How to measure multi-channel campaigns

Dr Hugh Wilson and Lindsay Bruce, from Cranfield School of Management, and Jennifer Love, from IBM Business Consulting Services, explain the importance of finding ways to measure the value generated by different channels, different campaigns, and for different customers.

How to Measure Multi-channel Campaigns

Dr Hugh WilsonSenior Research Fellow and Director of the Centre for Multi-channel Marketing at Cranfield School of Management. hugh.wilson@cranfield.ac.ukLindsay BruceA Freelance Marketer and Research Fellow at Cranfield School of Management. lindsayjbruce@aol.comJennifer LoveLead in Marketing and Customer Intelligence at IBM Business Consulting Services. jennifer.love@uk.ibm.com

Professional marketers and sales people, whatever their precise role and industry, all tell a similar tale of how their world has changed over the last ten years. Managers are faced with the task of delivering better shareholder value in an increasingly competitive environment. All...

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