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Why We Buy: The Science of Shopping by Paco Underhill

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Why We Buy: The Science of Shopping by Paco Underhill

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Quick Overview

This book reveals the shopping behaviour of the modern consumer and the (hidden) tactics employed by retailers and producers to entice them to buy.


Shopping: there's a lot more to it if you know how to look. We speed up when we walk past a bank (nothing to look at, of course), so if you don't want your customers to shoot straight past you, don't open your shop next to a bank. And once you've lured them in, whatever you do, don't put key items just inside the door. This is "decompression zone" where we take the five to 15 paces we need to adjust to the shop's lighting and slow down from normal walking pace to browsing. And don't ever put menswear at the back of the shop; male customers don't like having to walk through womenswear. And while we're in womenswear, don't place goods that require close scrutiny in narrow aisles. Your female customers will leave if they are brushed or knocked by passing shoppers. Understanding the science of shopping is fascinating, but it can be hugely profitable. By using state-of-the-art observational techniques and research methods grounded in anthropology and environmental psychology, Paco Underhill uncovers the secrets that have made him the retail industry's most sought-after adviser, with clients including McDonald's, Levi-Strauss, Coca-Cola and Sony. Why We Buy is essential reading for anyone involved in the business of consumer products and is a hugely entertaining read for all of us who have that one thing in common. We shop.

Additional Information

SKU GOR001472514
Title Why We Buy: The Science of Shopping
Author By (author) Paco Underhill
Contributor No
Condition VERYGOOD
Binding Type Paperback
Publisher Cengage Learning, Inc
Year Published 2000
Page Number 255
ISBN 158799044X
ISBN13 9781587990441
Cover Note Book picture is for illustrative purposes only, actual cover or edition may vary.
Prizes No
Edition Text N/A
Note This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.
Ex Library No

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