Absolute Value - What Really Influences Customers in Age of Nearly Perfect

Going against conventional marketing wisdom, Absolute Value reveals what really influences customers today and offers a new framework--the Influence Mix, a totally new way of thinking about consumer decision making and marketing, and about developing more effective business 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' perception and drive their behavior. In this provocative book, Stanford professor Itamar Simonson and bestselling author Emanuel Rosen show why current mantras 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. Absolute Value answers the pressing questions of how to influence customers in this new age. Simonson and Rosen point out 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 a totally new way of thinking about marketing.

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"Absolute Value brilliantly describes a world which threatens to disrupt conventional ideas about branding and marketing. Companies that seek only to persuade will be replaced by those that truly seek to serve the real needs of the customer." Tim Brown, CEO of IDEO

Product details

• Authors: Emanuel Rosen, Emmanuel Rosen, Itamar Simonson, Itamar Rosen Simonson
• Publisher: Harper Collins Usa
• Languages: English
• Product format: Hardback
• Released: 04.02.2014
• EAN: 9780062215673
• ISBN: 978-0-06-221567-3
• No. of pages: 256
• Dimensions: 162 mm x 240 mm x 25 mm
• Subjects: Social sciences, law, business > Business > Management; Market research, Behavioural economics, Sales and marketing, Business communication and presentation, Management and management techniques, Research and development management, BUSINESS & ECONOMICS: Management, BUSINESS & ECONOMICS: Leadership, BUSINESS & ECONOMICS: Business Communication / General, BUSINESS & ECONOMICS: Motivational, BUSINESS & ECONOMICS: Consumer Behavior, ECONOMICS: CONSUMER, BUSINESS & ECONOMICS: Project Management, BUSINESS & ECONOMICS: Marketing / General, BUSINESS & ECONOMICS: Marketing / Research, Economics / Consumer