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MAY 2008
"We don't receive wisdom; we must discover it for ourselves
after a journey that no one can take for us or spare us."
- Marcel Proust
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| TIPS FROM THE TOP |

Robert Cialdini is the most cited social psychologist
in the world today. Author of the best selling book, Influence: Science and Practice, Cialdini’s research
has led him to develop his 6 Principles of Influence:
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| 1 |
Reciprocation: People are significantly more willing to comply with requests (for favors, services, information, concessions, etc.) from a leader who has provided such things first. People respond to this seemingly universal law that you must not take without giving in return. |
| 2 |
Commitment/Consistency: People are more willing to be moved by a leader if they see the change as consistent with a commitment they have previously and publicly made. |
| 3 |
Authority: The particular combination of expertise and trustworthiness renders a leader the most persuasive communicator science has ever uncovered. Don’t be embarrassed about sounding boastful but don’t be afraid to admit weakness. |
| 4 |
Social Validation: People are more willing to perform a recommended action if a leader provides evidence that many similar others are performing it. |
| 5 |
Scarcity: People find recommended opportunities more attractive to the degree that a leader can honestly position them scarce, rare, or dwindling in availability. People are more motivated by the idea of losing something than by gaining those same things. |
| 6 |
Liking: People say "yes" to the leaders they like. And they like people when they themselves feel liked. |
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| MILLION DOLLAR TALES |
NIVEA
At a Glance |
| 3.1 billion Euros in sales in 2007 (approx. $4.8 billion USD) |
| Sold in over 160 countries around the world |
| One pot of NIVEA sold every second |
| 25% increase in 2007 sales in BRIC countries |
| Holds 131 no. 1 positions in product categories worldwide |
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NIVEA – The World’s Greatest Skincare Brand
NIVEA is a truly extraordinary brand. Produced by the Beiersdorf Company, it originated in Germany in 1911 as the world’s first cosmetic skincare product, with its name taken from the Latin word “nivius” meaning “snow white." Today it represents the world’s largest skincare brand in a market where hundreds of brands vie for attention. For years, NIVEA was synonymous with Nivea Creme, a brand which many of its customers came to know during childhood. In many cases, the visual (color and packaging) and physical (feel and smell) attributes of the product have lead to a complex emotional bond between customers and the brand. In fact, consumers are convinced that NIVEA is a local brand in many countries.
Today the NIVEA name is on far more than that familiar blue tub. The 1990s were a period of phenomenal growth as a “one product wonder” was successfully extended into a number of different product categories under the umbrella brand. The NIVEA FOR MEN range, for example, was the first mass-market brand to target facial care toward a male audience. Recent growth has also been achieved through rapid global expansion into developing markets, such as China and Eastern Europe, together with expanding market share in established markets. The result has been a quadrupling of sales in the last fifteen years. NIVEA’s strength is based on continuity and innovation, where its unique universal values of “gentleness,” “protection” and “quality” have allowed it to take its place amongst the best known and well-loved brands worldwide.
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| DELVING DEEPER |
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They are global giants, icons whose influence extends around the world.
But what are the characteristics that have made Google and Wal-Mart the companies they are today? And what can you learn from them to
revolutionize your business? |
Click here to download the PDF |
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| SIXTY SECOND INSIGHT |
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| In his best selling book The Long Tail, Chris Anderson describes how the internet has given people access to an incredible variety of previously inaccessible niche products. The internet has also lead to many products becoming available for lower and lower cost. Watch Anderson discuss some of the consequences of this trend toward increasingly inexpensive and ultimately free products. |
Click here to watch |
| PODCAST |
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| The impact of the BRIC economies (Brazil, Russia, India and China) on global business is growing all the time. Hear the world’s leading strategy guru, Harvard’s Michael Porter, discuss each of the countries and analyze where their relative strategic strengths lie. |
Click here to listen |
| RECOMMENDED READING |

COMPETING IN A FLAT WORLD
Authors: Victor K. Fung, William K. Fung and Yoram (Jerry) Wind
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"Competing in a Flat World provides an extraordinary glimpse into a new kind of organizational architecture, one built around the notion of orchestrating resources you don’t control and doing so in a way that builds both trust and agility. This book is a must read for anyone who wants to compete in a flat world. Every chapter details new and powerful ideas."
- John Seely Brown, Former Chief Scientist of Xerox Corporation and coauthor of The Only Sustainable Edge
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