Information, HyperDifferentiation, and Delight: The Value of Being Different

A really good paper out of Wharton highly reccomended for any fellow entrepreneur who has spent many a night debating the pricing of products and services.

In May 2002 I read Marketing High Technology by William Davidow, which is a classic. It really fired me up for the world of sales and marketing — "civilized warfare" — and also left me with one gem that I’ve never forgotten: it’s better to be a lot different than a little bit better.

This print-length paper clearly explores the dynamics of hyperdifferentiating products and the relevant impact on price, consumption, etc. Good stuff.

(Hat tip: del.icio.us/bfeld/hyperdifferentiation)

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