February 10, 2007
We are entering an Age of Transcendence, as people increasingly search for higher meaning in their lives, not just more possessions. This is transforming the marketplace, the workplace, the very soul of capitalism. Increasingly, today’s most successful companies are bringing love, joy, authenticity, empathy, and soulfulness into their businesses: they’re delivering emotional, experiential, and social value – not just profits.
Firms of Endearment illuminates this, the most fundamental transformation in capitalism since Adam Smith. It’s not about “corporate social responsibility”: it’s about building companies that can sustain success in a radically new era. It’s about great companies like IDEO and IKEA, Commerce Bank and Costco, Wegmans and Whole Foods: how they earn the powerful loyalty and affection that enables truly breathtaking performance.
This book is about gaining “share of heart,” not just “share of wallet.” It’s about aligning stakeholders’ interests, not just juggling them. It’s about building companies that leave the world a better place. Most of all, it’s about why you must do all this, or risk being left in the dust… And how to get there from wherever you are now.
- Why “Endearing” Companies Endure and Win – Real evidence, with dozens of case studies across industries
forget “share of wallet”: maximize “share of heart” – The search for meaning: how demographic shifts and the Internet are rewriting the rules of capitalism
- The Decline and Fall of “Human Resources” – Productivity of employees objectified as “resources” is less than those regarded by management as “people”
- Customers: The Power of Love – Soulful companies generate passionate customer relationships
- Leading the “Firm of Endearment” – Emotionally intelligent leadership is the foundation of firms of endearment
Rajendra S. Sisodia is Professor of marketing at Bentley College, and formerly served as Founding Director of the Center for Marketing Technology there. Until 1998, he was Director of Executive Programs and Associate Professor of Marketing at George Mason University. With Jagdish N. Sheth, he authored The Rule of Three: Surviving and Thriving in Competitive Markets, a finalist for the AMA’s 2004 Best Marketing Book Award.
David B. Wolfe, an internationally recognized expert in consumer behavior, originated developmental relationship marketing (DRM). He is principal author of Ageless Marketing: Strategies for Reaching the Hearts and Minds of the New Customer Majority.
Jagdish N. Sheth, one of the world’s leading marketing scholars, specializes in global competition, strategic thinking and customer relationship management. He is Charles H. Kellstadt Chair of Marketing at the Goizueta Business School at Emory University.