Comments on: Means End Theory: People Don’t Buy Features Or Benefits

By: Liam Duffy

Liam Duffy — Sun, 09 Oct 2011 05:32:57 +0000

I agree, benefit, feature, emotional trigger..

By: liezel

liezel — Fri, 19 Aug 2011 14:55:16 +0000

@ Jeremy:
More like someone’s saying a certain soap is good for her skin and she haven’t used it even once I agree with you there.

By: Internet Marketing Consulting

Internet Marketing Consulting — Mon, 09 May 2011 22:31:57 +0000

we have first terms of features benefits. everyone depend to their goal.

By: Designer Sunglasses

Designer Sunglasses — Thu, 05 May 2011 12:33:24 +0000

I appreciate your blog because of unique and informative content which is very useful for everyone. Thanks for sharing such useful information.

By: Jeremy - Marketing Services

Jeremy - Marketing Services — Mon, 28 Feb 2011 17:42:55 +0000

Hey Jesse,

I have a Communications degree, and this is what we call the “axis of the message”. I also feel this post strongly relates to your other post “SEO without marketing is like optimizing crap”. A site with no communication axis is basically crap, for example all those crappy FDA flowers site.

By: Jesse Kanclerz

Jesse Kanclerz — Sat, 12 Jul 2008 13:46:01 +0000

Logic,

I’m glad you enjoyed the K2 helmet story. It clearly demonstrates the links between features, benefits and valued-end states, and that people buy based on their own unique value propositions. Means-End Chains are useful in discovering the strongest associations that groups of customers share.

That said, MEC is a powerful tool to help companies, and their sales teams to move away from selling only on price. When you understand the driving motivations for buying it’s that much easier to make price a secondary issue.

Thanks for commenting Logic.

By: Logic

Logic — Fri, 11 Jul 2008 22:14:15 +0000

Hello see we have told to sell on benifits however after reading tou K2 helmet story I clearly read how this product sells. What I like best about the story is that the price was not the main issue a consideration but not the main focus. This is refreshing we are so over the 9.99 cheap cheaper concept. We like those that buy on purpose and need so thank you for sharing.

Logic…