The Experience Logic as a New Perspective for Marketing Management

From Theory to Practical Applications in Different Sectors

  • Tonino Pencarelli
  • Fabio Forlani

Part of the International Series in Advanced Management Studies book series (ISAMS)

Table of contents

  1. Front Matter
    Pages i-viii
  2. Tonino Pencarelli, Fabio Forlani
    Pages 1-12
  3. Theoretical Contributions

    1. Front Matter
      Pages 13-13
    2. Fabio Forlani, Andrea Buratti, Tonino Pencarelli
      Pages 15-42
  4. Sectoral Applications

    1. Front Matter
      Pages 69-69
    2. Gian Luca Gregori, Tonino Pencarelli, Valerio Temperini, Simone Splendiani, Fabio Forlani
      Pages 91-109
    3. Fulvio Fortezza, Andrea Dusi, Tonino Pencarelli
      Pages 111-123
    4. Tonino Pencarelli, Marco Cioppi, Ilaria Curina, Fabio Forlani
      Pages 169-185
    5. Tonino Pencarelli, Fabio Forlani, Mauro Dini
      Pages 205-220

About this book


This book provides stimulating insights into the ways in which the adoption of experience logic can revitalize marketing perspectives and stimulate novel approaches to the creation and delivery of value. The first part of the book, which has a theoretical focus, reviews the international literature and offers conceptual observations on the experiential perspective. Suggestions are made on how experience logic can act as a new driver for the management of marketing processes in firms within the context of the experience economy. In the second part of the book, attention turns to the applications of experience logic in different sectors, including tourism, commerce, culture, and trade shows. Company-specific examples of benefits of the experiential approach are also explored in case studies on gift box providers, marketing of traditional local products, and the cosmetics industry. The book will be of particular interest for marketing specialists, but will additionally be of value for managers in private companies and public bodies who wish to enhance their marketing methods.


Customer experience Customer experience management Experience economy Experience logic Experiential marketing Experience marketing Marketing innovation Competitive strategy Value proposition Destination marketing

Editors and affiliations

  • Tonino Pencarelli
    • 1
  • Fabio Forlani
    • 2
  1. 1.Department of Economics, Society, PoliticsUniversity of Urbino “Carlo Bo”UrbinoItaly
  2. 2.Department of EconomicsUniversity of PerugiaPerugiaItaly

Bibliographic information

  • DOI
  • Copyright Information Springer International Publishing AG, part of Springer Nature 2018
  • Publisher Name Springer, Cham
  • eBook Packages Business and Management
  • Print ISBN 978-3-319-77549-4
  • Online ISBN 978-3-319-77550-0
  • Series Print ISSN 2366-8814
  • Series Online ISSN 2366-8822
  • Buy this book on publisher's site