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The book was published on November 10, 2011 by Portfolio/Penguin. [1] In the text, the book argues that relationship-building is no longer the best sales method. To sell complex, large-scale business-to-business solutions, customers are changing how they buy so sales people must change how they sell.
One of Cialdini's other books, Yes! 50 Scientifically Proven Ways to Be Persuasive, was a New York Times Bestseller; and another of his books, The Small BIG: Small changes that spark a big influence, was a Times Book of the year. [11] In 2016, Cialdini published Pre-suasion, which became a New York Times and Wall Street Journal bestseller. [12]
Stack and Case conceptualize open-book principles in similar ways. Stack uses three basic principles in his management practice called, The Great Game of Business. [5] His basic rules for open-book management are: Know and teach the rules: every employee should be given the measures of business success and taught to understand them
Customer service, a brand's ethical ideals and the shopping environment are examples of factors that affect a customer's experience. Understanding and effectively developing a positive customer experience has become a staple within businesses and brands to combat growing competition (Andajani, 2015 [12]). Many consumers are well informed, they ...
Gaining a customer's attention and approval will help build sales faster and more profitably, as well as work to increase market share. [2] Understanding customer needs is important because it helps promote the product. A brand is the perception of a product, service or company that is designed to stay in the minds of targeted consumers ...
Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers or simply Crossing the Chasm (1991, revised 1999 and 2014), is a marketing book by Geoffrey A. Moore that examines the market dynamics faced by innovative new products, with a particular focus on the "chasm" or adoption gap that lies between early and mainstream markets.
The term "choice architecture" was coined by Richard Thaler and Cass Sunstein in their 2008 book Nudge: Improving Decisions about Health, Wealth, and Happiness. [10] Thaler and Sunstein have endorsed thoughtful design of choice architecture as a means to improve consumer decision-making by minimizing biases and errors that arise as the result ...
Understanding purchase and consumption behaviour is a key challenge for marketers. Consumer behaviour, in its broadest sense, is concerned with understanding both how purchase decisions are made and how products or services are consumed or experienced. Consumers are active decision-makers.