Xenophon’s Cyrus the Great: The Arts of Leadership and War by Xenophon / Larry Hedrick

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In 1906, a stilted English translation of Xenophon of Athens’ story about Cyrus the Great’s military campaigns was published. Now, a century later, a much more accessible edition of one of history’s most extraordinary and successful leaders is emerging. Among his many achievements, this great leader of wisdom and virtue founded and extended the Persian Empire; conquered Babylon; freed 40,000 Jews from captivity; wrote mankind’s first human rights charter; and ruled over those he had conquered with respect and benevolence. According to historian Will Durant, Cyrus the Great’s military enemies knew that he was lenient, and they did not fight him with that desperate courage which men show when their only choice is “to kill or die.” As a result the Iranians regarded him as “The Father,” the Babylonians as “The Liberator,” the Greeks as the “Law-Giver,” and the Jews as the “Anointed of the Lord.”


Why We Buy: The Science of Shopping by Paco Underhill

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Revolutionary retail guru Paco Underhill is back with a completely revised edition of his classic, witty bestselling book on our ever-evolving consumer culture — full of fresh observations and important lessons from the cutting edge of retail, which is taking place in the world’s emerging markets.


Yellow Steel: The Story of the Earthmoving Equipment Industry by William R. Haycraft

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Extensively illustrated and packed with detailed information on both manufacturers and machines, Yellow Steel knits together the diverse stories of the many companies that created the earthmoving equipment industry – how they began, expanded, retooled, merged, succeeded, and sometimes failed. Their history, a step-by-step linking of need and invention, provides the foundation for virtually all modern transportation, construction, commerce, and industry.


Alexander Botts – Earthworm Tractors by William Hazlett Upson

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Introducing Alexander Botts, salesman of Earthworm Tractors, who is, according to his own modest estimate, a natural born salesman, an artist, and one of the best natural talkers in the organization. When sent to sell a tractor to an English lord, he reveals himself as a man of culture and innate refinement who realizes that a cutaway and all the etceteras are necessities when dealing with the titled nobility. Although in general he tries to cultivate a polite and ingratiating manner, Botts on a collecting job is a hard-boiled bozo, in a very softhearted way. Whether it means diving into a well for a drowned cat, promoting a beauty contest, or riding into a swamp, Alexander Botts always makes his sale, and even if you’re not interested in a tractor, you’re sure to be interested in and delighted by Botts.


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The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale by Jeff Thull

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The Prime Solution shows sellers how to turn value fulfillment into a core competency, because they’ve helped customers understand and achieve the full value of the products and services they’ve purchased. The power of this model rests in closing the “value gap”—that frustrating division often created by sellers who have either been unable or unwilling to fulfill the promises they’ve made about their products, and by customers who are unwilling or unable to comprehend the total value received. Author Jeff Thull describes a disciplined, “all-hands” approach that involves all the teams in an organization connected to the customer—R&D, marketing, sales, and service. This practical, whole solutions approach has been used with astonishing success by small to midsized companies as well as major corporations worldwide.


Brand Portfolio Strategy: Creating Relevance, Differentiation, Energy, Leverage, and Clarity by David A. Aaker

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In this long-awaited book from the world’s premier brand expert and author of the seminal work “Building Strong Brands”, David Aaker shows managers how to construct a brand portfolio strategy that will support a company’s business strategy and create relevance, differentiation, energy, leverage, and clarity. Building on case studies of world-class brands such as Dell, Disney, Microsoft, Sony, Dove, Intel, CitiGroup, and PowerBar, Aaker demonstrates how powerful, cohesive brand strategies have enabled managers to revitalize brands, support business growth, and create discipline in confused, bloated portfolios of master brands, subbrands, endorser brands, co-brands, and brand extensions.


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The Social Media Management Handbook: Everything You Need To Know To Get Social Media Working In Your Business by Robert Wollan, Nick Smith, and Catherine Zhou

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Every organization wants to implement social media, but it is difficult to create processes and mange employees to make this happen. Most social media books focus on strategies for communicating with customers, but they fail to address the internal process that takes place within a business before those strategies can be implemented. This book is geared toward helping you manage every step of the process required to use social media for business.


Service Success! Lessons From a Leader on How to Turn Around a Service Business by Daniel I. Kaplan

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Nine out of every ten new jobs created each year are in the service sector. Although service jobs are at the heart of today’s economy, accounting for three-quarters of our GNP, there has not been, until now, a system that enables managers to accurately measure and improve service quality, productivity, and profitability. While manufacturing processes lend themselves to statistical measurement, the intangibles of quality service are much harder to quantify. In this book, Dan Kaplan – the man who dramatically transformed the money-losing Hertz Equipment Rental Corporation into the industry leader with an enviable profit margin – reveals the battle-tested methodologies he used in forging one of the recognized business success stories in the service field. Turnarounds in industry rarely come as 450-foot home runs, Kaplan explains. What is needed instead are 1,000 singles – the kind of steady incremental progress toward a goal that is responsible for most wins, in baseball and in business. In Service Success! Kaplan shows how, by deliberately employing a policy of “small wins,” leaders can bring people along with them as they challenge and move beyond the status quo, seeking always to make tomorrow better than today.


The Nibble Theory and the Kernel of Power: A Book About Leadership, Self-Empowerment, and Personal Growth by Kaleel Jamison

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Like a snowflake or a fingerprint, we are all one of a kind and have a special contribution to make. The late Kaleel Jamison, one of the first women to enter the field of management consulting, experienced what she described as “nibbles,” little bites that life takes out of you–really attacks on your self confidence. Her longtime best selling book, The Nibble Theory, is a process for dealing with the world that moves the reader toward personal power and growth arising out of the unique values and strengths of each person.


Yellow Steel: The Story of the Earthmoving Equipment Industry by William R. Haycraft

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Extensively illustrated and packed with detailed information on both manufacturers and machines, Yellow Steel knits together the diverse stories of the many companies that created the earthmoving equipment industry – how they began, expanded, retooled, merged, succeeded, and sometimes failed. Their history, a step-by-step linking of need and invention, provides the foundation for virtually all modern transportation, construction, commerce, and industry.


Net Ready: Strategies for Success in the E-conomy by Amir Hartman, John Sifonis, and John Kador

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CISCO is the global standard not just for internetworking but for Web sales strategies that work. CISCO has made itself the pre-eminent player in the new global economy. Net Ready shows how this vibrant company has done it and how anyone else can apply its unique strategies to succeed on the Web. It’s not a blueprint but a set of flexible strategies for Web success­­ a unique toolkit for every company ready to seize the Internet’s limitless business potential. Net Ready explores the 12 tactics that have catapulted CISCO to the forefront, including its trademark concept of “informatization,” which involves giving away the product and profiting from the information about the transaction.

The 21 Most Powerful Minutes in a Leader’s Day: Revitalize Your Spirit and Empower Your Leadership by John C. Maxwell

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While a few people appear to be born leaders, the ability to lead is actually a collection of skills, nearly all of which can be learned and sharpened. Based on his New York Times bestseller The 21 Irrefutable Laws of Leadership, author John C. Maxwell presents a daily plan to help you grow as a leader in your personal, professional, and spiritual life.


The 21 Irrefutable Laws of Leadership: Follow Them and People Will Follow You by John C. Maxwell and Steven R. Covey

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At the beginning of The 21 Irrefutable Laws of Leadership: Follow Them and People Will Follow You by John Maxwell, the author reminds us that any book is fixed at a moment in time. Maxwell’s first version of this book captured his best thinking as it was a decade ago.

But while the book has remained unchanged, its author has grown and matured. He has read more, worked with more people, and taught his principles over and over again. And so the book we get from this fifty-one-year-old author is a more mature and developed one than we got from John Maxwell when he was forty-one. That is a very good thing.


Plato and a Platypus Walk into a Bar… : Understanding Philosophy Through Jokes by Thomas Cathcart and Daniel Klein

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Outrageously funny, Plato and a Platypus Walk into a Bar . . . has been a breakout bestseller ever since authors—and born vaudevillians—Thomas Cathcart and Daniel Klein did their schtick on NPR’s Weekend Edition. Lively, original, and powerfully informative, Plato and a Platypus Walk Into a Bar . . . is a not-so-reverent crash course through the great philosophical thinkers and traditions, from Existentialism (What do Hegel and Bette Midler have in common?) to Logic (Sherlock Holmes never deduced anything). Philosophy 101 for those who like to take the heavy stuff lightly, this is a joy to read—and finally, it all makes sense!


Purple Cow: Transform Your Business by Being Remarkable by Seth Godin

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What do Starbucks and JetBlue and KrispyKreme and Apple and DutchBoy and Kensington and Zespri and Hard Candy have that you don’t? How do they continue to confound critics and achieve spectacular growth, leaving behind former tried-and true brands to gasp their last?

Face it, the checklist of tired ‘P’s marketers have used for decades to get their product noticed -Pricing, Promotion, Publicity, to name a few-aren’t working anymore. There’s an exceptionally important ‘P’ that has to be added to the list. It’s Purple Cow.

Cows, after you’ve seen one, or two, or ten, are boring. A Purple Cow, though…now that would be something. Purple Cow describes something phenomenal, something counterintuitive and exciting and flat out unbelievable. Every day, consumers come face to face with a lot of boring stuff-a lot of brown cows-but you can bet they won’t forget a Purple Cow. And it’s not a marketing function that you can slap on to your product or service. Purple Cow is inherent. It’s built right in, or it’s not there. Period.

In Purple Cow, Seth Godin urges you to put a Purple Cow into everything you build, and everything you do, to create something truly noticeable. It’s a manifesto for marketers who want to help create products that are worth marketing in the first place.


The Big Moo: Stop Trying to Be Perfect and Start Being Remarkable by The Group of 33 and Seth Godin

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Most organizations are stuck in a rut. On one hand, they understand all the good things that will come with growth. On the other, they’re petrified that growth means change, and change means risk, and risk means death. Nobody wants to screw up and ruin a good thing, so most companies (and individuals) just keep trying to be perfect at the things they’ve always done.

In 2003, Seth Godin’s Purple Cow challenged organizations to become remarkable—to drive growth by standing out in a world full of brown cows. It struck a huge chord and stayed on the Business-Week bestseller list for nearly two years. You can hear countless brainstorming meetings where people refer to purple cows and say things like, “That’s not good enough. We need to create a big moo!”

But how do you create a big moo—an insight so astounding that people can’t help but remark on it, like digital TV recording (TiVo) or overnight shipping (FedEx), or the world’s best vacuum cleaner (Dyson)? Godin worked with thirty-two of the world’s smartest thinkers to answer this critical question. And the team—with the likes of Tom Peters, Malcolm Gladwell, Guy Kawasaki, Mark Cuban, Robyn Waters, Dave Balter, Red Maxwell, and Randall Rothenberg on board—created an incredibly useful book that’s fun to read and perfect for groups to share, discuss, and apply.

The Big Moo is a simple book in the tradition of Fish and Don’t Sweat the Small Stuff. Instead of lecturing you, it tells stories that stick to your ribs and light your fire. It will help you to create a culture that consistently delivers remarkable innovations.


Spark: The Revolutionary New Science of Exercise and the Brain by John J. Ratey and Eric Hagerman

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Did you know you can beat stress, lift your mood, fight memory loss, sharpen your intellect, and function better than ever simply by elevating your heart rate and breaking a sweat? The evidence is incontrovertible: aerobic exercise physically remodels our brains for peak performance.

In SPARK, John Ratey, MD embarks upon a fascinating journey through the mind-body connection, illustrating that exercise is truly our best defense against everything from depression to ADD to addiction to menopause to Alzheimer’s. Filled with amazing case studies (such as the revolutionary fitness program in Naperville, Illinois, that has put the local school district of 19,000 kids first in the world of science test scores), SPARK is the first book to explore comprehensively the connection between exercise and the brain. It will change forever the way you think about your morning run.


The Legend of the Monk and the Merchant: Principles for Successful Living by Terry Felber

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A fantastic adventure of personal growth – set in 16th century Italy. Readers will meet and join young Julio, who is taken on a quest into adulthood – as his grandfather reveals mysterious family secrets.

Woven through the story are 12 principles of success including:

  • Work Hard and God will Prosper You
  • Be Meek Before God, but Bold Before Men
  • Live Debt-Free and Below Your Means
  • Set Aside the First 10% to Honor God

The Legend of the Monk and the Merchant will change the way you think about your career, wealth, and success.


Chasing the Rabbit: How Market Leaders Outdistance the Competition and How Great Companies Can Catch Up and Win by Steven J. Spear

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  • Spear’s reputation as a thought leader is recognized by elite media, publications, and conferences including Harvard Business Review, The New York Times, Boston Globe, Bloomberg Business Radio, the Shingo Prize, and the Association for Manufacturing Excellence
  • The pioneering insights in Chasing the Rabbit are based on original thinking in the tradition of Jim Collins, C.K. Prahalad, Clayton Christensen, and Michael Porter.
  • Spear is one of the most astute business thinkers and prolific writers to emerge in the recent past; his Harvard Business Review articles are among its most popular reprints.
  • Spear is a four-time Shingo Prize winner and a winner of the McKinsey Award
  • Includes examples from global market leaders including Toyota, Vanguard, Southwest Airlines, Massachusetts General Hospital, and Alcoa

Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey H. Gitomer

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Salespeople hate to read. That’s why Little Red Book of Selling is short, sweet, and to the point. It’s packed with answers that people are searching for in order to help them make sales for the moment—and the rest of their lives.


Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money by Jeffrey H. Gitomer

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Salespeople need answers, fast! Now, one book brings together all the proven, tested, instant answers they’ll ever want: Little Red Book of Sales Answers. This is the legendary Jeffrey Gitomer, the world’s #1 sales presenter and author of the inspirational bestseller Little Red Book of Selling.

This new book goes beyond anything Gitomer’s ever done, offering 99.5 quick, fun-to-read, real-world answers guaranteed to make sense, and make money! You’ll discover the best ways to leave voicemail…ask for appointments…start presentations…follow up…ask for the sale…respond to angry customers…earn referrals… Here are perfect answers for establishing rapport…improving humor and creativity…making cold calls…getting past gatekeepers…controlling phone conversations…overcoming price objections…recognizing buying signals…using the Internet…getting reorders…finding role models and mentors…becoming a better writer…picking the right contact software…ordering the right business lunch…creating stand-out proposals…setting goals…adding value in every possible way.

In your business, you can’t afford to settle for the second-best approach. This book provides an extension of a successful brand by moving from a generic selling book to a book that gives a personal, practical guide to fulfilling your goals.


Workplace 2000: The Revolution Reshaping American Business by Joseph H. Boyett and Henry P. Conn

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Joseph H. Boyett is cofounder of Boyett & Associates, an Atlanta-based consulting and research firm specializing in helping companies understand and implement state-of-the-art leadership and organizational practices. He has worked with companies such as IBM, BP Oil, Merck & Company, EDS, and BellSouth on leading-edge strategies for securing competitive advantage. Dr. Boyett is an internationally recognized expert and author on such topics as leadership, change management, high performance work teams, and innovative compensation practices such as gainsharing and pay-for-skill. Dr. Boyett is the author or co-author of seventeen books including the highly praised Workplace 2000, The Guru Guide™ series and Won’t Get Fooled Again, a voter’s guide to picking better political leaders. His most recent book is Getting Things Done in Washington: Lessons for Progressives from Landmark Legislation. [See http://www.jboyett.com for more on Dr. Boyett’s books, including excerpts.]

 


Fish! A Remarkable Way to Boost Morale and Improve Results by Stephen C. Lundin / Harry Paul / John Christensen

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Imagine a workplace where everyone chooses to bring energy, passion, and a positive attitude to the job every day. Imagine an environment in which people are truly connected to their work, to their colleagues, and to their customers.

In this engrossing parable, a fictional manager is charged with the responsibility of turning a chronically unenthusiastic and unhelpful department into an effective team. Across the street from her office is Seattle’s very real Pike Place Fish Market, world famous and wildly successful thanks to its fun, bustling, joyful atmosphere and customer service. By applying ingeniously simple lessons learned from the actual Pike Place fishmongers, our manager learns how to energize those who report to her and effect an astonishing transformation in her workplace.

Addressing todays work issues (including employee retention and burnout) with an engaging metaphor and an appealing message that applies to any sector of any organization, Fish! offers wisdom that is easy to grasp, instantly applicable, and profound–the hallmarks of a true business classic. Based on a bestselling ChartHouse training video which has been adopted by corporations including Southwest Airlines, Sprint, and Nordstrom.


Who Moved My Cheese? An Amazing Way to Deal with Change in Your Work and in Your Life by Spencer Johnson

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With Who Moved My Cheese? Dr. Spencer Johnson realizes the need for finding the language and tools to deal with change–an issue that makes all of us nervous and uncomfortable.

Most people are fearful of change because they don’t believe they have any control over how or when it happens to them. Since change happens either to the individual or by the individual, Spencer Johnson shows us that what matters most is the attitude we have about change.

When the Y2K panic gripped the corporate realm before the new millennium, most work environments finally recognized the urgent need to get their computers and other business systems up to speed and able to deal with unprecedented change. And businesses realized that this was not enough: they needed to help people get ready, too.

Spencer Johnson has created his new book to do just that. The coauthor of the multimillion bestseller The One Minute Manager has written a deceptively simple story with a dramatically important message that can radically alter the way we cope with change. Who Moved My Cheese? allows for common themes to become topics for discussion and individual interpretation.

Who Moved My Cheese? takes the fear and anxiety out of managing the future and shows people a simple way to successfully deal with the changing times, providing them with a method for moving ahead with their work and lives safely and effectively.


Selling by Phone: How to Reach and Sell to Customers by Linda Richardson

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Most salespeople spend half their working lives on the phone. This comprehensive guide helps them maximize that time for two key results – dramatically higher sales and stronger customer relationships – regardless of the product or service being sold. Linda Richardson, a pioneer in consultative selling, demonstrates how to use the phone to establish rapport; determine customer needs; get appointments; close sales; and much more. It includes worksheets to help readers test their skills and hone their teleselling techniques for all types of clients and sales situations.


Delivering Knock Your Socks Off Service by Performance Research Associates

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Who would’ve thought that a practical, fun, easy-to-read customer service book would capture the hearts of hundreds of thousands of readers? Now, celebrating its 20th anniversary, “Delivering Knock Your Socks Off Service” has been completely revised and is better than ever! Still the go-to guide on providing the kind of outstanding service that keeps customers coming back, the fifth edition combines powerful tools and techniques with real-world examples and all-new chapters on using social media for communication and service recovery, owning service encounters, responding positively to negative feedback, and more. The book provides readers with proven tips and strategies for: exceeding customer needs and expectations; determining the right times to bend or break the rules; becoming fantastic fixers and powerful problem-solvers; using the RATER factors to wow your customers; understanding cultural and generational differences; becoming a listening post; and, coping effectively with “customers from hell”. With people surrounded by more choices and information than ever before, true customer loyalty has become increasingly difficult to attain. Combining timeless wisdom and up-to-the-minute methods, Delivering Knock Your Socks Off Service is the book no customer service professional can afford to be without.


The Product Managers Handbook by Linda Gorchels

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The essential guide to seamless product management for today’s fluid, unpredictable business world

Long considered the most useful and insightful guide of its kind, The Product Manager’s Handbook has been fully revised and updated to give you the edge in today’s challenging business landscape. It features expanded coverage of product development processes, intelligence-gathering techniques (including social media), and a greater emphasis on international issues.

This indispensable resource proves that the techniques and tools product managers use are similar―regardless of what industry they work in and what kind of products they manage. Simply put, this book has everything you need for superior job performance―whether you manage consumer or business-to-business products created by an organization that is hierarchical or horizontal.

The Product Manager’s Handbook shows you how to integrate your organization’s disparate segments into a cooperative, results-focused unit that produces satisfying products―from initial design through the postpurchase experience. If your job is to create and commercialize products, it provides the information you need to:

  • Balance breakthroughs and line extensions
  • Create business cases―including competitive assessment, market requirements, and risk reduction
  • Conduct gate reviews and beta testing and manage scope creep
  • Get everything in order for a smooth product launch

For those who manage existing lines, this guide provides:

  • Specific tips for each of the 4Rs of product life-cycle management
  • Brand guidelines
  • Approaches to customer message management
  • Advice on working with sales and the channel

Clear, easy-to-read charts show you how to manage each crucial step from conception to completion, and practical checklists help you evaluate progress at every stage. Interviews with seasoned product management consultants and top-performing product managers provide you with dynamic, proven strategies for addressing potential problems in marketing, production, cross-cultural communication, and more.

The Product Manager’s Handbook examines current market-leading companies, the latest research findings, and evolving customer perceptions to provide you with the tools you need to design, produce, and market winning products―and beat the competition at every turn.


It’s Not the Big That Eat the Small…It’s the Fast That Eat the Slow: How to Use Speed as a Competitive Tool in Business by Jason Jennings and Laurence Haughton

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Conventional wisdom once told us big companies are unbeatable… and eat smaller competitors for breakfast.

Not anymore. These days It’s Not the Big that Eat the Small… It’s the FAST that Eat the Slow!

Jason Jennings and Laurence Haughton discovered what separates today’s icons of speed from everybody else.

They asked questions like:

  • What is the difference between speed and haste?
  • Where does business go to spot trends before the competition?
  • How can leaders help people stop dreading high velocity and rediscover the thrill of deciding, acting and staying fast?

And studied the world’s fastest companies like:

  • H&M Europe’s fast fashion phenomenon now poised to threaten apparel stores in America.
  • AOL who gulped down Netscape and Time Warner in record time.
  • Charles Schwab the new dominant name in discount and on-line financial services.

The results are in this sensational book… a national bestseller, translated all over the globe and universally praised.

Would you like to make speed a competitive tool in your business? Here’s your roadmap!


Every Second Counts by Lance Armstrong

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In 1999, Lance Armstrong made world headlines with the most stunning comeback in the history of sport after battling against life-threatening testicular cancer just eighteen months before returning to professional cycling. His first book, It’s Not About the Bike, charted his journey back to life and went on to become an international bestseller. Now, in his much-anticipated follow-up, Armstrong shares more details of his extraordinary life story, including the births of his twin daughters Grace and Isabel. Never shy of controversy, Armstrong offers, with typical frankness, his thoughts on training, competing, winning and failure. He also tells of the work he did for the foundation he created following his dramatic recovery, addresses the daunting challenge of living in the aftermath of cancer and treatment, and shares further inspirational tales of survival. A fresh outlook on the spirit of survivors everywhere, Every Second Counts is an account of a man who strives every day to meet life’s challenges – whether on his bike or off. Every Second Counts was first published in October 2003. In an interview with Oprah Winfrey in January 2013, Lance Armstrong admitted to having taken performance enhancing drugs in all seven of the Tours de France in which he competed between 1999 and 2005. He was officially stripped of these wins by the UCI, the world governing body for cycling, in 2012.


A Logic of Expressive Choice by Alexander A. Schuessler

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Alexander Schuessler has done what many deemed impossible: he has wedded rational choice theory and the concerns of social theory and anthropology to explain why people vote. The “paradox of participation”–why individuals cast ballots when they have virtually no effect on electoral outcomes–has long puzzled social scientists. And it has particularly troubled rational choice theorists, who like to describe political activity in terms of incentives. Schuessler’s ingenious solution is a “logic of expressive choice.” He argues in incentive-based (or “economic”) terms that individuals vote not because of how they believe their vote matters in the final tally but rather to express their preferences, allegiances, and thus themselves.

Through a comparative history of marketing and campaigning, Schuessler generates a “jukebox model” of participation and shows that expressive choice has become a target for those eliciting mass participation and public support. Political advisers, for example, have learned to target voters’ desire to express–to themselves and to others–who they are. Candidates, using tactics such as claiming popularity, invoking lifestyle, using ambiguous campaign themes, and shielding supporters from one another can get out their vote even when it is clear that an election is already lost or won.

This important work, the first of its kind, will appeal to anyone seeking to decipher voter choice and turnout, social movements, political identification, collective action, and consumer behavior, including scholars, graduate students, and upper-level undergraduates in political science, economics, sociology, anthropology, and marketing. It will contribute greatly to our understanding and prediction of democratic participation patterns and their consequences.