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BL
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| Record Number
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864274
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| Main Entry
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Derval, Diana
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| Title & Author
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Designing luxury brands : : the science of pleasing customers' senses /\ Diana Derval.
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| Publication Statement
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Cham, Switzerland :: Springer,, [2018]
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, ©2018
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| Series Statement
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Management for professionals
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| Page. NO
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1 online resource
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| ISBN
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3030100758
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: 3319715569
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: 3319715577
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: 9783030100759
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: 9783319715568
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: 9783319715575
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3319715550
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9783319715551
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Intro; Foreword; Reviews; Acknowledgments; Introduction; Contents; 1: Understanding Luxury Shoppers; 1.1 Introduction; 1.2 Who Are the Luxury Shoppers? The Golden iPhone Case; 1.2.1 Meet the Tuhao; 1.2.2 The Rise of Chinese Millionaires; 1.2.3 Gold and Other Preferences; 1.3 Hormones, Male-to-Male Competition, and Luxury; 1.3.1 Testosterone and Ornaments; 1.3.2 Dress to Impress; 1.3.3 Sex Ratio and Rivalry; 1.4 Luxury Is a Vibrating Industry; 1.4.1 The Sense of Vibration; 1.4.1.1 Sound Is a Vibration; 1.4.1.2 Touch Is a Vibration; 1.4.1.3 Vibrator Profiles.
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1.4.2 A Signature Sound: The Harley Davidson Case in India1.4.3 Luxury Watches and Other Complications: The Jaeger-Lecoultre Case; 1.4.4 A Silent Success: Tesla Motors; 1.4.5 Brand Naming: The Ermenegildo Zegna Case; 1.4.6 Vibrator Profiles: Business Applications; 1.5 Profiling Luxury Shoppers; 1.5.1 Profitable Customers: The American Express Case; 1.5.2 A Seamless Service: The Blacksocks Case; 1.5.3 The Personas Framework: The BMW Case; 1.6 Take-Aways; References; 2: Identifying Profitable Markets; 2.1 Introduction; 2.2 What Do Luxury Shoppers Want? The Superyacht Case.
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2.2.1 Welcome On-board2.2.2 UHNWIs and Yachting; 2.2.3 Meet the Sheikh; 2.3 Neurosciences, Status-Seeking, and Luxury Markets; 2.3.1 The Need for Luxury Is Physiological; 2.3.2 Status-Seeking and Geographical Area; 2.3.3 Luxury Shoppers ́Drivers; 2.4 Luxury Is All About Motion; 2.4.1 The Sense of Motion; 2.4.1.1 Motion Receptors and Internal Mechanics; 2.4.1.2 Neuro-muscular Control and Super Powers; 2.4.1.3 Motion Profiles; 2.4.2 Free-Riding and White Powder; 2.4.3 The Rise of Moncler; 2.4.4 Ganbei with Moutai; 2.4.5 Motion Profiles: Business Applications.
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2.5 Turning Luxury Features into Customers ́Benefits2.5.1 Stella McCartney: A Designer with an Opinion; 2.5.2 The Benefits Framework: Dyson and the Contrarotator Enigma; 2.6 Take-Aways; References; 3: Finding the Right Positioning; 3.1 Introduction; 3.2 How to Design ``Must-Have ́́Luxury Items? The Designer Bag Case; 3.2.1 The Fashion Accessories Frenzy; 3.2.2 From Bags to Pockets; 3.2.3 Which Bag Bitch Are You?; 3.3 The Physiology of Female-to-Female Competition; 3.3.1 Relational Aggression; 3.3.2 Becoming the Alpha Female; 3.3.3 Ornaments, Ranking, and Luxury.
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3.4 Luxury Is All Black-and-White (with a Pop of Color)3.4.1 The Sense of Colors; 3.4.1.1 Color Profiles: The Derval Color Test; 3.4.1.2 Cones, Rods, and Melanopsin Receptors; 3.4.1.3 Countries, Vision, and Color; 3.4.2 When Street Meets Luxury: The Y-3 Case; 3.4.3 Bold Colors and Affordable Luxury: The Kate Spade Case; 3.4.4 Blending in or Standing Out? The Color Lenses Case; 3.4.5 Color Profiles: Business Applications; 3.5 Spotting the Right Positioning; 3.5.1 Identifying the Real Competitors: The Porsche Case; 3.5.1.1 The Position Map Framework: The Nespresso Case.
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| Abstract
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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.
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| Subject
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Brand name products.
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Branding (Marketing)-- Management.
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Luxury goods industry-- Customer services.
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Luxury goods industry-- Management.
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Anthropology.
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Brand name products.
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BUSINESS ECONOMICS-- Industrial Management.
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BUSINESS ECONOMICS-- Management Science.
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BUSINESS ECONOMICS-- Management.
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BUSINESS ECONOMICS-- Organizational Behavior.
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Business management.
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Manufacturing industries.
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Neurosciences.
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Sales marketing.
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| Dewey Classification
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658.827
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| LC Classification
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HF5415.1255
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