What Makes Winning Brands Different?: The Hidden Method Behind the World's Most Successful BrandsISBN: 978-0-471-72025-6
Hardcover
250 pages
June 2000
This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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Acknowledgements xi
Something New xiii
Overview xv
1 The Road to a New Method 1
The Marketing Meltdown 1
The Inkling of an Idea 3
Detective Work 5
Uncovering Growth Codes 7
The blw Method 9
The Big Opportunity 13
Summary 15
2 Portal 1: Benefits & Promises 17
1 Addressing Life Interests 21
2 Pinpointing a Threat 26
3 Adopting a Spirit 31
4 Finding the Magic 35
5 Making a Mind-Movie 39
Summary 43
3 Portal 2: Norms & Values 45
1 Eliminating Guilt 51
2 Challenging Pride 55
3 Exposing Inconsistences 60
4 Overturning Taboos 63
Summary 67
4 Portal 3: Perceptions & Programs 69
1 Marking Your Territory 76
2 Cutting into Another Market 84
3 Redefining your League 88
4 Inverting a Negative 94
5 Resetting Routines 98
Summary 102
5 Portal 4: Identity & Self-Expression 103
1 Demonstrating Character 111
2 Advocating an Ideology 118
3 Attesting Kinship 123
4 Creating a Hero 127
5 Expressing Personal Messages 132
Summary 135
6 Portal 5: Emotions & Love 137
1 Being a Friend 142
2 Tapping into Emotions 144
3 Nurturing a Yearning 149
4 Arousing Empathy 155
Summary 158
7 Working with Growth Codes 159
Case Study: Siemens S4 Power Mobile Phone 164
Case Study: Siemans S6 Mobile Phone 167
Case Study: Siemans S10 Mobile Phone 170
Test Case: A Cold Relief Bubble Bath 172
Test Case: A Radio Station 176
Test Case: A Lip Balm 182
Summary 184
8 Taking Growth codes into the Internet Age 187
Bibliography 199
Index 217