ISBM Bookshelf

The ISBM Bookshelf contains recommended readings of books, some authored by the ISBM Fellows. Many of the books are part of the ISBM Library for member companies, and their authors were featured speakers at our members meetings and joint conferences.

ISBM Recommended Books

James C. Anderson, Nirmalya Kumar, James A. Narus, Value Merchants: Demonstrating and Documenting Superior Value in Business Markets, 2007, 240 pages

James C. Anderson, James A. Narus, Business Market Management: Understanding, Creating and Delivering Value, 2003, 480 pages

Adam M. Brandenburger, Barry J. Nalebuff, Co-Opetition : A Revolution Mindset That Combines Competition and Cooperation : The Game Theory Strategy That's Changing the Game of Business, 1997, 304 pages

Lewis Carbone, Clued In: How to Keep Customers Coming Back Again and Again, 2004, 304 pages

Frank V. Cespedes, Concurrent Marketing: Integrating Product, Sales, and Service, 1997, 307 pages

Clayton Christensen, The Innovator's Dilemma: The Revolutionary Book that Will Change the Way You Do Business, 1999, 320 pages

Clayton Christensen, Michael E. Raynor, The Innovator's Solution: Creating and Sustaining Successful Growth, 2002, 288 pages

James M. Citrin, Richard Smith, The 5 Patterns of Extraordinary Careers: The Guide for Achieving Success and Satisfaction, 2003, 288 pages

Kevin J. Clancy, Peter C. Krieg, Counterintuitive Marketing: Achieve Great Results Using Uncommon Sense, 2000, 350 pages

Robert G. Cooper, Product Leadership: Pathways to Profitable Innovation, 2005, 288 pages

Robert G. Cooper, Scott J. Edgett, Generating Breakthrough New Product Ideas: Feeding the Innovation Funnel, 2007, 256 pages

Robert G. Cooper, Scott J. Edgett, Elko J. Kleinschmidt, Portfolio Management for New Products, 2001

Thomas H. Davenport, Laurence Prusak, Working Knowledge: How Organizations Manage What They Know, 1997, 224 pages

Lance Dixon, JIT II, Revolution in Buying & Selling, 1994, 234 pages

Liam Fahey, Competitors: Outwitting, Outmaneuvering, and Outperforming, 1998, 576 pages

Liam Fahey, Robert M. Randall, Learning from the Future, 2004, 468 pages

John H. Fleming, Jim Asplund, Human Sigma: Managing the Employee-Customer Encounter, 2007, 216 pages

Jeffrey Fox, How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients, 2000, 192 pages

Jeffrey Fox, Secrets of Great Rainmakers: The Keys to Success and Wealth, 2006, 208 pages

Lawrence Friedman, Tim Furey, Channel Advantage, 1999, 228 pages

Bradley Gale, Managing Customer Value: Creating Quality and Service That Customers Can See, 1994 432 pages

Robert E. Gunther, George S. Day, Wharton on Managing Emerging Technologies, 2000, 480 pages

Michael Hammer and Steven A. Stanton, The Reengineering Revolution, 1995, 352 pages

Amir Hartman, Ruthless Execution: What Business Leaders Do When Their Companies Hit the Wall, 2004, 256 pages

Amir Hartman, John G. Sifonis, Net Ready, 1999, 314 pages

Harvard Business School, Performance Management—Manage and Improve the Effectiveness of Your Employees, 2006

Ravi Kalakota, Andrew Whinston, Electronic Commerce: A Manager's Guide, 1996, 431 pages

Mahan Khalsa, Let's Get Real or Let's Not Play, 1999, 242 pages

Philip Kotler, Kotler on Marketing : How to Create, Win, and Dominate Markets, 1999, 257 pages

Philip Kotler, Waldemar Pfoertsch, B2B Brand Management, 2006, 357 pages

Philip Kotler, Alice Tybout eds., Kellogg on Branding: The Marketing Faculty of the Kellogg School of Management, 2005

Gary L. Lilien, Arvind Rangaswamy, Marketing Engineering (rev. 2nd edition), 2006

Regis McKenna, Total Access, 2002, 240 pages

John G. Miller, QBQ! The Question Behind the Question: Practicing Personal Accountability in Work and in Life, 2004, 128 pages

Ted Moser, Kevin Mundt, James A. Quella, Adrian J. Slywotzky, Profit Patterns: 30 Ways to Anticipate and Profit from Strategic Forces Reshaping Your Business, 1999, 448 pages

Thomas T. Nagle, John Hogan, The Strategy and Tactics of Pricing: A Guide to Growing More Profitably, 2006, 368 pages

Satish Nambisan, Mohanbir Sawhney, The Global Brain: Your Roadmap for Innovating Faster and Smarter in a Networked World, 2007, 304 pages

Pete Pande, Larry Holpp, What Is Six Sigma?, 2002, 98 pages

Peter S. Pande, Robert P. Neuman, Roland R. Cavanagh, The Six Sigma Way: How GE, Motorola, and Other Top Companies are Honing Their Performance, 2000 448 pages

Don Peppers, Martha Rogers, The One to One B2B: Customer Relationship Management Strategies for the Real Economy, 2001, 368 pages

Don Peppers, Martha Rogers, Return on Customer: Creating Maximum Value From Your Scarcest Resource, 2005, 304 pages

Michael E. Raynor, The Strategy Paradox: Why committing to success leads to failure (and what to do about it), 2007, 320 pages

Frederick F. Reichheld, Loyalty Rules: How Today's Leaders Build Lasting Relationships, 2003, 240 pages

Frederick F. Reichheld, The Ultimate Question: Driving Good Profits and True Growth, 2006, 210 pages

R. Reidenbach, R. Goeke, G. McClung, Dominating Markets with Value: Advances in Customer Value Management, 2002, 329 pages

Michael Schell, Buyer-Approved Selling: Sales Secrets from the Buyer's Side of the Desk, 2004, 168 pages

Don Schultz, Measuring Brand Communication ROI, 1997, 179 pages

Adrian J. Slywotzky, The Art of Profitability, 2002, 272 pages

Adrian J. Slywotzky, Profit Patterns: 30 Ways to Anticipate & Profit from Strategic Forces Reshaping your Business, 1999, 464 pages

Adrian J. Slywotzky, David J. Morrison, How Digital Is Your Business?, 2000, 326 pages

Adrian J. Slywotzky, David J. Morrison, Bob Andelman, The Profit Zone, 2001, 352 pages

Adrian J. Slywotzky, Richard Wise, Karl Weber, How to Grow When Markets Don’t, 2003, 352 pages

Doug Smith, Make Success Measurable!: A Mindbook-Workbook for Setting Goals and Taking Action, 1999, 260 pages

Michael Treacy, Fred Wiersema, The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market, 1997, 210 pages

Fred Wiersema, Customer Intimacy: Pick Your Partners, Shape Your Culture, Win Together, 1996, 221 pages

Fred Wiersema, The New Market Leaders: Who's Winning and How in the Battle for Customers, 2002, 272 pages

Gerald Zaltman, How Customers Think: Essential Insights into the Mind of the Market, 2003