Review, buy General: Why We Buy: The Science of Shopping, Inefficient Markets: An Introduction to Behavioral Finance (Clarendon Lectures in Economics), The Abundance Book, Planning and Managing Public Relations Campaigns: A Step-by-step Guide (PR in Practice), Adventures of a Currency Trader: A Fable About Trading, Courage, and Doing the Right Thing (Wiley Trading), Drop Dead Brilliant: Dazzle in the Workplace with Confidence and Panache!, Small Business Marketing for Dummies (For Dummies), The Science of Getting Rich, Special Edition Using Microsoft Office Excel 2007 (Special Edition Using), Accounting and Finance for Non-specialists, An Introduction to Repo Markets (Securities Institute), Wishcraft: How to Get What You Really Want, How to Run Seminars and Workshops: Presentation Skills for Consultants, Trainers and Teachers, 5S for Operators: 5 Pillars of the Visual Workplace (Shopfloor): 5 Pillars of the Visual Workplace (Shopfloor), Instant Leads: Create a Steady Stream of Customers and Keep Your Business Growing (Instant Success Series), Start Your Own Florist Shop and Other Floral Businesses (Start Your Own Florist Shop & Other Floral Businesses), How to Pass Numerical Reasoning Tests: A Step-by-step Guide to Learning the Basic Skills, Building Services Handbook: Incorporating Current Building & Construction Regulations: Incorporating Current Building and Construction Regulations (Building ... Regulations (Building Services Handbook), Financial Accounting, The Education of a Speculator

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Review Touchstone / Why We Buy: The Science of Shopping

Why We Buy: The Science of Shopping (Touchstone)

Authors

Paco Underhill

Publication date: 2004-02-16
Dewey code: 658.834
Price: £15.99

Review Why We Buy: The Science of Shopping / Touchstone:

In an effort to determine why people buy, Paco Underhill and his detailed- orientated band of retail researchers have camped out in stores for over 20 years, dedicating their efforts to the "science of shopping. " Armed with an array of video equipment, store maps, and customer profile sheets, Underhill and his consulting firm Envirosell have observed over 900 aspects of shopper/store interaction. They've discovered that men who take jeans into the fitting room are more likely to buy then females (65 percent to 25 percent). They've learned how the "butt-brush factor" (bumped from behind, shoppers become irritated and move elsewhere) makes women avoid narrow aisles. They've quantified the importance of shopping baskets, employees/shopper contact, the "transition zone" (the area just inside the store's entrance), and "circulation patterns" (how shoppers move throughout a store). And they've explored the relationship between a customer's amenability and profitability, learning how good stores capitalise on a shopper's unspoken inclinations and desires. Underhill-whose clients include McDonald's, Starbuck's, Estee Lauder, and Blockbuster- stocks Why We Buy with a bevy of retail epiphanies, showing how men are beginning to shop like women, and how women have changed the way supermarkets are laid out. He also looks to the future, projecting massive retail opportunities with an ageing baby-boom population and predicting how online retailing will affect shopping malls. This lighthearted look at the shopping is highly recommended for anyone who buys or sells. - Rob McDonald, Amazon. [+]

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