The consistent consumer : predicting future behavior through lasting values

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Title:

The consistent consumer : predicting future behavior through lasting values

Author:

Beller, Ken.

ISBN:

9781419502736

Personal Author:

Beller, Ken.

Publication Information:

Physical Description:

xiv, 255 pages : illustrations ; 24 cm

General Note:

Includes indexes.

Contents:

The Values of A Nation -- The Value of Values -- The Power of Icons: Mr. Potato Head -- Understanding the Ages -- Getting To Know The Value Populations -- The Patriots An Overview -- The Patriots History Creating Values -- The Patriots Cultural Expressions of the Era -- The Performers An Overview -- The Performers History Creating Values -- The Performers Cultural Expressions of the Era -- The Techticians An Overview -- The Techticians History Creating Values -- The Techticians Cultural Expressions of the Era -- The Believers An Overview -- The Believers History Creating Values -- The Believers Cultural Expressions of the Era -- The Transformers An Overview -- The Transformers History Creating Values -- The Transformers Cultural Expressions of the Era -- "Who's Next? -- Marketing to Value Populations -- Core Customer Migration -- Reaching an Audience -- Social Cause Marketing -- An Industry Overview -- Opening New Avenues -- Attitudes at Work -- Attracting Trends -- The Age of Meaning.

Abstract:

"Market research over the last few decades has emphasized behavioral-based demographic profiles like Baby Boomers, Generation X, and the Millenials. But The Consistent Customer says values are much stronger indicators of future consumer buying behavior." "The authors will introduce you to five proprietary "Value Populations" that are united not by behaviors, but by their shared history and culture - conditions that set lasting values and, ultimately, the purchasing behaviors for each of these groups. Quite simply, The Consistent Consumer will tell you how to make your business more profitable."--Jacket.

Subject Term:

Consumer behavior.

Consumer behavior. (OCoLC)fst00876238

Added Author:

Patler, Louis.

Weiss, Steve M.

Electronic Access:

Table of contents http://catdir.loc.gov/catdir/toc/ecip053/2004026173.html
Publisher description http://catdir.loc.gov/catdir/enhancements/fy0708/2004026173-d.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168015758762	658.8342 B442C 2005	1	Searching... Unknown
Searching... 1:VGDBN	1:DESKCOPY	000013082	658.834 BEL	1	Searching... Unknown

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Summary

Behavior-based demography is yesterday's news. Value population demography profiles consumers based on consistent and lasting values, not constantly changing past behaviors. Current demographic trends confirm we are entering an era characterized by the most generationally and ethnically diverse consumer groups in American history. Business, marketing, and sales professionals must understand what influences these segmented populations and how to best position products and services to these groups for immediate and lasting profit. For several decades, conventionally driven market research has emphasized age-based generations, like the baby boomers, Gen X, Gen Y, and millennials, which are based on 20-year maturation cycles or booms and busts in birth rates. However, none of these studies has ever delved into the historical and cultural conditions that shape the lasting values and, ultimately, the consistent buying decisions of these groups. rich insights and dozens of ideas that can be applied to pressing business situations, including ways to help organizations: Increase sales by understanding what consistently drives consumer spending decisions. Enhance market share by speaking to shared values and not just past actions. Gain greater return on investment by targeting lifelong values and increasing customer loyalty. Motivate groups more effectively with customized messages. Avoid alienating some groups while motivating others. Marketers will learn to brand products and services at a much deeper and more lasting level. Salespeople will understand how to develop strong selling relationships with high-potential customers. And corporate strategists will learn to identify and evaluate emerging trends that will become lucrative market opportunities.