January 31, 2019


A summary of Al Ries & Jack Trout ‘s marketing bestseller: Marketing Warfare. The marketing concept states that a firm’s goal should be to identify and profitably . “A business book with a difference: clear-cut advice, sharp writing and a minimum of jargon.”Newsweek “Revolutionary! Surprising!”Business Week. Now, world-renowned marketing strategists Al Ries and Jack Trout present this special Marketing Warfare is the indispensable book that wrote the rules-and.

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Finally, White Castle was the low-end guerrilla who limited their geographic scope, did not add a confusing array of other products, and maintained a high level of sales in each establishment.

Never act like the leader, even if successful in the guerrilla attack. In military warfare, a battle often is named after the geographic location where it took place – for example, The Battle of Waterloo. Test marketing should be minimized to maintain the element of surprise. There is much that marketers can learn from military strategy.

In the ‘s many brewers introduced light beers as line extensions. There often is a flip side to the leader’s strength that can serve as the target of the challenger’s attack. Taking 3 major industries – Cola, Burgers and Computers, it shows how the universal concepts can be applied to any given company.

Jul 17, Aditya rated it liked it.

Marketing warfare strategies – Wikipedia

The focus is narrow and deep rather than broad and shallow. Because of the way the size and shape of the bottle fit the hand, it could not be enlarged easily.

You may also like. People who bought this also bought. Orville Redenbacher’s Gourmet Popping Corn and Haagen-Daz super-premium ice cream are examples of products that successfully positioned themselves in the high-price category.

Marketing Warfare by Al Ries and Jack Trout (1986, Paperback)

High-end guerrillas offer a premium high-priced product. To view it, click here. Sometimes the weakness in the leader’s strength arises from the fact that it has a major investment in assets that cannot be readily adapted.


When the defenders are taken by surprise, it usually is because they ignored warnings or did not take them seriously. Ries and Trout tell the story of several famous battles in history that illustrate lessons of warfare. The Battle For Your Mind, an industry standard on the subject.

Also i want to admit a lot of interesting examples,based on real life,real companies,which products we use every day: Instead, the product only needs to be different enough to carve its own position.

General Motors successfully attacked Ford’s market leadership when it launched Chevrolet, Pontiac, Oldsmobile, and Buick, each targeting a specific segment of the automobile market.

In such an environment, each of the four firms has different objectives: See details for description of any imperfections. The number three firm is too small to sustain an offensive attack on a larger firm.

I have gifted this book to some of my friends. Sep 21, John O’Malley rated it liked it. A defensive strategy is appropriate for the market leader.

Promotional media Behavioral targeting Brand ambassador Broadcasting Display jqck Drip marketing In-game advertising Mobile advertising Native advertising New media Online advertising Out-of-home advertising Point of sale Printing Product demonstration Promotional merchandise Publication Visual merchandising Web banner Word-of-mouth.

In such industries, the market leader should play a defensive strategy and the much smaller firms should play a flanking or guerrilla one. When management declares that it is time to “redouble our efforts”, then the marketing battle has marketign to hand-to-hand combat and is likely to end in defeat.

Ries and Trout argue warfzre marketing battles do not take place in geographic areas, nor in stores.

Marketing warfare strategies

They stress not how to divide up the market, but how to grow the market. Only by offensive strategies, were market gains made. Ries and Trout list the following three principles of guerrilla marketing warfare:. The higher profit margins allow the firm to follow through and solidify its position. In developing its strategy, the firm must objectively determine its position in the market.


An alliance might be more beneficial to the two motels than direct competition with one another. Strategy is the organized deployment of resources to achieve specific objectives, something that business and warfare have in common.

This is one of the most famous books in Marketing readings and after reading it, I felt it is a must read. Success depends on battling competitors for market share. Many of the successes and failures of the Coke vs. Market acceptance of an innovative product is unknown, and test marketing must be kept to a minimum to guard the element of surprise. Accept them as their truth, accept the reality and deal with them. In marketing, market research traditionally has served this function.

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Marketing Warfare

Once consumers already have in their minds that a product is number one, it is extremely difficult for another product, even if superior, to take over that number one place in the consumer’s mind. Increasingly, one hears marketing terms that are borrowed from the vocabulary of military strategy.

matketing The book focuses on strategy more that marketing. For most companies, guerrilla marketing is the appropriate strategy simply because in most industries only a small percentage of firms are large enough to pursue defensive, offensive, or flanking strategies.

To see what your friends thought of this book, please sign up. New content includes in-depth analyses of some of the biggest marketing successes and blunders of the past two decades–including Volkswagen, Sony, Coca Cola, Budweiser, IBM, and McDonalds–along with annotated reproductions of winning and losing ads.