<description>&lt;p&gt;Byron Sharp, author of &lt;a class="c-link" href= "https://adage.com/article/cmo-strategy/the-world-according-to-byron-sharp-customer-loyalty-cheating/309532/" target="_blank" rel="noopener noreferrer" data-stringify-link= "https://adage.com/article/cmo-strategy/the-world-according-to-byron-sharp-customer-loyalty-cheating/309532/" data-sk="tooltip_parent"&gt;"How Brands Grow,"&lt;/a&gt; and director of the &lt;a class="c-link" href="https://marketingscience.info/" target="_blank" rel="noopener noreferrer" data-stringify-link= "https://marketingscience.info/" data-sk= "tooltip_parent"&gt;Ehrenberg-Bass Institute of Marketing Science&lt;/a&gt;, espouses an approach that flies in the face of much modern marketing wisdom about the importance of media targeting, personalization and incentivizing customer loyalty. He explains his views, including why he thinks brands with the most "physical availability" (i.e. broadest retail distribution) and "mental availability" (top-of-mind awareness) will win.&lt;/p&gt;</description>

Ad Age Marketer's Brief

E.J. Schultz & Adrianne Pasquarelli

Evidence-based marketing—why reach matters more than loyalty, with Byron Sharp

DEC 17, 202521 MIN
Ad Age Marketer's Brief

Evidence-based marketing—why reach matters more than loyalty, with Byron Sharp

DEC 17, 202521 MIN

Description

Byron Sharp, author of "How Brands Grow," and director of the Ehrenberg-Bass Institute of Marketing Science, espouses an approach that flies in the face of much modern marketing wisdom about the importance of media targeting, personalization and incentivizing customer loyalty. He explains his views, including why he thinks brands with the most "physical availability" (i.e. broadest retail distribution) and "mental availability" (top-of-mind awareness) will win.