theories
and Tools to Manage Trading at the Vital Level / LESSONS FROM THE HISTORY OF
STOCK MARKET CRASHES / Stock Market Seed / Lessons from 20th Century Stock
Market Crashes / Lessons from 21st Century Stock Market Crashes / EXTERNAL
CHANGES AFFECTING THE STOCK MARKET / Current External Changes Affecting
Stock Markets / Principles of Sustainability / REDESIGNING THE STOCK MARKET
/ Current Sustainability in Stock Exchanges / Summary of Stock Market Redesign
Suggestions / From the Vital to the Mental Level / The Path Forward / References
SAGE RESponSE
SAGE RESponSE
2011 208 pages Paperback: ` 395.00 (978-81-321-0532-9)
2011 248 pages Hardback: ` 595.00 (978-81-321-0718-7)
THIRD EDITION!
ISLAMIC FINANCE
CONTENTS
MANAGING INDIAN BANKS

The Challenges Ahead
Vasant C Joshi Financial Consultant and Vinay V Joshi Medstream
Pharmaceuticals
[The authors] have come out with a compact volume, which
aims to lay bare the impact of the current economic crisis on
Indian banksthe reader is served with the challenges faced
by the countrys banking system and of course suggestions to
deal with those challenges. The book is divided into more than
a dozen chapters and they cover almost every aspect related
to banking, be it banking regulation, marketing, e-banking of
course risk management.
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
Managing Indian Banks focuses on: Major technological changes in the

banking sector; Risk management; Integrating click and brick banking
services; and Problems and solutions with regard to banks balance
sheet, corporate planning, corporate personnel and e-banking.
Spanning more than a decade of V Sundararajans thoughts on Islamic

finance, this book provides both basic and advanced knowledge on the
field. The book define Islamic finance, outline its many complexities,
and provide practical recommendations that can help it in becoming
an important global financial intermediary.
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
Foreword / In Memoriam / Introduction / Current Developments and Key Issues

in Islamic Finance / Monetary Operations and Government Debt Management
Under Islamic Banking / Islamic Financial Institutions and Products in the Global
Financial System: Key Issues in Risk Management and Challenges Ahead / Risk
Measurement and Disclosure in Islamic Finance and the Implications of Profit
Sharing Investment Accounts / A Note on Strengthening Liquidity Management
of Institutions Offering Islamic Financial Services: The Development of Islamic
Money Markets / Issues in Managing Profit Equalization Reserves and Investment
Risk Reserves in Islamic Banks / Towards Developing a Template to Assess
Islamic Financial Services Industry (IFSI) in the World Bank-IMF Financial Sector
Assessment Program (FSAP) / Supervisory, Regulatory, and Capital Adequacy
Implications of Profit-Sharing Investment Accounts in Islamic Finance
2011 320 pages Hardback: ` 750.00 (978-81-321-0706-4)
Finance & Banking
TOWARDS FINANCIAL INCLUSION IN INDIA

K G Karmakar, G D Banerjee both at formerly at National Bank for
Agriculture and Rural Development, Mumbai and N P Mohapatra
National Bank for Agriculture and Rural Development, Mumbai
The book under review has the merit of being authored by
persons who, by virtue of holding senior positions in NABARD
an institution that played a crucial role in expanding and
deepening financial inclusionhave had the advantage of
closely observing and even participating in the process, and
gaining access to the findings of field surveys and the official
data based on them. It not only presents in detail the role played
by the main actors but also draws upon the experiences of
other countries in this regard. The book is highly informative
and should serve as a useful guide to what has been happening
and, more importantly, what needs to be done.
The Hindu
Towards Financial Inclusion in India is a treatise on inclusion of the
Last, the Lost and the Least. It provides an in-depth analysis of the
various pillars of financial inclusion such as micro-remittance, microsavings, micro-credit and micro-insurance.
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.
THE GLOBAL ECONOMIC CRISIS

THROUGH AN INDIAN LOOKING GLASS
Adarsh Kishore Axis Bank Ltd, India, Michael Debabrata Patra
International Monetary Fund and Partha Ray Department of
Economic and Policy Research, Reserve Bank of India
The fact that the authors have had a first-hand understanding
and a ring-side view of Indian policy settings (in different
capacities), and at the same time, the living experience of the
international efforts to deal with the crises is reflected in their
competent and insightful treatment of a most topical theme
that continues to draw both heat and light, and animated
engagement in the public space. Their effort is distinctive in
that it provides an Indian perspective to the subject and fills
an important gap in the swelling literature on the global crisis.
Dr C Rangarajan, Chairman, Economic Advisory Council
to the Prime Minister of India
A significant feature of the book is the analysis of the four facets of the
crisis: (i) genesis, (ii) impact on the world and India, (iii) the response, and
(iv) the aftermath. The objective is to capture the specific aspects of the
onset of the crisis and the policy responses, with particular emphasis
on the sequencing thereof.
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)
Journal of South Asian Development

2008 488 pages Hardback: ` 795.00 (978-0-7619-3626-8)
11
Finance & Banking
CAPITAL MARKETS IN INDIA

Edited by Rajesh Chakrabarti and Sankar De Indian School of
Business, Hyderabad
Capital Markets in India is a timely and excellent contribution
to provide participants with a comprehensive overview of the
India markets. The book`s strength lies in providing readers a
detailed study of all the major components of the Indian capital
markets which includes the equity market, derivatives, fixed
income and asset management industry, besides the rules and
regulations governing the markets. The book is a storehouse
of facts and figures, exhibiting in great detail the structure
and workings of the Indian capital markets. There are very few
books today which capture the Indian capital markets with such
depth and comprehension. This book is a must-read for anyone
interested in the Indian capital market.
Ravi Narain, MD and CEO, National Stock Exchange (NSE)
Capital Markets in India provides a comprehensive picture of the
recent trends and developments in the Indian finance scenario. It
provides the reader with:
A comprehensive description and assessment of the Indian capital
markets
An analytical approach together with a description of major recent
developments and the current status of the finance sector.
The book deals with issues like brokerage, security analysis, and
underwriting, as well as the legal infrastructure of the markets. It focuses
primarily on the Indian stock markets, corporate bond markets and
derivatives markets. It also looks at the importance of asset management
companies such as those involved with mutual funds, pension funds
and venture capital funds to gain a better understanding of the asset
management industry in India.
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
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
2011 1346 pages Paperback: ` 1,495.00 (978-81-321-0870-2)
INDIAS FINANCIAL SECTOR

An Era of Reforms
Vyuptakesh Sharan Emeritus Fellow, South Asian Studies Division,
School of International Studies, Jawaharlal Nehru University, New Delhi
Indias Financial Sector: An Era of Reforms deals with the reform
measures undertaken in the financial sector and their impact. The impact
is assessed in terms of growth in activities, profitability, financial stability
and financial inclusion among intermediaries such as banks, NBFCs and
mutual funds, as well as in the financial markets. This book adds to the
existing literature on the subject by offering an analysis of the impact
that covers not only the increased activities in the sector but also the
issue of financial stability and financial inclusion.
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
Finance & Banking | Merger & Acquisition
HOW TO CHOOSE WINNING STOCKS

Rewriting Formulas for Investment
G B R K Prasad Associate Director, Dr. Reddys Laboratories Limited,
Hyderabad
How to Choose Winning Stocks: Rewriting Formulas for Investment
shows investors how to distill data from the markets to select profitable
stocks, avoiding investment risks and traps. The book is based on the value
investment principle advocated by such investment greats as Benjamin
Graham and Warren Buffett. The author explains formulas and data analysis
methods through which the reader can calculate the potential for profits of
company stocks. Analyzing the fundamentals of a company, the common
sense approach taken by the book is easy to understand and practise.
The key areas covered in the book are:
Valuation ratios related to market capitalization; Analysis of the EPS
and Assets Per Share models; Assessing indebtedness of a company;
Identifying companies based on quarterly results; Sector-wise
profitability analysis; Mutual Funds; Unconventional ratios to identify
stocks; Investing tips from available literature.
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
2011 1346 pages Paperback: ` 1,495.00 (978-81-321-0870-2)
ECONOMY AND SOCIETY
MERGERS, ACQUISITIONS AND

CORPORATE RESTRUCTURING
Edited by Chandrashekar Krishnamurti Auckland University of
Technology and S R Vishwanath T A Pai Management Institute,
Manipal
Tracking all processes of a typical merger transaction, from
identifying the most appropriate candidates to negotiating and
closing the deal, the book is like a Bible for those wanting to
establish a working understanding of mergers, acquisitions and
corporate restructuring.
www.livemint.com
Mergers, Acquisitions and Corporate Restructuring covers the
entire spectrum of activities in a typical merger transactionstarting
from searching for candidates to closing the deal. It is designed to be
a rigorous yet relevant book on mergers, acquisitions and corporate
restructuring for students, research scholars and practitioners of finance.
The key features of the book include:
Rationale for diversification via acquisition, searching for acquisitions,
valuation of publicly and privately held companies, design of
consideration in acquisitions, cross-border acquisitions and empirical
evidence on mergers.
Various forms of corporate restructuring like spin-offs, carve outs,
targeted stocks, reorganization of debt contracts, lay offs and
downsizing are covered.
There is also a summary of the research conducted in this subject
over the last 20 years.
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)
SYSTEMS ANALYSIS & DESIGN

FUNDAMENTALS
A Business Process Redesign Approach
Ned Kock Texas A&M International University
Systems Analysis & Design Fundamentals uniquely integrates
traditional and modern systems analysis with design methods and
techniques. By using a business process redesign approach, author
Ned Kock enables readers to understand, in a very applied and practical
way, how information technologies can be used to significantly improve
organizational quality and productivity.
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)
IN SEARCH OF CHANGE MAESTROS

Pritam Singh Director General, International Management Institute,
New Delhi and former Director, Management Development Institute
and Asha Bhandarker Management Development Institute, Gurgaon
In Search of Change Maestros attempts at chronicling the
functioning of seven business leaders in the last decade and
a half. The book is not a search as the title says, but a careful
aggregation of milestones and events, based on the somewhat
unusual approach of combining qualitative research and
interviews with employees and juniors. A book like Change
Maestros is a useful addition to bookshelves, particularly if
you want to look back at the bare facts about how some of
India`s most successful corporations and business groups
have evolved.
Business Standard
Gandhi said, Be the change you want to see in the world. In Search of
Change Maestros is a book about leaders who chose to be that change.
In Search of Change Maestros documents the contributions of seven
great Indian wealth creators and institution builders who thought out
of the box and had the vision and fortitude to create world-class Indian
corporations that have set global benchmarks. The compilation includes
case studies of Kumar Mangalam Birla, M. Damodaran, Sajjan Jindal,
K.V. Kamath, Sunil Bharti Mittal, A.M. Naik, and Kiran Mazumdar Shaw.
This book highlights: The personae and leadership styles of the seven
maestros; The growth story and best practices of their corporations;
And, the essential difference that makes the maestros contribution and
legacy different from others.
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)
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
2011 324 pages Hardback: ` 895.00 (978-81-321-0509-1)
2006 356 pages Paperback: ` 495.00 (978-0-7619-3464-8)
JALEBI MANAGEMENT
MANAGING ORGANISATIONAL CHANGE
All Stakeholders Can Enjoy a Bite
V Nilakant University of Canterbury, Christchurch and

S Ramnarayan Indian Institute of Management, Ahmedabad
Shombit Sengupta Chairman, Shining Emotional Surplus Pvt Ltd,

Bangalore
An important addition to the literature of management as a discipline, this
pioneering book gives importance to the social dynamics of business
organizations. An outcome of the author`s practical experience of over
three decades in the global market, this book ably demonstrates the
importance of paying attention to human culture, lifestyle and trends,
while conducting business.
This book is a part of SAGE Value PackFor the CATALYSTS OF CHANGE
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)
Drawing upon and integrating current theories, models, and experiences

of companies in India and abroad, this book offers practical insights
into managing change. It emphasises both what organisations need to
change and how they should go about it.
Examining primary data from about 50 progressive Indian organisations,
the authors view organisational change in terms of three generic
growth; transformation and decline. Based on the case studies, they
present a model of change that focuses on eight levers of change
value-based leadership, strategy, structure, human resource practices,
technology, marketing, quality and costs.
SAGE RESponSE
1998 380 pages Paperback: ` 525.00 (978-0-7619-9247-9)
15
Change Management
SEConD EDITIon!
ORGANIZATIONAL CHANGE
MANAGING IN CHANGING TIMES

A Guide for the Perplexed Manager
An Action-Oriented Toolkit
Edited by Sid Lowe Kingston University Business School, London
Tupper F Cawsey and Gene Deszca both at Wilfrid Laurier

University and Cynthia Ingols Simmons College, Boston
Managing in Changing Times: A Guide for the Perplexed Manager

shows the manager that there are no easy, quick-fix, off the shelf
solutions to complex problems. Solutions require thinking and action
with multiple perspectives and require considerable effort to master.
This imparts the book a global appeal as it speaks to every manager.
The initial chapters present the ideas of Schumacher and Capra which,
the author shows, could be used as catalysts to evolve a post-scientific
global management era.
Plan, implement, and evaluate organizational change

With the growing influence of the external environment on internal
operations, organizations need to be able to adapt and change. Managers
at all levels must diagnose organizational issues, develop a compelling
vision, engage others in this collective journey, and bring change to
fruition. This book helps leaders, managers, and students do just that.
Key Features:
Takes a pragmatic, action-oriented approach: Frameworks are given
to help readers understand, plan, implement, and evaluate change.
Emphasizes the measurement of change: Students will learn that
measurement is crucial not only to determine the progress of change
plans but also that measurement itself is a change tool.
Demonstrates principles and applications: Engaging, real-world
examples, Toolkit exercises, and cases illustrate theory and concepts.
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).
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
Winning Strategies for Business by Rajat Kanti Baisya
2011 1620 pages Paperback: ` 1,495.00 (978-81-321-0871-9)
THE ACROBATICS OF CHANGE

Concepts, Techniques, Strategies and Execution
Moid Siddiqui Intellects Biz, Hyderabad and R H Khwaja Ministry of
Tourism, New Delhi
This is a fresh approach adapted on the subject of change
management where the book is a treat to the reader! The lucid
style to convey powerful thoughts is a definite plus of the
book. Finally, the book leaves a sense of excitement and the
satisfaction of having read a good book for the reader, where
the authors deserve kudos!
AIMA Journal of Management and Research
The Acrobatics of Change is divided into two parts. The first part
deals with the concept of change dynamics and change techniques,
including brainstorming, trigger techniques, SWOT analysis and wild
idea sessions. The second part tells the true story of the companys
turnaround, which is being published for the first time. It will be an
invaluable source of information for all professional managers. The
book is a perfect blend of theories, concepts and practical techniques.
This book is a part of SAGE Value PackFor the VISIONARIES
The Acrobatics of Change by Moid Siddiqui
Leading with Wisdom by Peter Pruzan (sales rights restricted to South Asia only!)
The Art of Business Leadership by S Balasubramanian
2011 1012 pages Paperback: ` 995.00 (978-81-321-0866-5)
16
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Write today to
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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
Organizational Development | Human Resource Management
HOW SOME SMALL BUSINESSES GET

THEIR DUCKS IN A ROW AND GROW
SEConD EDITIon!
While Others Remain undistinguished
HUMAN RESOURCE INFORMATION

SYSTEMS
Shil Niyogi Senior Manager, Californian consulting company
Basics, Applications, and Future Directions
What do Jack Welch (GE), Howard Schultz (Starbucks), and Ray

Kroc (McDonalds) have in common that made their firms grow
beyond excellence?
Is it their vision, their leadership styles, their people-management skills,
or their industry insight? Perhaps the one leading factor is their talent
for transforming these enterprises into star performers and brands to
reckon with. It puts forward a three-pronged framework for success in
business: Procedural; Behavioral; Strategic.
Edited by Michael J Kavanagh State University of New York, Albany,

Mohan Thite Griffith Business School, Griffith University, Brisbane,
Australia and Richard D Johnson State University of New York, Albany
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)
PLANNING, MONITORING AND EVALUATION

IN DEVELOPMENT ORGANISATIONS
Sharing Training and Facilitation Experiences
John De Coninck Development Consultant, Uganda, Khilesh
Chaturvedi Association for Stimulating Know-How, New Delhi,
Ben Haagsma Rural development Advisor, I/C consult, The
Netherlands, Hans Griffioen Consultant, The Netherlands and
Mariecke Van Der Glas ICCO, Nicaragua
Planning, Monitoring and Evaluation in Development Organisations
presents real-life experiences of 20 PME trainers and facilitators
from Africa, Asia and Europe and offers suggestions for effective PME
support processes, with a focus on civil society organisations.
2008 220 pages Paperback: ` 395.00 (978-81-782-9857-3)
Human Resource Information Systems was the first textbook to

provide a thorough introduction to the field of HRIS, combining two
major management fields that impact the competitive advantage of
companies: human resources and information systems. This thoroughly
updated Second Edition provides students with a survey of current
knowledge and practice in IT, HRM, and HRIS.
Key Features:
Links HR concepts to technology and demonstrates how HR
professional can apply these practices to their day-to-day functions
Includes an organizational system template, offering a holistic picture
of different HRIS to show how these systems, used in conjunction,
can contribute to a firms success
Provides a consistent chapter structure across the book, aiding
student learning and assisting faculty in identifying the important
content of each chapter
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)
HRM STRATEGIC INTEGRATION AND

ORGANIZATIONAL PERFORMANCE
Ashok Chanda HR Professional and Jie Shen University of South
Australia, Adelaide, Australia
HRM Strategic Integration and Organizational Performance
proposes a framework for HRMSI that helps formulate and implement
the integration of strategic HRM in organizations for enhanced
organizational performance.
The key features of the book are:
A detailed analysis of strategic integration practices like recruitment
and selection, performance management, training and development,
rewards and recognitions and employee relations.
A thorough literature review on the relationship between HRM,
strategic HRM and performance.
New research data from a huge cross section of the industry and highend statistical research analysis using structural equation modelling.
A template of step-by-step HRMSI methodology to help future
academics and professionals.
SAGE RESponSE
2009 416 pages Paperback: ` 595.00 (978-81-321-0075-1)
18
THIRD EDITION!
INTERNATIONAL HUMAN RESOURCE

MANAGEMENT
Edited by Anne-Wil Harzing University of Melbourne, Australia and
Ashly H Pinnington The British University, Dubai
The features which make the book uniquely helpful to readers
are, an overview of learning objectives, chapter outline, further
reading, internet resources, case studies, self-assessment
questions and companion website. It goes to the credit
of Harzing and Pinnington that the text at no place appears
disjointed, although the book has contributions from a large
number of authors. The book has a solid research base. It is
very comprehensive with a broad and global coverage and
provides a detailed overview of main ways that IHRM has been
conceptualised and evolved over the years. This book has been
very well received by teachers and students the world over.
The Tribune
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)
HUMAN RESOURCE DEVELOPMENT

Theory and Practice
David Mcguire Queen Margaret University, Edinburgh and Kenneth
Molbjerg Jorgensen Aalborg University
The field of Human Resource Development has emerged as one of the
most dynamic and multifaceted areas of business and management in
recent years.
Human Resource Development aims to encourage students and
academics out of their comfort zones by offering the first comprehensive
overview that encompasses all the constituent components of HRD,
allowing the reader to clearly separate concepts within the field and
provide a meaningful basis for detailed discussion and debate.
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 90.00 (Hardback) 32.99 (Paperback).

APPLIED HUMAN RESOURCE MANAGEMENT
COMPENSATION
Strategic Issues and Experiential Exercises
Theory, Evidence, and Strategic Implications

Barry Gerhart University of Wisconsin and Sara L Rynes University
of Iowa
The authors artfully synthesize complex scholarly articles from
economics, psychology, and sociology. The organization of
the book is exceptionally transparent...Compensation should
be accessible to a wide range of readers who appreciate
a multidisciplinary perspective on organizational issues... I
cannot emphasize enough how effectively Gerhart and Rynes
discuss compensation thoughout this book. As an experienced
academic researcher, I have already benefited tremendously
from my first reading of the book.
Industrial and Labor Relations Review
Compensation provides a comprehensive, research-based review of
both the determinants and effects of compensation. Combining theory
and research from a variety of disciplines, authors Barry Gerhart and
Sara L Rynes examine the three major compensation decisionspay
level, pay structure, and pay delivery systems.
SAGE SOuTH ASIA
2008 320 pages Paperback: ` 375.00 (978-81-7829-920-4)
Kenneth M York Oakland University, Michigan

The book is eminently suited to serve as a text for graduates
and post-graduate courses on human resource management
and public administration in business schools. The book offers
management students an in-depth, and hands-on experiential
learning applications to help them develop the skills they will
need as human resource professionals who deals with people
in diverse settings and situations.
Management & Change
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).

19
PERFORMANCE MANAGEMENT
AND APPRAISAL SYSTEMS
HRD SCORE CARD 2500
HR Tools for Global Competitiveness
T V Rao Chairman, T V Rao Learning Systems, Ahmedabad, India
Based on HRD Audit

The book is well illustrated with examples. The language is
lucid. No corporate manager worth his salt can ignore this
tome.
The Tribune
A commendable aspect of the book is the attention drawn to

subtle issues involved in measuring HRD which the author has
skillfully brought out. The strength of the book lies in its clarity.
The book will equip the top executives and HR professionals of
the company with concepts of HRD audit in an integrated manner
which would help them to make remedial and timely interventions.
South Asian Journal of Management
Performance Management and Appraisal Systems explores the

many facets of performance management and how it works as well
as extends it to encompass individuals, dyads and teams. It focuses
on how organisations can enhance performance through building
competency, commitment and support. The author demonstrates that
a good performance management system has an inherent motivational
value since it facilitates learning and brings about role claritywhich
helps people focus on performance development.
SAGE RESponSE
2004 344 pages Paperback: ` 495.00 (978-0-7619-9847-1)
HUMAN RESOURCES DEVELOPMENT

Experiences, Interventions, Strategies
One cannot but applaud Prof Raos work.... This book reaches
out primarily to management scholars, policy makers and
development professionals. For this audience the book is a
must-read.... This book is unusual and innovative because it
takes a giant leap from the traditional corporate scope of HRD
to a wide international canvas.... This book in terms of concepts,
scope, relevance and research is like champagne.
Business Line
1996 392 pages Paperback: ` 650.00 (978-0-8039-9274-0)
SAGE RESponSE
2008 304 pages Paperback: ` 495.00 (978-81-782-9836-8)
SEConD EDITIon!
THE HANDBOOK OF COMPETENCY

MAPPING
understanding, Designing and Implementing
Competency Models in Organizations
Seema Sanghi Styrax Consultancy Pvt Ltd
The Second Edition of this bestselling book is designed to help human
resource managers and professionals understand, develop, manage
and map competencies within their organizations. This reader-friendly
book focuses on key issues that include:
Understanding and developing competencies
Integrating the competency framework within the HR system of an
organization
Implementing and mapping competencies in an assessment centre
Reviewing the plethora of application-based experiences and existing
models
Effectively managing consequent changes in the organization
SAGE RESponSE
2007 248 pages Paperback: ` 425.00 (978-0-7619-3598-8)
THE POWER OF 360 DEGREE FEEDBACK
HRD AUDIT
Evaluating the Human Resource Function for Business
Improvement
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)
Maximizing Managerial and Leadership Effectiveness

T V Rao Formerly at Indian Institute of Management, Ahmedabad and
Chairman, T V Rao Learning Systems, Ahmedabad and Raju Rao T V
Rao Learning Systems, Ahmedabad
Simple and engaging, the book presents a fine collection of practical ideas,
cases and tools which cover all aspects of 360 Degree Feedback including:
The effective personality, its role in organizations and various leadership
and managerial styles; 360 Degree Feedback, its basic elements and
how it must be used; The RSDQ model of leadership development,
formulated and extensively tested in India; The critical role of attitude
and implementation while using this methodology; The role of culture
and social conditioning in selecting and implementing feedback
methodologies; The role of reflection, review and empowerment postfeedback; How 360 Degree Feedback can be just as subjective as
other assessment tools and it is aggregate feedback and consistency
in feedback that makes it more objective.
SAGE RESponSE
2005 320 pages Paperback: ` 495.00 (978-0-7619-3299-4)
20
AN INTRODUCTION TO HUMAN
RESOURCE MANAGEMENT
DESIGNING HUMAN RESOURCE

MANAGEMENT SYSTEMS
Nick Wilton Bristol Business School, University of the West of

England
A Leaders Guide
This exciting new introductory text in human resource management

moves beyond a prescriptive approach to provide a holistic overview
of the role of HRM in its contemporary context. Acknowledging and
reflecting upon key trends in HRM, the labour market and the broader
economy, the author offers critical discussion of the theoretical and
practical issues surrounding HRM.
Includes accessible learning features to help you best explore the
material, including:
Research, ethics and international insight boxes;
Chapter summaries and objectives;
Self-test questions;
Recommended reading;
End of chapter case studies.
CONTENTS
Jayant Mukherjee HR Consultant and Advisor

Designing Human Resource Management Systems provides
a framework for designing and implementing Human Resource
Management systems in various kinds of organizations, even those
with limited resources. It is intended for leaders, decision makers,
senior managers, HR practitioners, and consultants wishing to innovate,
structure, and implement HRM systems in organizationsirrespective
of their class, nature, category, or size.
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).
STRATEGIC HUMAN RESOURCE

MANAGEMENT
An Indian perspective
Anuradha Sharma Indian Institute of Technology, New Delhi and
Aradhana Khandekar Freelance Management Consultant, Canada
This book.... delves into the definition of strategic management
and how prominent companies in India are applying strategic
HRM to augment organizational performance.... What makes
this book quite valuable is the fact that each chapter in the book
ends with its objectives, key points and discussion questions.
Sahara Times
Business organizations the world over are increasingly recognizing
the potential of their human resources. Strategic human resource
management emerged out of the parent discipline of human resource
management emerged out of the parent discipline of human resource
management with the aim of optimizing organization objectives. It
emphasizes the strategic importance of formulating HR objectives.
SAGE RESponSE
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)
MANAGING PEOPLE IN ORGANISATIONS

The Challenges of Change
B R Virmani Director, Centre for Organisation, Research and
Development in Management (CORD-M), Hyderabad
Based on recent primary research and supported by several
case illustrations and examples, this book discusses a large
number of fundamental issues related to HRM and the employeremployee relationship in a strategic framework.
2006 276 pages Paperback: ` 495.00 (978-0-7619-3360-1)
SAGE RESponSE
2000 240 pages Paperback: ` 395.00 (978-0-7619-3676-3)
21
MANAGING PEOPLE AT WORK
THE NEXT AVAILABLE OPERATOR
Employment Relations in Globalizing India
Managing Human Resources in Indian Business Process

Outsourcing Industry
Subesh Das Principal Secretary, Forest Department, Government of

West Bengal, India
Combining field practices in actual workplaces with frontline theoretical
arguments in human resource management and industrial relations,
the book examines the validity of the converging divergences thesis
in employment relations for India. Through this study, it identifies the
sources of variations in employment relation practices. It also studies
important developments such as increased use of contract labor over
regular workers, business management methods of MNCs and how
their employment relations practices differ from those of Indian firms.
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
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)
HUMAN RESOURCE MANAGEMENT

Perspectives for the New Era
Edited by Debi S Saini University of Delhi and Sami A Khan
King Abdulaziz University, Jeddah
The contributors to this timely and comprehensive volume provide lucid
and intensive analyses of traditional personnel management (TPM) and
the corrective and proactive interventions planned by the proponents
of HRM. They have also mapped the changes that are taking place in
HRM-related policies and strategies. Their detailed expositions of the
impact of HRM on labourmanagement relations are fascinating and
amply supported by real-life examples. The role of the web economy in
the new corporate context is also assessed innovatively.
22
Edited by Mohan Thite Griffith Business School, Griffith University,

Brisbane, Australia and Bob Russell Griffith University, Australia
This first-of-its-kind compilation intends to fill this vital gap by advancing
evidence-based understandings of the issues, challenges and strategies
confronting human resource management (HRM) in the Indian call centre/
BPO sector. It features empirical research and conceptual advances,
presented by well-known academics, researchers and practitioners from
around the world and captures the voices of key stakeholders.
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
2011 784 pages Paperback: ` 995.00 (978-81-321-0867-2)
STRATEGIC HUMAN RESOURCE

TECHNOLOGIES
Keys to Managing People
Ashok Chanda HR Professional, B Sivarama Krishna Frontline
Group of Companies, Ahmedabad and Jie Shen University of South
Australia, Adelaide, Australia
The book sheds new light on HR processes and provides an
important guide to the practising HR professional.... Based on
the author`s research and industrial experience, [it] presents 40
strategic HR technologies.... The successful implementation
of these...would facilitate organisational growth and increase
employee satisfaction and commitment.
John Benson (from the foreword)
Bringing together 40 strategic HR technologies and explaining where
and how they can add value to an organisation, the authors also discuss
how to brand these technologies within the enterprise. They cover the
four broad areas of HR management: Human technologies for profitmaking; Building individuals and teams; Attracting and retaining talent;
Scenario-building for the future
SAGE RESponSE
This book is a part of SAGE Value PackFor the PEOPLE MANAGERS

Strategic Human Resource Technologies by Ashok Chanda
Managing People at Work by Subesh Das
2000 368 pages Paperback: ` 525.00 (978-0-7619-9441-1)
2011 796 pages Paperback: ` 995.00 (978-81-321-0868-9)
Training
TRAINING FOR DEVELOPMENT

Rolf P Lynton Freelance Consultant, North Carolina and
udai Pareek Late of Indian Institute of Health Management
Research, Jaipur
This is the third edition of Rolf P Lynton and Udai Pareeks bestselling
book, Training for Development. Completely revised, this new edition
reflects the speed of change that the world has undergone in the last
two decades and includes recent examples and illustrations.
Since 1967, Training for Development has been regarded as the most
comprehensive work available to professionals in the field of training and
development. The authors focus on training not primarily as a source of
new information, but rather as a means for changing behavior for lasting
improvement on the job.
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)
TRAINING FOR ORGANIZATIONAL

TRANSFORMATION
pART 1
For Policy-makers and Change Managers
Rolf P Lynton Freelance Consultant, North Carolina and udai Pareek
Late of Indian Institute of Health Management Research, Jaipur
First published in 1967, Training for Development has been regarded as
the most comprehensive work in the field of training and development.
The book incorporates the authors` experiences in both industrialized
and developing countries, with public and private organizations, with
managers and administrators, farmers and teachers, rural development
workers and members of cooperatives. The third edition of this classic
work is being issued in two parts and with a new title. This, the first
part, looks at the new and wider concept of training in which strategic
concerns and decisions about training have moved into the boardroom.
Targeted at those charged with development overall, this volume
addresses developers, founders, and managers of training policy,
strategy and systems.
TRAINING FOR ORGANIZATIONAL

TRANSFORMATION
pART 2
For Trainers, Consultants and Principals
Rolf P Lynton Freelance Consultant, North Carolina and udai Pareek
Late of Indian Institute of Health Management Research, Jaipur
The second volume in the set addresses the needs of hands-on
practitioners of training, and program developers who focus on the
training process.
The first section of this volume surveys the position training has in
operating systems, with its tasks, available approaches and strategies,
and their likely outcomes. The second section deals with establishing
particular objectives, scans the range of methods to consider in reaching
different objectives, and the staff, time and other specifications for
each, and finally, program designs. The last section is about managing
programsdeveloping group and climate, trainers and styles, building
in post-training supports, and evaluating training to modify programs
in light of it. The volume ends with a chapter on action research.
Every chapter has examples from the authors` actual practice, others`
formulations, and relevant readings.
2000 432 pages Paperback: ` 525.00 (978-0-7619-9432-9)
SEConD EDITIon!
EVERY TRAINERS HANDBOOK

Devendra Agochiya Freelance Consultant in the field of Training
and Development
Every Trainers Handbook (Second Edition) is a practical guide
that takes the reader through a step-by-step process of planning,
organising and delivering an effective training programme. It offers
concrete suggestions and guidelines to trainers for enhancing their
knowledge and competencies while simultaneously engaging them
in a substantive discussion on various concepts, theories and issues
related to training.
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)
2000 328 pages Paperback: ` 525.00 (978-0-7619-9428-2)
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23
Training | Self Help
EXECUTIVE COACHING
THIRD EDITION!
A Practitioners Guide to Creating Excellence
BODY LANGUAGE
Sunil Unny Guptan Independent Consultant, Hyderabad, India
A Guide for professionals
Executive Coaching is a high-value learning and development

opportunity offered to critical senior executives. Its objective is to help
them make strategic shifts in their professions, careers and lives. This
book is an in-depth exploration of this transformational practice.
Executive Coaching: A Practitioners Guide to Creating Excellence
discusses the process beginning from the initial contact to building
relationship and mutual understanding, taking the required precautions
and maximizing output. The author has detailed the theoretical
approaches to Executive Coaching; the competencies, capabilities
and skills required to be an effective executive coach; and the tools
and techniques used in the process. The book is an invitation to
getting an inside look at Executive Coaching. It will serve as a guide to
building a positive coaching culture in organizations and to help the top
management in getting the best out of their workforce.
Hedwig Lewis Educationist and writer
CONTENTS
CONTENTS
Preface / What Executive Coaching Is All About / Approaches to Executive

Coaching / Executive Coaching: Structure and Process / Preparing to be Coached
/ Competencies, Capabilities and Skills for Executive Coaching / Executive
Coaching Tools / Issues Facing Executive Coaching / Building Coaching Culture
in Organizations / What the HR Function Can Do / FAQs on Executive Coaching
/ References and Suggested Readings / Index
SAGE RESponSE
Body Language comes at a time when market, self-salesmanship

and personality projection are commonplace survival tactics. The
book explores the hidden language of the body and the meaning of
body gestures, placing it in the context of the new age society. New
World New Body Language is the mantra for this third edition of Body
Language. Soft skill is the most sought after word today in the field of
management. The nurturing of soft skills and the furthering of individual
growth come under one such modern-day demands.
Ever since the last edition of this book in 1998, there has been dramatic
societal changes, owing to the increased use of the Internet. This edition
factors in these changes. With illustrations depicting body positions,
Lewis aims at a systematic, in-depth and comprehensive approach to
non-verbal communication in general and body language in particular.
Preface to the Third Edition / Preface to the Second Edition / Preface to the First
Edition / Preliminary Tests / The Characteristics of Body Language / The Face /
The Eyes / The Head and Torso / Arms, Hands, and Palms / Postures / Zones and
Spaces / Traits and Attitudes / Body Language in Practice / References / Index
SAGE RESponSE
2012 268 pages Paperback: ` 450.00 (978-81-321-0720-0)
2012 196 pages Paperback: ` 295.00 (978-81-321-0717-0)
SEConD EDITIon!
THE COACHING MANAGER

Developing Top Talent in Business
James M Hunt and Joseph R Weintraub both at Babson College
The Coaching Manager is a timely and valuable resource
for leaders interested in fostering a culture of coaching in
contemporary organizations. Evidence-based strategies and
real-world exemplars are provided for cultivating talent today
and inspiring success for the future.
Patricia A Hickey, Vice President, Cardiovascular and
Critical Care Services, Childrens Hospital Boston
A tested approach to developing top performers in business
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)
24
COPING WITH LIFE STRESS

The Indian Experience
Meena Hariharan University of Hyderabad, Hyderabad and
Radhanath Rath Utkal University, Bhubaneswar
In this book, the authors have not only provided the theoretical
underpinning of the phenomenon of stress and coping with it,
but through their analysis of several case-reports drive home
the fact that there cannot be any single unitary global
explanation, as the perception of stress and modalities of coping
with it vary across cultures and societies. Their insights into the
Indian experience are valuable and highly rewarding.
Current Science
Coping with Life Stress provides a new perspective to the theories of
stress and coping. A holistic treatment to these topics, using Indian case
reports and analyses, makes this book unique. Coping with Life Stress
provides several useful theoretical and practical inputs on effective
coping under varying internal and external conditions. The Indian cases
and their pedagogical analysis with contrasts drawn with the western
culture describe the significance of the contribution of culture in coping
strategy.
2008 288 pages Hardback: ` 450.00 (978-0-7619-3655-8)
Self Help
ANGER MANAGEMENT
GET THE EGO ADVANTAGE!
Swati Y Bhave Visiting consultant at Indraprastha Apollo Hospital,

New Delhi and Sunil Saini Guru Jambheshwar University of Science
and Technology, Hisar, Haryana
Anjana Sen Independent Consultant and Trainer in the area of

Emotional Intelligence
In todays world, problems of anger, rage, aggression and violent

outbursts have reached a critical point where they threaten the ethos
of the modern society, and hence, need to be effectively managed.
Anger management is a term that we all can instantly relate to. Laying
out a host of effective tips to manage anger, this book comes with the
power to change things for the better.
The key features of the book are:
Explanation of the confusing emotion of anger in simple terms,
including the physiology of anger and its deleterious effects.
Detail anger management techniques for individuals, family, school
and workplace.
Easy tips to master anger where chronic anger and unhappiness
translates into negative human behavior: abusive love relationships,
dating violence, date rape, drug abuse, driving aggression, robbery,
gambling, suicidal ideation, sensation seeking and other impulse
control behaviors.
A to Z tips for self-management of anger.
How to reconstruct their negative thoughts, feelings and behaviors
with emphasis on therapeutic intervention for serious anger problems.
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
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.
2011 652 pages Paperback: ` 495.00 (978-81-321-0864-1)
2011 652 pages Paperback: ` 495.00 (978-81-321-0864-1)
SEConD EDITIon!
TOWARDS PERSONAL EXCELLENCE

Psychometric Tests and Self-Improvement Techniques
for Managers
Seema Sanghi STYRAX Consultancy Pvt Ltd
The second edition of this enormously successful book is packed with
more ways to maximize your potential with added sections on selfevaluation. This edition contains more mirror image questionnaires
covering a wider scope of multiple managerial competencies, including
creativity and innovation. The book contains six pilot-tested modules
each with a cluster of skills and a self-assessment questionnaire (with
response sheets), which enables the reader/user to record individual
strengths and weaknesses to keep track of the process of learning. The
author covers the following areas:
Managerial Skills
Communication Skills
Group Dynamics Skills
Environment Management Skills
Self-enhancement Powers
Career Planning
THIRD EDITION!
EMOTIONAL INTELLIGENCE AT WORK

A professional Guide
Dalip Singh Joint Secretary, Ministry of Steel, Government of India
A timely contribution to our understanding of the value of
emotional intelligence especially in its application to the
professional workplace.
The Pioneer
Emotional Intelligence or Emotional Quotient (EQ) is increasingly being
recognized as a key determinant to professional success in todays
high-stress environment.
The unique features of the third edition include:
New knowledge assimilated after extensive empirical research
Practical solutions through real-life case studies
Practical exercises on how to develop
Recommendations on how to manage emotional upsets, control
anger, develop high self-esteem and empathise with others.
SAGE RESponSE
2006 236 pages Paperback: ` 425.00 (978-0-7619-3532-2)
SAGE RESponSE
2007 296 pages Paperback: ` 495.00 (978-0-7619-3504-9)
25
Self Help | Organizational Behaviour
THE POWER OF HUMOR AT THE WORKPLACE
MILLENNIALS AND THE WORKPLACE
K Sathyanarayana Writer and Corporate Trainer, Bangalore
Challenges for Architecting the Organizations of

Tomorrow
Humor can be a powerful management tool. Used properly, it can be

extremely effective in gaining attention, creating rapport and facilitating
communication. The Power of Humor at the Workplace highlights the
benefits of humor in a variety of situations.
In todays challenging and changing business environment, humor can
provide the winning edge to people at all levels in an organization. Humor
Relieve stress
Promote creativity and out-of-the-box thinking
Enhance relations
Motivate people
Resolve issues
Improve communication
Promote fun at work
Promote teamwork
The author has used jokes and anecdotes to highlight effectively the
use and effects of humor at the workplace. The book has step-by-step
guidelines on how to make the most of this easy-to-acquire skill in
managing both people and relationship.
Pritam Singh Director General, International Management Institute,

New Delhi, India and former Director, Management Development
Institute, Gurgaon, India, Asha Bhandarker and Sumita Rai both
at Management Development Institute, Gurgaon, India
Millennials and the Workplace explores the rapidly changing
workplace environment and its meaning in the new millennium. It takes
a look at the young generationthe Millennialswho do not accept the
status quo, who have moved from obedience to questioning, and who
assess work in terms of its significance in human life and human nature.
The book studies the Millennials and profiles them according to their
demographic and psychographic background along with personality
factors such as work locus of control, personal values and achievement
motivation, and so on. The authors highlight the gap between what the
Millennials expect and what they get at the workplace. The contours
of the new workplacecreating alignment between the individuals
expectations and the organizations offeringhave been sketched in
detail for retaining talent. With these insights, the book will be immensely
useful to all corporate professionals, academia, and students.
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
2011 652 pages Paperback: ` 495.00 (978-81-321-0864-1)
SAGE RESponSE
2012 272 pages Paperback: ` 425.00 (978-81-321-0898-6)
THINKING CREATIVELY AT WORK

A Sourcebook
Premila Dcruz Indian Institute of Management, Ahmedabad
It is a source book and the author has made a detailed study of
work done by various scientists in understanding creativity and
how it works. The book traces the complete history of
creativity in its role of helping organisations to survive and
further progress and will be an asset to both organisations and
business students.
Dawn
Thinking Creatively at Work: A Sourcebook moves away from linear
and static notions of creativity to put forth a dynamic, comprehensive
and contextualized understanding of the subject. It captures process
and outcome dimensions, integrating multiple viewpoints from cognitive
psychology, while strengthening intra-organizational contexts.
SAGE RESponSE
2008 224 pages Paperback: ` 395.00 (978-81-782-9853-5)
CULTURE AND ORGANIZATIONAL

BEHAVIOUR
Jai B P Sinha ASSERT Institute of Management Studies, Patna
Culture and Organizational Behaviour is a textbook for management
studies that highlights the effect of the confluence of Western and Indian
cultural influences.
Key Features:
Contains updated case studies from Indian organizations
Focuses on current and emerging strategies in organizational
structures, leadership, power and politics
Covers topics like balancing work and other responsibilities, power
and politics, and conflict and negotiation, which, though extremely
crucial to organizational behaviour, have perhaps not got due attention
in the existing literature
Presents the relatively unexplored effects of Indian culture on
organizational behaviour. Provides a platform where both theoretical
and practical issues can be addressed by managers, researchers,
students, and teachers alike
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
Organizational Behaviour | CSR
EMPLOYEE IDENTITY IN INDIAN CALL

CENTRES
The Notion of Professionalism
Ernesto Noronha and Premilla Dcruz Indian Institute of
Management, Ahmedabad
Noronha and DCruzs book is a perceptive inquiry into the
professional and personal lives of Indian call centre agents and
raises some new questions for further theoretical and empirical
investigation. It provides a lot of interesting information about
the nature of call centre work in India and abroad and introduces
newcomers to the contemporary literature in the field.
Based on a series of qualitative inquiries exploring employee experiences
of work in international facing call centres in Mumbai and Bangalore,
India, this book presents the lived experience of call centre agents,
coupled with managers perspectives and trade unionists viewpoints.
The book underscores how employee identity is defined by the notion
of professionalism. Inculcated in agents by employer organizations,
professional identity is invoked as a means of gaining employee
commitment to the realization of organizational goals in a bid to ensure
competitive advantage.
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
2011 784 pages Paperback: ` 995.00 (978-81-321-0867-2)
SAGE India offers special discounts

for purchase of books in bulk.
We also make available special imprints
and excerpts from our books on demand.
For orders and enquiries, write to us at
MArkETInG DEPArTMEnT
SAGE PubLIcATIonS InDIA PvT LTD
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E-MAIL uS AT marketing@sagepub.in
SEConD EDITIon!
STRATEGIC CORPORATE SOCIAL

RESPONSIBILITY
Stakeholders in a Global Environment
William B Werther JR University of Miami and David Chandler
University of Texas, Austin
Blending theory with practical application, this comprehensive text
supports courses at the intersection of corporate social responsibility
(CSR), corporate strategy, and public policy.
New and Hallmark Features
New! Chapter 2 on corporate strategy in relation to CSR contrasts the
resources perspective with Michael Porters five-forces model, and
outlines a third viewpoint: the stakeholder perspective
Part II presents 24 in-depth and topical CSR issues and cases,
including cases related to the financial crises of 2008
New! An expanded set of questions for Discussion and Review and
Online Resources supplements the cases and allows instructors to
combine traditional classroom activities with exploration of relevant
company, NGO, academic, and other CSR research
Accompanied by High-Quality Ancillaries!
A comprehensive password-protected Instructor Teaching Site is
available at www.sagepub.com/strategiccsr
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 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!
CORPORATE SOCIAL RESPONSIBILITY

IN INDIA
Sanjay K Agarwal Chartered Accountant
Corporate Social Responsibility in India is arguably the first
comprehensive, well-researched book on the subject in the country.
The author uses Indian examples, case studies and CSR role models
from the Indian industry to explain the gap between Indian business
needs and current practices. Practices and researches in economically
developed countries have also been used extensively. As the Indian
industry begins to enter international markets, it is going to be imperative
to integrate CSR with business goals for long-term sustainability and
healthy economic, social and environmental impact.
SAGE RESponSE
2008 352 pages Paperback: ` 495.00 (978-0-7619-3628-2)
27
Business Ethics
ETHICS, BUSINESS AND SOCIETY
RESTORING VALUES
Managing Responsibly
Keys to Integrity, Ethical Behaviour and Good

Governance
Edited by Ananda Das Gupta Head, HRD-Area, Indian Institute of

Plantation Management, Bangalore
The book is indeed a valuable collection of cases on business
ethics and CSR which have been developed to help teachers,
students and participants of postgraduate and executive
management programmes. The book has all merit to be
recommended as a supplementary text book for UG and PG
students. The book is also suitable for business ethics and CSR
professionals working in different capacities in corporate world.
Management and Change
This compilation analyses the differences between the concepts of
social responsibility and business ethics, which are often erroneously
understood to be the same. It explains that social responsibility is
a characteristic but just one of the many aspects of the much wider
concept of business ethics.
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!
ETHICAL CHOICES IN BUSINESS

R C Sekhar Late of T A Pai Management Institute, Manipal, India
With rich experience in both the business field and academia,
the author haswritten extensively on diverse subjects ranging
from finance and controls to culture and ethics. He is known for
his innovative methods of teaching ethics in management. His
book contains numerous case studies to illustrate the points.
A convincing presentation that brings ethics to life with real life
examples, this is a book that must be read by all supporters of
ethics and sceptics alike.
Dawn
SAGE RESponSE
2002 312 pages Paperback: ` 450.00 (978-0-7619-9718-4)
28
Edited by E Sreedharan Formerly at Delhi Metro Rail Corporation

and Bharat Wakhlu Resident Director, Tata Group, New Delhi
[The book] makes an important contribution by looking at the
many complexities of integrity, ethical behaviour and good
governance in the Indian contextcontributors to this volume
have done commendable work.A volume such as this was
long overdue and will enhance the level of debate in ethical
conduct in governance, public administration and the judiciary
significantly by making the readers aware of the role of society
and the individual. The collection of articles also presents a
good trigger for debates in ethics and forms a sound basis
for evolving a concept of ethical values for readers interested
in administration. I would also recommend the book to public
libraries and government agencies.
Current Science
This volume is a wake-up call to Indians to shape their country as an
ethical nation. The articles in the compilation have been written by some
of the most eminent thinkers and leaders of India, in various fields, all
of whom are known for their commitment to living and working with
integrity. It addresses the reasons for the absence of honest, ethical
and transparent dealings in all sections of the society, including the
legislative, executive and judicial branches of the government.
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
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)
Business Ethics | Governance
SOCIAL RESPONSIBILITY AND

ENVIRONMENTAL SUSTAINABILITY
IN BUSINESS
How Organizations Handle Profits and Social Duties
Edited by Preeta M Banerjee International Business School, Brandeis
University, Waltham, Massachusetts and Vanita Shastri TiE-Boston
This edited volume is a great knowledge resource for researchers,
practitioners, donors and others with social development as their
agenda. The book inspires social entrepreneurs to build new
models of sustainable growth, to scale existing solutions, and
to create new public-private partnerships. It provides various
facets of social entrepreneurship and the practical issues
involved in the process of getting all the stakeholders together
to work for a common cause and to raise the standards of living
for the poor and disadvantaged section of the society.
Journal of Governance and Public Policy
Using in-depth and contemporary case studies, the book demonstrates
how to define, measure, and achieve socially and environmentally
sustainable growth. The book inspires social entrepreneurs to build new
models of sustainable growth, to scale existing solutions, and to create
new publicprivate partnerships.
SHAPING BUSINESS LEADERS

What B-Schools Dont Do
Asha Bhandarker Management Development Institute, Gurgaon
Traditionally, business leaders were either shaped by business
families or came up the hard way fighting government controls
and still innovating business solutions Asha has highlighted
the paradigm shifts which B-Schools should develop to enable
new mental architecture amongst graduates.
Manoj Kohli, President and CEO, Bharti Airtel
Shaping Business Leaders: What BSchools Dont Do examines the
widespread impression that young professionals graduating from Indias
business schools are constantly job hopping, focus more on their own
gains and lack entrepreneurship skills. Bhandarker reiterates that Indias
top B-schools have to traverse miles to achieve their self-proclaimed
motto of identifying and training future business leaders. They must reexamine their educational paradigm, course structure and pedagogy,
and realign the competencies and disposition of their faculty.
This book is a part of SAGE Value PackFor the BORN LEADER!
Shaping Business Leaders by Asha Bhandarker
Knowledge Leadership by C Lakshman
2011 594 pages Paperback: ` 495.00 (978-81-321-0860-3)
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
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)
CORPORATE GOVERNANCE IN INDIA

Jayati Sarkar and Subrata Sarkar Indira Gandhi Institute for
Development Research, Mumbai, India
Corporate Governance in India is an authoritative discourse on
the current state of corporate governance in India. Beginning with an
analysis of its evolution, the authors discuss the effectiveness and
applicability of corporate governance mechanisms in the context of the
institutional structure within which Indian companies operate.
In this volume, the authors take the readers through an in-depth coverage
of six important corporate governance mechanisms:
Ownership structure
Board of directors
Executive compensation
Auditor and the audit committee
Market for corporate control
Disclosure and enforcement
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
QUEST FOR EXCEPTIONAL LEADERSHIP

Mirage to Reality
CREATING EFFECTIVE TEAMS
Ravi Chaudhry CeNext Consulting and Investment Pvt Ltd, New Delhi
A Guide for Members and Leaders
Ravi Chaudhry draws attention to the changing paradigm shifts,

which will become necessary for business leaders to achieve
success in the future. He also suggests how leaders will have to
refocus and align to the new methods to survive in a competitive
and dynamic environment. The book has something for every
corporate leader of the 21st Century.
Susan A Wheelan G.D.Q Associates, Inc.
The Times of India

Based on substantial research and analysis, the book is full of pathbreaking innovative concepts such as:
Seven Prime Realities that adversely impact our businesses and
lives.
Seven Allies to Catalyze Change that can augment social
consciousness in business.
Four Quadrant Matrix to make the right choice, every time.
Five Circles of Leadership Attitudes to assess where you are.
The journey from Base Camp Leadership Traits, to summit of
Exceptional Leadership
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)
30
FOuRTH EDITION!
Creating Effective Teams: A Guide for Members and Leaders is a

practical guide for building and sustaining top-performing teams. Based
on the authors many years of consulting experience with teams in the
public and private sectors, the Fourth Edition describes why teams
are important, how they function, and what makes them productive.
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)
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!
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!
THEORY AND PRACTICE

OF LEADERSHIP
Roger Gill Durham Business School, Durham University
If you are looking for a more holistic and critical take on the field of
leadership, look no further! The second edition of this engaging and
highly-respected text offers an exploration of leadership in a variety of
contexts, both profit-orientated and non-profit.
New to this edition:
Refined to capture and delineate the essential theories more clearly,
with broader coverage taking in the latest developments in areas such
as change, politics, assessment and development of leadership, and
multiple intelligences; Further development of a new integrative model
of core leadership themes and practices; Abundant examples and
illustrations, together with detailed explanations of how they apply in
practice; A companion website with an Instructor`s Manual, PowerPoint
slides, links to additional case studies and full-text journal articles.
Theory and Practice of Leadership will prove a highly-stimulating read
for undergraduate and postgraduate students of leadership and related
subjects as well as management consultants and practising managers.
Visit the Theory and Practice of Leadership companion website http:/
www.sagepub.co.uk/gill to take advantage of additional resources for
students and lecturers.
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!
LEADING WITH WISDOM

Spiritual-based Leadership in Business
THE ART OF BUSINESS LEADERSHIP

Indian Experiences
S Balasubramanian GRG School of Management Studies, Coimbatore
The Art of Business Leadership is a good attempt by Professor
Balasubramanian to map leadership styles in paradigm. While
many of the leaders have been interviewed, profiled, written
about exhaustively in the various pink papers and business
magazines, and now in business channels, this may be the rare
occasion their views have been featured in a book. The selection
of companies is an interesting mix of the public and private
sector and also the leaders from a cross-section of the industry
from engineering to pharmaceuticals, telecom and services.
The book is a mix of the pedantic theory and interesting real
life business.
This engaging book proposes a new look at the complex world and
characteristics of Indian business leadership. It is based on the authors
personal interaction and painstaking research on some of Indias leading
businessmen and businesswomen. Presenting a unique perception and
vision of business leadership in India, the book explores this complex
subject and its dynamics in todays challenging global business
environment. In addition to exploring some of the fundamental and
contemporary theories and concepts of leadership, it also provides:
An understanding of personality differences using the Myers-Briggs
Type Indicator (MBTI)
An overview of Indian culture and the unique characteristics of Indian
business
An in-depth analysis of Indian business leadership
The concept of service leadership
Transcripts of interviews with key business leaders in India
Lessons for future research and proposed models of leadership
2011 1012 pages Paperback: ` 995.00 (978-81-321-0866-5)
Peter Pruzan Professor Emeritus, Dr. Polit. & Ph.D, Copenhagen

Business School, Denmark and Kirsten Pruzan Mikkelsen Journalist
and former Newspaper Editor, Denmark
Leading with Wisdom is a fascinating attempt to capture the
essence of the timeless in the tapestry of our times. The authors
bring together very credible voices in corporate story telling.
The book will take the reader on a voyage of self-discovery
in space and time. It may just as well provide a fundamental
shift in the way we look at the very puirpose of business. This
book is a trend setter and a refreshing contrast to conventional
success literature.
Debashis Chatterjee,Professor and Head,
Leadership Centre, IIM, Lucknow
2011 1012 pages Paperback: ` 995.00 (978-81-321-0866-5)
31
Entrepreneurship | Industry
MANAGEMENT FOR SOCIAL ENTERPRISE
ENTERPRISE SUPPORT SYSTEMS
Bob Doherty, George Foster, Chris Mason, John Meehan,

Karon Meehan, Neil Rotheroe and Maureen Royce
all at Liverpool John Moores University
An International perspective
Management for Social Enterprise provides a clear and timely

guide to the management challenges involved in understanding
and running social enterprises, and underlines why their unique
nature requires something more than just standard business
school wisdom.
Ken Peattie, Professor of Marketing and Strategy,
Cardiff Business School and Director of the ESRC Centre
for Business Relationships, Accountability,
Sustainability and Society
The book overviews the key business topics required by social
entrepreneurs, and managers in social enterprises, with perspectives
on strategy, finance, ethics, governance, marketing and people
management. Written in direct, accessible language by a team of
authors currently teaching and researching in this sector, each chapter
is fully supported with useful resources.
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).
UNLEASHING YOUR ENTREPRENEURIAL

POTENTIAL
Raghu Nandan Consultant on Industrial Development in Emerging
Countries
Peppered with anecdotes, makes it a breezy readThe book
details the soft skills entrepreneurs need, with specific focus on
lifestyle, work ethic, self-discipline, social and communication
skills, and an understanding of competitor`s work.
Business World
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
Edited by Mathew J Manimala Indian Institute of Management,

Bangalore, Jay Mitra University of Essex and Varsha Singh Indian
Institute of Management, Bangalore
Enterprise Support Systems: An International Perspective focuses
on the issues surrounding enterprise support systems, giving a
comprehensive understanding of how they influence enterprise creation
and growth in various nations. Against the background of globalized
economy, this collection covers issues pertaining to countries at diverse
stages of enterprise development and offers valuable insights into the
support needed at these stages.
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)
MARKETING COMMUNICATIONS INDUSTRY

Entrepreneurial Case Studies
Gautam Raj Jain Mudra Institute of Communications, Ahmedabad
and Raunica Ahluwalia Mudra Communications Pvt. Ltd, New Delhi
[This book is] an excellent collection of case studies which
exemplifies the drive and determination of creative entrepreneurs
and the need for nurturing growth in the industry through
creative, entrepreneurial talent.
Professor Jay Mitra
Marketing Communications Industry: Entrepreneurial Case
Studies explores the innovative management practices adopted by
some enterprising individuals that fostered creation and growth of new
business formations without any support from large corporate houses.
SAGE RESponSE
2008 204 pages Paperback: ` 375.00 (978-81-782-9868-9)
Industry | International Business
TOURISM DEVELOPMENT REVISITED
INTERNATIONAL BUSINESS
Concepts, Issues and Paradigms
Theory and Practice
Edited by Sutheeshna Babu S Indian Institute of Tourism and

Travel Management, Gwalior and National Institute of Watersports,
Goa, Sitikantha Mishra Indian Institute of Tourism and Travel
Management, Gwalior and Bivraj Bhusan Parida Indian
Institute of Tourism and Travel Management, Bhubaneswar
Ehud Menipaz
Ben Gurion University and Amit Menipaz e-Bay SDC Development
Centre
The book offers a diverse commentary and discussion on the

development and the business of tourism in the 21st century.
This book is recommended for researchers, graduate students,
and academicians studying international tourism. In comparison
to other books on tourism development, Tourism Development
Revisited offers a critical and challenging approach through the
interesting and sometimes provocative views of authors who are
experts of this complex phenomenon.
Annals of Tourism Research
Tourism Development Revisited: Concepts, Issues and Paradigms,
in addition to discussing the concepts, scope and nature of the tourism
business, also includes a diverse commentary on:
The development of tourism in the 21st century
Emerging models in international tourism
Challenges faced in emerging markets of East Europe, India and China
Impact of the Internet and online markets on the travel industry
Changing human resource practices and contributions by the informal
sector
The importance of tourism as a source of economic development
The dynamics of the global tourist and corporate traveler
Ecotourism, exotic destinations and experiential tourism
Fundamental issues in leisure, recreation and tourism
SAGE RESponSE
2008 362 pages Paperback: ` 650.00 (978-0-7619-3633-6)
DEREGULATION AND COMPETITION
International Business: Theory and Practice addresses these

questions by providing the student with a broad overview of the subject,
while guiding readers through the practical issues and context of
international business with the use of a range of examples, cases and
discussion questions drawn from around the world.
Key Features:
Unpacks the complex issues facing both multi-national enterprises
(MNE) and international small and medium enterprises (SME)
Contains a full range of learning features including international case
studies, explanations of key terms, a glossary, and annotated further
reading
A dedicated companion website with material to support both
lecturers and students
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)
Lessons from the Airline Industry

Jagdish N Sheth Emory University, Atlanta, Fred C Allvine Georgia
Institute of Technology, Georgia, Can Uslay Chapman University,
California and Ashutosh Dixit Cleveland State University, Cleveland
This thought-provoking book chronicles the evolution of the airline
industry and explains what lies ahead for airlines across the globe.
Taking the US airline industry as an in-depth case study, the authors
present compelling evidence on how the paradigm shift that is taking
place in the airline industry is linked to the big-bang approach to
deregulation.
There are lessons to be learned from the US, as Europe and Asia
undergo airline deregulation from a public policy as well as a corporate
perspective. This book also addresses the crucial question of what will
happen to the airlines that are in turmoil. In addition to the comprehensive
analysis of the airline industrys evolution, the authors draw from extant
theory as well as from their own research to predict and explain which
airlines are likely to fly high and which are likely to face `turbulence` in
the domestic and international markets.
http://www.youtube.com/sageindia
SAGE RESponSE
2007 344 pages Hardback: ` 875.00 (978-0-7619-3596-4)
33
Marketing & Sales
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
Ross Brennan Middlesex University Business School, Louise Canning

University of Birmingham and Raymond Mcdowell University of the
West of England
Business-to-Business Marketing offers an accessible clarity
of insight, combined with updated and engaging examples
The authors make this exciting and challenging area accessible
to advanced undergraduate and to postgraduate students of
marketing, management and business studies.
The Times of India
The Second Edition of this bestselling B2B textbook offers the same
accessible clarity of insight, combined with updated and engaging
examples.
Featuring updated and new case studies and a range of new examples.
Incorporating additional coverage of B2B branding and the B2B
strategic marketing process, and issues of sustainability.
Extended coverage of Key Account Management
A new Companion Website with a full Instructors Manual with
PowerPoint slides for lecturers and access to full-text journal articles
for students. www.sagepub.co.uk/brennan2e
CONTENTS
SAGE SOuTH ASIA
Preface to the Second Edition / Companion Website / FUNDAMENTALS OF

BUSINESS-TO-BUSINESS MARKETING / Business-to-Business Markets
and Marketing / Buyer Behaviour / Inter-Firm Relationships and Networks /
BUSINESS-TO-BUSINESS MARKETING ANALYSIS AND STRATEGY / Businessto-Business Marketing Strategy / Researching Business-to-Business Markets
/ Business Market Segmentation / COMMUNICATING AND INTERACTING
WITH CUSTOMERS / Market Communication / Relationship Communication /
Relationship Portfolios and Key Account Management / MANAGING MARKETING
PROCESSES / Managing Product Offerings / Routes to Market / Price-Setting in
Business-to-Business Markets / Glossary / References / Index
2012 256 pages Paperback: ` 395.00 (978-81-321-1040-8)
SAGE SOuTH ASIA
Introducing the History of Marketing Theory and Practice / Marketing Science

and the Paradigm Debates / Whats the Story? Analyzing Marketing Discourse
/ Interrogating the Ideological Function of Marketing / The Management of
Marketing / Taking a Different Look at Business-to-Business Marketing / Consumer
Surveillance and Marketing Research / Consumer Rights and Resistance /
Consumer Society and the Production of Identity / Marketing and the Sign /
Globalization and Ethics

2011 408 pages Paperback: ` 495.00 (978-81-321-0746-0)

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
For assistance in ordering!

Write today to marketing@sagepub.in
Marketing & Sales
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
INTRODUCTION / Ideas and Explanations in Consumer Research / CONSUMPTION

PATTERNS / Customer Loyalty / Brand Knowledge, Brand Equity and Brand
Extension / Stationary Markets / Market Dynamics / EXPLAINING DECISONMAKING / Predicting and Explaining Behaviour / Information Processing and
Decision-Making / Consumer Satisfaction and Quality / MARKET RESPONSE /
Consumer Response to Price and Sales Promotions / The Retail Context / WordOf-Mouth Influence / The Response to Advertising / References / Index
SAGE SOuTH ASIA
SAGE SOuTH ASIA
SERVICES MARKETING AND MANAGEMENT
2009 344 pages Paperback: ` 395.00 (978-81-321-0315-8)

2012 520 pages Paperback: ` 550.00 (978-81-321-1020-0)

Audrey Gilmore University of Ulster

Services Marketing and Management is not about the
burgeoning services sector. Dr Audrey Gilmores slim study
of services is more about how services are conceptualised,
designed and managed. [Dr Gilmore] analyses different service
sectors like financial services, tourism, charities and museums.
She then dwells on contemporary issues for service managers
and the challenges for services marketing.
http://facebook.com/SAGEPublicationsIndiaPvtLtd
This comprehensive book lucidly explains how services are

conceptualized, designed and managed, while providing a clear
understanding of the multi-dimensional nature of the sector. Addressing
in detail the critical question of services management, the author
provides an in-depth exposition of how services are managed from
within service organizations and from a managerial perspective as
well. The book also analyses several different service contexts such as
financial services, tourism, charities and museums.
SAGE RESponSE
2003 224 pages Paperback: ` 525.00 (978-81-782-9334-9)
35
Marketing & Sales
THE LITTLE BOOK OF BIG

CUSTOMER SATISFACTION
MEASUREMENT
MANAGING YOUR SALES FORCE
principles and practice
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
This book is a part of SAGE Value PackFor the SALES MANAGER

The New Sales Manager(2e) by Walter Vieira
Managing Your Sales Force by Pingali Venugopal
2011 390 pages Paperback: ` 495.00 (978-81-321-0862-7)
SAGE RESponSE
2012 226 pages Paperback: ` 350.00 (tent.) (978-81-321-0978-5)
SALES AND DISTRIBUTION MANAGEMENT
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.
Marketing Management stars with understanding the needs

of the consumer at various levels (like rational, emotional
and sensory) and the strategies that should be undertaken
to augment the consumer-base for individual products and
services. The author states that the marketing activities should
start by converting the technical product into a marketing
product by linking to the needs of the target consumer.
The Times of India
Marketing Managaement provides the mantra to build long-term
marketing growth. Starting with the understanding of consumer needs,
it takes the reader on a smooth journey of how to understand the market
and develop appropriate strategies. In doing that, it provides an in-depth
analysis of how to build a sustainable customer base in the ever-growing
competitiveness and dynamism of the present-day marketing arena.
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)
MARKETING CHANNEL MANAGEMENT

A Customer-centric Approach
The author has put in a very good effort to bring out a book
that meets the requirement of the Indian Channel Environment.
The book has throughout kept a customer-centric approach.
Management & Change
SAGE RESponSE
SAGE RESponSE
2010 260 pages Paperback: ` 395.00 (978-81-321-0471-1)
2001 188 pages Paperback: ` 450.00 (978-0-7619-9551-7)
Marketing & Sales
SEConD EDITIon!
SALES FORECASTING MANAGEMENT

A Demand Management Approach
John T Mentzer and Mark A Moon both at University of Tennessee,
Knoxville
The Second Edition of Sales Forecasting Management provides
comprehensive coverage of the techniques and applications of sales
forecasting analysis, combined with a managerial focus to give managers
and users of the sales forecasting function a clear understanding of the
forecasting needs of all business functions. Bringing together 25 years of
sales forecasting management research with more than 400 companies,
this is the first text to truly integrate the theory and practice of sales
forecasting management.
Highlights of this new edition are:
New insights on the critical area of qualitative forecasting
Includes results of additional surveys done since the publication of the
first edition
The discussion of the four dimensions of forecasting management has
been significantly enhanced
Significant reorganization and updating has been done to strengthen
and improve the material for the second edition
The authors well-regarded Multicaster software system demo, which
has been updated and is now available for download from the authors
Web site
SAGE RESponSE
2005 364 pages Paperback: ` 495.00 (978-81-782-9505-3)
SUPPLY CHAIN MANAGEMENT

Edited by John T Mentzer University of Tennessee, Knoxville
John Mentzer draws on in-depth, real world interviews with the top
supply chain executives in twenty companies, and a thorough review
of supply chain management research to present a comprehensive
model of supply chain management. The contributors are all supply
chain experts with real world experience. They:
clearly define supply chain management
identify those factors that contribute to effective supply chain
management
suggest how the adoption of a supply chain management approach
can affect business strategy and corporate performance
provide practical guidelines on how companies can manage supply
chains
address the role of all the traditional business functions in supply
chain management
SAGE RESponSE
2001 524 pages Paperback: ` 550 (978-81-782-9842-9)
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)
HANDBOOK OF RELATIONSHIP MARKETING

Edited by Jagdish N Sheth and Atul parvatiyar both at Emory
University, Atlanta
The book is exhaustive and certainly an important source
of reference to any scholar interested in understanding
the theoretical underpinnings that led to the emergence of
relationship marketing as a specialised body of knowledge.
Originally priced at $ 128.00 (Hardback).

SAGE RESponSE
2002 670 pages Paperback: ` 1,100.00 (978-81-782-9104-8)
Originally priced at $ 123.00 (Hardback).
37
Marketing & Sales
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)
ABOuT THE EDITOR:

Balaji C. Krishnan is an Associate Professor in the Department of
Marketing and Supply Chain Management, Fogelman College
of Business and Economics, University of Memphis, USA. He is
slated to take over as Head of the Department of Communication,
Journalism and Marketing at Massey University, New Zealand.
38
Marketing & Sales
SHELBY D HUNT
10 Volume Set
Edited by Jagdish N Sheth, Emory University, Atlanta
ABRIDGED CONTENTS
VOLuME 1: MARKETING THEORY: The Nature and Scope of Marketing / Set

Introduction Jagdish N Sheth / Volume Introduction: An Introduction to Shelby
Hunts Contributions to Marketing Theory Paul Busch / The Nature and Scope
of Marketing / Marketing is... / On the Service-Centered Dominant Logic for
Marketing / A Responsibilities Framework for Marketing as a Professional Discipline
/ Perspectives of other Scholars / Paul Busch Interviews Shelby D Hunt
VOLuME 2 : MARKETING THEORY: Philosophy of Science Foundations of
Marketing / Set Introduction Jagdish N Sheth / Volume Introduction: Philosophy
of Science Foundations of Marketing Jagdip Singh / The Morphology of Theory
and the General Theory of Marketing / A Crucial Test for the Howard-Sheth
Model of Buyer Behavior / Lawlike Generalizations and Marketing Theory / Are
the Logical Empiricist Models of Explanation Dead? / General Theories and the
Fundamental Explananda of Marketing / The Influence of Philosophy, Philosophies,
and Philosophers on a Marketers Scholarship / Jagdip Singh Interviews Shelby
D Hunt
VOLuME 3: MARKETING THEORY: Philosophy of Science Controversies in
Marketing / Set Introduction Jagdish N Sheth / Volume Introduction: Philosophy
of Science Controversies in Marketing Roy D Howell / Should Marketing Adopt
Relativism? / For Reason and Realism in Marketing / Objectivity in Marketing
Theory and Research / For Truth and Realism in Management / Research / Realism
/ Perspectives of Other Scholars / Roy D Howell Interviews Shelby Hunt
VOLuME 4: CHANNELS OF DISTRIBUTION / Set Introduction Jagdish N Sheth
/ Volume Introduction: Shelby Hunts Contributions to Research on Channels of
Distribution: An Introduction James R Brown / The Socioeconomic Consequences
of the Franchise System of Distribution / Experiential Determinants of Franchisee
Success / The Trend Toward Company-Operated Units in Franchise Chains
/ Women and Franchising / Perspectives of Other Scholars / James R Brown
Interviews Shelby D Hunt
VOLuME 5: MACROMARKETING, ETHICS AND SOCIAL RESPONSIBILITY: The
Development Period / Set Introduction Jagdish N Sheth / Volume Introduction:
Introduction to Macromarketing, Ethics, and Social Responsibility: The
Development Period Scott J Vitell / Informational vs. Persuasive Advertising: An
Appraisal / Macromarketing as a Multidimensional Concept / Perspective of Other
Scholars / Scott J Vitell Interviews Shelby Hunt
VOLuME 7: MARKETING MANAGEMENT AND

STRATEGY / Set Introduction Jagdish N Sheth
/ Volume Introduction: Competitive Marketing
Strategy and Marketing Management: A
Commentary on the Contributions of Shelby Hunt
to Marketing Scholarship Rajan Varadarajan
/ Post-Transaction Communications and
Dissonance Reduction / Perspectives of Other
Scholars / Rajan Varadarajan Interviews Shelby
D Hunt
VOLuME 8 : REL ATIONSHIP MARKETING
/ Set Introduction Jagdish N Sheth / Volume
Introduction : Introduction to Volume 8 :
Relationship Marketing Robert M Morgan /
Competing Through Relationships: Grounding
Relationship Marketing in Resource Advantage
Theory / Perspective of Other Scholars / Robert
M Morgan Interviews Shelby Hunt
VOLuME 9: RESOURCE-ADVANTAGE THEORY: The Development Period /
Set Introduction Jagdish N Sheth / Volume Introduction: An Introduction to
Resource Advantage Theory: The Developmental Period O C Ferrell / The
Resource-Advantage Theory of Competition / Resource Advantage Theory /
Resource-Advantage Theory and the Wealth of Nations / Resource-Advantage
Theory / Evolutionary Economics, Endogenous Growth Models, and ResourceAdvantage Theory / Productivity, Economic Growth, and Competition / The
Strategic Imperative and Sustainable Competitive Advantage / The CompetenceBased, Resource-Advantage, and Neoclassical Theories of Competition / A
General Theory of Competition / Synthesizing Resource-Based, Evolutionary, and
Neoclassical Thought / Perspectives of Other Scholars / O C Ferrell Interviews
Shelby Hunt
VOLuME 10: RESOURCE ADVANTAGE THEORY: The Research Tradition Period
/ Set Introduction Jagdish N Sheth / Volume Introduction: An Introduction to
Resource-Advantage Theory: The Research Tradition Period Dennis B Arnett /
A General Theory of Competition: Issues, Answers and an Invitation / ResourceAdvantage Theory and Austrian Economics / Marketing and a General Theory of
Competition / Economic Growth / Competitive Advantage Strategies in Times of
Adversity / Perspectives of Other Scholars / Dennis B Arnett Interviews Shelby
Hunt
2011 2560 pages Hardback ` 45,000.00 (978-81-321-0520-6)
VOLuME 6: MACROMARKETING, ETHICS AND SOCIAL RESPONSIBILITY:

The Research Transition Period / Set Introduction Jagdish N Sheth / Volume
Introduction: On Shelby Hunt, Marketing Ethics, and Research Traditions JOHN
R SPARKS / Commentary on an Empirical Investigation of a General Theory of
Marketing Ethics / Perspectives of Other Scholars / Randy Sparks Interviews
Shelby D Hunt
KENT B MONROE
7 Volume Set
ABRIDGED CONTENTS
VOLuME 1: PROCESSING OF PRICE INFORMATION / Set Introduction Jagdish N

Sheth / Volume Introduction: Psychophysics and Processing of Price Information
Chezy Ofir / The Beginning: Adapting Psychophysics to Study How Price
Information Is Processed / Identifying the Domain of Behavioral Pricing Research
/ Contextual Influences on Price Perceptions / Processing Price Information:
Incorporating Memory and Numerical Cognition Issues / Perspective of other
Scholars / Chezy Ofir interviews Kent Monroe
VOLuME 2: COMPARATIVE PRICE ADVERTISING / Set Introduction Jagdish
N Sheth / Volume Introduction Albert J Della Bitta / Extending the Reference
Price Concept / Examining the Effects of Contextual Information / Extensions to
Online Marketing / Perspectives of Other Scholars / Albert J Della Bitta Interviews
Kent Monroe
VOLuME 3: The Price-Quality-Value Relationship / Set Introduction Jagdish N
Sheth / Volume Introduction Dhruv Grewal and Anne Roggeveen / Price (and
Other Cues)-Quality-Value / Decomposing Perceived Value / Moderating Variables
/ Perspectives of Other Scholars / Dhruv Grewal and Anne Roggeveen Interview
Kent Monroe
VOLuME 5: Research in Consumer Behavior

Introduction Monika Kukar-Kinney and nancy
M Ridgway / Consumer Buying Behavior
/ Information Acquisition / Other Topics in
Consumer Behavior / Perspectives of Other
Scholars / Monika Kukar-Kinney and Nancy M
Ridgway Interview Kent Monroe
VOLuME 6: MODELS, THEORY, AND METHODS
Introduction Tridib Mazumdar / Pricing Models
/ Theoretical Developments in Marketing and
Pricing / Research Methods / Perspectives of
Other Scholars / Tridib Mazumdar Interviews Kent
Monroe
VOLuME 7: PRICING MANAGEMENT AND
PRACTICE / Set Introduction Jagdish N Sheth /
Volume Introduction Manjit Yadav / Pricing and
Marketing Management / Integrating Marketing and Finance / Pricing Decisions /
Price Bundling / Pricing and Public Policy / Perspectives of Other Scholars / Manjit
Yadav Interviews Kent Monroe
2011 1792 pages Hardback ` 31,500.00 (978-81-3210-518-3)
VOLuME 4: PRICE FAIRNESS / Set Introduction Jagdish N Sheth / Volume

Introduction Lan xia / Conceptual Foundations of Price Fairness Research /
Extending Price Fairness Research / Price Fairness and Marketing on the Internet
/ Perspectives of Other Scholars / Lan Xia Interviews Kent Monroe
39
Marketing & Sales
NARESH K MALHOTRA
9 Volume Set
ABRIDGED CONTENTS
VOLuME 1 : RESE ARCH ME THODOLOGY: CONJOINT ANALYSIS,

MULTIDIMENSIONAL SCALING, AND RELATED TECHNIQUES / Volume
Introduction: The Contributions of a Legendary Marketing Researcher
Observations of a Shishya, Colleague, and Coauthor by James Agarwal /
Conjoint Analysis / Multidimensional Scaling and Correspondence Analysis /
Perspective of Other Scholars / James Agarwal Interviews Naresh K Malhotra
/ Legendary Contributions to Conjoint Analysis, Multidimensional Scaling, and
Life Itself
VOLuME 2: RESEARCH METHODOLOGY: RESEARCH DESIGN AND DATA
ANALYSIS / Volume Introduction: Naresh K MalhotraA True Marketing Legend,
My Professor, and Coauthor by Lan Wu / Measurement and Validation / Discrete
Choice Models / Structural Equation / Modeling and Related Techniques / Review
and Prognosis / Perspectives of Other Scholars / Lan Wu Interviews Naresh K
Malhotra / Research Design Insights from a Legendary Methodologist
VOLuME 3: CONSUMER BEHAVIOR: INFORMATION PROCESSING AND
DECISION MAKING / Volume Introduction: Naresh K MalhotraA Marketing
Legend, A Great Mentor, and One Who Has Significantly Impacted My Life! by
Ashutosh R Patil / Information Overload / Cognitive Styles / Information Search,
Processing, and Decision Making / Perspectives of Other Scholars / Ashutosh
R Patil Interviews Naresh K Malhotra / Processing the Research Behavior of a
Legendary Consumer Behaviorist
VOLuME 4: CONSUMER BEHAVIOR: ATTITUDE, INTENTION, AND CHOICE
BEHAVIOR / Volume Introduction: Naresh K MalhotraA Marketing Legend, and
an Accomplished, Diligent, and Productive Scholar Who Has Motivated Many
Others by Tracey M King / Attitude, Affect, and Intentions / Choice Behavior /
Cognitive Processes / Perspectives of Other Scholars / Tracey M King Interviews
Naresh K Malhotra / The Attitudinal, Intentional, and Behavioral Influence of a
Marketing Legend
VOLuME 5: MARKETING MANAGEMENT AND POLICY / Volume Introduction:
Naresh K MalhotraA Legendary Scholar, Marketing Guru, Professor, Mentor, and
Coauthor by Can Uslay / Marketing Management / Marketing Policy / BusinessTo-Business Marketing / Marketing Discipline / Perspectives of Other Scholars /
Can Uslay Interviews Naresh K Malhotra / The Past, Present, and Future of the
Marketing Discipline as Seen by a Marketing Legend
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
VOLuME 6: INTERNATIONAL AND CROSSCULTURAL MARKETING / Volume Introduction:

An International Marketing Legend I am Honored
to Call Simply Naresh by Francis M ulgado
/ Theoretical, Conceptual, and Methodological
Foundations / International Market Segmentation
and Trading Blocs / Developing Countries /
Cross-Cultural Research / Perspectives of Other
Scholars / Francis M Ulgado Interviews Naresh
K Malhotra / Cross-cultural and International
Reflections of a Most Published Author and a
Marketing Legend
VOLuME 7: MARKETING OF SERVICES:
RETAILING AND HEALTH CARE / Volume
Introduction: The Seminal and Pioneering
Contributions of Naresh K Malhotra to the
Marketing of ServicesRetailing and Health
Care by Charla Mathwick and neale Martin
/ Retailing / Health Care / Perspectives of Other Scholars / Charla Mathwick
Interviews Naresh K Malhotra / Neale Martin Interviews Naresh K Malhotra / A
Health-care Marketing Pioneer, Most Published Author, and Legend
VOLuME 8: ETHICS, QUALITY OF LIFE, AND PEDAGOGY / Volume Introduction:
Dr MalhotraA Marketing Legend and a Dedicated and Nurturing Mentor by Gina
L Miller / Ethics Publications / Quality of Life / Pedagogy / Perspectives of Other
Scholars / Gina L Miller Interviews Naresh K Malhotra / The Social Responsibility
of a Legendary Researcher and Educator
VOLuME 9: MANAGEMENT INFORMATION SYSTEMS, TECHNOLOGY, AND
MARKETING / Volume Introduction: Breakthrough Contributions to the Interface
of Management Information Systems, Technology, and Marketing by Sung S
Kim and Alka V Citrin / Mis Adoption and Use / Technology and Marketing /
Perspectives of Other Scholars / Sung S Kim Interviews Naresh K Malhotra /
Alka V Citrin Interviews Naresh K Malhotra / The Technological Orientation of
a Marketing Legen
2011 3120 pages Hardback ` 40,500.00 (978-81-321-0517-6)
Buyer Behavior / The Future of the Computer in

Marketing / Marketing Simulations: Review and
Prospects (with Randall L Schultz) / Corporate
Models: Better Marketing Plans / A Guide to
Gathering Expert Estimates: The Treatment
of Unscientific Data / Operations Research in
Marketing / Perspectives of Other Scholars
/ Pioneering Days of Operations Research
in Marketing Andris A Zoltners / Kotlers
Simulation Modeling Lakshman Krishnamurthi /
Commentaries on Some Selected Works of Philip
Kotler Anne Coughlan / About the Editors and
Contributors
VOLUME 3: CREATING AND MANAGING THE
PRODUCT MIX / Volume Introduction: Kotlers
Work on Creating and Mangaging the Product Mix
Venkatesh Shankar / Marketing Mix Decisions
for New Products / Phasing Out Weak Products /
Competitive Strategies for New Product Marketing Over the Life Cycle / Targeting
Prospects for a New Product (with Gerald Zaltman) / Harvesting Strategies
for Weak Products / Design: A Powerful but Neglected Strategic Tool (with G
Alexander Rath) / Strategic Marketing for New Programs (with Karen F A Fox)
/ Flawed Products: Consumer Responses and Marketing Strategies (with Murali
K Mantrala) / Perspectives of Other Scholars / Managing Brand, Product,
and Business Deletions and Managing the Market Environment: Phil Kotler, a
Thought Leader Ahead of His Times Rajan Varadarajan / Phil Kotler and Lead-R
Relevance: Not Jumping on the Bandwagon but Shaping Its Direction Satish
Jayachandran / Phil Kotlers Early Work on New Product Decisions Barry L Bayus
/ About the Editors and Contributors
VOLUME 4: IMPROVING THE ROLE AND PRACTICE OF MARKETING / Volume
Introduction: Kotlers Practitioner Papers Tim Ambler / Diagnosing the Marketing
Takeover / Its Time to Cut Down on Advertising Waste (with Fred C Allvine and
Paul N Bloom) / Marketing Professional Services (with Richard A Connor Jr.) /
The Marketing Audit Comes of Age (with William Gregor and William Rodgers)
/ From Sales Obsession to Marketing Effectiveness / Marketings Drive to Maturity
/ The Future Marketing Manager / The Marketing Planning Process (with Karen F
A Fox) / A Framework for Marketing Image Management (with Howard Barich) /
Turbo Marketing through Time Compression (with Paul J Stonich) / Auditing the
Marketing Function (with William H Rodgers and Gerard A Osborne) / Boards
Should Tune in to Corporate Marketing Programs / The Marketing Consultant (with
Marketing & Sales
Robert Spekman) / A Three-Part Plan for Upgrading Your Marketing Department

for New Challenges / Ending the War between Sales and Marketing (with neil
Rackham and Suj Krishnaswamy) / What CEOs Need to Know and Do about
Marketing (with John C Westman) / Marketing: The Unappreciated Workhorse
/ Rethinking the Chain: Make Marketing Leaner, Faster and Better (with Robert
Shaw) / Perspectives of Other Scholars / Kotler, Marketing, and Me Patrick
Barwise / Philip Is Everywhere Hugh Davidson / Philip Kotler: The Great Marketing
Generalist Winston Fletcher / About the Editors and Contributors
VOLUME 5: STRATEGIC MARKETING / Volume Introduction: Kotler on Strategic
Marketing Glen urban, John Roberts, Alvin Silk, and Jerry Wind / Marketing
during Periods of Shortage / Strategic Remarketing: The Preferred Response
to Shortages and Inflation (with V Balachandran) / Strategies for High MarketShare Companies (with Paul N Bloom) / Market Challenger Strategies / Marketing
Warfare in the 1980s (with Ravi Singh) / 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 / On a Personal Note
Glen urban / The Externalities and Second-Order Effects of Kotler in Marketing
Strategies John Roberts / Reflections Alvin Silk / A Personal Note Jerry Wind /
About the Editors and Contributors
VOLUME 6: GLOBALIZATION AND INTERNATIONAL MARKETING COMPETITION
/ Volume Introduction: Why International Marketers Need to Read Kotler Michael R
Czinkota and Charles J Skuba / The Worlds Champion Marketers: The Japanese
(with Liam Fahey) / Japanese Strategic Marketing: An Overview (with Liam
Fahey) / Strategic Global Marketing: Lessons from the Japanese (with Somkid
Jatusripitak and Liam Fahey) / Global StandardizationCourting Danger / Global
Marketing Strategies / Semiotics of Person and Nation Marketing / The Potential
Contributions of Marketing Thinking to Economic Development / Ending Global
Stagnation: Linking the Fortunes of the Industrial and Developing Countries (with
Nikhilesh Dholakia) / GlobalizationRealities and Strategies / Theres No Place
Like Our Place! The Marketing of Cities, Regions, and Nations (with Donald Haider
and Irving Rein) / The Asian Apocalypse: Crisis Marketing for Consumers and
Businesses (with Swee Hoon Ang and Siew Meng Leong) / Only the Sustainable
Succeed: Lessons from Asian Survivors (with Hermawan Kartajaya) / Country
as Brand, Product, and Beyond: A Place Marketing and Brand Management
Perspective (with David Gertner) / How Can a Place Correct a Negative Image
(with David Gertner) / Perspectives of Other Scholars / Kotler and International
Marketing: An Analysis of Contribution, Foresight, and Shaping of the field Michael
R Czinkota and Charles J Skuba / An Academic Perspective: Philip Kotlers
International Orientation and Its Long-Term Impact on the Marketing Discipline
A Coskun Samli / Kotler and Marketing in Europe: Texts, Thoughts, Talks, and
Towns Douglas West and Isabelle Szmigin / About the Editors and Contributors
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
2012 2448 pages Hardback: ` 49,900.00 (978-81-321-0519-0)
VOLUME 7: MARKETING IN THE NEW ECONOMY / Volume Introduction: The

Visionary Contributions of Philip Kotler Patrick J Duparcq / Prosumers: A New
Type of Consumer / Role of the Marketing Department in the Organization of the
Future / Mapping the Future Marketplace / Managing Direct and Online Marketing
/ Marketing in the Network Economy (with Ravi S Achrol) / Marketing in the Age
of Information Democracy (with Mohanbir Sawhney) / Nine Major Shifts in the
New Economy (with Dipak Jain and Suvit Maesincee) / Perspectives of Other
Scholars / The Future with a Baseline Ward Hanson / The Impact of Web 2.0 on
Business-to-Business Marketing Thomas Steenburgh and Das narayandas
/ The Converging of Disparate Fields Edward C Malthouse / Technology and
Marketing: Not an Entirely New Story Patrick J Duparcq / Patrick J Duparcq
Interviews Philip Kotler / Impact of Technology on Marketing: An Interview with
Philip Kotler / About the Editors and Contributors
VOLUME 8: BROADENING THE CONCEPT AND APPLICATIONS OF MARKETING
/ Volume Introduction: Broadening the Concept and Application of Marketing:
Background and Overview William L Wilkie / Broadening the Concept of Marketing
(with Sidney J Levy) / Marketing Education for the 1970s / Beyond Marketing: The
Furthering Concept (with Sidney J Levy) / Education Problems and Marketing
(with Bernard Dubois) / Third Sector ManagementThe Role of Marketing (with
Michael Murray) / Applying Marketing Theory to College Admissions / The Market
for Personal Growth Services (with Lenore Borzak) / Educational Packagers: A
Modest Proposal / Marketing and Public Relations: Should They Be Partners or
Rivals? (with William Mindak) / Marketing: A Definition for Community Colleges
(with Leslie A Goldgehn) / Strategic Planning for Higher Education (with Patrick E
Murphy) / Business Marketing for Political Candidates (with neil Kotler) / Dream
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41
Marketing & Sales
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
Vicki G. Morwitz) / Aggregate and Disaggregate

Sector Forecasting Using Consumer Confidence
Measures (with Robert P. Leone and John N.
Gaskins) / Forecasting Performance of Market
Share Models: An Assessment, Additional
Insights, and Guidelines / A Comparative Study
of Market Share Models Using Disaggregate
Data (with Timothy B. Heath) / perspectives
of Other Scholars / V. Kumar: Formative
YearsResearch in the Area of Marketing and
Forecasting Roderick J. Brodie / 10. VKs
Undaunted Determination Was a Great Lesson
for Me Timothy B. Heath / V. Kumar: Marketing
Genius Extraordinaire Kalyan Raman / Kay
Peters Interviews V. Kumar / There is a Clear
Need for Better Forecasting Techniques / About
the Editors and Contributors
Volume 5: Marketing Research: Applications /
Volume Introduction: Marketing Research: ApplicationsAn Introduction to V.
Kumars Contributions on the Applications of Marketing Research Robert P.
Leone / The Impact of Customer Relationship Management Implementation
on Cost and Profit Efficiencies: Evidence from the U.S. Commercial Banking
Industry (with Alexander Krasnikov and Satish Jayachandran) / MarketingMix Recommendations to Manage Value Growth at P&G Asia-Pacific (with Jia
Fan, Rohit Gulati and P. Venkat) / The Power of CLV: Managing Customer
Lifetime Value at IBM (with Rajkumar Venkatesan, Tim Bohling, and Denise
Beckmann) / Multichannel Shopping: Causes and Consequences (with Rajkumar
Venkatesan and Nalini Ravishanker) / Knowing What to Sell, When, and to
Whom (with Rajkumar Venkatesan and Werner Reinartz) / Who Are the
Multichannel Shoppers and How Do They Perform?: Correlates of Multichannel
Shopping Behavior (with Rajkumar Venkatesan) / Balancing Acquisition and
Retention Resources to Maximize Customer Profitability (with Werner Reinartz
and Jacquelyn S. Thomas) / Six Steps to Better Decision Models (with Timothy
Bohling) / A Model to Explain Shareholder Returns: Marketing Implications (with
Sridhar N. Ramaswami and Rajendra K. Srivastava) / Attribute Order and
Product Familiarity Effects in Decision Tasks Using Conjoint Analysis (with Gary J.
Gaeth) / Perspectives of Other Scholars / Applications in Marketing Research:
A Commentary on Dr Kumars Contributions Werner Reinartz / VK: The Bridge
between Research and Practice S. Sriram / VK Has Played a Leadership Role in
Driving Innovation and Impacting Business Timothy Bohling / Robert P. Leone
Interviews V. Kumar / I Wanted to Research a Topic That Would Make a Difference
/ About the Editors and Contributors
Volume 6: Marketing Research: New Methodology / Volume Introduction: V.
Kumars Contributions to Innovative Methodology in Marketing Research J.
Andrew petersen / Are Product Returns a Necessary Evil? Antecedents and
Consequences (with J. Andrew Petersen) / Integrating Purchase Timing, Choice,
and Quantity Decisions Models: A Review of Model Specifications, Estimations, and
Applications (with Anita Man Luo) / Optimal Customer Relationship Management
using Bayesian Decision Theory: An Application for Customer Selection (with
Rajkumar Venkatesan and Timothy Bohling) / Customer Lifetime Value /
Modeling Customer Lifetime Value (with Sunil Gupta, Dominique Hanssens,
Bruce Hardie, Wiliam Kahn, Nathaniel Lin, Nalini Ravishanker and S. Sriram)
/ A Customer Lifetime Value Framework for Customer Selection and Resource
Allocation Strategy (with Rajkumar Venkatesan) / Evolutionary Estimation
of Macro-Level Diffusion Models Using Genetic Algorithms: An Alternative to
Nonlinear Least Squares (with Rajkumar Venkatesan and Trichy V. Krishnan)
/ Impact of a Late Entrant on the Diffusion of a New Product/Service (with
Trichy V. Krishnan and Frank M. Bass) / Nonlinear Mapping: An Alternative
to Multidimensional Scaling for Product Positioning (with Robert P. Leone) /
A Decision Support System for Prioritizing Oil and Gas Exploration Activities
(with James S. Dyer, Richard N. Lund, John B. Larsen, and Robert P. Leone)
/ A Decision Model for Evaluating Job Alternatives / Perspectives of Other
Scholars / V. Kumar: A Lifetime of Value to Marketing Charlotte H. Mason / The
Net Contribution of V. Kumar: Comments on the Work of V. Kumar on Marketing
Research and New Methodologies Peter C. Verhoef / Commentary on Dr V.
Kumars Work in Marketing ResearchNew Methodology Morris George / J.
Andrew Petersen Interviews V. Kumar / The Key is to Understand the Strength of
the Buyer-Seller Relationships / About the Editors and Contributors
Volume 7: Marketing Strategy: Firm / Volume Introduction: Tracing the Impact of V.
Kumars Contributions to Marketing Strategy at the Firm Level Raji Srinivasan /
Expanding the Role of Marketing: From Customer Equity to Market Capitalization
(with Denish Shah) / Reversing the Logic: The Path to Profitability through
Relationship Marketing (with Ilaria Dalla Pozza, J. Andrew petersen, and Denish
Shah) / Marketing-Mix Recommendations to Manage Value Growth at P&G AsiaPacific (with Jia Fan, Rohit Gulati, and P. Venkat) / Putting One-to-One Marketing
to Work: Personalization, Customization and Choice (with Neeraj Arora, xavier
Dreze, Anindya Ghose, James D. Hess, Raghuram Iyengar, Bing Jing, Yogesh
Joshi, Nicholas Lurie, Scott Neslin, S. Sajeesh, Meng Su, Niladri Syam,
Jacquelyn Thomas, Z. John Zhang) / Performance Implications of Adopting a
Customer-Focused Sales Campaign (with Rajkumar Venkatesan and Werner
Reinartz) / Research before You Leap: Does Cross- Sell Always Lead to Higher
Profits? (with Denish Shah) / Interaction Orientation and Firm Performance (with
Girish Ramani) / Maximizing ROI or Profitability: Is One Better than the Other
(with J. Andrew Petersen) / Getting the Most out of All Your Customers (with
Jacquelyn S. Thomas and Werner Reinartz) / State-of-the-Art in Brand Equity
Marketing & Sales
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
a Customer Lifetime Value Management FrameworkThe IBM-Case (with

Rajkumar Venkatesan and Bharath Rajan) / The Power of CLV: Managing
Customer Lifetime Value at IBM (with Rajkumar Venkatesan, Tim Bohling,
and Denise Beckmann) / Balancing Acquisition and Retention Resources to
Maximize Profitability (with Werner Reinartz and Jacquelyn S. Thomas) /
Who Are the Multichannel Shoppers and How Do They Perform?: Correlates of
Multichannel Shopping Behavior (with Rajkumar Venkatesan) / Antecedents
and Consequences of Relationship Intention: Implications for Transaction and
Relationship Marketing (with Timothy R. Bohling and Rajendra N. Ladda) / The
Impact of Customer Relationship Characteristics on Profitable Lifetime Duration
(with Werner J. Reinartz) / The Mismanagement of Customer Loyalty (with
Werner Reinartz) / Perspectives of Other Scholars / V. Kumars (VK) Role in the
Field of B2B Marketing: Commentary and Observations Jean L. Johnson / VKs
Contributions to B2B Marketing: An Assistant Professors Perspective Mahima
Hada / Assessment of V. Kumars Contributions to B2B Marketing William T. Ross,
Jr. / Rajdeep Grewal Interviews V. Kumar / Our B2B Research Has a Desired
Impact on the Business World / About the Editors and Contributors
Volume 10: Customer Relationship Management / Volume Introduction: Advancing
the Domain of CRM Denish Shah / Can Product Returns Make you Money? (with
J. Andrew Petersen) / Driving Profitability by Encouraging Customer Referrals:
Who, When and How (with J. Andrew Petersen and R. Leone) / A Customer
Lifetime Value-Based Approach to Marketing in the Multichannel, Multimedia
Retailing Environment / Undervalued or Overvalued Customers: Capturing Total
Customer Engagement Value (with Lerzan Aksoy, Bas Donkers, Thorsten
Wiesel, Rajkumar Venkatesan and Sebastian Tillmanns) / Nurturing the Right
Customers (with Bharath Rajan) / Profitable Relationships / CLV: The Databased
Approach / Managing Customers for Value: An Overview and Research Agenda
(with Katherine N. Lemon and A. Parasuraman) / Leveraging Superior Marketing
Tools to Maximise Profits / Marketing Actions and the Value of Customer Assets:
A Framework for Customer Asset Management (with Paul D. Berger, Ruth N.
Bolton, Douglas Bowman, Elten Briggs, A. Parasuraman, and Creed Terry) /
Perspectives of Other Scholars / Dr V. Kumar: The Influential, Inspirational, and
Generous Scholar Lerzan Aksoy / Professor V. Kumar: A Man Worthy of Legend
Timothy Keiningham / VKs Contributions to Customer Relationship Management
Morten Holm / Denish Shah Interviews V. Kumar / Making Real-Time Decisions
is a Challenge in the Emerging Markets / About the Editors and Contributors
2012 3028 pages Hardback: ` 45,000.00 (978-81-321-0903-7)
ABOuT THE EDITOR:

Jagdish N. Sheth is the Charles H Kellstadt Professor of Marketing in the Goizueta Business School at Emory
University, USA. Earlier, he has worked at the University of Southern California, the University of Illinois, Columbia
University and Massachusetts Institute of Technology. He is wellknown for his scholarly contributions in the study
of consumer behaviour, relationship marketing, competitive strategy, and geopolitical analysis.
Professor Sheth has worked for numerous industries and companies in the US, Europe and Asia, both as an
Advisor and as a Seminar Leader. In 2004, he was awarded both the Richard D Irwin Distinguished Marketing
Educator Award and the Charles Coolidge Parlin Award, the two highest awards given by the American Marketing
Association. Among the other awards that he has received are the Outstanding Marketing Educator award (1989)
by the Academy of Marketing Science, the Outstanding Educator Award (1991, 1999) by the Sales and Marketing.
Executives International (SMEI), the P D Converse Award (1992) by the American Marketing Association, and the RHR International Award
(2006) for Outstanding Consultant by the American Psychological Association (APA) Division 13 (Consulting Psychology). In 2007, he was
conferred an Honorary Doctorate by Thiel College in Pennsylvania, USA.
A prolific author, in 2000, Professor Sheth, along with Andrew Sobel, published Clients for Life, a bestseller. His book, The Rule of Three
(2002), co-authored with Rajendra S Sisodia, altered the current notions on competition in business. His book Firms of Endearment was
selected as one of the top ten business books on Leadership in 2007.
43
Marketing & Sales
CUSTOMER IN THE BOARDROOM?
CUSTOMER VALUE INVESTMENT
Crafting Customer-Based Business Strategy
Formula for Sustained Business Success
Rama Bijapurkar Leading Market Strategist and Expert in Consumer

Behaviour
Gautam Mahajan Inter-Link Services Private Limited and Customer

Value Foundation, New Delhi
Is the Customer In Your Boardroom?

Rama Bijapurkars book comes right at the time when one was
reconciled to think that there was no thought leader in India who
was thinking of putting the customer at the core of the strategic
exercise. Ramas book mixes anecdote, theory and practice in a
way that will be found immensely useful by every business leader
who needs to make the customer central to business strategy.
K V Kamath, Chairman, ICICI Bank and
Chairman, Infosys Ltd
The business strategies of most companies in India are marked by the
supply-sided, tunnel vision of the market and obsessively competitorcentred approaches.
Customer in the Boardroom? highlights the need for companies to
embed customer centricity into the heart of their business strategy
development process if they are to continue to grow profitably and
secure their future. Rama Bijapurkar presents a compelling treatise on
how to develop business strategy around the world of customers rather
than the world of competitors. She draws a sharp distinction between
the market = industry size and the market = customers with needs
bases for developing business strategy.
The book proposes Customer-Based Business Strategy (CBBS), a lucid
and simple framework for the successful assimilation of customer-centricity
in business strategy. The framework provides a blueprint for defining and
choosing market segments, developing rivalry propositions, creating value
delivery systems, reading markets and gaining customer insight, reading
macro trends, strengthening strategy foundation analyses, removing
organizational roadblocks and more. The book draws on the authors vast
experience in consulting and teaching and places equal emphasis on both
the theory and the practice of bringing the customer into the boardroom.
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)
NEW PRODUCT PLANNING

Kenneth B Kahn University of Tennessee, Knoxville
New Product Planning is a concise, comprehensive and balanced
treatment of the field of new product planning which integrates product
development and product management in a common framework. It
describes the various initiatives that are necessary for successful
product planning and addresses the strategic issues that emerge during
the life cycle of a product.
SAGE RESponSE
2001 264 pages Paperback: ` 495.00 (978-81-782-9026-3)
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
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)
THE NEW PROFESSIONAL SALESMAN

Meeting Challenges in the 21st Century
Walter Vieira Marketing Advisory Services Group, Mumbai
The New Professional Salesman meets the need of companies with
both large field forces (pharmaceutical, FMCG, consumer durables,
engineering) and a small number of salespersons. Such companies
can now buy a copy for each salesperson and effectively provide a full
training program for the cost of a days travel allowance.
Covering the entire spectrum of the selling process, the book features:
A systematic organisation of material on the theory of sellingin the
context of 21st century requirements; Use of case studies to elucidate
strategies; Questions to reflect on and action points at the end of every
chapterto stimulate thinking, self-analysis and self-improvement; A
focus on the use of technology to improve selling effectiveness; A simple
style of writing to make learning a pleasure.
SAGE RESponSE
2008 172 pages Paperback: ` 350.00 (978-81-782-9892-4)
Marketing & Sales | Advertisement
TOTAL CUSTOMER VALUE MANAGEMENT
PUBLIC RELATIONS IN INDIA
Transforming Business Thinking
New Tasks and Responsibilities
Gautam Mahajan Inter-Link Services Private Limited and Customer

Value Foundation, New Delhi
J V Vilanilam Ex-Vice Chancellor, University of Kerala,

Thiruvananthapuram, India
In Total Customer Value Management Gautam Mahajan

takes the readers through step-by-step practical insight for
resolving the bottlenecks of Customer Value Management.
With his revolutionary thinking, [the author] implicitly lays down
the core concept of transforming entire organizations through
Total Customer Value Management (CVM) to be customer driven
and customer motivatedAll through the book, the process
have been amply supplemented with real-life examples from
companies who have implemented Total CVM.
Total Customer Value Management: Transforming Business
Thinking is a follow-up to the authors best-selling book Customer
Value Investment: Formula for Sustained Business Success (SAGE,
2008). The book explains how employee brand equity builds corporate
brand equity, and how companies can increase profits and competitive
advantage through Customer Value Transformation.
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
Customer Value Investment by Walter Vieira
Total Customer Value Management by Pingali Venugopal (sales rights restricted to
South Asia only!)
The book guides us with a learned hand through the imperative

of todays integrated, holistic communication strategies One
can treat it for its appeal as a textbook, and as a guide for
corporate communicators.
The Statesman
Public Relations in India is a review of the history of Public Relations
(PR) in the world and India and an in-depth critical analysis of the value
of PR as an essential feature of the management function. The key focus
of this book is what PR means for India and other developing countries
in the 21st century.
Building a case for citizen-centric public relations, the author argues
that in India, PR must be viewed as a development tool geared towards
socioeconomic progress. This argument is backed by case studies
and practical examples of PR writing, PR concepts applicable to India
and the latest techniques and gadgets used in PR practice. The book
covers topics like Internal and External PR, Satellite and International
Communication and Cross-cultural Communication, and blends
theoretical arguments with management case studies.
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!
2011 556 pages Paperback: ` 495.00 (978-81-321-0863-4)
A Resource Guide for Beginners
SEConD EDITIon!
J V Vilanilam Ex-Vice Chancellor, University of Kerala,

Thiruvananthapuram, India and A K Varghese Executive Creative
Director, Percept Advertising, New Delhi
THE NEW SALES MANAGER

Challenges for the 21st Century
Walter Vieira Marketing Advisory Services Group, Mumbai
A handy book, it is not limited to a purely western setting. With
broken down narratives that are designed like short letters, there
is a visual element that comes from cartoons and a design format
for someone who may not be into reading lengthy passages.
www.livemint.com
The second edition of The New Sales Manager is an enormously
useful book that provides practical advice and a sound foundation in
sales management to young managers. It is also an interesting, quick
revision for senior sales managers who want to revisit the theory of sales
management, in a painless, and perhaps, entertaining way.
This book is a part of SAGE Value PackFor the SALES MANAGER
The New Sales Manager(2e) by Walter Vieira
Managing Your Sales Force by Pingali Venugopal
2011 390 pages Paperback: ` 495.00 (978-81-321-0862-7)
Advertising Basics gives a complete and true picture of this

so called magical world. Combining theory and practice,
this insightful and practical book is an invaluable source of
information for students of advertising. It will also be useful for
professionals engaged in advertising and promotion, relationship
marketing, consumer marketing and retailing.
Dawn
Advertising Basics! is a one-stop resource for anyone who wishes to
understand and unravel the exciting world of advertising. Beginning from
the basics, the book uses a simple commonsense approach to explain
everything one wants to know about advertising and how the industry
works on a daily basis.
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!
Adapting for Success
9 BRAND SHAASTRAS
Anand Halve Chlorophyll Brand & Communications Consultancy,

Mumbai, India
Nine Successful Brand Strategies to Build Winning

Brands
Darwins Brands isnt a how-to book. It isa novel about

Indian advertising. The collection of stories in this book are
examples of some brands that have used advertising well
Taking these brands as examples, the author lays down the
fundamental rules of how to push an ad campaign and turn it
into something exceptionalThe architecture of the book is
interestingHalves review of published work on each subject
is very extensive; most of it is quite recent.
Business Standard
Darwins Brands traces the evolution of some of the most notable
brands in the Indian marketplace by looking at the interplay of forces
that created the environment in which they operated and the strategies
they adopted.
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
Jagdeep Kapoor Samsika Marketing Consultants Pvt. Ltd, Mumbai

9 Brand Shaastras: Nine Successful Brand Strategies to Build
Winning Brands discusses key brand building elements such as brand
awareness growth strategy and brand market share growth strategy. This
easy-to-read book, with its simple frameworks and immensely practical
insights is a must-have for all marketing professionals. Besides, it is
also an immensely useful tool-kit for business and management students
and anyone who wishes to learn the art of successful brand building.
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
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)
PLANNING FOR POWER ADVERTISING
SEConD EDITIon!
24 BRAND MANTRAS
Finding a Place in the Minds and Hearts of Consumers
A users Manual for Students and Practitioners
Jagdeep Kapoor Samsika Marketing Consultants Pvt Ltd, Mumbai
Anand Halve Chlorophyll Brand & Communications Consultancy,

Mumbai, India
24 Brand Mantras: Finding a Place in the Minds and Hearts of

Consumers (Second Edition) is an excellent guide for building brands
with a consumer-focus approach. The updated version of the book
covers all the important elements of marketing including segmentation,
advertising, promotion, sales, distribution, product portfolio design,
pricing and customer service. Well illustrated with examples of latest
brands, the book is a must read for brand managers, entrepreneurs,
marketing managers, advertising professionals and management
students.
Planning for Power Advertising offers an understanding of how

strategic advertising is created. It takes the reader through cases and
analyses of what worked or did not work in the marketplace. Anand
Halve involves the reader throughout in exercises with Action Points at
the end of most chaptersan approach that brings alive the concepts
within, and helps readers discover the theory in practice. For advertising
professionals, this is a manual to create a robust advertising brief. For
students of advertising and marketing, this book is a simulation exercise
from which they will learn how to apply the principles that will help them
in their future careers.
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
2011 492 pages Paperback: ` 495.00 (978-81-321-0861-0)
46
Advertisement | Media & Communication
BRANDING DEMYSTIFIED
INTERNAL COMMUNICATIONS
plans to payoffs
Insights, Practices and Models
Harsh V Verma Faculty of Management Studies, University of Delhi
Aniisu K Verghese Internal Communications Expert
The various aspects of marketing surrounding a brand, such as

advertising, sales promotion and distribution, can mislead and confuse
brand builders. Branding Demystified: Plans to Payoffs identifies the
foundations on which strong brands are built, with a distinct focus on
the higher-order connect between the brands and their prospects. It
also distinguishes these foundations from the other peripheral issues,
thereby highlighting what is most important for brand building.
The book focuses on the following important branding challenges:
Brand meaning
Brand vision
Brand transformation
Brand value in higher orbits
Brand strategy
Leveraging the brand
Brand adjustments
Internal Communications is an attempt at showcasing the importance

of internal communications, key internal communications solutions
and practices with insight into models, strategy and policies that are
used widely by practitioners. It will give a deep understanding of the
key issues confronting the internal communications discipline today
in India and abroad. Readers will also get tips on how to raise the
profile of internal communications within their set-up, essential skills
for internal communications and a review of drawbacks and benefits
of social media. This book will benefit communication practitioners,
human resources professionals and students who would like to explore
and make inroads in this critical function. It also aims to be a valuable
resource for faculty in business management or communication schools.
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

2012 224 pages Paperback: ` 350.00 (978-81-321-0966-2)
2011 492 pages Paperback: ` 495.00 (978-81-321-0861-0)
A 21st Century primer
THIRD EDITION!
THE INDIAN MEDIA BUSINESS

Vanita Kohli-Khandekar Independent media consultant and writer
The third edition of Khandekars book moves away from the first two
in many ways. It has two new chapterson events and out-of-home
mediasegments not covered by any business book so far. It has case
studies on a host of companies and issuesfrom The Times Group to the
future of newspapers to why the Indian animation business cant take off.
The biggest difference however is that it tackles, for the first time,
textural issues within various industry segments. There is a portion on
ethics and falling standards in Indian media and on private treaties. It
tells you why TV broadcasting is going to be trouble for some years
to come, why the film industry is destined for bigger things and why
telecom operators will have a tough time becoming media barons.
This is in addition to the books basic promise of being an in-depth study
of the Indian media business. It provides, as usual, the business history,
dynamics, technology, regulation, valuation norms and industry trends
in print, television, film, radio, music, internet, telecom, out-of-home
media and events.
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
Media & Communication
BUSINESS AND PROFESSIONAL

COMMUNICATION
NEGOTIATION
Closing Deals, Settling Disputes, and Making Team
Decisions
KEYS for Workplace Excellence

Kelly M Quintanilla Texas A&M UniversityCorpus Christi and
Shawn T Wahl Angelo State University
unlocking the KEYS to excellence in business and professional
communication!
Business and Professional Communication presents an exciting new
approach to teaching the core concepts and techniques of business
and professional communication, and is organized by the sequence
of experiences readers will face as they transition from student to
professional, and from interviewee to team member to leader.
Key Features
The KEYS Process is an organizing feature in the book that encourages
students to engage in a communication self-inventory in a variety of
contexts to build their skills and to apply that knowledge to their future
professional lives.
Thought-provoking opening narratives provide context and content for
each chapter. Students revisit the narrative at the end of the chapter
and evaluate the outcome using the KEYS model.
To help prepare students for the business world, realistic What Went
Wrong? scenarios are embedded into every chapter, providing an
opportunity to analyze situations students may encounter in the
workplace
Stories From the Real World present fascinating examples of
communication interactions from business and campus life, asking
students to consider the question, What would you have done?
Accompanied by Effective Teaching and Learning Resources at www.
sagepub.com/Keys
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
David S Hames University of Nevada, Las Vegas

Cultivate negotiation skills with the latest theory and research,
plus opportunities for practice!
Negotiation provides students with a comprehensive understanding
of the fundamental components of the negotiation process and the
challenges that face negotiators. It containstext material on current
theory and research, readings from diverse perspectives, cases that
demonstrate how negotiation has been effectively or ineffectively
applied in practice, role-playing exercises that enable students to hone
their skills, and questionnaires that assess personal qualities that can
influence negotiation processes and outcomes.
Key Features:
Includes Negotiation in Action vignettes in each chapter, bringing the
content to life through vivid illustrations of the negotiation process;
Provides two readings per chapter, with critical-thinking questions to
help students relate the content to their own experiences; Includes five
full-lengh cases, demonstrating important interrelationships among the
various components of the negotiation process and how they are applied
in practice; Provides self-assessment questionnaires, enabling readers to
analyze and understand their negotiation abilities; Offers broad-ranging and
international perspectives, integrating real-world insight from managers in
industry and government and from countries throughout the world
The website www.sagepub.com/hames provides password-protected
instructor resources
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)
SAGE SOuTH ASIA
Originally priced at $79.95 (Paperback).

2011 376 pages Paperback: ` 475.00 (978-81-321-0624-1)

NEGOTIATION
THE EFFECTIVE PRESENTATION
Communication for Diverse Settings
Talk Your Way to Success
Michael L Spangle Regis University and Myra Warren Isenhart

Organizational Communication, Inc.
Asha Kaul Indian Institute of Management, Ahmedabad

Asha Kauls book is a valuable guide for planning and structuring
a presentation, creating Vishual Aids (Vas) and delivering all
kinds of presentations. The book contains the techniques and
strategies essential for making a presentation.
Dawn
Negotiation provides the reader with a comprehensive overview of the

negotiation process as it applies to a wide variety of contexts. Skillfully
weaving practitioner interviews and real world examples throughout
the book, Michael Spangle and Myra Warren Isenhart emphasize the
day-to-day relevance of negotiation skill.
SAGE SOuTH ASIA
2008 460 pages Paperback: ` 550.00 (978-81-782-9889-4)
SAGE RESponSE
2005 244 pages Paperback: ` 395.00 (978-0-7619-3413-4)
48
Originally priced at $ 126.00 (hardback) and $ 82.95 (paperback).

Business Law | Business Research
LAW OF BUSINESS CONTRACTS IN INDIA
USING SPSS
Edited by Sairam Bhat National Law School of India University,

Bangalore
An Interactive Hands-On Approach
Law of Business Contracts in India is a compilation of different

and well researched topics of current interest. Student research
papers, written as part of education at the law school, have been
included as various chapters in this book.
The key features of the volume are: Comprehensive coverage of modern
laws on contract formation; Discussion on the relevance of international
laws in the global business context; Delineation of the modern style,
practice and challenges confronting new forms of contracts; Description
of the application of contract law to special contracts; Discourse on the
issues of international taxation and multinational contractual jurisdiction;
Research-based analysis of the common law approach with the Indian
perspective on contract law application.
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
James B Cunningham and James O Aldrich both at California State

University, Northridge
This practical book can be used as a supplementary text or as a self-help
guide through which the reader can learn to use SPSS on their own, and
at their own pace. The book uses statistics to teach SPSS, by interacting
with the software and learning by inquiry and discovery. The book covers
descriptive statistics, inferential statistics, and building graphs.
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)
SAGE LAW
THE ESSENTIAL GUIDE TO DOING YOUR

RESEARCH PROJECT
2010 352 pages Hardback: ` 950.00 (978-81-321-0223-6)
Zina Oleary University of Western Sydney
THE KNOWLEDGE TRANSLATION TOOLKIT

Bridging the Know-Do Gap: A Resource for Researchers
Edited by Gavin Bennett Journalist, Author and Strategic
Communication Consultant and nasreen Jessani formerly at
International Development Research Centre, Canada
The Knowledge Translation Toolkit provides a thorough overview of
what knowledge translation (KT) is and how to use it most effectively
to bridge the knowdo gap between research, policy, practice,
and people. It presents the theories, tools, and strategies required to
encourage and enable evidence-informed decision-making.
Drawing from the experience of specialists in relevant disciplines around
the world, The Knowledge Translation Toolkit aims to enhance the
capacity and motivation of researchers to use KT and to use it well.
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
The Essential Guide to Doing Your Research Project gives students

the knowledge and skills they need to get from `clueless` to `completed`.
This highly engaging text guides the reader through each stage of their
research project, from getting started to writing up, with each chapter
clearly explaining a step along the way. Based on the author`s hugely
popular The Essential Guide to Doing Research, this new book retains
the warmth, wit and grounded nature of the first, while providing tools
to help students through the ins and outs of their own projects, and
addressing the key questions students need to tackle, such as:
What is this thing called research and why do it?
How can I assure that my research project has integrity?
How to I develop a researchable question?
How do I construct a winning proposal?
What exactly is expected in a literature review?
What options are there in qualitative, quantitative, mixed and more
purposive methodological designs?
Is it best to work with a sample, key informants, or a case?
What data collection options are there and how do I choose?
How should I work with my quantitative data?
What should I do with my qualitative data?
How in the world will I capture this on paper?
SAGE SOuTH ASIA
2011 320 pages Paperback: ` 450.00 (978-81-321-0646-3)
2011 312 pages Paperback: ` 495.00 (978-81-321-0585-5)
49
Business Research
THIRD EDITION!
CASE STUDY RESEARCH
STATISTICS FOR RESEARCH
What, Why and How?
With a Guide to SPSS
Peter Swanborn
George Argyrous University of New South Wales
Case Study Research: What, Why and How? is an authoritative

and nuanced exploration of the many faces of case-based research
methods. As well as the what, how and why, the author also examines
the when and which - always with an eye on practical applications to the
design, collection, analysis and presentation of the research.
Case study methodology can prove a confusing and fragmented topic.
In bringing diverse notions of case study research together in one
volume and sensitising the reader to the many varying definitions and
perceptions of `case study`, this book equips researchers at all levels
with the knowledge to make an informed choice of research strategy.
This fully updated edition of Statistics for Research explains statistical

concepts in a straight-forward and accessible way using practical
examples from a variety of disciplines. If you`re looking for an easy-toread, comprehensive introduction to statistics with a guide to SPSS,
this is the book for you!
The new edition features:
Clear explanations of all the main techniques of statistical analysis
A brand new student-friendly, easy-to-navigate design
Even more step-by-step screenshots of SPSS commands and outputs
An extensive glossary of terms, ideal for those new to statistics
End of chapter exercises to help you put your learning into practice
A new, fully updated companion website (www.uk.sagepub.com/
argyrous3) with comprehensive student and lecturer resources
including additional, discipline specific examples and online readings
and WebCT/Blackboard quizzes.
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)
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)
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)
DATA ANALYSIS IN BUSINESS RESEARCH

A Step-By-Step Nonparametric Approach
D Israel XLRI Jamshedpur
While there are books focusing on parametric tests, the domain of
nonparametric tests is mostly unexplored. Data Analysis in Business
Research: A Step by Step Nonparametric Approach brings under one
umbrella all the major nonparametric statistical tools that can be used by
undergraduate and postgraduate students of all disciplines, especially
students of Research Methods in Social Sciences and Management
Studies, in their dissertation work.
SAGE RESponSE
2008 320 pages Paperback: ` 450.00 (978-81-782-9875-7)
50
Business Research
INTRODUCING RESEARCH
METHODOLOGY
QUALITATIVE RESEARCH
A Beginners Guide to Doing a Research Project
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.
uwe Flick Alice-Salomon University of Applied Sciences, Berlin

Introducing Research Methodology gives readers the fundamental data
collection and analysis skills that they need for their first project, as well
as a good understanding of the research process as a whole. It covers
both quantitative and qualitative methods, and contains lots of real life
examples from the author`s own research. Its contents include: Reading
and reviewing the literature; Research design; Writing up
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)
Edited by David Silverman Goldsmiths, University of London, UK
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)

THIRD EDITION!
100 STATISTICAL TESTS

Gopal K Kanji Sheffield Hallam University, UK
This expanded and updated edition of Gopal Kanjis best-selling
resource on statistical tests provides unique coverage of the most
commonly-used tests, with information on how to calculate and interpret
results with simple datasets.
SAGE VISTAAR
2006 252 pages Paperback: ` 495.00 (978-81-782-9731-6)
RESEARCH METHODS FOR GRADUATE

BUSINESS AND SOCIAL SCIENCE STUDENTS
John Adams The British University, Egypt, Hafiz T A Khan University
of Oxford, Oxford, Robert Raeside Napier University Business
School, Edinburgh and David I White Napier University Business
School, Edinburgh
Research Methods for Graduate Business and Social Science
Students is a fundamental and easy guide to studying research
methods. In addition to the general concepts relating to research
methods, broad research issues and theoretical concepts critical to
research are discussed.
SAGE RESponSE
2007 270 pages Paperback: ` 495.00 (978-0-7619-3589-6)
51
Business Research
SEConD EDITIon!
SEConD EDITIon!
DESIGNING AND MANAGING A RESEARCH

PROJECT
STATISTICAL METHODS FOR PRACTICE

AND RESEARCH
A Business Student`s Guide
A Guide to Data Analysis using SPSS
Michael Jay Polonsky Deakin University, Melbourne, Australia

and David S Waller University of Technology, Sydney, Australia
Ajai S Gaur College of Business and Public Administration, Old

Dominion University and Sanjaya S Gaur Aut School of Business,
Auckland University of Technology
A research guide designed for todays business student

This practical, step-by-step guide shows business students how to
successfully conduct a research project, from choosing the topic to
presenting the results. Unique to this book is the inclusion of chapters on
topics such as supervision, group work and ethics, and both qualitative
and quantitative data analysis.
Key Features:
Students are asked to work through a hypothetical project to hep
them identify the issues that they will need to consider in their own
research; End-of-chapter questions assist students in considering the
advantages and disadvantages of a particular approach to their project;
An Instructor Teaching Site at www.sagepub.com/polonskyinstr2e
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).
DOING BUSINESS RESEARCH

A Guide to Theory and Practice
Nick Lee Aston University Business School, UK and Ian Lings
University of Technology, Sydney
This is a gem of a book from two of the outstanding management
researchers of their generation. Easy to read and entertaining,
yet rigorous and comprehensive in its approach, this book will
be adopted as an essential aid for students undertaking final
year projects, masters dissertations, and as a primer for doctoral
researchers.
Professor Graham Hooley,
Senior Pro-Vice-Chancellor, Aston University
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)
52
There is a growing trend these days to use statistical methods to

comprehend and explain various situations and phenomena in different
disciplines. Managers, social scientists and practicing researchers are
increasingly collecting information and applying scientific methods
to analyze the data. The ability to use statistical methods and tools
becomes a crucial skill for the success of such efforts.
The book covers:
Descriptive statistics
t-tests, chi-square tests and ANOVA
Correlation analysis
Multiple and logistics regression
Factor analysis and testing scale reliability
Advanced data handling
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)
THEORY BUILDING FOR HYPOTHESIS

SPECIFICATION IN ORGANIZATIONAL
STUDIES
Badrinarayan Shankar Pawar Indian Institute of Management,
Kozhikode
Research and research methods are extremely important tools in
academic scholarship. At the core of every research method lies
the hypothesis. Theory Building for Hypothesis Specification in
Organizational Studies focuses on developing a cogent theory that leads
to the specification of a hypothesis that can be taken up for subsequent
empirical examination. Thus, it serves as a concise and holistic guide
to such theory building.
The key areas covered in the book are:
Introduction to theory building; Theory in the context of reality,
knowledge, science and research; Role of theory in research; Units
of theory; Process and practice of theory building; Observations and
examples from published research; Extensions of theory building for
hypothesis specification.
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)
Business Research | Academic Tools | The IVEY Casebook Series
COLLABORATIVE RESEARCH IN
MANAGEMENT
ACADEMIC WRITING
Inside out
Mathukutty M Monippally Indian Institute of Management,

Ahmedabad and Badrinarayan Shankar Pawar Indian Institute of
Management, Kozhikode
Amiram Porath Consultant, Israel

Collaborative Research in Management is a ready reference for
understanding the concept of Collaborative Research (CR) and its
practical applications. It takes a comprehensive view of the theoretical
background of CR, the role of the three key players in CRthe
Government, the Industry, and the Academiaand their interactions,
and simultaneously, also provides practical advice to practitioners. The
practical advice also looks into the way companies view CR, the reasons
behind why companies are wary of entering into CR, why they decide
not to get involved with CR despite its central role in the development
of an organization, and the alternative actions.
A Guide for Management Students and Researchers
Using a lucid conversational style, the authors talk of the

challenges that most writers face and offer a systematic
approach to overcome it. Broadly divided in three parts, the
book covers all the essentials that go in the generation of
academic papers.Throughout the text, the authors have used
extracts from student assignments, making it more readable and
comprehensible from the student`s perspective. The elaborate
analysis that follows each extract helps the reader master the
skill of reviewing not only others` works but also their own writing.
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
2010 224 pages Paperback: ` 375.00 (978-81-321-0523-7)
2010 264 pages Paperback: ` 395.00 (978-81-321-0441-4)
ESSENTIALS OF BUSINESS RESEARCH

A Guide to Doing Your Research Project
CASES IN MARKETING
MANAGEMENT
Jonathan Wilson Ashcroft International Business School, Anglia

Ruskin University
Kenneth E Clow University of Louisiana at Monroe and

Donald Baack Pittsburg State University
Essentials of Business Research is a concise, student-friendly text that

cuts through the jargon of research methods terminology to present a
clear guide to the basics of methodology in a business and management
context.This extremely accessible text is informed throughout by the
use of clear case studies and examples that serve to bring the research
process to life for student readers.
Key features include:
Youre the Supervisor sections helps students to meet their learning
outcomes; Common questions and answers provides students with
an invaluable point of reference for some of the challenges they are likely
to face while undertaking their research project; Comprehensive section
on ethical issues students need to consider when undertaking their
research project; A full student glossary; The book is packed throughout
with student-friendly features such as helpful diagrams, student case
studies, chapter objectives, annotated further reading sections and
summary and references at the end of each chapter.
Cases in Marketing Management helps students understand the

complex issues that marketing professionals deal with on a regular basis.
The cases were chosen to help students apply conceptual, strategic
thinking to issues in marketing management, as well as provide them
with more practical operational ideas and methods.
Cases in Marketing Management is edited by Kenneth E Clow and
Donald Baack, and follows the structure and goals of their SAGE
textbook Marketing Management: A Customer-Oriented Approach. It
can also be used as a stand-alone text, or as a supplement to any other
marketing management textbook, for instructors who want to more
clearly connect theory and practice to actual cases.
Acompanied by a password-protected Instructor Teaching Site at www.
sagepub.com/clowcmm
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
2010 336 pages Paperback: ` 495.00 (978-81-321-0567-1)

2012 560 pages Paperback: ` 595.00 (978-81-321-1019-4)

53
CASES IN LEADERSHIP
CASES IN THE ENVIRONMENT OF BUSINESS
W Glenn Rowe and Laura Guerrero
International perspectives
Cases in Leadership, Third Edition, is a unique collection combining

32 real-world leadership cases from Ivey Publishing with 16 practitioner
readings (primarily from the Ivey Business Journal). This updated
casebook helps you gain a better understanding of leadership, which
will be invaluable to you throughout your career. Each of the selected
cases is about complex leadership issues that require the attention of
the decision maker.
David W Conklin University of Western Ontario
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)
CASES IN ENTREPRENEURSHIP
The Venture Creation Process
Cases in the Environment of Business offers an outstanding collection

of relevant, classroom-tested cases. In discussing the cases, students
participate in managerial decisions in an international context. Most
cases deal with a variety of environmental forces, but generally a single
set of forces plays a predominant role.
SAGE SOuTH ASIA
2007 624 pages Paperback: ` 695.00 (978-81-782-9865-8)
MERGERS AND ACQUISITIONS

Text and Cases
Kevin K Boeh and Paul W Beamish both at The University of
Western Ontario
Mergers and Acquisitions is a structured view of mergers
and acquisitionsusing a process-based framework, giving
the reader in-depth information about the process flow in
successful deal making. The reader can apply these concepts
and frameworks toreal-life cases.
Edited by Eric A Morse The University of Western Ontario

and Ronald K Mitchell Texas Tech University
Cases in Entrepreneurship is the first book to be based upon a
cognitive framework of entrepreneurship. This casebook has been
organized based on the following concepts: Searching for ideas;
Screening those ideas for business opportunity; Planning how to exploit
the opportunity; Financing the opportunity; Setting up // Starting up
the business; Growing the business; Harvesting the value created in
the business
SAGE SOuTH ASIA
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
2008 460 pages Paperback: ` 550.00 (978-81-782-9915-0)
2007 448 pages Paperback: ` 575.00 (978-81-782-9863-4)

CASES IN OPERATIONS MANAGEMENT

Building Customer Value Through World-Class Operations
CASES IN ORGANIZATIONAL BEHAVIOR

Edited by Gerard H Seijts The University of Western Ontario
Cases in Organizational Behavior has been designed to help
develop an understanding of, and appreciation for, the various
challenges, dilemmas, and constraints that decision makers face in
real organizational settings. The casebook is divided into four chapters:
Building Effective Organizations; Leading People; Team Management;
Change Management
Cases in Operations Management is unique in its strong grounding

in real-world decisions. The cases are structured into six modules each
offering an overview of key concepts.
Features: strong decision orientation of real-world cases; clear
development of the linkages between business processes and
customer value; diversity of international case settings; mixture of
cases, simulations and in-class exercises
SAGE SOuTH ASIA
SAGE SOuTH ASIA
2008 308 pages Paperback: ` 475.00 (978-81-782-9914-3)
2007 440 pages Paperback: ` 575.00 (978-81-782-9864-1)

54
Robert D Klassen and Larry J Menor both at University of Western

Ontario

Index
1-100
100 Methods for Total Quality Management ............................ 7

100 Statistical Tests ................................................................ 51
24 Brand Mantras .................................................................... 46
9 Brand Shastras ..................................................................... 46
Academic Writing .................................................................... 53

Acrobatics of Change, The ..................................................... 16
Adams, John ............................................................................ 51
Advertising Basics! ................................................................. 45
Aesthetics in Marketing........................................................... 34
Agarwal, Sanjay K ................................................................... 27
Agochiya, Devendra ................................................................ 23
Ahluwalia, Raunica .................................................................. 32
Ahmed, Jaseem ....................................................................... 10
Aldrich, James O ..................................................................... 49
Allvine, Fred C.......................................................................... 33
Anandkumar, V .......................................................................... 5
Anger Management ................................................................. 25
Applied Human Resource Management ................................ 19
Applied Psychometry .............................................................. 22
Argyrous, George .................................................................... 50
Art of Business Leadership, The ............................................ 31
Asher, Mike ................................................................................ 7
Avison, David ............................................................................. 3
Baack, Donald ......................................................................... 35

Baisya, Rajat K .................................................................... 6, 34
Balasubramanian, S ................................................................ 31
Banerjee, G D .......................................................................... 11
Banerjee, Parthasarathi ............................................................ 5
Banerjee, Preeta M .................................................................. 29
Basu, Sujoya .............................................................................. 2
Beamish, Paul W ..................................................................... 54
Bendoly, Elliot .......................................................................... 15
Bennett, Gavin ......................................................................... 49
Bhandarker, Asha ........................................................ 14, 26, 29
Bhat, Sairam ............................................................................ 49
Bhattacharya, Hrishikes ............................................................ 9
Bhave, Swati Y ......................................................................... 25
Bijapurkar, Rama ..................................................................... 44
Biswas, Subhasish .................................................................... 5
Body Language ....................................................................... 24
Boeh, Kevin K .......................................................................... 54
Branding Demystified .............................................................. 47
Brennan, Ross ......................................................................... 34
Buckles, Daniel J ..................................................................... 50
Burke, W Warner...................................................................... 14
Business and Polity ................................................................... 2
Business and Professional Communication .......................... 48
Business Process Outsourcing ................................................ 5
Business Transformation Strategies ....................................... 5
Business-To-Business Marketing........................................... 34
Canning, Louise ....................................................................... 34

Capital Markets in India .......................................................... 12
Carter, Chris............................................................................... 4
Cases in Entrepreneurship ..................................................... 54
Cases in Leadership................................................................ 54
Cases in Marketing Management ........................................... 35
Cases in Operations Management ......................................... 54
Cases in Organizational Behavior .......................................... 54
Cases in the Environment of Business ................................... 54
Cases Study Research............................................................ 50
Cawsey, Tupper F .................................................................... 16
Chadha, Narender Kumar ....................................................... 22
Chakrabarti, Rajesh................................................................. 12
Challenges of Indian Management, The .................................. 4
Chanda, Ashok .................................................................. 18, 22
Chandler, David ....................................................................... 27
Chandra, Subhash .................................................................. 36
Change Management .............................................................. 15
Chaturvedi, Khilesh ................................................................. 18
Chaudhry, Ravi ........................................................................ 30
Chevalier, Jacques M .............................................................. 50
Clegg, Stewart R ....................................................................... 4
Clow, Kenneth E ...................................................................... 35
Coaching Manager, The .......................................................... 24
Collaborative Research in Management ................................ 53
Compensation ......................................................................... 19
Coninck, John De .................................................................... 18
Conklin, David W ..................................................................... 54
Connecting Inner Power with Global Change .......................... 6
Consumer Behaviour............................................................... 35
Coombs, Hugh ........................................................................ 11
Coping with Life Stress ........................................................... 24

Corporate Champions............................................................... 5
Corporate Communications ................................................... 47
Corporate Finance..................................................................... 9
Corporate Governance in India............................................... 29
Corporate Social Responsibility in India ................................ 27
Creating Effective Teams ........................................................ 30
Culture and Organizational Behaviour ................................... 26
Cunningham, James B ............................................................ 49
Customer in the Boardroom? ................................................. 44
Customer Value Investment .................................................... 44
Dcruz, Premila .................................................................. 26, 27

Dare to Lead ............................................................................ 17
Darwins Brands ...................................................................... 46
Das, G Ganesh ........................................................................ 34
Das, Satya P .............................................................................. 2
Das, Subesh ............................................................................ 22
Data Analysis in Business Research ...................................... 50
De, Sankar ............................................................................... 12
Deregulation and Competition................................................ 33
Designing and Managing a Research Project........................ 52
Designing Human Resource Management Systems ............. 21
Deszca, Gene .......................................................................... 16
Dixit, Ashutosh ........................................................................ 33
Doherty, Bob............................................................................ 32
Doing Business Research ....................................................... 52
East, Robert ............................................................................. 35

Economy and Society ............................................................. 13
Edwards, J R.............................................................................. 9
Effective Presentation, The ..................................................... 48
E-Finance ................................................................................. 12
Ellis, Nick ................................................................................. 34
Emotional Intelligence at Work ............................................... 25
Employee Identity in Indian Call Centres ............................... 27
Enterprise Support Systems................................................... 32
Essential Guide to Doing Your Research Project, The .......... 49
Essentials Of Business Research ........................................... 53
Essentials of Operations Management .................................... 7
Essentials of Strategic Management........................................ 4
Esteves, Jose........................................................................... 15
Ethical Choices in Business.................................................... 28
Ethics, Business and Society ................................................. 28
Every Trainers Handbook ....................................................... 23
Executive Coaching................................................................. 24
Fernandez, Joseph .................................................................. 47

Financial Services in India ........................................................ 9
Fitchett, James ........................................................................ 34
Flick, Uwe ................................................................................ 51
Foster, George ......................................................................... 32
Gaur, Ajai S .............................................................................. 52

Gaur, Sanjaya S ....................................................................... 52
Gender Stereotypes in Corporate India ................................... 2
Gerhart, Barry.......................................................................... 19
Get the Ego Advantage! .......................................................... 25
Ghosh, D N ................................................................................ 2
Gilmore, Audrey ....................................................................... 35
Gill, Roger ................................................................................ 31
Glas, Mariecke Van Der ........................................................... 18
Global Economic Crisis through an Indian Looking Glass, The
11
Global Risk/Global Opportunity ............................................... 6
Govil, Dipti ................................................................................. 8
Greening the Supply Chain ....................................................... 1
Griffioen, Hans......................................................................... 18
Guerrero, Laura ....................................................................... 54
Guharoy, Shaibal ..................................................................... 17
Gupta, Ananda Das ................................................................. 28
Guptan, Sunil Unny ................................................................. 24
Gureja, Gopal K ......................................................................... 1
Haagsma, Ben ......................................................................... 18

Halve, Anand ........................................................................... 46
Hames, David S ....................................................................... 48
Handbook of Competency Mapping, The .............................. 20
Handbook of Relationship Marketing ..................................... 37
Handbook of Research in Enterprise Systems ...................... 15
Harigopal, K ............................................................................. 14
Hariharan, Meena .................................................................... 24
Harzing, Anne-Wil.................................................................... 19
Higgins, Matthew .................................................................... 34
Hobbs, David ........................................................................... 11

How Some Small Businesses Get their Ducks
in a Row and Grow............................................................... 18
How to Choose Winning Stocks ............................................. 13
HRD Audit ................................................................................ 20
HRD Score Card 2500 ............................................................. 20
HRM Strategic Integration and Organizational Performance 18
Human Resource Development .............................................. 19
Human Resource Information System ................................... 18
Human Resource Management .............................................. 22
Human Resources Development ............................................ 20
Hunt, James M ........................................................................ 24
In Search of Change Maestros ............................................... 14

Indias Financial Sector ........................................................... 12
Indian Media Business, The .................................................... 47
Information Systems Project Management.............................. 3
Ingols, Cynthia ......................................................................... 16
Innovation Management ........................................................... 3
Institutions, Consultants and Transformation........................ 17
Internal Communications ........................................................ 47
International Business............................................................. 33
International Human Resource Management ........................ 19
International Marketing Management .................................... 37
International Project Management ........................................... 3
Introducing Research Methodology ....................................... 51
Introduction to Accounting ....................................................... 9
Introduction to Human Resource Management, An .............. 21
Introduction to Qualitative Research, An ............................... 51
Islamic Finance ........................................................................ 10
Israel, D .................................................................................... 50
Iyengar, Murali ......................................................................... 10
Iyer, Lalitha............................................................................... 17
Jack, Gavin .............................................................................. 34

Jain, Gautam Raj ..................................................................... 32
Jalebi Management ................................................................. 15
Jenkins, Ellis ............................................................................ 11
Jessani, Nasreen ..................................................................... 49
Johnson, Richard D ................................................................. 18
Joshi, Vasant C .................................................................. 10, 12
Joshi, Vinay V .......................................................................... 10
Kahn, Kenneth B ...................................................................... 44

Kakani, Ram Kumar................................................................... 5
Kanji, Gopal K ...................................................................... 7, 51
Kapoor, Jagdeep ..................................................................... 46
Karmakar, K G ......................................................................... 11
Karunakar, B .............................................................................. 5
Kaul, A sha ................................................................................ 48
Kavanagh, Michael J ............................................................... 18
Khan, Hafiz T A ........................................................................ 51
Khan, Sami A ........................................................................... 22
Khandekar, Aradhana.............................................................. 21
Khandelwal, Anil K................................................................... 17
Khwaja, R H ............................................................................. 16
Kishore, Adarsh ....................................................................... 11
Klassen, Robert D ................................................................... 54
Knowledge Leadership ........................................................... 30
Knowledge Translation Toolkit, The ....................................... 49
Kock, N ed ................................................................................ 14
Kohli, Harinder S...................................................................... 10
Kohli-Khandekar, Vanita ......................................................... 47
Kornberger, M artin .................................................................... 4
Koster, K athrin ........................................................................... 3
Kothari, R ajesh .......................................................................... 9
Kotler, Philip ............................................................................. 35
Koufopoulos, Dimitrios.............................................................. 4
Krishna, B Sivarama ................................................................ 22
Krishnamurti, Chandrashekar................................................. 13
Krishnan, Balaji C .................................................................... 38
Kumar, Sanjay .......................................................................... 15
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
Legends in Marketing: V Kumar ............................................. 42

Lewis, Hedwig ......................................................................... 24
Life Insurance in India ............................................................... 8
Lim, Ming ................................................................................. 34
Lings, Ian ................................................................................. 52
Little Book of Big Customer Satisfaction Measurement, The.... 36
Lowe, s id .................................................................................. 16
Lynton, Rolf P .......................................................................... 23
Mahajan, Gautam ..............................................................44, 4 5

Maital, Shlomo....................................................................... 3,6
Malik, Pravir ......................................................................... 6, 10
Management Accounting ........................................................ 11
Management Consulting in India .............................................. 1
Management for Social Enterprise ......................................... 32
Management of Organizational Change ................................ 14
Management of Technology and Innovation ............................ 3
Managing a Modern Hospital ................................................... 8
Managing in Changing Times ................................................. 16
Managing Indian Banks........................................................... 10
Managing Organisational Change .......................................... 15
Managing People at Work ....................................................... 22
Managing People in Organisations ........................................ 21
Managing Your Sales Force .................................................... 36
Manimala, Mathew J ............................................................... 32
Marketing Channel Management ........................................... 36
Marketing Communications Industry ..................................... 32
Marketing Management .......................................................... 36
Marketing ................................................................................. 34
Marriott,P ru............................................................................... 9
Mascarenhas, Oswald A J ........................................................ 5
Mason, Chris............................................................................ 32
Mathur, U C .............................................................................. 37
Mavalankar, Dileep .................................................................... 8
Mccalman, James ................................................................... 15
Mcdowell, Raymond................................................................ 34
Mcguire, David......................................................................... 19
Meehan, John .......................................................................... 32
Meehan, Karon ........................................................................ 32
Mellett, H J................................................................................. 9
Menipaz, A mit .......................................................................... 33
Menipaz, Ehud ......................................................................... 33
Menor, Larry J.......................................................................... 54
Mentzer, John T ....................................................................... 37
Mergers and Acquisitions ....................................................... 54
Mergers, Acquisitions and Corporate Restructuring ............ 13
Microeconomics for Business .................................................. 2
Microfinance in India ............................................................... 11
Mikkelsen, Kirsten Pruzan ...................................................... 31
Millennials and the Workplace ................................................ 26
Mishra, Sitikantha.................................................................... 33
Mitchell, Ronald K ................................................................... 54
Mitra, Jay ................................................................................. 32
Mohapatra, N P ....................................................................... 11
Molbjerg, Kenneth ................................................................... 19
Money Matters......................................................................... 10
Monippally, Mathukutty M ...................................................... 53
Moon, Mark A .......................................................................... 37
Morse, Eric A ........................................................................... 54
Mukherjee, Jayant ................................................................... 21
Mukhopadhyay, Marmar ........................................................... 8
Mukhopadhyaya, Anil Kumar .................................................... 2
Nandan, Raghu ........................................................................ 32

Negotiated Change ................................................................. 21
Negotiation .............................................................................. 48
New Product Planning ............................................................ 44
New Professional Salesman, The ........................................... 44
New Sales Manager, The ........................................................ 45
Next Available Operator, The .................................................. 22
Nilakant, V ................................................................................ 15
Niyogi, Shil ............................................................................... 18
Noronha, Ernesto .................................................................... 27
Northouse, Peter G ................................................................. 30
Oleary, Zina ............................................................................. 49

Organization Change .............................................................. 14
Organization Development ..................................................... 17
Organizational Change ........................................................... 16
Organizational Schizophrenia ................................................... 1
Organizing and Managing in the Era of Globalization ............. 1
Pareek, Udai ............................................................................ 23

Parida, Bivraj Bhusan .............................................................. 33
Parvatiyar, Atul......................................................................... 37
56
Paton, Robert A ....................................................................... 15

Patra, Michael Debabrata ....................................................... 11
Pawar, Badrinarayan Shankar........................................... 52, 53
Pelle, Stefano............................................................................. 7
Pension Reform in India ............................................................ 8
Performance Management And Appraisal Systems ............. 20
Pinnington, Ashly H ................................................................. 19
Pitt, Martyn R............................................................................. 4
Planning for Power Advertising .............................................. 46
Planning, Monitoring and Evaluation in Development
Organisations ....................................................................... 18
Polonsky, Michael Jay ............................................................. 52
Porath, Amiram ........................................................................ 53
Power of 360 Degree Feedback, The ..................................... 20
Power of Humor at the Workplace, The ................................. 26
Prasad, G B R K ....................................................................... 13
Pruzan, Peter ........................................................................... 31
Public Economics ...................................................................... 9
Public Relations in India .......................................................... 45
Qualitative Research ............................................................... 51

Quest for Exceptional Leadership .......................................... 30
Quintanilla, Kelly M .................................................................. 48
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
Spangle, Michael L .................................................................. 48

Sreedharan, E .......................................................................... 28
Srinivasan, A V ........................................................................... 8
Srivastava, Pramila .................................................................... 1
Srivastava, U K .......................................................................... 1
Statistical Methods for Practice and Research ..................... 52
Statistics for Research ............................................................ 50
Strategic Brand Management for B2b Markets ....................... 4
Strategic Corporate Social Responsibility ............................. 27
Strategic Human Resource Management .............................. 21
Strategic Human Resource Technologies.............................. 22
Strategic Issues and Challenges in Health Management ....... 8
Strategic Thinking ..................................................................... 5
Strategy ..................................................................................... 4
Supply Chain Management .................................................... 37
Suresh, R R .............................................................................. 13
Swanborn, Peter ...................................................................... 50
Systems Analysis & Design Fundamentals ............................ 14
Tadajewski, Mark ..................................................................... 34

Theory and Practice of Leadership ........................................ 31
Theory Building for Hypothesis Specification in
Organizational Studies ........................................................ 52
Thinking Creatively at Work .................................................... 26
Thite, Mohan ...................................................................... 18, 22
Torkzadeh, Gholamreza ............................................................ 3
Total Customer Value Management ....................................... 45
Total Management by Ratios .................................................... 9
Total Quality Management in Education .................................. 7
Tourism Development Revisited ............................................. 33
Towards Financial Inclusion in India ....................................... 11
Towards Personal Excellence ................................................. 25
Towards the Next Orbit ............................................................. 2
Training for Development ........................................................ 23
Training for Organizational Transformation............................ 23
Understanding Emerging Markets............................................ 7

Unleashing your Entrepreneurial Potential............................. 32
Using SPSS ............................................................................. 49
Uslay, Can ................................................................................ 33
Value Engineering Mastermind ................................................. 2

Vanhuele, Marc ........................................................................ 35
Varghese, A K .......................................................................... 45
Velayudhan, Sanal Kumar ....................................................... 37
Venugopal, Pingali ................................................................... 36
Verghese, Aniisu K .................................................................. 47
Verma, Harsh V ........................................................................ 47
Verma, Subir .......................................................................... 1, 2
Vieira, Walter......................................................................44, 45
Vilanilam, J V ........................................................................... 45
Virmani, B R ......................................................................... 4, 21
Vishwanath, S R................................................................... 9, 13
Wahl, Shawn T ......................................................................... 48

Wakhlu, Bharat ........................................................................ 28
Waller, David S......................................................................... 52
Warren, Myra ........................................................................... 48
Weintraub, Joseph R ............................................................... 24
Werther, William B ................................................................... 27
Wheelan, Susan A ................................................................... 30
White, David I ........................................................................... 51
Who Will Bell the Cat? ............................................................... 6
Wilson, Jonathan ..................................................................... 53
Wilton, Nick.............................................................................. 21
Winning Strategies for Business............................................... 6
Wright, Malcolm ...................................................................... 35
York, Kenneth M ...................................................................... 19

Young, Scott T ........................................................................... 7
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