Why does American business seem to sputter along where it ought to thrive? What is the source of the current plague of downsizing, disappearing companies, dot-com crashes, and here-today-gone-tomorrow advertising campaigns? Why do more products flop than ever before? Marketing experts Kevin J. Clancy and Peter C. Krieg have the answers. In Counterintuitive Marketing, Clancy and Krieg trace the high rate of business failure back to bad marketing strategy, and the even worse implementation of that strategy. Excess testosterone, they argue, compels senior managers to make decisions intuitively, instinctively, quickly, and, unfortunately, disastrously. In this informative and enlightening book, Clancy and Krieg confront these "over-and-over-again" marketers, who don't have time to do it right the first time, but endless time and a company bankroll to do it wrong over and over again. The authors draw from their decades of consumer and business-to-business marketing experience to describe the intuitive decision-making practices that permeate business today, and demonstrate how these practices lead to disappointing performance. Chapter by chapter, Counterintuitive Marketing contrasts how marketing decisions are made today with how they should be made. The authors give equal treatment to targeting, positioning, product development, pricing, customer service, e-commerce, marketing planning, implementation, and more as they present counterintuitive ideas for building and introducing blockbuster marketing programs. Readers will discover in this iconoclastic treasure chest hundreds of penetrating insights that have enabled the authors' firm, Copernicus, to transform companies and become a "brand guardian" to the Fortune 500 and emerging businesses around the world. The tools to create exceptional marketing programs really do exist, and they are all here in Counterintuitive Marketing, the ultimate practical guide for any company of any size.

Innovation remains an arduous and painful process for many companies, doing untold damage to brands, profitability, and careers. Some have used line extensions to mitigate risk, but all too often they have ended up extending the core brand into oblivion. Others have used test markets to help gauge opinion before a national rollout, only to have competitors snatch ideas and undermine results. Given the problems with conventional approaches, it's not surprising that 90% of new products and services fail. Market New Products Successfully is the definitive guidebook for using simulated test marketing (STM), a technology that can help companies dramatically improve the odds of introducing a successful new product or service. The book examines why STM is important, what the differences are between the major systems, how to do a simulation, and what insights it offers a marketing plan. It is the ultimate guidebook for any smart marketer looking to improve the financial outcome of the innovation process.

?A must read for any advertisers. A well-designed experiment that sheds light on the critical issue of the effect of audience program involvement on advertising effectiveness.? ?Jerry Wind, Director, The Wharton School ?Uncover the Hidden Power of Television Programming does exactly that?demonstrates that consumer involvement in a program can mean the difference between a commercial?s success and it being unwept, unmourned, and unremembered. This is another tool that advertisers and their agencies can use to obtain more mileage from their campaigns.? -Jack Connors, CEO, Hill, Holiday Communications ?The work that Clancy and Lloyd describe in this clearly-written and definitive book could-and should-change the way advertisers and their agencies think about (and buy) media. Advertisers who take the lessons of this study to heart will never buy television and print media the same way again. Clancy and Lloyd?s concept of the CPMI?s (cost per thousand people involved) is to CPM?s as cruise missiles are to artillery? -John Bernbach, CEO, The Bernbach ?With all the hype and nonsense predicting the death of traditional media, it?s refreshing and important to understand the factual intelligence Kevin J. Clancy and David W. Lloyd offer to advertisers and agencies alike.? -Allen Rosenshine, Chairman/CEO, BBDO Worldwide This ground-breaking book shows that television (and print) can be much more powerful advertising vehicles than has ever been supposed?a key issue in a time of fragmenting audiences?by measuring the involvement level of viewers in television programs, newspapers, and magazines. The original research reported in this book finds that the more involved viewers are in a television programs, the greater the impact of the advertising carried by the program. Since advertisers buy programs based on audience size and composition (e.g., demographics), and since these factors have little to do with viewer involvement, advertisers are missing a significant opportunity to improve the effectiveness of their adverting. As television audiences continue to fragment and commercial costs continue to rise, the book?s message grows even more important to television advertisers. Uncover the Hidden Power of Television Programming provides insight into how an advertiser can make the firm?s advertising dollars work harder and smarter.