Direct Marketing Books Aren’t Catching Up

Last updated: 01-21-2018

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Direct Marketing Books Aren’t Catching Up

Lucy and Ethel on the Chocolate Factory conveyor belt faced a daunting task. That’s what it must like to try to create a current direct response marketing book.

I’ve been teaching as an adjunct for more than 10 years — mostly advertising research and marketing courses. But only recently have I had the opportunity to teach a class devoted entirely to direct response. When I began to put the course together for Rowan University, I was looking for a general direct marketing book that students could acquire inexpensively (used on Amazon or another used book site) that I would supplement with additional resources. I came up empty.

The available direct marketing books rely heavily on mail as a medium with a lot of content about lists and crafting direct mail letters. I could only imagine the eye-rolls I’d be looking at standing in front of a group of Millennials talking about direct mail lists.

The standards I’ve relied on for years, Ed Nash’s “Direct Marketing” and Bob Stone’s “Successful Direct Marketing Methods” (updated by Ron Jacobs) haven’t been revised since 2000 and 2007, respectively. Lisa Spiller and Martin Baier had published a textbook for Pearson, but the third and most recent edition from 2010 is out of print. Some books, like Dave Shepherd’s “The New Direct Marketing” (1999) and Arthur Hughes’s “The Complete Database Marketer” are focused on database and response modeling, the precursors to algorithmic targeting. Richard Tooker’s “The Business of Database Marketing” is very practitioner-focused, and other titles are specific to subsets of direct marketing, like “Managing Customer Relationships” by Don Peppers and Martha Rogers (2011).

The newer online marketing books focus on driving clicks, web analytics and retargeting, but they don’t address the fundamental principles of allowable acquisition cost and customer lifetime value.

There’s nothing that brings together online marketing with traditional direct response principles.

I combed through my library of DR books, reached out to publishers and even purchased a few things on Amazon.

For a moment, and just a moment, I considered writing one. Then I realized that with the amount of new information coming at marketers every day, I would be stuffing chocolates in my mouth and under my hat — like Lucy and Ethel.


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