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Coming to Concurrence: Addressable Attitudes and the New Model for Marketing Productivity
Coming to Concurrence Addressable Attitudes and the New Model for Marketing Productivity Author:J. Walker Smith, Ann Clurman, Craig Wood This book is about the solution of the current crisis in marketing efficiency and productivity: The old marketing model is broken. And it cant be fixed. It must be replaced with Concurrence Marketing. Nearly 70 percent of consumers say they are interested in products to shield them from all marketing or advertising. Marketing that rel... more »ies on saturation and intrusiveness has lost its effectiveness and productivity because it no longer fits how people live and shop. The demographic underpinnings of the old model have been swept away by the mounting flood of difference and diversity. Traditional appeals have lost resonance in the face of radically different values and expectations. People now possess the tools, technologies and determination to assert control, which more people are doing because they no longer have the time, patience or interest for anything that is even slightly peripheral to their most important priorities. People now feel so pressed for time they are giving up sleep to get time back, which is bad news for marketers who continue to expect peoples time and attention for free. In this groundbreaking book, three leading thinkers at the world-renowned marketing firm Yankelovich Partners outline tomorrows blueprint for success. It begins with P&R2, the four cornerstones of Concurrence Marketing more precision, relevance, power and reciprocity. And it requires the new tool of Addressable Attitudes attitudes lined to individual names and addresses in order to match offers to interests with precision and relevance and to understand how best to deliver power and reciprocity. Marketers who practice Concurrence Marketing will realize dramatic gains in performance and productivity, the detailed case studies in this book demonstrate. Change is inevitable. The only question is whether marketers will be behind the wheel or just along for the ride. Concurrence Marketing will create competitive advantage not only because marketing messages will be heard again but also because marketing practices themselves will provide a source of competitive advantage. Concurrence Marketing is the breakthrough solution to the growing crisis of marketing productivity.« less