Book description
Going against conventional wisdom, Absolute Value reveals what really influences customers today and offers a new framework—the Influence Mix—for thinking about consumer decision making, which should help managers develop more effective marketing strategies.
How people buy things has changed profoundly—yet the fundamental thinking about consumer decision making and marketing has not. Most marketers still believe that they can shape consumers' perceptions and drive their behaviors. In this provocative book, Stanford professor Itamar Simonson and best-selling author Emanuel Rosen show why current mantras about branding and loyalty are losing their relevance. When consumers base their decisions on reviews from other users, easily accessed expert opinions, price comparison apps, and other emerging technologies, everything changes. Contrary to what we frequently hear, consumers will (on average) make better choices and act more rationally.
Absolute Value answers the pressing question of what influences customers in this new age. Simonson and Rosen identify the old-school marketing concepts that need to change and explain how a company should design its communication strategy, market research program, and segmentation strategy in the new environment. Filled with deep analysis, case studies, and cutting-edge research, this forward-looking book provides an entirely new way of thinking about marketing.
Product information
- Title: Absolute Value - What Really Influences Customers in the Age of (Nearly) Perfect Information
- Author(s):
- Release date: February 2014
- Publisher(s): HarperCollins Publishers
- ISBN: 9780062215680
You might also like
book
The Context Marketing Revolution
In a world of limitless media noise, how can businesses break through to customers? Context. We …
book
The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers
Proven customer engagement approaches for winning in the most important moments driving profitability and growth—customer retention …
book
Pricing Done Right
Practical guidance and a fresh approach for more accurate value-based pricing Pricing Done Right provides a …
book
Impossible to Ignore: Creating Memorable Content to Influence Decisions
A groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and …