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Berry-AMA Book Prize FINALIST 2011! The Right Sensory Mix  is one of the four best marketing books in 2011 according to the American Marketing Association Foundation.   The Berry-AMA Book Prize is awarded annually be the Foundation (AMAF) and recognizes books whose innovative ideas have had significant impact on marketing and related fields. For additional information about the Berry-AMA Book Prize, visit Berry-AMA Book Prize. Why do some people drink black coffee and others stick to tea? Why do some people prefer competitors' products? Why do we sell less in this country? Many companies fail to acknowledge and analyze disparities observed among customers and simply put them down to culture or emotion. New neuroendocrinological research proves that consumers are rational: They just have a different biological perception of the same stimulus! Their preferences, behavior, and decisions are strongly influenced by the hundreds of millions of sensors monitoring their body and brain. People with more taste buds are for example sensitive to bitterness and are more likely to drink their coffee with sugar or milk, or to drink tea. After reading the book, managers will be able to: ¢ Understand and predict consumers' behavior and preferences ¢ Design the right sensory mix (color, shape, taste, smell, texture, and sound) for each product ¢ Fine-tune their positioning and product range for every local market ¢ Systematically increase their innovation hit rate

Economics/Management Science. --- Management/Business for Professionals. --- Marketing. --- Economics. --- Industrial management. --- Economie politique --- Gestion d'entreprise --- Marketing --- Consommateurs --- Attitude (psychologie)

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This book shows how to build successful luxury brands using the power of sensory science and neuro-physiology. The author introduces – based on inspiring business cases like Tesla, Louis Vuitton, Chanel, Hermès, Moncler, Louboutin, or Sofitel in industries such as Fashion, Automotive or Leisure – groundbreaking scientific methods - like the Derval Color Test® taken by over 10 million people - to predict luxury shoppers’ preferences and purchasing patterns and illustrates common and unique features of successful luxury brands. Through various practical examples and experiments, readers will be able to build, revamp, or expand luxury brands and look at luxury from a new angle. I myself often question the sustainability of luxury marketing, because I often fail to find the scientific explanation of many happenings of the world of luxury. This sometimes frustrates me. However, Professor Derval gives me faith in the luxury industry because she brings to the table scientific tools and approaches to creating, developing, and revamping luxury brands. I’ve had the pleasure to read one of her previous books “The Right Sensory Mix”, and since then my understanding of the luxury market has elevated and she has brought sense to an industry driven by emotional preferences. Reading this book, I was again genuinely looking forward to acquiring more scientific tools to understand and grow the brands I service. Annie Ho, General Manager Greater China, Stella McCartney, Kering group Once again, I am very impressed with Diana Derval's new book. Through lively case studies, powerful marketing tools, and inspiring neuroscientific findings, she manages to explain the whys behind luxury mysteries. Designing luxury brands is a must read for both industry leaders and learners. Philip Kotler, , S.C. Johnson & Son Professor of International Marketing, Kellogg School of Management Luxury is first and foremost an emotion. This book will help create this emotion and unlock endless opportunities, through a deep understanding of customers. Yves Bonnefont, CEO, DS Automobiles.

Luxury goods industry --- Branding (Marketing) --- Management. --- Business. --- International business enterprises. --- Neurosciences. --- Anthropology. --- Business and Management. --- Branding. --- Luxury. --- Consumer Behavior. --- International Business. --- Brand name products --- Marketing --- Advertising --- Industries --- Branding (Marketing). --- Luxury goods industry. --- Motivation research (Marketing). --- International business enterpris. --- Marketing research --- Motivation (Psychology) --- Research --- Human beings --- Neural sciences --- Neurological sciences --- Neuroscience --- Medical sciences --- Nervous system --- Psychological aspects --- Business enterprises, International --- Corporations, International --- Global corporations --- International corporations --- MNEs (International business enterprises) --- Multinational corporations --- Multinational enterprises --- Transnational corporations --- Business enterprises --- Corporations --- Joint ventures --- Primitive societies --- Social sciences --- Motivation research (Marketing)

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Berry-AMA Book Prize FINALIST 2011! “The Right Sensory Mix” is one of the four best marketing books in 2011 according to the American Marketing Association Foundation. The Berry-AMA Book Prize is awarded annually be the Foundation (AMAF) and recognizes books whose innovative ideas have had significant impact on marketing and related fields. For additional information about the Berry-AMA Book Prize, visit Berry-AMA Book Prize. Why do some people drink black coffee and others stick to tea? Why do some people prefer competitors’ products? Why do we sell less in this country? Many companies fail to acknowledge and analyze disparities observed among customers and simply put them down to culture or emotion. New neuroendocrinological research proves that consumers are rational: They just have a different biological perception of the same stimulus! Their preferences, behavior, and decisions are strongly influenced by the hundreds of millions of sensors monitoring their body and brain. People with more taste buds are for example sensitive to bitterness and are more likely to drink their coffee with sugar or milk, or to drink tea. After reading the book, managers will be able to: • Understand and predict consumers’ behavior and preferences • Design the right sensory mix (color, shape, taste, smell, texture, and sound) for each product • Fine-tune their positioning and product range for every local market • Systematically increase their innovation hit rate.

Consumer behavior --- Marketing --- marketing --- CRM (Customer Relationship Management)

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Marketing

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The media now regularly feature breakthroughs on the influence of prenatal hormones on the brain and behavior, for instance the link to financial performance or risk management. Based on these findings and their own experiments, the authors present the Hormonal Quotient (HQ) as a scientific, holistic and reliable career management and personal development tool for professionals. Eight HQ profiles and their corresponding typical business skills and preferences are presented and enable the reader to benchmark their HQ with peers, design an ideal career plan, build a winning team in business and find the perfect work-life balance. A complimentary website allows readers to easily measure their HQ online. By the author of "The Right Sensory Mix", Berry-AMA Book Prize Finalist 2011.

Animal behavior -- Endocrine aspects. --- Human behavior -- Endocrine aspects. --- Management --- Human Anatomy & Physiology --- Commerce --- Business & Economics --- Health & Biological Sciences --- Management Theory --- Vocational Guidance --- Neuroscience --- Human behavior --- Success in business. --- Leadership --- Endocrine aspects. --- Psychological aspects. --- Behavioral endocrinology, Human --- Hormone-behavior relationships, Human --- Hormonal aspects of human behavior --- Human behavioral endocrinology --- Human hormone-behavior relationships --- Interactions, Human hormone-behavior --- Relationships, Human hormone-behavior --- Hormonal aspects --- Business. --- Leadership. --- Personnel management. --- Endocrinology. --- Behavioral sciences. --- Assessment. --- Personality. --- Social psychology. --- Business and Management. --- Business Strategy/Leadership. --- Human Resource Management. --- Personality and Social Psychology. --- Behavioral Sciences. --- Assessment, Testing and Evaluation. --- Business --- Business failures --- Creative ability in business --- Prediction of occupational success --- Endocrinology --- Consciousness. --- Animal behavior. --- Educational tests and measuremen. --- Internal medicine --- Hormones --- Animals --- Animals, Habits and behavior of --- Behavior, Animal --- Ethology --- Animal psychology --- Zoology --- Ethologists --- Psychology, Comparative --- Corporations --- Employment management --- Human resource management --- Human resources management --- Manpower utilization --- Personnel administration --- Public administration --- Employees --- Employment practices liability insurance --- Supervision of employees --- Apperception --- Mind and body --- Perception --- Philosophy --- Psychology --- Spirit --- Self --- Ability --- Command of troops --- Followership --- Behavior --- Personnel management --- Endocrinology . --- Mass psychology --- Psychology, Social --- Human ecology --- Social groups --- Sociology --- Personal identity --- Personality psychology --- Personality theory --- Personality traits --- Personology --- Traits, Personality --- Individuality --- Persons --- Temperament