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Emotionomics: leveraging emotions for business success

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Bibliographic Details
Main Author:	Hill, Dan 1954- (Author)
Format:	Book
Language:	English
Published:	London [u.a.] Kogan Page 2008
Edition:	Rev. ed.
Subjects:	Psychologie Wirtschaft Economics > Psychological aspects Decision making > Psychological aspects Emotions Emotionales Verhalten Emotionale Werbung Gefühl Unternehmenserfolg Marketingstrategie Personalpolitik Marktpsychologie Arbeitsplatz Wirtschaftspsychologie Entscheidungsfindung
Online Access:	Inhaltsverzeichnis Klappentext
Item Description:	Includes bibliographical references and index
Physical Description:	XIX, 345 S. Ill.
ISBN:	9780749453992

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adam_text	Contents Foreword by Sam Simon xvii Acknowledgements xxi Introduction 1 Part One: Why emotions matter 13 1 The new mental model 15 Overview 16 Science: the meaning of a three-part brain 17 Psychology: balancing blind instinct with growth 23 Economics: plugging emotions into the equation 28 2 The science of facial coding 37 Overview 38 The challenge: when words alone fail us 39 Origins and scope: why and how facial coding works 44 Deliverables: facial coding in practice 60 3 Emotions and motivations 75 Overview 76 Contextualizing emotions: how feelings fuel behaviour 77 Motivations: what spurs us on 85 The Emotionomics Matrix: introducing a strategic model 89 Part Two: Marketplace applications 97 4 Branding 99 Overview 100 Reflected beliefs: keep consumers' values in view 101 Belonging: where status and security meet 109 Telling a story: selling familiarity and comfort 114 Conclusion 126 5 Offer design, packaging and usability 129 Overview 130 Winning superiority: nurturing a 'wow' 131 Sensory payoff: the way to the heart 142 Functional fulfilment: joy not frustration 148 Conclusion 154 6 Advertising 157 Overview 158 Being absorbing: what stopping power entails 159 The invisible line: why knowing the target market matters 168 Reassurance: defusing scepticism 178 Conclusion 189 7 Sales 193 Overview 194 Commitment: adopting a relationship model 195 Unity: staying in step with the prospect 203 Interwoven rewards: creating a 'we' mentality 218 Conclusion 224 8 Retail and service 227 Overview 228 Respectfulness: enabling efficiency 229 Engagement: bringing back delight 236 Reassurance: proving oneself right 246 Conclusion 253 Part Three: Workplace applications 255 9 Leadership 257 Overview 258 The greater good: why character matters 259 Clear vision: forward thinking and feeling 269 Cohesive culture: bringing everyone along 280 Conclusion 286 10 Employee management 289 Overview 290 Compatibility: identifying what works 291 Reciprocating trust: avoid disconnects 300 Mission critical: inspiring a questing mentality 314 Conclusion 320 Afterword 323 References 327 Credits and permissions 33 7 Index 341 "I believe that 'emotion' is where it's at." Tom Peters For far too long, emotions have been ignored in favour of rationality and efficiency. However, breakthroughs in brain science have revealed that people are primarily emotional decision-makers. Many companies have not yet accepted this fact, much less acted on it. Emotionomics will help you to understand emotions in terms of business opportunities. In today's highly competitive marketplace where many products look alike, it is the emotional benefit of a product that can make the difference. At the same time, companies with engaged, productive workforces will undoubtedly achieve a competitive advantage. 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 will teach you to leverage emotions for business success in terms of branding, product design, advertising, sales, customer satisfaction, leadership and employee management. Emotions matter, and this book will help you not only to step closer to customers and employees, but to also step ahead of your competitors.
adam_txt	Contents Foreword by Sam Simon xvii Acknowledgements xxi Introduction 1 Part One: Why emotions matter 13 1 The new mental model 15 Overview 16 Science: the meaning of a three-part brain 17 Psychology: balancing blind instinct with growth 23 Economics: plugging emotions into the equation 28 2 The science of facial coding 37 Overview 38 The challenge: when words alone fail us 39 Origins and scope: why and how facial coding works 44 Deliverables: facial coding in practice 60 3 Emotions and motivations 75 Overview 76 Contextualizing emotions: how feelings fuel behaviour 77 Motivations: what spurs us on 85 The Emotionomics Matrix: introducing a strategic model 89 Part Two: Marketplace applications 97 4 Branding 99 Overview 100 Reflected beliefs: keep consumers' values in view 101 Belonging: where status and security meet 109 Telling a story: selling familiarity and comfort 114 Conclusion 126 5 Offer design, packaging and usability 129 Overview 130 Winning superiority: nurturing a 'wow' 131 Sensory payoff: the way to the heart 142 Functional fulfilment: joy not frustration 148 Conclusion 154 6 Advertising 157 Overview 158 Being absorbing: what stopping power entails 159 The invisible line: why knowing the target market matters 168 Reassurance: defusing scepticism 178 Conclusion 189 7 Sales 193 Overview 194 Commitment: adopting a relationship model 195 Unity: staying in step with the prospect 203 Interwoven rewards: creating a 'we' mentality 218 Conclusion 224 8 Retail and service 227 Overview 228 Respectfulness: enabling efficiency 229 Engagement: bringing back delight 236 Reassurance: proving oneself right 246 Conclusion 253 Part Three: Workplace applications 255 9 Leadership 257 Overview 258 The greater good: why character matters 259 Clear vision: forward thinking and feeling 269 Cohesive culture: bringing everyone along 280 Conclusion 286 10 Employee management 289 Overview 290 Compatibility: identifying what works 291 Reciprocating trust: avoid disconnects 300 Mission critical: inspiring a questing mentality 314 Conclusion 320 Afterword 323 References 327 Credits and permissions 33 7 Index 341 "I believe that 'emotion' is where it's at." Tom Peters For far too long, emotions have been ignored in favour of rationality and efficiency. However, breakthroughs in brain science have revealed that people are primarily emotional decision-makers. Many companies have not yet accepted this fact, much less acted on it. Emotionomics will help you to understand emotions in terms of business opportunities. In today's highly competitive marketplace where many products look alike, it is the emotional benefit of a product that can make the difference. At the same time, companies with engaged, productive workforces will undoubtedly achieve a competitive advantage. 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 will teach you to leverage emotions for business success in terms of branding, product design, advertising, sales, customer satisfaction, leadership and employee management. Emotions matter, and this book will help you not only to step closer to customers and employees, but to also step ahead of your competitors.
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spelling	Hill, Dan 1954- Verfasser (DE-588)134406079 aut Emotionomics leveraging emotions for business success Dan Hill Rev. ed. London [u.a.] Kogan Page 2008 XIX, 345 S. Ill. txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index Psychologie Wirtschaft Economics Psychological aspects Decision making Psychological aspects Emotions Emotionales Verhalten (DE-588)4152089-0 gnd rswk-swf Emotionale Werbung (DE-588)4491154-3 gnd rswk-swf Gefühl (DE-588)4019702-5 gnd rswk-swf Unternehmenserfolg (DE-588)4223768-3 gnd rswk-swf Marketingstrategie (DE-588)4120697-6 gnd rswk-swf Personalpolitik (DE-588)4045269-4 gnd rswk-swf Marktpsychologie (DE-588)4140888-3 gnd rswk-swf Arbeitsplatz (DE-588)4002759-4 gnd rswk-swf Wirtschaftspsychologie (DE-588)4066506-9 gnd rswk-swf Entscheidungsfindung (DE-588)4113446-1 gnd rswk-swf Emotionales Verhalten (DE-588)4152089-0 s Marktpsychologie (DE-588)4140888-3 s Marketingstrategie (DE-588)4120697-6 s Unternehmenserfolg (DE-588)4223768-3 s DE-188 Arbeitsplatz (DE-588)4002759-4 s Personalpolitik (DE-588)4045269-4 s Gefühl (DE-588)4019702-5 s Wirtschaftspsychologie (DE-588)4066506-9 s Entscheidungsfindung (DE-588)4113446-1 s 1\p DE-604 Emotionale Werbung (DE-588)4491154-3 s 2\p DE-604 Digitalisierung UB Passau application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016971898&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis Digitalisierung UB Passau application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016971898&sequence=000004&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA Klappentext 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk
spellingShingle	Hill, Dan 1954- Emotionomics leveraging emotions for business success Psychologie Wirtschaft Economics Psychological aspects Decision making Psychological aspects Emotions Emotionales Verhalten (DE-588)4152089-0 gnd Emotionale Werbung (DE-588)4491154-3 gnd Gefühl (DE-588)4019702-5 gnd Unternehmenserfolg (DE-588)4223768-3 gnd Marketingstrategie (DE-588)4120697-6 gnd Personalpolitik (DE-588)4045269-4 gnd Marktpsychologie (DE-588)4140888-3 gnd Arbeitsplatz (DE-588)4002759-4 gnd Wirtschaftspsychologie (DE-588)4066506-9 gnd Entscheidungsfindung (DE-588)4113446-1 gnd
subject_GND	(DE-588)4152089-0 (DE-588)4491154-3 (DE-588)4019702-5 (DE-588)4223768-3 (DE-588)4120697-6 (DE-588)4045269-4 (DE-588)4140888-3 (DE-588)4002759-4 (DE-588)4066506-9 (DE-588)4113446-1
title	Emotionomics leveraging emotions for business success
title_auth	Emotionomics leveraging emotions for business success
title_exact_search	Emotionomics leveraging emotions for business success
title_exact_search_txtP	Emotionomics leveraging emotions for business success
title_full	Emotionomics leveraging emotions for business success Dan Hill
title_fullStr	Emotionomics leveraging emotions for business success Dan Hill
title_full_unstemmed	Emotionomics leveraging emotions for business success Dan Hill
title_short	Emotionomics
title_sort	emotionomics leveraging emotions for business success
title_sub	leveraging emotions for business success
topic	Psychologie Wirtschaft Economics Psychological aspects Decision making Psychological aspects Emotions Emotionales Verhalten (DE-588)4152089-0 gnd Emotionale Werbung (DE-588)4491154-3 gnd Gefühl (DE-588)4019702-5 gnd Unternehmenserfolg (DE-588)4223768-3 gnd Marketingstrategie (DE-588)4120697-6 gnd Personalpolitik (DE-588)4045269-4 gnd Marktpsychologie (DE-588)4140888-3 gnd Arbeitsplatz (DE-588)4002759-4 gnd Wirtschaftspsychologie (DE-588)4066506-9 gnd Entscheidungsfindung (DE-588)4113446-1 gnd
topic_facet	Psychologie Wirtschaft Economics Psychological aspects Decision making Psychological aspects Emotions Emotionales Verhalten Emotionale Werbung Gefühl Unternehmenserfolg Marketingstrategie Personalpolitik Marktpsychologie Arbeitsplatz Wirtschaftspsychologie Entscheidungsfindung
url	http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016971898&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016971898&sequence=000004&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA
work_keys_str_mv	AT hilldan emotionomicsleveragingemotionsforbusinesssuccess

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