Why We Buy

Author: Paco Underhill
Publisher: Simon and Schuster
ISBN: 9781416595243
Release Date: 2009
Genre: Business & Economics

A revised edition of a best-selling work on America's consumer culture makes observations about the retail practices of other cultures, describes the latest trends in online retail, and makes recommendations for how major companies can dramatically improve customer service practices. Original.

Why We Buy

Author: Paco Underhill
Publisher: Simon and Schuster
ISBN: 9781416561743
Release Date: 2000-06-02
Genre: Business & Economics

Revolutionary retail guru Paco Underhill is back with a completely revised edition of his classic, witty bestselling book on our ever-evolving consumer culture—full of fresh observations and important lessons from the cutting edge of retail such as Internet behemoths Amazon and iTunes as well as the globalization of retail in the world’s emerging markets.

Why We Buy

Author: Paco Underhill
ISBN: 1439500215
Release Date: 2008-06-26
Genre: Business & Economics

An expert on shopping behavior and motivation offers an analysis of consumers' tastes and habits, discussing why point-of-sale purchases are still the most significant, and why Internet shopping will not replace the mall.


Author: Martin Lindstrom
Publisher: Crown Business
ISBN: 9780385528290
Release Date: 2008-10-21
Genre: Business & Economics

How much do we know about why we buy? What truly influences our decisions in today’s message-cluttered world? An eye-grabbing advertisement, a catchy slogan, an infectious jingle? Or do our buying decisions take place below the surface, so deep within our subconscious minds, we’re barely aware of them? In BUYOLOGY, Lindstrom presents the astonishing findings from his groundbreaking, three-year, seven-million-dollar neuromarketing study, a cutting-edge experiment that peered inside the brains of 2,000 volunteers from all around the world as they encountered various ads, logos, commercials, brands, and products. His startling results shatter much of what we have long believed about what seduces our interest and drives us to buy. Among the questions he explores: Does sex actually sell? To what extent do people in skimpy clothing and suggestive poses persuade us to buy products? Despite government bans, does subliminal advertising still surround us – from bars to highway billboards to supermarket shelves? Can “Cool” brands, like iPods, trigger our mating instincts? Can other senses – smell, touch, and sound - be so powerful as to physically arouse us when we see a product? Do companies copy from the world of religion and create rituals – like drinking a Corona with a lime – to capture our hard-earned dollars? Filled with entertaining inside stories about how we respond to such well-known brands as Marlboro, Nokia, Calvin Klein, Ford, and American Idol, BUYOLOGY is a fascinating and shocking journey into the mind of today’s consumer that will captivate anyone who’s been seduced – or turned off – by marketers’ relentless attempts to win our loyalty, our money, and our minds.

Call of the Mall

Author: Paco Underhill
Publisher: Simon and Schuster
ISBN: 0743235924
Release Date: 2005-01-03
Genre: Business & Economics

Profiling malls as powerful intersections of American consumer marketing, the media, and street culture, an examination of malls as reflections of commercial and social culture considers what does and does not work in a mall setting and what malls mean to everyday people. Reprint. 50,000 first printing.

Consumer Psychology

Author: Jansson-Boyd
Publisher: McGraw-Hill Education (UK)
ISBN: 9780335239795
Release Date: 2010-01-01
Genre: Psychology

Psychology is central to an effective understanding of consumption behaviours. The aim of this book is to provide an overall understanding for why people consume certain products and services and how this affects their behaviour and psychological well being.

Shopper Marketing

Author: Markus Ståhlberg
Publisher: Kogan Page Publishers
ISBN: 9780749464721
Release Date: 2012-02-03
Genre: Business & Economics

Shopper Marketing details how marketers can influence the buying decision in-store. The 35 contributors from top companies around the world have packed the book with practical advice on shopper needs and trends, retail environments, effective packaging and much more to equip product and brand managers, packaging experts, merchandising specialists and more with the tools they need to be successful in this field of sales promotion. The second edition of Shopper Marketing has been fully updated to include a new forward by marketing guru Philip Kotler and 12 new articles that reflect the current changes in the fast growing area, focusing specifically on the international scope, the online presence and the future of shopper marketing. New case studies from India, China, Brazil and Japan also add to the depth and breadth of the first edition.

Social Psychology of Consumer Behavior

Author: Michaela Wanke
Publisher: Psychology Press
ISBN: 9781136642838
Release Date: 2008-12-16
Genre: Psychology

The Social Psychology of Consumer Behavior brings together the most promising and theoretically fruitful research developments by internationally renowned scholars, whose work is at the cutting edge of research. Experts from both fields – social psychology and consumer behavior – provide an informed, up-to-date overview, from an original integrative perspective. The aim of this volume is two-fold. On the one hand, the application of social psychology to consumer behavior is meant to broaden the horizon of social psychologists. On the other hand, students and researchers of consumer behavior will be offered an advanced account of relevant theories tailored to their interests. While the range of topics is rather broad – including the construal of judgments and decisions, affective and cognitive feelings, social and media influences, and goals and self-regulation – each chapter is focused on one specific theoretical or methodological perspective and thereby gives a comprehensive and penetrative account of the relevant issues and the respective research. The volume provides an invaluable resource to students, researchers, and instructors in social psychology, consumer psychology, consumer behavior, and marketing.

Retail s Seismic Shift

Author: Michael Dart
ISBN: 9781250142856
Release Date: 2017-10-31
Genre: Business & Economics

Compared to 25 years ago, today’s retail experience is a world apart. Almost anything can be ordered, delivered and picked up rapidly, often customized to personal preferences at no extra cost. The smartphone has created a world of limitless consumer expectation and logistical possibility. So how much further can it go? What will the retail experience look like in ten, twenty, or even fifty years–and how should companies, big and small, be preparing? Amazon may still loom large, say industry experts Robin Lewis and Michael Dart, but now they’ll actually be profitable, as mobile shopping becomes the norm. More importantly, the primacy of access over ownership, and experience over material goods, will force retailers to transform their offerings. Demographic trends, like the glut of seniors and the declining marriage rate, and societal trends, like income polarization and continued urbanization, will have surprising effects on which brands and products take center stage. And the double-edged sword of technology will be fully apparent: no more cards or cash, but pervasive fear of fraud and surveillance from the dark Web and the rise of A.I.. In their previous book, The New Rules of Retail, Lewis and Dart predicted nearly every defining characteristic of today’s marketplace–and the industry snapped it up in two editions. Now, in Retail's Seismic Shift, they do the same for the next era, where retailers will have to be ready for anything.

Inside the Mind of the Shopper

Author: Herb Sorensen
Publisher: FT Press
ISBN: 9780134307817
Release Date: 2016-08-10
Genre: Business & Economics

World-Renowned Shopper Scientist Dr. Herb Sorensen Reveals: How Today’s Shoppers Think, Behave, and Buy New Insights for Creating High-Profit Retail Experiences! In retail, there’s only one number one. It’s not Wal-Mart or Costco, or even Amazon: It’s the shopper. To create high-profit retail experiences, you need to know exactly how your shopper thinks, feels, and acts at the point of purchase. Dr. Herb Sorensen illuminates today’s consumer behavior in the context of radical technological and societal changes that are transforming retail. Building on these deep consumer insights, Sorensen introduces revolutionary new approaches to improving performance in self-service retail—whatever you sell, via bricks or clicks. You’ll discover today’s best ways to get the right items to the right customers when they want them… surpass the expectations of customers trained by online retail… own every consumer “moment of truth”! New coverage includes: Converging clicks and bricks into a super-high-efficiency retail engine Building the “webby store”: visually managing every display like a web page Bringing product and shopper together via optimized navigation and search Measuring and promoting shopper efficiency Motivating long-cycle purchases: cars, tech, appliances, apparel, and more Speeding today’s shoppers from “want” to “need”

Consumer Behavior

Author: Frank R. Kardes
ISBN: 0538746866
Release Date: 2010-04-05
Genre: Consumer behavior

This wide-ranging yet focused text provides an informative introduction to consumer behavior supported by in-depth, scientifically grounded coverage of key principles and applications. CONSUMER BEHAVIOR: SCIENCE AND PRACTICE, 1e, International Edition devotes ample attention to "classic" consumer behavior topics, including consumer information processing, consumer decision making, persuasion, and the role of culture and society on consumer behavior. In addition, this innovative new text explores important current topics and trends relevant to modern consumer behavior, such as international and ethical perspectives, an examination of contemporary media, and a discussion of online tactics and branding strategies. This versatile text strikes an ideal balance among theoretical concepts, cutting-edge research findings, and applied real-world examples that illustrate how successful businesses apply consumer behavior to develop better products and services, market them more effectively, and achieve a sustainable competitive advantage. With its strong consumer-focused, strategy-oriented approach, CONSUMER BEHAVIOR: SCIENCE AND PRACTICE, 1e, International Edition will serve students well in the classroom and help them develop the knowledge and skills to succeed in the dynamic world of modern business.

The New Rules of Retail

Author: Robin Lewis
Publisher: St. Martin's Press
ISBN: 9781137480897
Release Date: 2014-08-12
Genre: Business & Economics

In The New Rules of Retail, industry gurus Robin Lewis and Michael Dart explained how unprecedented consumer power, enabled by technology and globalization, is revolutionizing retail. They warned that survival in these dynamic times called for a business model based on three distinct competencies: preemptive, perpetual distribution; a neurological customer connection; and total control of the value chain. In the years since that book published, many of their predictions have come true. Now, they revisit timeless case studies like Ralph Lauren and Sears, as well as new additions like Trader Joe's, Lululemon, and Warby Parker, to assess how retailers must continue to evolve in the era of e-commerce, data mining, and tiered distribution. They also identify the five current trends that are currently driving consumer demand, including technology integration and channel consolidation, as exemplified by Jeff Bezos at Amazon. This is a fully revised and updated guide from two proven retail prognosticators.


Author: Heidi Grant Halvorson, Ph.D.
Publisher: Penguin
ISBN: 9781101609897
Release Date: 2013-04-18
Genre: Psychology

We all want to experience pleasure and avoid pain. But there are really two kinds of pleasure and pain that motivate everything we do. If you are promotion-focused, you want to advance and avoid missed opportunities. If you are prevention-focused, you want to minimize losses and keep things working. And as Tory Higgins has found in his groundbreaking research, if you understand how people focus, you have the power to motivate yourself and everyone around you. Showing how promotion/prevention focus applies across a wide range of situations from selling products to managing employees to raising children to getting a second date, Halvorson and Higgins show us how to identify focus, how to change focus, and how to use focus exactly the right way to get results. Short, punchy, and prescriptive, Focus will help you see not just what’s going on around you— but what’s underneath. Visit the author's website at www.heidigranthalvorson.com for a special pre-order giveaway.

Introducing Cultural Anthropology

Author: Roberta Edwards Lenkeit
Publisher: McGraw-Hill Humanities, Social Sciences & World Languages
ISBN: 007282025X
Release Date: 2003-07-01
Genre: Anthropology

A brief, accessible introduction to cultural anthropology with in-text activities that give students the opportunity to explore anthropology's relevance to their own lives.