Tesco
The New Positioning
Book

The New Positioning

The Latest on the World's #1 Business Strategy

Steve Rivkin and Jack Trout
McGraw-Hill, 1996

Read or listen offline

auto-generated audio
  • 0.5×
  • 0.75×
  • 1×
  • 1.25×
  • 1.5×
  • 1.75×
1×
auto-generated audio

Editorial Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

You can achieve better brand recognition and sales if you understand how the mind works. Jack Trout (assisted by Steve Rifkin) emphasizes that the human mind is limited, hates confusion and easily loses focus. The authors cite companies that have succeeded in their brand strategy and advertising by following these principles, and a few who failed because they didn’t. The book concludes with "tricks of the trade" that you can use. In keeping with these principles, the volume is simply and clearly written, brief, well organized and focused. However, since it was published about four years ago and talks about the beginning of the information age, some of the material already may sound familiar. But if you can ignore that sense of déjà vu, the book offers an excellent summary of the relationship between how the mind works and how best to use product positioning. getabstract.com recommends this book to marketing mavens with inquiring minds.

Take-Aways

  • Your product can break through the mental clutter of too much information if you understand how the mind works.
  • Minds are limited, hate confusion, are insecure, don’t change and can lose focus.
  • People set up a series of rings of defense to select which information they will accept.

About the Authors

Jack Trout is the author of five best-selling books, including Bottom-Up Marketing, Positioning: The Battle for Your Mind and Marketing Warfare. He is the president of Trout & Partners Ltd., in Greenwich, Connecticut, a marketing strategy firm that has consulted for leading corporations such as AT&T, Merck, IBM, SouthWest Airlines, and Warner-Lambert. Steve Rivkin worked with Jack Trout for 15 years and then founded his own communications consulting firm, Rivkin & Associates.

Comment on this summary or Start Discussion