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The Momentum Effect: How to Ignite Exceptional Growth | 
 enlarge | Author: J.c. Larreche
Publisher: Wharton School Publishing
Category: Book
List Price: $29.99
Buy New: $19.17
You Save: $10.82 (36%)
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Rating:  21 reviews
Sales Rank: 818
Media: Hardcover
Edition: 1
Pages: 352
Number Of Items: 1
Shipping Weight (lbs): 1.2
Dimensions (in): 9.1 x 6.3 x 1.3
ISBN: 0132363429
Dewey Decimal Number: 658.401
EAN: 9780132363426
ASIN: 0132363429
Publication Date: April 5, 2008
Availability: Usually ships in 1-2 business days
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| Customer Reviews: Read 5 more reviews...
An exceptional book! Must read! July 24, 2008
C. Winderl
A good selection of illustrative business cases, occasional thoughts that we had at the back of our mind organized and presented in a clear and enlightning way. Logical and convincing theory. Good reading for managers who want their daily routine to be in tune with the global picture.
Must Read for Stainable Growth June 7, 2008
Kai Wenk-wolff (Vista, CA, USA)
1 out of 1 found this review helpful
THE MOMENTUM EFFECT - HOW TO IGNITE EXCEPTIONAL GROWTH covers all aspects of management, both external and internal, of a successful company sustaining high growth. It demonstrates how momentum powered firms significantly increase value for all stakeholders, including customers, employees and shareholders through the following eight steps:
* Momentum Design
o Compelling insights that can only come from time spent with customers;
o These insights lead to compelling values by understanding the deeper human drivers;
o Compelling values lead to power offers meaning power with customers and power to generate growth;
o Power offers generate customers with compelling equity maximizing the value of customers to the firm;
* Momentum Execution
o Power offers are continuously tweaked and improved until they become irresistible;
o The delivery of the power offer leads to superior customer satisfaction what the author calls vibrant satisfaction;
o Vibrant satisfaction leads to vibrant retention and
o Vibrant engagement of the customer. Momentum companies engage customers at an emotional level to generate positive, momentum-driven action.
Each of these eight essential components of momentum strategy are described in detail and richly illustrated by real life stories from momentum companies like Wal-Mart, BMW, Skype, Apple and IKEA, to name just a few. These momentum driving components allow you to systematically harness the powerful, sustainable energy that can take your firm to the new efficiency frontier, driving the exceptional growth that will propel you into a different league. Finally, the Momentum Effect is a never ending journey, not a destination.
Jean-Claude Larreche is professor at the renowned European management school INSEAD and a consultant with leading global corporations.
THE MOMENTUM EFFECT is a joy to read and a must read for anybody who needs to excel in today's competitive world. Kai Wenk-Wolff (MBA INSEAD) is a turn-around specialist for manufacturing operations.
An Exceptional Book about Exceptional Growth! June 2, 2008
A. Frontistis (Athens, Greece)
2 out of 2 found this review helpful
When I first leafed through this book, I thought it was a novel. How else could one interpret the fact that tables, figures and diagrams are just a small part of only the 10% of its total pages! Authors of scientific, marketing and management books have not used us to such a minimalism. J.C. talks substance, not visuals. Even for this reason, this book is exceptionally impressive. This "nothing less than exceptional growth" book smells strong, innovative thinking. It's a book on business total philosophy rather than a simply marketing or management text. It provides a sharp anatomy of things, supposedly known in a business enterprise, with the result that bold substance is revealed. Doing things right is not enough for Larreche. One has to do things exceptionally right. "Very satisfied customers" is not enough. Delighted customers should be the basic purpose of any business. Superb, total value to customers is running throughout the book. More revenues for less relative marketing expenditures is to look for. Anything else does not provide proof of the existence of momentum in a business firm. Larreche, a recognized expert of marketing, emphasizes its customer value building wisdom, rather than its routine functional elements commented about and stressed in all common marketing texts. This book, as product, provides the customer with real super value. It has been some time since I read a real best seller to be!
A superb book on marketing May 24, 2008
Arjan Man (Amsterdam, The Netherlands)
1 out of 1 found this review helpful
This is a book that brought me an excellent and coherent view on so many concepts and principles in the area of marketing. From design to delivery, all consequent phases are clearly described with the use of many very interesting case studies from all over the world. The book provides an approach that you can use to build a so-called power offer, which is a superb customer offering to realize `exceptional growth' in your business. Of course, it doesn't guarantee that you will create extraordinary profits with your service or product, but it certainly gives you many handles to improve your product design, development, sales, after sales etc in a coherent and fresh new way. It connects all those elements as customer value, retention, pricing, emotions, distribution etc, without giving you the feeling that it opens doors that already are open.
The book is very easy to read; when you start, you want to proceed to the end. It is a book you want on your desktop so you can have a look at it regularly, read some pages and think them over. I had the honor of attending a course at INSEAD of Professor Larreche and was inspired by his lectures, but you can feel his enthusiasm and professionalism while reading the book.
Good reasons for Reading and Not Reading this book ! May 7, 2008
F. Baffou (Switzerland)
3 out of 3 found this review helpful
A lot of companies and agencies are pushing buzz words such as Customer Centric approach or Marketing 360 . The book from Jean-Claude Larreche is a great balance between strategy perspective and operational implications. It demonstrates that the success in creating value and momentum for growth is at the end of the day a cultural shift within companies. It offers a thinking platform and practical examples which are very useful to convince and address your customers and targets (internally and externally).
I strongly recommend this book for:
- Marketers who are looking for a holistic approach to review their customer focus strategy
- Consultants and agencies for reviewing their recommendations in light of what is driving success at the end of the day
I do not recommend this book for people who think that:
- They have the best product and brand in the world which is good enough to be sold by itself
- Decision makers for whom quarterly results is the main horizon for their strategy
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