The Right Sensory Mix / Management for Professionals (PDF)

Why do some people drink black coffee and others stick to tea? Why do some people prefer competitors' products? Why do we sell less in this country? Many companies fail to acknowledge and analyze disparities observed among customers and simply put them down to culture or emotion. New neuroendocrinological research proves that people are rational: They just have a different biological perception of the same stimulus! Their preferences, behavior, and decisions are strongly influenced by the hundreds of millions of sensors monitoring their body and brain. People with more taste buds are for example sensitive to bitterness and are more likely to drink their coffee with sugar or milk, or to drink tea.

After reading the book, executives will be able to:

· Decode people's behavior and preferences scientifically

· Design the right sensory mix (in terms of color, shape, depth, taste, smell,texture, sound, and more)

· Shape attractive products and services for every local market

· Devise immersive experiences for each persona

· Combine smart sensors and human senses in a powerful and ethical way

· Systematically increase the innovation adoption rate

· Invent planet and people-friendly futures

Berry-AMA Book Prize Finalist!

"Diana Derval has written the best book that I have seen on the critical role of the five senses in determining our brand preferences. Her writing is lively, full of relevant case studies, and rich in insights. No marketing department or new product department must proceed without first reading this book."- Philip Kotler, S.C. Johnson & Son Professor of International Marketing,Kellogg School of Management