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How Brands Grow: What Marketers Don't Know Hardcover – April 12, 2010
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Editorial Reviews
Review
"How Brands Grow is a wonderful stimulant, a fascinating corrective to our tendency to follow fashion and let received wisdom go unchallenged."--MarketingWeek
"Highly practical...includes many groundbreaking ideas."--CHOICE
"Marketers need to move beyond the psycho-babble and read this book... or be left hopelessly behind."--Joseph Tripodi, The Coca-Cola Company, Atlanta USA
"Until every marketer applies these learnings, there will be a competitive advantage for those who do."--Mitch Barnes, The Nielsen Company
"A scientific journey that reveals and explains with great rigour the Laws of Growth."--Bruce McColl, Mars Incorporated
"This book puts marketing's myth-makers, of which there are many, in their proper place."--Thomas Bayne, MountainView Learning, London.
"A truly thought-provoking book."--Timothy Keiningham, IPSOS Loyalty
"The evidence in this book should make any marketer think hard about how they manage their brands."--Kevin Brennan, General Manager Snacks and Marketing Director, Kellogg UK
"This book should be required reading on any marketing course."--Colin McDonald, the 'father' of Single-Source analysis and author of Tracking Advertising & Monitoring Brands
"There is competitive advantage here for those who understand and follow this book's lessons."--Jack Wakshlag, Chief Research Officer, Turner Broadcasting Systems, Inc.
About the Author
Professor Byron Sharp is the Director of the Ehrenberg-Bass Institute for Marketing Science at the University of South Australia. The Institute's fundamental research is used and financially supported by many of the world's leading corporations including Coca-Cola, Kraft, Kellogg's, British Airways, Procter & Gamble, Nielsen, TNS, Turner Broadcasting, Network Ten, Simplot, Mars and many others. Dr Sharp has published over 100 academic papers and is on the editorial board of five journals. He recently co-hosted a conference at the Wharton Business School on laws of advertising and, with Professor Jerry Wind, is editing a special issue of the Journal of Advertising Research on the topic.
Customer Reviews
Most Helpful Customer Reviews
11 of 11 people found the following review helpful
By
Derek Cairns
on December 21, 2011
Format: Hardcover
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This book is the missing link between what your marketing instinct tells you is happening (or not) and the results you are seeing in the market place. Having spent a decade in brand management at Cadbury and Colgate I wish I had this book at the beginning of my career. The learnings will take you from armchair marketer (and isn't everyone one of those) where the highest salary in the room wins, to informed practitioner able to defend your recommendations. Buy this book, buy it for your team, and pray your competition can't read.
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5 of 5 people found the following review helpful
By
Robert P. Pagano
on August 16, 2011
Format: Hardcover
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I've been a marketing and branding practitioner for 30+ years and I've read literally hundreds of the most 'notable' marketing texts from the leading academics in the business. This book was recommended by a highly respected researcher and if he hadn't mentioned it I probably would never have read the book.
Let me just say that we rarely get many marketers who are brave enough to take a contrarian's point of view on delicate marketing subjects. Byron Sharp takes on some of the real heavy hitters from HBS and other leading business schools and he does it with outstanding proprietary research and rich third party data. The book now has me wondering what other leading thought leaders I've been impressed by whose work is also suspect.
Other reviewers on these pages can give you specific examples of Sharp's notable findings. I can only give you my recommendation...buy and read this book!
Let me just say that we rarely get many marketers who are brave enough to take a contrarian's point of view on delicate marketing subjects. Byron Sharp takes on some of the real heavy hitters from HBS and other leading business schools and he does it with outstanding proprietary research and rich third party data. The book now has me wondering what other leading thought leaders I've been impressed by whose work is also suspect.
Other reviewers on these pages can give you specific examples of Sharp's notable findings. I can only give you my recommendation...buy and read this book!
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3 of 3 people found the following review helpful
By
Sid Tuli
on December 29, 2013
Format: Hardcover
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This book shows how a lot of marketing 'fundamentals' that have been taught by Kotler & Co. for years are all baseless and have no evidence to back them up. He systematically destroys a lot of commonly held marketing beliefs and shows how the real consumers actually behave based on solid data. If you work in any capacity remotely close to marketing - you need to read this book. It's that good.
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3 of 3 people found the following review helpful
By
Gavo
on December 8, 2011
Format: Hardcover
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A very important and, importantly, a very easy read. I am a slow reader and was compelled to digest this in one sitting on an international flight recently. I landed with my head in a spin as the book challenged some of the fundamental preconceptions marketers and brand specialists have on brand loyalty and purchasing behaviour. And it is all based on empirical data - across a broad range of categories. This book has really changed how I approach marketing and branding.
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2 of 2 people found the following review helpful
By
Simon van Wyk
on September 21, 2013
Format: Hardcover
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There is more nonsense written about branding that almost any other area of business books. Most books seem to focus on the same brands - Apple and Harley Davidson and leave it to the reader to work out how to translate that magic to their own product. Well this book does not. Byron Sharp uses his many years as a researcher to deliver a really useful analysis of brands and how you market them.
It's well written, full of meaningful data and it's useful. Some of the sections are so counter intuitive I needed to read them and then think it through and then return to the chapter to re-read before I was able to integrate the learning. That's not a criticism the book is well written and easy to read but some of the concepts need work to truly understand.
If you are a marketer you do need to read this book. It should be mandatory in every school, university or branding course.
It's well written, full of meaningful data and it's useful. Some of the sections are so counter intuitive I needed to read them and then think it through and then return to the chapter to re-read before I was able to integrate the learning. That's not a criticism the book is well written and easy to read but some of the concepts need work to truly understand.
If you are a marketer you do need to read this book. It should be mandatory in every school, university or branding course.
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4 of 5 people found the following review helpful
By
Herbert Sorensen
on April 25, 2010
Format: Hardcover
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Brand marketers often speak of "our customers" as if there is a group of people out there who have some sort of at least semi-permanent relationship with their brand. Attempts to identify these people (segmentation) and target them with marketing are misguided in the sense that there is an incredible amount of fluidity reflected in the composition of your share of the market. Byron Sharp speaks to issues like this with practical insights derived from decades of evidence compiled and analyzed by the Ehrenberg-Bass Institute for Marketing Science (and others.) As a scientist myself, I recognize this book as solid science in a world of "received wisdom." His willingness to make statements like, "It is surprising that these sorts of artificial [laboratory] studies are still being done," is refreshing.
One of hundreds of gems: "Finally, the decision to drop, phase out or sell brands should be based on viability, cost and operating issues and not on how similar the brand is to another of the company's brands. This is especially true if the brands are well established with substantial market-based assets."
I heartily agree with Joseph Tripodi, CMO of Coke, when he says, "read this book . . . or be left hopelessly behind."
One of hundreds of gems: "Finally, the decision to drop, phase out or sell brands should be based on viability, cost and operating issues and not on how similar the brand is to another of the company's brands. This is especially true if the brands are well established with substantial market-based assets."
I heartily agree with Joseph Tripodi, CMO of Coke, when he says, "read this book . . . or be left hopelessly behind."
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2 of 2 people found the following review helpful
By
Bob Hoffman
on July 20, 2014
Format: Hardcover
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...about marketing and advertising, read this one. It cuts through all the baloney and posturing of the advertising and marketing industries and gets to the truth. I promise that once you read this book you'll never think about marketing and advertising the same way again.
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4 of 5 people found the following review helpful
By
S. Foster
on June 15, 2012
Format: Hardcover
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This book forcefully dispels the myth milked and peddled by CRM specialists for decades; the idea that most of your sales, profits and brand fortune come from a tiny group of highly loyal customers and by encouraging this tiny group to buy more often, you will grow you brand. Right? Well no, it's not and Byron Sharpe uses hard brand sales evidence (something all too often lacking in marketing circles), to prove it. The brands with the highest market share have the highest repeat purchase whilst those with the lowest share have lower repeat purchase. This means that brands need to expand their total user base in order to grow repeat purchase. The logical extension of this thinking is that if you focus on CRM, you are not growing the user base and you therefore risk damaging your brand. This isn't only bad news for those who sell CRM systems and services, it's also bad news for those who argue that mass media is dead. Informed marketers know that mass media isn't dead, and that the economies of scale delivered by mass media like TV cannot be matched by the myriad of niche channels running behind the flag of "low wastage" and "high efficiency". This book proves that marketers have to be outward focused, think big, advertise in as big a way as possible and strive to put their brands way above the parapet. It reminds me of a quote ascribed to Mark Twain: 'He who has a thing to sell whispers down a well, is not as apt to get the dollar as he who climbs a tree and hollers'.
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