Articles

The Might of Market Research
October 01, 2009 in Consumer Marketing
Neuroscience and cognitive psychology research reveal that most of human behavior is under control of the unconscious, habitual mind. Up to 95% of what our customers do is largely invisible to th ... more.


Listening to What Your Customer Doesn’t Say
September 01, 2009 in Consumer Marketing
Not only are customers not always right, they lie. You ask them what they want; you get it for them, then they don’t want it. The stuff they told you they don’t want, they buy from your competitor. An ... more.


New Media in an Old World
August 01, 2009 in Consumer Marketing
The video lasted less than a minute, was shot by an amateur photographer, and posted on a website known more for dogs on skateboards than breaking news. Yet the video of Neda Agha-Soltan being killed ... more.


You Can't Beat Habit - Learning how to alter customers' routines likely means making significant changes to your own.
July 01, 2009 in Entrepeneur
Let's face it: Your regular customers are on autopilot. When a purchase is repeated enough times, it becomes habit. However, market shifts can disrupt even the most powerful habits, and the current fi ... more.


Mass Brand Extinction
June 01, 2009 in Consumer Marketing
Just like consumers, executives are giving serious thought to how they are spending money in today's bleak economy. Capital expenditures are down significantly from last year and many companies a ... more.


The New Science in Understanding Consumers
May 01, 2009 in Consumer Marketing
The world is experiencing an economic crisis unlike any other in the past. Though countries have previously faced higher unemployment and deeper recessions, the current problem is global. Altho ... more.


Force of Habit
October 13, 2008 in BrandWeek
These days, it's become common for people to change vocations several times in the course of a career. In the case of author Neale Martin, that makes for an especially interesting resume. Prior to ear ... more.


Does Your Customer Think of Your Product as Part of the Family?
September 22, 2008 in Industry Week
Your product or service needs to be buried so deep into how your customer operates that they can't even envision extracting you, explains Neale Martin, author of Habit: The 95% of Behavior Marketers I ... more.


Habit: The 95% of Behavior Marketers Ignore
August 04, 2008 in Publishers Weekly
In his first book, communications consultant-to-the-stars (Sprint, Nextel, Cisco, Nortel, TI, Motorola) and "expert in consumer behavior" Martin uses ideas from the worlds of science, technology, psyc ... more.


Competition in Transition
June 18, 2007 in Telephony
The nature of the competitive communications marketplace seems to have settled into a predictable oligopoly dominated by telecom and cable. Indeed, viewing telecom and cable as separate industries is ... more.


Addiction to Broadband
April 23, 2007 in Telephony
I was an hour early for my meeting and drove around looking for a hotspot. It only took a couple of minutes to locate a Panera Bread and settle in with a cup of coffee and a bagel while I answered e-m ... more.


The iPhone Effect
February 19, 2007 in Telephony
As of this writing, the iPhone returns 60 million hits on Google, so one more column on the Apple of every media writer's eye won't hurt. Previously, I wrote that when Apple came out with its cell ... more.


Who Should Pay for Broadband?
December 11, 2006 in Telephony
With the shift in power in the House and Senate after this year's midterm elections, it comes as no surprise that one of the Democratic members of the FCC launched a broadside at the state of broadban ... more.


Building a Better Handset
November 06, 2006 in Telephony
Mobile wireless broadband networks are enabling a nearly infinite number of applications to work on handsets. Video, music downloads, high-speed Internet access and telemetry services can be delivered ... more.


The Elusive Early Majority
October 23, 2006 in Telephony
A few years ago, while working with a leading manufacturer of networking gear, I was surprised when an executive made the claim that voice over IP had crossed the chasm and was now mainstream. Periodi ... more.


Email is so Immature
September 26, 2006 in Telephony
“How many e-mails do you get a day?” It's a set-up question I frequently ask when giving technology speeches. Invariably, I get the response I'm looking for when someone shouts out, “Too many!” This, ... more.


Pursuing a Vision or Chasing a Market?
August 14, 2006 in Telephony
Changes in the telecommunications industry are relentless, fast and furious. From disruptive technology announcements to colossal mergers, industry observers are continuously challenged to sort out th ... more.


Is it too Late?
June 05, 2006 in Telephony
It has been 10 years since Bill Clinton signed the Telecommunications Act, and it seems appropriate that we take the opportunity of the inaugural Globalcomm to look back as we look forward. Shortly af ... more.


Is Google a Threat?
April 24, 2006 in Telephony
In this continuing series on competitive challenges from non-traditional competitors, I'm taking the unusual perspective of evaluating threats based on habits. The idea is that winners in the communic ... more.


An Apple a Day
March 20, 2006 in Telephony
Is AT&T, the modern equivalent of Frankenstein's monster, to be feared or pitied? Will Verizon's FiOS and other major broadband initiatives from ILECs define the future of residential service, or just ... more.


Why Technology Doesn't Matter
January 23, 2006 in Telephony
The information industry (information creation, storage, display and transmission) is ambivalent about its future. On one hand is euphoric optimism about the future of wired and wireless broadband com ... more.


Markets and Micro-markets
December 12, 2005 in Telephony
Communications companies are embarking on a bold, expensive plan to recreate themselves to serve customers in the 21st century. At the forefront of this ultimate makeover is the mass deployment of new ... more.


How Complexity Prevents Habituation
August 15, 2005 in Telephony
The voice on my mobile was distressed. Panicked. “There are seven remotes in the living room — seven! All I want to do is watch television!” At first I was amused by my competent wife's inability t ... more.


The New Habituation
June 06, 2005 in Telephony
In the past, competition in communications was the result of legislative and regulatory fiat. Whether from such clumsy attempts as UNE-P or spectrum auctions for wireless bypass such as multichannel m ... more.


The Antique University
June 20, 1997 in Journal of Public Management and Social Policy
... more.