Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? If so, you may be leaving big money on the table. Consider the integrated-circuit supplier representative who lost $500,000 of potential profit on a single transaction, just to "win" a deal that he would have closed anyway at the higher price. Do not make price concessions. Become a value merchant instead. In this authoritative book, James Anderson, Nirmalya Kumar, and James Narus explain how companies in business markets can use customer value management techniques to estimate the value of your market offerings, create value propositions that resonate with your customers, and maximize the return you will get on the superior value that you deliver. Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketers—as well as your customers.

From the author of the award-winning The Master Switch, who coined the term "net neutrality”—a revelatory, ambitious and urgent account of how the capture and re-sale of human attention became the defining industry of our time. "Dazzling." —Financial Times Ours is often called an information economy, but at a moment when access to information is virtually unlimited, our attention has become the ultimate commodity. In nearly every moment of our waking lives, we face a barrage of efforts to harvest our attention. This condition is not simply the byproduct of recent technological innovations but the result of more than a century's growth and expansion in the industries that feed on human attention. Wu’s narrative begins in the nineteenth century, when Benjamin Day discovered he could get rich selling newspapers for a penny. Since then, every new medium—from radio to television to Internet companies such as Google and Facebook—has attained commercial viability and immense riches by turning itself into an advertising platform. Since the early days, the basic business model of “attention merchants” has never changed: free diversion in exchange for a moment of your time, sold in turn to the highest-bidding advertiser. Full of lively, unexpected storytelling and piercing insight, The Attention Merchants lays bare the true nature of a ubiquitous reality we can no longer afford to accept at face value.

Sixteenth-century Europe was powered by commerce. Whilst mercantile groups from many areas prospered, those from the Low Countries were particularly successful. This study, based on extensive archival research, charts the ascent of the merchants established around Antwerp.

The inhabitants of the department of Antioquía in north-central Colombia have played a unique role in that country’s economic history. During the colonial period Antioqueño placer miners supplied a substantial portion of New Granada’s gold exports. Their nineteenth-century descendants pioneered investments in lode mining, colonization, international commerce, banking, stock raising, tobacco, and coffee. In the twentieth century, Antioqueños initiated the industrialization of the regional capital, Medellín. Many theories have been set forth to account for the special energy and initiative of Antioqueños. They range from ethnic and psychological interpretations (Antioqueños are descended from Jews or Basques; they are driven to succeed because of status deprivation) to historical explanations that emphasize their geographic isolation, mining heritage, or the coffee-export economy. In Miners, Merchants, and Farmers in Colonial Colombia, Ann Twinam critiques these theories and sets forth her own revisionist interpretation of Antioqueño enterprise. Rather than emphasize the alien or deviant in Antioqueño psychology or culture, Twinam re-creates the region’s late colonial economic and social structure and attributes the origins of Antioqueño enterprise to a particular mix of human and natural resources that directed the region’s development toward capital accumulation and reinvestment. Although the existing limitations of their colonial environment may have forced Antioqueños along enterprising pathways initially, the continuation of Antioqueño investments to the present day suggests that their adaptation to a specific economic reality became a way of life transcending the historical conditions that created it.