Preface Part I Chapter 1
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Notes Preface 1. Bill Lee, “Marketing Is Dead,” HBR Blog Network (blog), Harvard Business Review, http://blogs.hbr.org/cs/2012/08/marketing_is_dead.html?awid=82663748019147 84340-3271. (Last accessed April 20, 2013.) Part I 1. For the sake of consistency, I have used U.S. dollars, converted at the current exchange rate, throughout the book. 2. “Cadbury India records 40% growth on aggressive marketing drive,” Economic Times. http://articles.economictimes.indiatimes.com/2012–01-04/news/30588888_1 _managing-director-anand-kripalu-cadbury-india-cadbury-plc. (Last accessed April 20, 2013.) Chapter 1 1. Nigel Hollis, The Global Brand (New York: Palgrave Macmillan, 2008). 2. Dan Pallotta, “A Logo Is Not a Brand” HBR Blog Network (blog), Harvard Business Review, http://blogs.hbr.org/pallotta/2011/06/a-logo-is-not-a-brand.html. (Last accessed April 20, 2013.) 3. In this section I have used the word customer to be consistent with Pallota’s use of the word. In the rest of the book I will use customer when referring to people buying a service and consumer when referring to people buying a product. This distinction acknowledges that many companies sell their product to retailers—their custom- ers—who then sell the brand onto the end consumer. If the reference is generic, I will default to using consumer. 4. Roy Sutherland, “What Is Value?” YouTube video, 25:13, TedxTalks, posted October 22, 2010, http://youtu.be/3CjjHsE133w. (Last accessed April 24, 2013.) 5. Les Binet and Peter Fields, “Thinkbox Live Stream: Advertising Effectiveness,” 3:26:32, from a Thinkbox presentation held December 5, 2012, posted by Brand Republic, December 5, 2012, 11 minutes and 29 seconds. http://www.brandrepublic .com/bulletin/brandrepublicnewsbulletin/article/1162684/thinkbox-live-stream -advertising-effectiveness/?DCMP=EMC-CONBrandRepublicdailynewsbulletin (Last accessed April 20, 2013.) 6. Mark Murray, interview with author, August 10, 2012. 207 208 Notes 7. Steve Mustardé, “From Whisky Producer to Global Icon: The Story of ‘Keep Walking’ ” (BBH, IPA Effectiveness Awards case study 2008) © Copyright IPA, Institute of Practitioners in Advertising, London 2008. Accessed via Warc.com © 2013. Copyright and database rights owned by Warc. 8. Lonnie Miller, “Americans Are Holding Their Vehicles Longer: Is it Good for Loyalty?” Polk Blog, December 17, 2012, http://blog.polk.com/blog/blog-posts-by -lonnie-miller/americans-are-holding-their-vehicles-longeris-it-good-for-loyalty. (Last accessed April 24, 2013.) 9. “International Comparisons: The Handset Replacement Cycle” Mobile Future, http://mobilefuture.org/resources/international-comparisons-the-handset-replacement -cycle-2/. (Last accessed April 20, 2013.) 10. Leigh Van Valen, “A New Evolutionary Law” in Evolutionary Theory (1973), 1–30. 11. Economist Intelligence Unit, “Outside Looking In: The CMO Struggles to Get in Sync with the C-Suite” (Economist Intelligence Unit Ltd., 2012), www.management thinking.eiu.com/sites/default/files/downloads/EIU_SAS_CMO_WEBr1.pdf. (Last accessed April 24, 2013.) 12. Forrester Research and Heidrick & Struggles, “The Evolved CMO, 2012,” 2012, http://www.heidrick.com/PublicationsReports/PublicationsReports/HS_Evolved CMO2012.pdf. (Last accessed April 24, 2013.) Chapter 2 1. Katherine Harmon, “Motivated Multitasking: How the Brain Keeps Tabs on Two Tasks at Once,” Scientific American., April 15, 2010, http://www.scientificamerican .com/article.cfm?id=multitasking-two-tasks. (Last accessed April 24, 2013.) 2. Brian McElree, “Working Memory and Focal Attention,” Journal of Experimental Psychology: Learning, Memory and Cognition 27, no. 1 (2001): 817–35. 3. Sadie F. Dingfelder, “A Workout for Working Memory,” Monitor on Psychology 36, no. 8 (2005): 48, http://www.apa.org/monitor/sep05/workout.aspx. (Last accessed April 24, 2013.) 4. Daniel Kahneman, Thinking, Fast and Slow (New York: Farrar, Straus and Giroux, 2011). 5. “First Impressions Count on the Web,” BBC News, January 16, 2006. http://news .bbc.co.uk/2/hi/technology/4616700.stm (Last accessed April 24, 2013.) 6. Gerd Gigerenzer, Gut Feelings: The Intelligence of the Unconscious (New York: Penguin Group, 2007). 7. Jack Neff, “Pick a Product: 40% of Public Decide in Store,” Advertising Age, July 28, 2008, http://adage.com/article/news/pick-a-product-40-public-decide-store/129924/. (Last accessed April 24, 2013.) 8. Les Binet and Peter Fields, “Thinkbox Live Stream: Advertising Effectiveness,” 3:26:32, from a Thinkbox presentation held December 5, 2012, posted by Brand Republic, December 5, 2012, 1 hour, 7 minutes and 43 seconds. http://www.brand republic.com/bulletin/brandrepublicnewsbulletin/article/1162684/thinkbox-live -stream-advertising-effectiveness/?DCMP=EMC-CONBrandRepublicdailynews bulletin. (Last accessed April 20, 2013.) NOTES 209 9. Nick Chater, on human decision making (presentation, Unilever Masterclass, Tenafly, New Jersey, October 25, 2011). 10. Peter Ayton “The Rationality of Human Judgment and Decisions,” presentation, Unilever Masterclass, Fort Lee, New Jersey, November 29, 2012. 11. Graham Page, interview with author, January 22, 2013. 12. Gordon Brown, “Big Stable Brands, and Ad Effects: Fresh Thoughts about Why, Perhaps, Consistent Promotion Keeps Them Big,” Admap, May 1991, © Warc 1991 http://www.warc.com/Content/ContentViewer.aspx?MasterContentRef=46945bb8 -caf1-4820-9a7b-d3ee9495ec4d. 13. Ibid. 14. Ibid. 15. Andy Farr and Gordon Brown, “Persuasion or Enhancement? An Experiment,” MRS Conference Proceedings (1994): 69–77. 16. Byron Sharp, How Brands Grow: What Marketers Don’t Know (Australia: Oxford University Press, 2010). 17. Ibid., 112. 18. Maurice Saatchi, “The Strange Death of Modern Advertising,” Financial Times, June 22, 2006. http://www.ft.com/intl/cms/s/0/abd93fe6-018a-11db-af16-0000779e2340 .html. (Last accessed April 24, 2013.) 19. Ayton, “Human Judgement and Decisions.” Chapter 3 1. Nigel Hollis, The Global Brand: How to Create and Develop Lasting Brand Value in the World Market, (New York: Palgrave Macmillan, 2008), 13. 2. Alex Pentland, interview with Robin Young, Here & Now, 90.9WBUR, NPR (Boston), May 26, 2011, http://hereandnow.wbur.org/2011/05/26/cell-phone-data. (Last accessed April 24, 2013.) 3. “Bill Moggridge—Clip from Objectified,” YouTube video, 3:16, posted by “gary hus- twit,” August 29, 2012, http://vimeo.com/48488802 (Last accessed April 24, 2013.) 4. Hollis, Global Brand, 56. 5. Tim Broadbent, “BMW: How 15 Years of Consistent Advertising Helped BMW Treble Sales Without Losing Prestige,” IPA Effectiveness Awards case study, 1994. © Copyright IPA, Institute of Practitioners in Advertising, London 1994. Accessed via Warc.com. © 2013 Copyright and database rights owned by Warc. 6. Barry Schwartz, The Paradox of Choice: Why More Is Less (New York: Harper Perennial, 2004). 7. Mark Batey, Brand Meaning (New York: Routledge/Taylor and Francis Group, 2008). 8. “Procter & Gamble’s Tide Pods: The Future of Laundry Care or Expensive Folly?” Euromonitor International, April 10, 2012. 9. Jack Neff, “Tide Pods Winning $7 Billion Detergent Wars by Redefining Value,” Advertising Age, December 18, 2012, http://adage.com/article/news/tide-pods -winning-7-billion-detergent-wars-redefining/238779/. (Last accessed April 24, 2013.) 210 Notes 10. John Reed, “Skoda Shifts Up a Gear into the Fast Lane,” Financial Times, March 4, 2012, http://www.ft.com/cms/s/0/332791e4-663b-11e1-979e-00144feabdc0.html#ixzz 2KQvRMWIe. (Last accessed April 24, 2013.) Chapter 4 1. Analysis conducted by Peter Field and Les Binet using the IPA Effectiveness Awards, by Nielsen Analytic Consulting using consumer packaged goods data, and by Millward Brown Mexico using client-supplied sales data; Les Binet and Peter Field, Marketing in the Era of Accountability. (London: Warc, 2007); Peter Field, “Account Planners Need to Care More About Share of Voice.” Admap, September 2009, Issue 508. Chapter 5 1. Mark Murray, interview with author, August 10, 2012. 2. Hans Kundnani, “Dyson Cleans Up,” Guardian, November 1, 2006, http://www .guardian.co.uk/business/2006/nov/01/japan.money. (Last accessed April 24, 2013.) 3. Lee Ji-Yoon, “Woongjin Coway Enjoys Boon from National Health Trend,” Korea Herald, October 7, 2011, http://nwww.koreaherald.com/view.php?ud=201107 10000224. (Last accessed April 24, 2013.) 4. Joon-Kee Hong, “CEO Greeting,” Coway website, http://www.coway.com/about /greeting.asp. (Last accessed April 24, 2013.) 5. Jim Stengel, Grow: How Ideals Power Growth and Profit at the World’s Greatest Companies (New York: Crown Business, 2011). 6. Ibid, 19. 7. Luciana Hashiba, “Story: Innovation in Well-Being—The Creation of Sustainable Value at Natura,” May 18, 2012, http://www.managementexchange.com/story /innovation-in-well-being. (Last accessed April 24, 2013). 8. José Vicente Marino, “Marca Natura” (presentation, launch event of the Top 50 Most Valuable Latin American Brands, June 21, 2012). 9. Clayton M. Christensen and Michael E. Raynor, The Innovator’s Solution: Creating and Sustaining Successful Growth. (Harvard Business School Publishing Corporation, 2003), 99. 10. “CEO Meg Whitman on the Future of Hewlett-Packard,” interview with Kai Ryssdal, podcast, Marketplace, American Public Media, November 20, 2012, http://www .marketplace.org/topics/business/corner-office/ceo-meg-whitman-future-hewlett -packard. (Last accessed April 24, 2013.) 11. Ibid. 12. Ibid. 13. “Taking AOL Beyond ‘You’ve Got Mail,’ ” interview with Kai Ryssdal, podcast, Marketplace, American Public Media, December 11, 2012, http://www.marketplace .org/topics/business/corner-office/taking-aol-beyond-youve-got-mail.