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The 22 Immutable Laws of Marketing, by Al Ries, Jack Trout
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Al Ries and Jack Trout, two of the world's most successful marketing strategists, call upon over 40 years of marketing experise to identify the definitive rules that govern the world of marketing. Combining a wide-ranging historical overview with a keen eye for the future, the authors bring to light 22 superlative tools and innovative techniques for the international marketplace. The authors examine marketing campaigns that have succeeded and others that have failed, why good ideas didn't live up to expectations, and offer their own ideas on what would have worked better. The real-life examples, commonsense suggestions and killer instincts contained are nothing less than rules by which companies will flourish or fail.
- Sales Rank: #532878 in Books
- Published on: 1994-10-24
- Original language: English
- Number of items: 1
- Dimensions: 7.80" h x .39" w x 5.04" l, .35 pounds
- Binding: Paperback
- 160 pages
From Library Journal
Ries and Trout, authors of some of the most popular titles in marketing published during the last decade ( Marketing Warfare , LJ 10/15/85; Positioning: The Battle for Your Mind , Warner, 1987; and Bottom-Up Marketing , McGraw, 1989), continue the same breezy style, with lots of anecdotes and insider views of contemporary marketing strategy. The premise behind this book is that in order for marketing strategies to work, they must be in tune with some quintessential force in the marketplace. Just as the laws of physics define the workings of the universe, so do successful marketing programs conform to the "22 Laws." Each law is presented with illustrations of how it works based on actual companies and their marketing strategies. For example, the "Law of Focus" states that the most powerful concept in marketing is "owning" a word in the prospect's mind, such as Crest's owning cavities and Nordstrom's owning service. The book is fun to read, contains solid information, and should be acquired by all public and business school libraries. It will be requested by readers of the authors' earlier titles.
- William W. Sannwald, San Diego P.L.
Copyright 1993 Reed Business Information, Inc.
About the Author
Jack Trout runs a marketing consulting firm in Greenwich, Connecticut with Al Ries. They are the authors of the bestsellers Positioning, Marketing Warfare, Bottom-Up Marketing and Focus.
Most helpful customer reviews
6 of 6 people found the following review helpful.
Requires 'time' translation. Thought provoking
By Travis D Wright
There are a few major points to make, but I'll keep it brief.
1. It was writing about 25 yrs ago, pre-Internet. They products are both sold and marketed has changed, so you'll have to first understand his book within the written time period. Next you can then try to understand the laws as they would be applied today.
Example: Law of Line Extension says that you shouldn't use same brand name as you extend product line. However, Apple is a counter example. Then again Costco has a sub-brand 'Kirkland' that is very successful. I'm not doubting the rule but it seems it may be conditional.
2. The authors give examples and predictions that, with the view we have now in the future, don't play out how they expected. I think they predicted MCI to overtake AT&T as the top long distance phone company.
So, just rely on your judgement as you read through the laws and really try to test (evaluate) them in the current environment.
This book was recommended by many authors and podcasts I follow so that's what brought me to it. However, I now think there may have been a generation positively influenced by it 20 years ago that have since passed it down to the next generation of marketers/entrepreneurs.
Nota bad book though. Read it.
3 of 3 people found the following review helpful.
Outstanding book on positioning
By Matthew Coast
If you like their book, positioning, this is a great accompaniment to it. There's a lot of great information in there... although, there's still one thing that's confusing to me that it talked about in the other book and made no more clear in this one... that's what they mean exactly by line extension.
They took an entire chapter to dissuade you from line extensions and then talked about a company which is the top in its market with a line extension product they have... When is something a line extension and when is something not a line extension? And when is it okay to have line extensions which increase your income and when do line extensions hurt you?
Other than that, it's an excellent book. Convinced me to reposition myself in the market. And the impact of that has already been huge.
0 of 0 people found the following review helpful.
Usual Fabulous insights from the Authors
By trojan1976
This book is sensational. Compact and crammed with salient philosophy. The scenarios they present make obsolete conventional marketing.
Just today I read an article in WSJ that said Chevrolet truck sales are down, and they are taking shots at the leader, Ford's F-150. They used a "nifty" ad that shows concrete being dumped in each trucks bed. Silverado had barely scratched paint and a few dents, but 150 had holes punched through the floor. Conventional marketing. Completely useless!
You can't change peoples minds... just about every dude I know ( and me) considers F-150 the best. It's the perception that counts. It wouldn't matter if the Silverado was better. Ford scoffed at the marketing "stunt" as well they should. 150 will stay the leader indefinitely. Why didn't Chevrolet's marketing people read this book? They could have saved a whole bunch of money by not doing this campaign.
Parts of this book are so brilliant, and dense, that I found myself reading certain paragraphs several times to really grasp the concepts. I have several of the author's books, they are all excellent. The only flaw is that this book is 30 years old, so some predictions of certain businesses' prospects didn't come true. Did you ever try to change a woman's mind? Right. That's the rub. Once people think of a product or service as best, it is very difficult to change their minds down the road.
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