Business Management

Penka Goranova
ANALYSIS OF METHODS FOR BRAND EQUITY VALUATION
JEL: M31, M37

Keywords: brand, advertising, strategies, financial methods, marketing methods, combined methods.

Abstract: The impact of brands has become more powerful than ever in the contemporary world and brand managers are aware that brand growth and expansion are essential for the increase of sales and the development of companies in general. Leading companies like Xerox and Coca-Cola report that brand is as important to their performance as factories, innovations and capital are, since powerful brands attract wealthy customers and investors. The concept of brand equity has been widely employed lately. It refers to the financial worth which adds to the physical properties of tangible assets and of products in particular. Brand equity is in essence the measurement of the value added. The objective of this paper is to present contemporary methods for valuating brand equity and to provide a comparative analysis of their employment. In-depth knowledge about global practices in brand equity valuation is of fundamental importance to designing a successful and efficient branding strategy.
Penka Goranova
CUSTOMER RELATIONSHIP MANAGEMENT � A STRATEGY FOR COMPANIES TO ESTABLISH A COMPETITIVE ADVANTAGE
JEL: M31, M37

Keywords: models, customers, consumers, management, CRM.

Abstract: Customer relationship marketing is complemented by the strategic vision of business development � customer management - which includes the following: customer analysis, customer contributions, life cycle, etc. The two visions - CRM and customer management - are essential for the development and higher competitiveness of companies. These processes tend to accelerate and intensify. They result from imposing a new consumer culture, which encompasses customers from both developed and developing markets who possess a creative approach to thinking, dynamics as a style of behaviour, and �global� citizenship as a social characteristic. Marketing specialists must have a unique ability to engage with the modern customer and must be able to give their companies direction and focus in order to achieve effective results that will ensure their image and success.

Business Management

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