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Trading Up (Revised Edition): Why Consumers Want New Luxury Goods . . . and How
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Trading Up (Revised Edition): Why Consumers Want New Luxury Goods . . . and How Companiescreate Them Hardcover - 2004

by Michael Silverstein; Neil Fiske; Contribution by John Butman

First published to media acclaim in October 2003, Trading Up revealed how today's middle-class consumers are seeking higher levels of quality, taste, and aspiration than had ever been possible before in their choices of cars and clothing, vodka and beer, golf clubs and dolls, and much more. The book identified a major opportunity for entrepreneurs and innovators, managers and marketers, in every category of consumer goods and services. Now Michael Silverstein and Neil Fiske have thoroughly revised this BusinessWeek bestseller with new research and new insights into the still-growing phenomenon of trading up.


Summary

Trading up isn't just for the wealthy anymore. These days no one is shocked when an administrative assistant buys silk pajamas at Victoria's Secret. Or a young professional buys only Kendall-Jackson premium wines. Or a construction worker splurges on a $3,000 set of Callaway golf clubs.In dozens of categories, these "new luxury" brands now sell at huge premiums over conventional goods, and in much larger volumes than traditional "old luxury" goods. Trading Up has become the definitive book about this growing trend.

First line

America's middle-market consumers are trading up.

Details

  • Title Trading Up (Revised Edition): Why Consumers Want New Luxury Goods . . . and How Companiescreate Them
  • Author Michael Silverstein; Neil Fiske; Contribution by John Butman
  • Binding Hardcover
  • Edition Rev Upd
  • Pages 300
  • Volumes 1
  • Language ENG
  • Publisher Portfolio, New York, New York, U.S.A.
  • Date December 29, 2004
  • Illustrated Yes
  • ISBN 9781591840800 / 1591840805
  • Weight 1.15 lbs (0.52 kg)
  • Dimensions 9.44 x 6.36 x 1.08 in (23.98 x 16.15 x 2.74 cm)
  • Ages 18 to UP years
  • Grade levels 13 - UP
  • Library of Congress subjects Cost and standard of living - United States, Quality of products - United States
  • Library of Congress Catalog Number 2004057392
  • Dewey Decimal Code 339.470

Media reviews

Incredibly smart and illuminating... Packed with insights into how shoppers think and behave. (David Brooks, author of Bobos in Paradise)

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by Michael J. Silverstein; Neil Fiske; Contributor-John Butman

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