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Positioning: The Battle for Your Mind [Anglais] [Broché]

Al Ries , Jack Trout
4.0 étoiles sur 5  Voir tous les commentaires (2 commentaires client)
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Descriptions du produit

Présentation de l'éditeur

The first book to deal with the problems of communicating to a skeptical public, Positioning describes the revolutionary approach to creating a “position” in a prospective customer’s mind that reflects a company’s own strengths and weaknesses as well as those of its competitors. Fully updated and revised. --Ce texte fait référence à l'édition Relié .

Quatrième de couverture

"One of the most important communication books I've ever read. I highly recommend it!"
­­Spencer Johnson, author of Who Moved My Cheese? and co-author of The One Minute Manager

"...Ries and Trout taught me everything I know about branding, marketing, and product management. When I had the idea of creating a very large thematic community on the Web, I first thought of Positioning...."
­­David Bohnett, Chairman and Founder of GeoCities

The first book to deal with the problems of communicating to a skeptical, media-blitzed public, Positioning describes a revolutionary approach to creating a "position" in a prospective customer's mind-one that reflects a company's own strengths and weaknesses as well as those of its competitors. Writing in their trademark witty, fast-paced style, advertising gurus Ries and Trout explain how to:

  • Make and position an industry leader so that its name and message wheedles its way into the collective subconscious of your market-and stays there
  • Position a follower so that it can occupy a niche not claimed by the leader
  • Avoid letting a second product ride on the coattails of an established one.

Positioning also shows you how to:

  • Use leading ad agency techniques to capture the biggest market share and become a household name
  • Build your strategy around your competition's weaknesses
  • Reposition a strong competitor and create a weak spot
  • Use your present position to its best advantage
  • Choose the best name for your product
  • Determine when-and why-less is more
  • Analyze recent trends that affect your positioning.

Ries and Trout provide many valuable case histories and penetrating analyses of some of the most phenomenal successes and failures in advertising history. Revised to reflect significant developments in the five years since its original publication, Positioning is required reading for anyone in business today.


Détails sur le produit

  • Broché: 213 pages
  • Editeur : McGraw-Hill Professional; Édition : 2nd (1 janvier 2001)
  • Langue : Anglais
  • ISBN-10: 0071373586
  • ISBN-13: 978-0071373586
  • Dimensions du produit: 20,4 x 13,9 x 1,4 cm
  • Moyenne des commentaires client : 4.0 étoiles sur 5  Voir tous les commentaires (2 commentaires client)
  • Classement des meilleures ventes d'Amazon: 11.962 en Livres anglais et étrangers (Voir les 100 premiers en Livres anglais et étrangers)
  • Table des matières complète
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8 internautes sur 8 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 La base du marketing moderne 9 août 2003
Par "emag21"
Format:Broché
Bien que le livre ait été publié il y a plus de 20 ans ( comme en témoignent les exemples concernant le positionnement de George Bush... père), le contenu n'a pas pris une ride (ou presque). Le style est simple, direct et tranchant. Les positions sont claires (au vu du titre c'est un prérequis) même si elles peuvent être discutables par moment. Les exemples sont convainquants et le concept est très bien explicité.
Les maigres critiques concernent un certain manque de profondeur au profit de la clareté du propos et un plan qui se contente de lister des exemples de positionnement sur les 100 dernières pages.
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3.0 étoiles sur 5 Great service of Amazon but the book is ugly 6 octobre 2014
Par Minh Do
Format:Broché|Achat vérifié
I must admit that Amazon shipping service is terrific. Got it on time.
The book is great about marketing strategy and specifically, positioning with many good examples. A must-read for any potential marketers. I highly recommended. The only drawback is the book itself published my McGraw Hill. It has been used low-quality papers to print this book that makes the words not aligned and not as beautiful as other books. I would have bought another version of this book.
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Amazon.com: 4.3 étoiles sur 5  179 commentaires
73 internautes sur 78 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 A must read, but little practical examples 20 août 2002
Par "dgrounds" - Publié sur Amazon.com
Format:Broché
A classic in marketing how-tos, the authors explain the importance of offering something for sale that appeals to the buyer, not to the seller, creator, or manufacturer. The product is positioned relative to the consumer, and her needs and viewpoints of value. The basic theory is that you get into the mind of your consumer, and position your product accordingly. And on that point, almost anyone would have to agree.
You will not find the gory details in this book that you'll need to execute a marketing plan, though, but the general theme is examined, as well as various positioning examples (everything from Kleenex to Heinz Ketchup - or was that pickles?).
I was particularly disappointed about a lack of methodology to reach a positioning statement, other than some fairly broad "rules", lightly applied throughout the book. There were six questions at the end that were helpful, but did not constitute a rigorous method - well, any method really - to create a "position". If anything, I would have wished for the method that could be used to create positioning for a product, or to test a company's current positioning, rather than have as many examples of positioning failures.
Some of the author's examples seemed contradictory, and especially when the authors claimed that brand extension amounts to a virtual see-saw - one product steals the brand identity from another (Heinz Ketchup vs. Heinz Pickles - who is Heinz!?). From hindsight, it can be seen that some brand extensions have been extremely successful, while others aren't. It should shock no one that people don't want to use baking soda as anti-perspirant, for instance, and therefore completely explaining why we use Arm & Hammer to cook and deodorize the refrigerator, but do not think of it as a personal hygiene brand. I can't think of anything that I would remove from the refrigerator and rub under my arms.
In any case, this remains a quick, good read with short chapters. The examples illustrate the concepts, but you'll need to follow this up with other positioning and marketing examples in order to position your product within your industry.
35 internautes sur 36 ont trouvé ce commentaire utile 
3.0 étoiles sur 5 Fabulous timeless concepts, outdated examples 2 février 2011
Par Krista Neher - Publié sur Amazon.com
Format:Broché
If you are building a brand or a business you need to think about positioning and branding. What is it that you want to stand for that is unique and different in the market place? Positioning isn't just for big brands - it is for any brand (even your personal brand.

I would definitely recommend this book - it is well worth the read, but I would probably only give it 3.5 stars out of 5. The main reason is that the examples are WAY out of date (the book is 30 years old). The principles still apply today, however it is tough to follow a book that is referencing examples from when I was 2 years old.

I have also read another book by the same authors "The 22 Immutable Laws of Branding" and I liked this MUCH more.

So, bottom line: It is a good book, worth a read, solid principles, but out of date. This book is especially relevant if you work for a big company (most of the examples are big company examples), but the principles can also be applied to any business, or your personal brand.
Key Points:

* The position of your brand or business is in the eyes of your prospect or customer. It doesn't matter what you think your business or brand stands for or is about. They key is the perception that your customers have. "Positioning is how you differentiate yourself in the mind of the prospect. That is, you position the product in the mind of the prospect."
* Our society is overcommunicated. Even 30 years ago there were so many commercials that you had to really work to break through the noise. "We have become the world's first overcommunicated society. Each year we send more and receive less"
* It is difficult to change minds If your positioning strategy involves changing that people already think you will have a difficult time. The best strategies are congruent with what people already think and set to add or move existing perceptions, not totally change them. Once a mind is made up it is almost impossible to change. The mind accepts only that which matches prior knowledge or experience.
* Create oversimplified messages. You are lucky if people can remember one message and associate it back to your product. Less is more. Oversimplify and stick to a single message. Link one concept to one product.
* Create a category you can win. Define the category differently so that you are the biggest/best/awesomest. It is better to be a big fish in a little pond and then expand the pond. Leadership matters. You have to be #1 or #2.
* Look for the hole. Then fill it. Where is the positioning white space? What are your competitors missing in how they are positioned. What are the customer benefits that are not being addressed or exploited by competitors? Don't fall in to the "everybody" trap. You can't be all things to all people. You will end up being nothing at all.
* 80% of learning takes place through the eyes. Words matter. Especially in the service business. You need to own a phrase. Visualize the words that you are using. The goal is to drive verbal ideas into the mind.
* Isolating a narrow target is usually the first step in finding an effective position. The narrower and better defined target the better. This will help clarify your position.
25 internautes sur 26 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Much More Than Marketing 5 mars 2004
Par David Quinn - Publié sur Amazon.com
Format:Broché
Positioning is the idea that shook Madison Avenue to its core in the 1970s. Ries and Trout published what the high priests of Madison Avenue deemed as heresy. These two upstarts dared to take the voodoo out of marketing - and marketing has not been the same since.
Over the years I have given away countless dozens of Positioning. I have found two types of recipients: (1) Those who view it as a book on marketing, and (2) those who truly "get it."
Positioning is not actually about marketing, though that is its platform. It is about how the human mind works. The principals taught in this book apply across all of our lives - from how we are viewed by our friends to why we affiliate with a particular political party or other social cause. Learning how Positioning works is learning about life.
25 internautes sur 27 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 A Marketing Classic - A must read. 3 janvier 2000
Par Un client - Publié sur Amazon.com
Format:Poche
Positioning is a concept that has been coined by Ries and Trout in the late 1970s. Today (2000), Positioning has become one of the most commonly used marketing terms.
Like all other books by Trout and Ries, "Positioning" is straight-forward, common-sensical and easy to read. The book is full of real market example of positioning attempts that succeeded and failed.
This book belongs on the bookshelves of marketers just as much as the laws of trigonometry belong on the shelves of mathematicians
20 internautes sur 22 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 The most important marketing book you can read 9 octobre 1998
Par Un client - Publié sur Amazon.com
Format:Poche|Achat vérifié
I discovered this book in 1994 and it changed my business life. It opened my eyes to a facet of marketing that is too often overlooked, and it's the most important facet. Positioning is more than branding, it's the key to success. Luckily, most companies don't do proper positioning, which is why there's always room for new companies to start up, get it right, and be very successful.
If you don't read this book, you're chances at success are like everyone elses: 1 in 10. Read and learn positioning, and the odds are with you. Simple as that.
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