This is a guest post from Drew McLellan, CEO and Top Dog at McLellan Marketing Group. See the original post this is adapted from and more like it on his blog. Most of us don’t have the luxury of selling ocean front property, the coolest laptop, the latest in tractor technology, or porsches. But in most…
Tag Archives: emotion
How do you sell what no one wants to buy?
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Emotional Loyalty vs. Transactional Loyalty
This is a guest post from Douglas Atkin, CEO at The Glue Project and author of “The Culting of Brands.” The distinction between these two kinds of loyalty came home to me last summer when I was participating in a brainstorming session on behalf of a major Big Box retailer. They wanted to develop a loyalty…
How you know when you’ve created a successful community
This is a guest post from Douglas Atkin, CEO at The Glue Project and author of “The Culting of Brands.” The engine of loyalty is community. The engine of community is mutual support. The most powerful agent in creating loyalty is belonging. I would argue that the main ingredients of a successful community all create a…
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Word of mouth research: The psychological burden of surprise and its influence on WOM
Straight out of something our friend Andy Nulman would riff on, a 2003 study conducted by Christian Derbaix and Joelle Vanhamme of Belgium’s Université catholique de Louvain shows the influence of surprise on word of mouth. Through a questionnaire, Derbaix and Vanhamme asked respondents to describe details of a consumption or purchase experience which surprised…
