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niedziela 29/11/2015
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Pisane z myślą o czytelnikach  (2008-12-04)

Jak myślą klienci. Podróż w głąb umysłu rynku

źródło zdjęcia: http://merlin.pl/Jak-mysla-klienci-Podroz-w-glab-umyslu-rynku_Gerald-Zaltman/browse/product/1,626754.html

Opisując niezadowalający sposób podejmowania decyzji znany mówca i negocjator Roger Dawson cytuje z dezaprobatą: „[...] Według testów przeprowadzonych przez Amerykańskie Towarzystwo Zarządzania tylko co druga decyzja podjęta przez ludzi biznesu jest zła. To znaczy, że połowa decyzji jest dobra, a połowa zła.”. Inny mówca Gerald Zaltman harwardzki autor bestselleru z 2003 roku „Jak myślą klienci” dodaje z „wisielczym” optymizmem: „[...] Miejmy nadzieję, że liczba porażek nowych produktów i usług, która dziś wynosi 80 procent lub nawet więcej, przejdzie do historii, w miarę jak podejmowane będą mądrzejsze działania, wykorzystujące nowe osiągnięcia naukowe, otwartość umysłu i wolę nieustannego kwestionowania posiadanej wiedzy.”. Wydana przez Dom Wydawniczy Rebis książka Zaltman prezentująca metodę badania i wnioskowania z metafor może mądre działania biznesowe inspirować. Autor stawia ciekawe pytania i udziela na nie czytelnikom odpowiedzi. Punktem wyjścia do wykładu jest lista błędnych przekonań marketerów: *…że konsumenci myślą racjonalnie; *…że potrafią wytłumaczyć swój sposób myślenia i zachowania; *…że umysły, mózgi i ciała konsumentów oraz ich środowisko kulturalne można z powodzeniem badać niezależnie od siebie; *…że wspomnienia konsumentów dokładnie odpowiadają ich doświadczeniom; *…że konsumenci myślą słowami; *…że konsumentom można ZASZCZEPIĆ przepis pochodzący od firmy. Myśl tej pracy zaklęta jest w słowach: „[...] Rozum i emocje to nie przeciwieństwa; to partnerzy, którzy niekiedy nie zgadzają się ze sobą, ale ich współdziałanie jest warunkiem powodzenia”. Dobrze, że powstają takie książki i dobrze, że mamy jej polską „mutację” – czyta się świetnie. A sugestie do budowy uniwersalnych pytań badawczych proszą o przywołanie: ! określ problem, który chcesz badać; ! ustal, czy zasadnicze pytanie powinno dotyczyć MARKI, KATEGORII czy PROBLEMU; ! postaw pytania bardziej ogólne i bardziej szczegółowe w stosunku do pierwszego, które przychodzi ci do głowy; ! określ, czy chcesz poznać KIERUNEK – PRĘDKOŚĆ czy jedno i drugie; ! zostaw miejsce dla niespodzianek; ! zmień założenia na pytania; ! zaangażuj jasnowidza; ! wezwij fachowca. Humor, wiedza i jasność przekazywanych myśli powoduje, że również u nas książka powinna być bestsellerem..

I radzę dziś :)

Miast klikać OK…

JAK MYŚLĄ KLIENCI. PODRÓŻ W GŁĄB UMYSŁU RYNKU

źródło zdjęcia: http://merlin.pl/Jak-mysla-klienci-Podroz-w-glab-umyslu-rynku_Gerald-Zaltman/browse/product/1,401371.html

… CZYTAJCIE.

- Niesforne Dziecię Gutenberga.


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