why we buy: the science of shopping summary

To see what your friends thought of this book. Very interesting! He is an insightful and captivating speaker, who frequently presents to trade associations and professional groups about the methodology and findings of his research. There are several reasons that this one got three stars and not four or even five, I'll list a few of them. And the (single) chapter on e-selling is pretty much a blow-off. In fastfood chains, customers spend more times reading “table tents” or hangers on table than any other types of restaurant because of high portion of them go to fastfood shops alone => they will read anything available on the table. With his team of sleuths tracking our every move, Paco Underhill lays bare the struggle among merchants, marketers, and increasingly knowledgeable … Just a moment while we sign you in to your Goodreads account. Underhill has spent more than 25 years conducting research on the different aspects of shopping behavior, earning his status as a leading expert and pioneer in the field. In contrast, men spend less time but are more likely to purchase clothes that fit them: 65% of male shoppers who tried something on bought it, as opposed to 25% of female shoppers. Start by marking “Why We Buy: The Science of Shopping” as Want to Read: Error rating book. Some of the obvious things the author points out are downright amusing. Change ). This book need not have been 250 pages long. I found parts of this book to be too much of a sales pitch for the author’s consultancy. Rather disappointing -- it reads like a book length sales brochure for Envirosell, the company the author founded. Change ), You are commenting using your Twitter account. Posted Feb 05, 2016 He is an insightful and captiv. (Hmmm... me and shopping? Brand names are disappearing. The author has a subtle sense of humor (doesn't try too hard) and the otherwise dull material was really quite interesting. Touch. Underhill is an anthropologist who studies what does and does not work in terms of increasing sales to your customers who have already walked into the store, but its stuff that could be applicable in classrooms to public spaces. Paco helps companies understand what motivates the behaviors of today’s consumer. Quick easy read that I would suggest to every adult who holds a job. Why We Buy – The Science of Shopping, by Paco Underhill, isn’t exactly what the title might imply. If you can create an atmosphere that fosters discussion of an outfit, say, or a telephone, the merchandise begins to sell itself. Click to read more about Why We Buy: The Science of Shopping by Paco Underhill. Why We Buy is based on hard data gleaned from thousands of hours of field research–in s. Is there a method to our madness when it comes to shopping? I'll read it again sometime. I am not into sales but this book was interesting enough. Why We Buy, gets down to the basics of how retailers and consumers interact. Quick easy read that I would suggest to every adult who holds a job. He discusses what different types of customers see, and how they respond. of course, shoppers don’t love pushy salespeople, so there’s a line here. Hailed by the San Francisco Chronicle as "a Sherlock Holmes for retailers," author and research company CEO Paco Underhill answers with a definitive "yes" in this witty, eye-opening report on our ever-evolving consumer culture. even more-so. Even the smallest stores can build customer loyalty by making their customers feel special. This was written more than a decade ago now, but even the author's views on online shopping and successful websites still make sense. Everyday low prices and free delivery on eligible orders. Talking. Some of the obvious things the author points out are downright amusing. Mirror. Trade Paperback. Paco Underhill is the founder and Strategic Advisor to Envirosell Inc., a research and advisory firm with headquarters in New York City and offices across the world. Paco Underhill (with a name like that, how could you go wrong?) ), + Electric store: non-buyers 5 mins, buyers 9 mins, + Toy store: buyer 17 mins, non buyers 10 mins (=> yes this is true, I spend lots of time in toy store when I have to buy gifts to my cousins/ niece because it reminds me of my childhood and I have to consider which will suit them),  The more time customers spend in shop, the more likely they will spend more => increase customers interaction with staff, the ambiance in store (slow, relaxing music). Read the Review. And once you’ve lured them in, … It's generally an easy read if you can get past the ongoing advert for his own consulting company. As I got to the end and the pages remaining on the right side of the book were thinning out, I realized, Underhill didn't answer why we buy. Emphasizing comfort and ease of shopping, product placement and predicting customer’s actions are all focal points of Why We Buy: The Science of Shopping. I didn't find it in this book. Also essential book for anyone curious about the culture of American (and now global) shopaholism. takes the tools that he learned as an anthropologist and in the 70's started applying them to the largest tribe in America: consumers and shoppers. June 2nd 2000 Customers love seats: especially in fashion retails where women buy, men want to sit and vice versa, => give them a chair to sit and lure them into reading other advertising materials. Take the "butt-bru. Its full of surprising and sometimes counterintuitive findings that if you really think about them make perfect sense. I think about these types of things continuously. This seems obvious, but it goes beyond simple cutting prices. Some of this stuff is very subtle. At even the poshest stores, the clearance racks get shopped avidly. The Science of Shopping. And I have never been in a tractor store nor do I plan on visiting one during this lifetime. As a consumer, this book frightens me; every display, every sign, every detail in a store is designed to part me from my money. => advertising upfront doesn’t work, it is very costly to companies to advertise at the entrance of retail but the fact it that customers they just care how to got into the shop, => products pile up (i.e. Nevertheless, I really wish we could make every one of my coworkers read this book! Why People Buy Psychology, ethics and sales – how they work together.

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