Includes bibliographical references (pages 129-150) and index.
The case -- It's in the name-- The theories -- Follow the money -- Advertising talk -- Impression management -- Constraints and creativity -- In search of the other -- Ethnography at work.
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Follows the experiences of the author as a participant observer in the running of a Japanese advertising agency. This book reveals the behind-the-scenes planning, discussion, negotiations and strategies needed to ensure that the agency's presentation to a potential client will be preferred over that of a rival firm.
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.