19 October 2007

Book: “Authenticity” by Gilmore and Pine

Be the first to share

Authenticity
James Gilmore and Joe Pine, authors of the 1999 bestseller “The Experience Economy“, have now published a new book “Authenticity: What Consumers Really Want”.

Abstract

Contrived. Disingenuous. Phony. Inauthentic. Do your customers use any of these words to describe what you sell–or how you sell it? If so, welcome to the club. Inundated by fakes and sophisticated counterfeits, people increasingly see the world in terms of real or fake. They would rather buy something real from someone genuine rather than something fake from some phony. When deciding to buy, consumers judge an offering’s (and a company’s) authenticity as much as–if not more than–price, quality, and availability.

In “Authenticity,” James H. Gilmore and B. Joseph Pine II argue that to trounce rivals companies must grasp, manage, and excel at rendering authenticity. Through examples from a wide array of industries as well as government, nonprofit, education, and religious sectors, the authors show how to manage customers’ perception of authenticity by:

  • recognizing how businesses “fake it”;
  • appealing to the five different genres of authenticity;
  • charting how to be “true to self” and what you say you are; and
  • crafting and implementing business strategies for rendering authenticity.

The first to explore what authenticity really means for businesses and how companies can approach it both thoughtfully and thoroughly, this book is a must-read for any organization seeking to fulfill consumers’ intensifying demand for the real deal.

Review in Publishers weekly (copied from here)

This eye-opening but muddled volume tells companies to “remain true to self” or, at least, to appear genuine, arguing that “in a world increasingly filled with deliberately and sensationally staged experiences… consumers choose to buy or not buy based on how real they perceive an offering to be.” Everything that forms a company’s identity—from its name and practices to its product details—affects consumers’ perceptions of its authenticity. Juggling philosophical concepts, in-depth case studies and ad slogans, Gilmore and Pine (The Experience Economy) run into trouble with a chapter called “Fake, Fake, It’s All Fake,” which eviscerates the entire idea of authenticity: “Despite claims of ‘real’ and ‘authentic’ in product packaging, nothing from businesses is really authentic. Everything is artificial, manmade, fake.” The argument is unexpected and perhaps brilliant—yet rather confusing, since most of Authenticity argues that businesses should strive to not only appear authentic but to be so. The book’s bullet points, charts and matrices add to the tangle, as the authors’ early advice (“your business offerings must get real”) becomes a demand for furrowed-brow soul-searching. Still, the prose is snappy and conversational, and the book is densely packed with insights and provocations, and may inspire some executives to consider how consumers see their company. (Nov.)

Publisher’s page | Amazon page

Download table of contents and first chapter (pdf, 170 kb, 12 pages)

Be the first to share
28 May 2015
The driverless car push ignores challenges of people and context
Autonomous or driverless cars are based on a technology push strategy. Beyond statements like “freeing up time”, “reducing accidents” and some simple scenarios on “remote parking” or “vehicle sharing”, there is far too little thought …
25 May 2015
A Bauhaus-inspired, human-centered internet of things
In a short opinion piece in The Guardian, Jenny Judge and Julia Powles state that the Bauhaus movement could be a model for a more human-centered internet of things: "Back in the early 20th century, the …
17 May 2015
Design thinking without deep analysis is reckless. A more balanced approach is needed.
Larry Keeley, co-founder of innovation firm Doblin which is now a unit of Deloitte Consulting LLP, says that too often advocates of “design” regard it as an elixir that can somehow transform conservative companies into …
17 May 2015
[Book] Anthropologist explores the many faces of Anonymous
Hacker, Hoaxer, Whistleblower, Spy: The Many Faces of Anonymous by Gabriella Coleman Verso Publishers November 2014 Hardback, 464 pages Abstract Half a dozen years ago, anthropologist Gabriella Coleman set out to study the rise of this global phenomenon just as some …
17 May 2015
Policy paper: Making Good our Future
Making Good our Future: Exploring the New Boundaries of Open & Social Innovation in Manufacturing Policy Paper prepared for the European Commission May 2015, 49 pages As part of the Social Innovation Europe initiative, the European Commission has …
13 May 2015
Social Media + Society, an open-access journal
Social Media + Society is an online, open-access, peer-reviewed scholarly journal deeply committed to advancing the understanding of social media and its impact on societies past, present and future. With a leading editorial team, the …
13 May 2015
We’re more than mere consumers, and business should remember that
Companies collect an ever-growing amount of information on customers, but forgetting the individuals behind big data is detrimental, not least to business, writes author and speaker John C. Havens. Today’s customers, empowered by mobile technologies and …
13 May 2015
Myth of globalization in consumer tech
In nearly every category Ben Bajarin (Principal Analyst, Creative Strategies) studies, he sees the regionalization of consumer tech, not its globalization. This view of the market is showing how regional technology players in many segments …

We are an international experience design consultancy helping companies and organisations to innovate their products, services and processes by putting people and their experiences first.

5 May 2015
Experientia designer Dohun YuLuck Jang 유록 in Design 4 Disaster

Design 4 Disaster features an engaging illustrated safety manual for ship passengers, a personal project by Experientia designer Dohun YuLuck Jang 유록. After the Korean ferry accident last year, Yuluck (who is Korean) wanted to find a way to make safety manuals more interesting to read. He spent one year designing an interactive safety guide […]

16 March 2015
Better Health and Wellbeing: Giving the elderly in Singapore sparkling golden years

Invitation: sharing session, Singapore, 30 March 2015   What are the hopes and fears of the elderly in Singapore? How can designers offer solutions that support the elderly in managing their health and wellness? What can healthcare professionals do to help them keep active? What role can technology play in the elderly’s daily lives? Design consultants […]

1 January 2015
Happy Playful New Year
21 December 2014
Experientia’s Twitter feed live

Experientia has now its own Twitter feed. Four months of Putting People First posts and other links have already been uploaded. If you followed Experientia on Twitter through the feed of its CEO, Mark Vanderbeeken, make sure to now also follow the company (but don’t unfollow Mark, who will keep on tweeting away). And while […]

19 December 2014
Putting People First blog redesigned

Experientia’s Putting People First blog has been redesigned. It is now entirely responsive, allows for easier browsing, searching, and filtering, and features larger images on the posts. The entire history of posts remains accessible as before. We are still tweaking things and welcome any feedback.

27 November 2014
Why the world needs anthropologists – an update

Why the world needs anthropologists – Coming out of the ivory tower Location: Padua, Italy, Centro Culturale Altinate/San Gaetano Date and time: Friday, 5 December 2014, 13:00 – 18:00 Padua, Italy, 5 December 2014 – The second edition of the international symposium of applied anthropologists attempts to erase the boundary between ‘pure’ and ‘applied’ anthropology, […]

See all articles