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2500 Years Of War Summary

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Introduction

“…Marketing warfare will provide a strategic model for company survival in the 21st century…”

The authors’ main aim in publishing this text was to bring to the forefront the aggressive behaviours displayed in the marketing process of a firm in order to keep their brand and company number one in a competitive industry. In addition, they wanted to show how the principles used in warfare are the same as that used in marketing. As a result, firms could look at different tactics used in war and apply it to their organization.

Book Summary

2500 Years of War
As a prelude to what laid ahead Al Reis and Jack Trout gave a synopsis of the many battles that took place over a 2500 year period. Such an account laid a …show more content…

Deadlines are often missed and a company often loses credibility in the eyes of the public.
Ries and Trout believe that it is strategy that determines success not hard work. In marketing, a firm will achieve success through a smarter strategy and not by doing more paperwork and spending longer time in meetings.

The nature of the battleground
This section addresses the importance of where marketing battles are fought- in the minds of the consumer.

Like any battle, the terrain must be carefully studied and analyzed for its defensive and offensive possibilities. The enemy’s position must also be carefully examined, taking note of strengths and weaknesses.

In marketing warfare what you are trying to find out is who holds the higher ground. This would give you an advantage over your competitors.

In a military war, hills and mountains represent strong positions and are used to present a strong defence. In comparison to a marketing warfare, management refers to strong positions as high ground. When a customer uses a brand name in place of generic, this shows who holds mountain in their mind. An example of this in the book is when consumers label all tissues as Kleenex.

Mountains are segmented and competitors may launch different brands each targeting a specific segment. Today, Chevrolet, Pontiac, Oldsmobile and Buick each own different segments of the automobile market.

The strategic square
Al Ries and Jack

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