Emotionomics: Leveraging Emotions for Business Success / Edition 2

Emotionomics: Leveraging Emotions for Business Success / Edition 2

by Dan Hill
     
 

Emotionomics looks at emotions in terms of business opportunities, both in the marketplace and in the workplace.  In today's highly competitive marketplace where many products look alike, a product's emotional benefit can make the difference.  Moreover, a company with an emotionally engaged workforce will undoubtedly achieve competitive advantage.

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Overview

Emotionomics looks at emotions in terms of business opportunities, both in the marketplace and in the workplace.  In today's highly competitive marketplace where many products look alike, a product's emotional benefit can make the difference.  Moreover, a company with an emotionally engaged workforce will undoubtedly achieve competitive advantage.
 
A revised edition that replaces the 2007 release, Dan Hill's book draws on insights gathered through facial coding, the single best viable means of measuring and managing the emotional response of customers and employees.  It shows how to leverage emotions for business success in branding, product design, advertising, sales, customer satisfaction, leadership, and employee management.
 
Emotions matter, and this book will help readers not only step closer to customers and employees, but also to step ahead of competitors.

Product Details

ISBN-13:
9780749461898
Publisher:
Kogan Page, Ltd
Publication date:
11/28/2010
Edition description:
Revised
Pages:
368
Sales rank:
892,834
Product dimensions:
6.10(w) x 9.20(h) x 0.80(d)

Table of Contents

Foreword Sam Simon xv

Acknowledgements xix

Introduction 1

1 Why emotions matter 13

Overview 14

Science: the meaning of a three-part brain 15

Origins and scope: why and how facial coding works 25

Deliverables: facial coding in practice 42

2 Branding 57

Overview 58

Reflected beliefs: keep consumers' values in view 59

Belonging: where status and security meet 67

Telling a story: selling familiarity and comfort 72

Conclusion 83

3 Offer design, packaging and usability 85

Overview 86

Winning superiority: nurturing a 'wow' 87

Sensory pay-off: the way to the heart 97

Functional fulfilment: joy, not frustration 103

Conclusion 107

4 Advertising 111

Overview 112

Being absorbing: what stopping power entails 113

The invisible line: why knowing the target market matters 122

Reassurance: defusing scepticism 130

Conclusion 141

5 Sales 145

Overview 146

Commitment: adopting a relationship model 147

Unity: staying in step with the prospect 154

Interwoven rewards: creating a 'we' mentality 168

Conclusion 173

6 Retail and service 175

Overview 176

Respectfulness: enabling efficiency 177

Engagement: bringing back delight 184

Reassurance: proving oneself right 190

Conclusion 197

7 Workplace 199

Overview 200

Compatibility: why character matters 201

Cohesive culture: bringing everyone along 212

Trust: avoid disconnects 224

Conclusion 236

Afterword 239

References 243

Credits and permissions 251

Index 255

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