This provides an in-depth explanation of the Jobs to Be Done (JTBD) theory, defining a "job" as the progress a person is trying to make in a specific situation, where products are viewed as "workers" hired to complete that job.
It examines how understanding a customer's functional, emotional, and social job components is crucial for identifying new business opportunities by seeking a "sense of incongruity" with existing solutions.
This theoretical framework is then practically demonstrated through the successful marketing strategy of Ajinomoto's Cook Do Oyster Sauce, which achieved market leadership by intentionally shifting the product's perception from a "specialist" (for Chinese cuisine) to a "generalist" (an everyday, versatile seasoning) to increase its "employment opportunities" with consumers. This case illustrates how leveraging JTBD can drive "perception change" and lead to increased sales through both customer acquisition and usage volume.
