Enter your search into one or more of the boxes below:
You can refine your search by selecting from any of the options below:
Momentum: How Companies Become Unstoppable Market Forces

Momentum: How Companies Become Unstoppable Market Forces (Hardback)

Currently unavailable to order online.
Email me when back in stock


When it comes to new products and services, what moves customers to buy? Why do they choose one product over another? What makes them bank on a company's future? These are the billion-dollar questions facing all companies competing in highly connected markets - and today's answers will determine tomorrow's market leaders. In this book, marketing and communications experts Ron Ricci and John Volkmann argue that the unique features of digital products - and of consumer goods that contain digital components - force customers to consider the viability of the company behind the solution to their problems. Picking a losing company could mean getting stuck with products that can't be upgraded or services that can't be extended. So customers buy from the company that they believe will be the long-term - indeed, the inevitable - winner.They buy from the company that has what the authors call momentum. More than sheer motion, momentum is mass, speed, and direction, combined in a value proposition so compelling that all constituents in a given marketplace believe it - and want to go with it.

Ricci and Volkmann provide a practical formula - borrowed from the world of physics and proven in the marketplace - for how companies build and sustain momentum. Drawing upon their intensive study of 20,000 consumer and corporate buyers, the authors also reveal the "six forces of digital differentiation" that characterize "inevitable" market winners in the customer's mind.Ricci and Volkmann introduce a "momentum index" that will enable senior management, product marketers, and marketing communication strategists to: measure a brand's momentum against that of its competitors; diagnose a company's strengths and weaknesses as a market contender; develop an action plan for sustaining or strengthening a competitive position; and, apply momentum strategies to the digital features of traditional offerings. For anyone responsible for managing or communicating about a company and its brands, this book shows how companies can ride momentum to industry dominance. Ron Ricci is Vice President of Marketing for Cisco Systems. John Volkmann is Vice President of Strategic Communications at Advanced Micro Devices.

BusinessBusiness & managementSales & marketingAdvertisingBusinessIndustry & industrial studiesBusinessIndustry & industrial studiesMedia, information & communication industriesAdvertising industry Publisher: Harvard Business Review Press Publication Date: 01/10/2002 ISBN-13: 9781578515226  Details: Type: Hardback Format: Books
Availability: Currently unavailable to order online.  

Ron Ricci is Vice President, Market Positioning at Cisco Systems, Inc. Reporting to CEO John Chambers, Ricci is responsible for the strategic positioning of the Cisco brand and for helping to maintain Cisco's thought leadership in the Internet economy. An expert in positioning technology companies for market leadership, Ricci's responsibilities include managing Cisco's executive communications function and the Cisco Thought Leadership Network. Prior to coming to Cisco, he was a brand positioning consultant and principal at Citigate Cunningham, working with companies such as IBM, Motorola, Hewlett Packard, and Adobe on their strategic market positions. Ricci serves as a member of the Child Abuse Prevention Center Board of Directors, a non-profit agency that works to prevent child abuse in the Bay Area. He earned his Master's Degree in journalism from the University of North Carolina and a Bachelor of Arts degree in politics from Fairfield University in Connecticut. He lives with his wife and two children in Los Gatos, California.

More books by John Volkmann

Leave Review


Delivery Options

All delivery times quoted are the average, and cannot be guaranteed. These should be added to the availability message time, to determine when the goods will arrive. During checkout we will give you a cumulative estimated date for delivery.

Location 1st Book Each additional book Average Delivery Time
UK Standard Delivery FREE FREE 3-5 Days
UK First Class £4.50 £1.00 1-2 Days
UK Courier £7.00 £1.00 1-2 Days
Western Europe** Courier £17.00 £3.00 2-3 Days
Western Europe** Airmail £5.00 £1.50 4-14 Days
USA / Canada Courier £20.00 £3.00 2-4 Days
USA / Canada Airmail £7.00 £3.00 4-14 Days
Rest of World Courier £22.50 £3.00 3-6 Days
Rest of World Airmail £8.00 £3.00 7-21 Days

** Includes Austria, Belgium, Denmark, France, Germany, Greece, Iceland, Irish Republic, Italy, Luxembourg, Netherlands, Portugal, Spain, Sweden and Switzerland.

Delivery Help & FAQs

Returns Information

If you are not completely satisfied with your purchase*, you may return it to us in its original condition with in 30 days of receiving your delivery or collection notification email for a refund. Except for damaged items or delivery issues the cost of return postage is borne by the buyer. Your statutory rights are not affected.

* For Exclusions and terms on damaged or delivery issues see Returns Help & FAQs

You might also like

Integrated Advertising, Promotion, ...
(Books & other media combined)
Kenneth E. Clow; Donald E. Baack

Currently out of stock

Advertising and Promotion
Chris Hackley; Rungpaka Amy Hackley
Hegarty on Advertising: Turning...
John Hegarty
Communication Strategies for ...
Pragyan Rath; Apoorva Bharadwaj
Latest Blog
#FoylesFive: Foreign Languages Part One

Our knowledgeable and fabulous Languages Department have put together a great selection of books, to help share the magic of reading in every language. First up we have books in Italian, Portugese and Swedish.

Crime, Responsibility and Morality: The Impact of Siberian Exile on Fyodor Dostoevsky

Daniel describes how Siberian exile was the great writer Fyodor Dostoevsky’s foundational experience as an author and thinker.

#FoylesFive: Classical Languages

The team from our Languages Department pick a selection of titles on language and its historical and contemporary importance.

View all Blog Entries
Show/Hide Tweets
© W&G Foyle Ltd