Why We Buy: The Science of Shopping

3.9 avg rating
( 10,580 ratings by Goodreads )
 
9781587990441: Why We Buy: The Science of Shopping
View all copies of this ISBN edition:
 
 

This story is about the world of shopping. The world of shopping is in flux as retail designers and marketers recognize that their 20th century tools are getting rusty and dull. The first-world customer is older, wiser, and more cynical. For merchants and marketers trained to fight wars - Coke vs. Pepsi, Sainsbury's vs. Tesco - the unpleasant surprise is that they find themselves in a 21st century bar fight, where everybody is competing with everybody else for the customer's discretionary expenditure.

"synopsis" may belong to another edition of this title.

Review:

In an effort to determine why people buy, Paco Underhill and his detailed-oriented band of retail researchers have camped out in stores over the course of 20 years, dedicating their lives 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 interaction between shopper and store. They've discovered that men who take jeans into fitting rooms are more likely to buy than females (65 percent vs. 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; contact between employees and shoppers; 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 capitalize on a shopper's unspoken inclinations and desires.

Underhill, whose clients include McDonald's, Starbucks, Estée Lauder, and Blockbuster, stocks Why We Buy with a wealth of retail insights, 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 aging baby-boom population and predicting how online retailing will affect shopping malls. This lighthearted look at shopping is highly recommended to anyone who buys or sells. --Rob McDonald

About the Author:

Paco Underhill is the founder of Envirosell, a research and consulting practice specialising in consumer shopping patterns and retail strategies. His clients include Calvin Klein, Hallmark Cards, Microsoft, Burger King, and Blockbuster Entertainment.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Underhill, Paco
Published by Texere (2001)
ISBN 10: 158799044X ISBN 13: 9781587990441
New Paperback Quantity Available: 2
Seller:
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description Texere, 2001. Paperback. Condition: New. Never used!. Seller Inventory # P11158799044X

More information about this seller | Contact this seller

Buy New
US$ 61.11
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

2.

Paco Underhill
Published by Texere (2001)
ISBN 10: 158799044X ISBN 13: 9781587990441
New Softcover Quantity Available: 1
Seller:
Irish Booksellers
(Portland, ME, U.S.A.)
Rating
[?]

Book Description Texere, 2001. Condition: New. book. Seller Inventory # M158799044X

More information about this seller | Contact this seller

Buy New
US$ 94.18
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds