---
product_id: 67009609
title: "Trading Up: Why Consumers Want New Luxury Goods--and How Companies Create Them Paperback – Illustrated, 2 Aug. 2008"
brand: "michael j. silversteinneil fiskejohn butman"
price: "€ 28.58"
currency: EUR
in_stock: true
reviews_count: 9
url: https://www.desertcart.nl/products/67009609-trading-up-why-consumers-want-new-luxury-goods-and-how
store_origin: NL
region: Netherlands
---

# Trading Up: Why Consumers Want New Luxury Goods--and How Companies Create Them Paperback – Illustrated, 2 Aug. 2008

**Brand:** michael j. silversteinneil fiskejohn butman
**Price:** € 28.58
**Availability:** ✅ In Stock

## Quick Answers

- **What is this?** Trading Up: Why Consumers Want New Luxury Goods--and How Companies Create Them Paperback – Illustrated, 2 Aug. 2008 by michael j. silversteinneil fiskejohn butman
- **How much does it cost?** € 28.58 with free shipping
- **Is it available?** Yes, in stock and ready to ship
- **Where can I buy it?** [www.desertcart.nl](https://www.desertcart.nl/products/67009609-trading-up-why-consumers-want-new-luxury-goods-and-how)

## Best For

- michael j. silversteinneil fiskejohn butman enthusiasts

## Why This Product

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## Description

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## Customer Reviews

### ⭐⭐⭐⭐⭐ 5.0 out of 5 stars







  
  
    Five Stars
  

*by J***T on Reviewed in the United Kingdom on 16 May 2015*

great book on new mss market luxury.

### ⭐⭐⭐⭐⭐ 5.0 out of 5 stars







  
  
    New Criteria for Self-Definition
  

*by R***S on Reviewed in the United Kingdom on 23 September 2005*

In the original and now in this revised edition, Silverstein and Fiske brilliantly examine "New Luxury": a rapidly developing socio-economic trend as America's middle-market consumers are trading up to "products and services which possess higher levels of quality, taste, and [key word] aspiration than [other] goods in the [same] category but are not so expensive as to be out of reach...[trading up to products and services which] sell at much higher prices than conventional goods and in much higher volumes than traditional luxury goods and, as a result, have soared into previously uncharted territory high above the familiar price-volume demand curve." The significance of this paradigm shift has profound implications for literally anyone who competes each day for consumers' attention, consideration, and (most important of all) business.Think about it. How to explain the spectacular success of diverse companies such as Starbucks, Martha Stewart Living Omnimedia, Lexus and BMW, Williams-Sonoma and Bed, Bath & Beyond, Restoration Hardware, Victoria's Secret, Prada, Coach, Panera Bread, and Callaway? Granted, most consumers cannot afford to purchase everything from companies such as these but an astonishing number of consumers are not only willing but eager to pay a premium for at least a few of the products offered.Why? Silverstein and Fiske offer several reasons. New Luxury merchants never underestimate their customer; they shatter the price-volume demand curve; they create a ladder of genuine benefits (i.e. technical, functional, and emotional benefits); they escalate innovation, elevate quality, and deliver a flawless experience; they extend the price range and positioning of the brand; they customize the customer's value chain to deliver on the benefit ladder; they use influence marketing to "seed" success through brand apostles (i.e. "evangelism"); and finally, they continually attack the category like an outsider. What Silverstein and Fiske offer is this volume is a rigorous analysis of those companies which continue to be most successful in the New Luxury economy. They also explain in detail precisely HOW they achieve such success.

### ⭐⭐⭐⭐ 4.0 out of 5 stars







  
  
    Impressed
  

*by D***N on Reviewed in the United Kingdom on 16 May 2015*

Excellent book, speedy delivery

## Frequently Bought Together

- Trading Up: Why Consumers Want New Luxury Goods--and How Companies Create Them
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*Product available on Desertcart Netherlands*
*Store origin: NL*
*Last updated: 2026-01-23*