
To y ota
company culture, 149–152
focus on luxury essentials, 146
Trout, Jack, 37–38
Unilever, 66, 191–192
unique selling proposition (USP)
definition, 124–125
exceptional cases, 52–54
generic category benefits versus,
17–19, 26, 123, 177–179
ineffectiveness of, 35–38
new category creation and, 85, 86
value in uniqueness, 53–54
values, market-oriented company,
157–158
Vo dafone, 3, 6
von Hippel,Eric, 73
Wal-Mart versus Target, 115–120,
123
Wel ch, Jack, 66
Webster, Fred, 156
Whitehead, Alfred North, 41
Zajonc, Robert, 52
Zambrano, Lorenzo, 159
214
Index
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