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Experiential Marketing : How to Get Customers to Sense, Feel, Think, Act, and Relate to Your Company and Brands Hardcover – Bargain Price, August 1, 1999


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Hardcover, Bargain Price, August 1, 1999
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Amazon.com Review

Experiential marketing, a decidedly turn-of-the-millennium form of corporate persuasion that strives to elicit a powerful sensory or cognitive consumer response, is rapidly superseding the stodgy features-and-benefits approach generally in vogue since the gray-flannel '50s. In fact, says Bernd H. Schmitt, a professor of marketing and director of the Center on Global Brand Management at Columbia Business School, leading enterprises ranging from Gillette and Martha Stewart to Amtrak and Oprah Winfrey are already using such emotionally loaded techniques successfully to develop new products, communicate with customers, create business partnerships, build innovative cyberspace and brick-and-mortar sales outlets, and boost profits. Experiential Marketing presents Schmitt's insightful and thought-provoking examination of this growing trend, along with a series of suggestions (for example, how to create an "us vs. them" atmosphere) for implementing similar efforts. By dissecting a series of relevant campaigns undertaken at the leading-edge firms mentioned above, along with those at other major players such as Harley-Davidson, Volkswagen, Celestial Seasonings, and Taster's Choice, Schmitt demonstrates its effectiveness while deftly pointing out salient techniques that readers might adopt. --Howard Rothman --This text refers to an out of print or unavailable edition of this title.

Review

Hayes RothSenior Executive Director, Landor AssociatesA fresh, new voice in the wilderness of so-called marketing experts -- one who speaks with unusual perception, clarity, and common sense. Bernd Schmitt will have a profound influence for years to come on how we all think about brands and the marketing that sells them. --This text refers to an out of print or unavailable edition of this title.
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Product Details

  • Hardcover: 288 pages
  • Publisher: Fre Pr,1999. (August 1999)
  • ISBN-10: 0684854236
  • ASIN: B000062UIR
  • Product Dimensions: 9.3 x 6.3 x 1 inches
  • Shipping Weight: 1.2 pounds
  • Average Customer Review: 3.5 out of 5 stars  See all reviews (17 customer reviews)
  • Amazon Best Sellers Rank: #2,628,704 in Books (See Top 100 in Books)

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57 of 59 people found the following review helpful By Robert Morris HALL OF FAMETOP 100 REVIEWERVINE VOICE on February 2, 2000
Format: Hardcover
In Marketing Aesthetics, Schmitt & Simonson argue that "most of marketing is limited because of its focus on features and benefits." They then presented what they characterized as "a framework" for managing those experiences. In Experiential Marketing, Schmitt provides a much more detailed exposition of the limitations of traditional features-and-benefits marketing. Moreover, he moves beyond the sensory "framework" into several new dimensions, introducing what he calls "a new model" which will enable marketers to manage "all types of experiences, integrating them into holistic experiences" while "addressing key structural, strategic, and organizational challenges." The key word is "holistic"; the key process is Issues
Epilogue
In his Preface, Schmitt introduces his reader to someone he identifies as "Laura Brown." At the end of each of the 11 chapters, Laura Brown reacts to the material presented. Often, she responds with questions which the reader may be tempted to ask. For products but what if a company is an industrial firm? What if it is a consulting firm or a medical practice? How does experiential marketing come into play for these kinds of companies?" Or at the end of Chapter via a brand? What kind of communities are the 'brand communities'? What about communities of real people?"
Obviously Schmitt is a clever fellow. He includes Laura Brown (who turns out to be a real person) to respond to his material with questions such as these so that, in effect, he can say "I am so glad that you asked me about that!" Of course, he then answers the questions. This interaction is playful, adding humor; it is also a brilliant device by which to expand and enrich the flow of Schmitt's ideas.
They are very important ideas indeed.
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50 of 59 people found the following review helpful By A Customer on May 9, 2002
Format: Hardcover
From the perspective of someone who works intimately with major consumer brands, this book was a huge disappointment. There is absolutely nothing new here, as should be evident when most of the approaches held up as paragons of experiential marketing are 5-15 years old. Schmitt acts as though moving past "features and benefits" advertising is a new and controversial idea, when in fact marketing to people's emotions and aspirations has been accepted practice for at least 15 years. Is academia (Schmitt being a professor, not a practicioner) that far behind what has actually been going on in marketing departments and advertising agencies for so long?
Not to mention that every possible brand tactic under the sun can fall under the wide umbrella of "experiential marketing" -- and Schmitt attempts to make examples from virtually any good marketing idea of the last decade in a cluttered and undisciplined format.
I guess I wouldn't be so peeved if I were brand new to the world of mass marketing, and maybe this book wouldn't be such old news. But even for the neophyte, it's nothing more than a collection of neat marketing ideas with little of a distinct theme to hold them together.
If you want to read about accepted marketing tactics of top brands, it's an OK read, but those examples are all around us anyway. If you want to learn how these ideas originated or how you can think about your brand in a new way, it's of no help.
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13 of 16 people found the following review helpful By A Customer on September 5, 1999
Format: Hardcover
This book is definitely an eye-opener for everyone in business of all types. Experiential Marketing is a cutting-edge yet a fundamental approach to marketing, which should be taught in all business schools. Via "experiential marketing," Schmitt presents a revolutionary framework for getting in-touch with one's customers while at the same time differentiating oneself from rest of the competition. I especially liked Chapter 9 where Schmitt lucidly illustrates the "Experiential Hierarchy" concept using Volkswagen Beetle examples. A well-written, easy-to-read format, which makes it a great reading even on planes.
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6 of 7 people found the following review helpful By A Customer on August 30, 1999
Format: Hardcover
EXPERIENTIAL MARKETING is not just a great read; it is, in itself, a great experience. Any marketer who reads this book and does NOT have a creative new insight into how to market her or his brand, on how to interact at a more basic, sensory level with ones customers should simply be fired. I recommend this book to managers large and small, in consumer and industrial markets, and especially those struggeling with finding a competitive advantage on the web. EXPERIENTIAL MARKETING is a killer of price competition, it is a great unequalizer.
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5 of 7 people found the following review helpful By A Customer on June 6, 1999
Format: Hardcover
Having devoured Schmitt's previous book, Marketing Aesthetics, I had high expectations for the pre-print I saw of this book. They were exceeded. This is the most relevant book Marketing to have appeared in years, brimming with fresh insights and perspectives.
What makes Schmitt's book so unique -- and unique it certainly is -- is the consistent focus on meaning and interaction. Schmitt ingeniously shows how the static concepts permeating business education and practice today are woefully inadequate to the kinds of dynamic brand relationships required to excel in today's crowded consumer and media-centric marketplace.
Two aspects of the book really stand out. First, Schmitt breaks down the process into five parts, which, simplifying to facilitate memorization, he terms Sense, Feel, Think, Act and Relate; each is copiously illustrated with actual case studies, from Nokia to Tommy Hilfiger. Second, the book's clarity and engaging tone never detract from the solid core of research on which the book is based; Schmitt's scholarship not only fails to be marred by his innate sense of putting forth an argument though metaphor, but is substantially enhanced by it.
This is a book for which the term 'groundbreaking' was invented. As Schmitt himself might admonish you, it's something to be experienced.
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