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
Publisher:
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.

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.

Social Psychology of Consumer Behavior

Author: Michaela Wanke
Publisher: Psychology Press
ISBN: 9781136642845
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.

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.

Psychological Foundations of Marketing

Author: Allan J Kimmel
Publisher: Routledge
ISBN: 9781315436074
Release Date: 2018-01-12
Genre: Business & Economics

This is the only textbook to provide an applied, critical introduction to the role of psychology in marketing, branding and consumer behavior. Ideally suited for both students and professionals, the new edition is a complete primer on how psychology informs and explains marketing strategies, and how consumers respond to them. The book provides comprehensive coverage of: Motivation: the human needs at the root of many consumer behaviors and marketing decisions. Perception: the nature of perceptual selection, attention, and organization and how they relate to the evolving marketing landscape. Decision making: how and under what circumstances it is possible to predict consumer choices, attitudes, and persuasion. Personality and lifestyle: how insight into consumer personality can be used to formulate marketing plans. Social behavior: the powerful role of social influence on consumption. Now featuring case studies throughout to highlight how psychological research can be applied in the marketplace, and insightful analysis of the role of digital media and new technologies, this award-winning textbook is required reading for anyone interested in this fascinating and evolving subject.

Game Retailer Guide

Author: Lloyd Brown
Publisher:
ISBN: 1935050184
Release Date: 2013-08-01
Genre:

Written by a veteran game store owner, the Game Retailer Guide is a how-to industry manual that contains everything you need to know in order to start and run a successful game-selling business. Topics the Game Retailer Guide covers include: * Administration & Planning * Building and Equipping the Store * Competitive Analysis * Products and Services * Marketing & Advertising * Operations * Financials * Advanced Lessons * Growth If you want to make your living in a field you can enjoy every day, the Game Retailer Guide is the ideal resource and its topics start from the thought, "I'd like to sell games for a living."

Store Design and Visual Merchandising Second Edition

Author: Ebster Claus
Publisher: Business Expert Press
ISBN: 9781631571138
Release Date: 2015-03-05
Genre: Business & Economics

The creative and science-driven design of the point of sale has become a crucial success factor for both retailers and service businesses. In the newly revised and expanded edition of this book, you will learn some of the shopper marketing secrets from the authors about how you can design your store to increase sales and delight shoppers at the same time. By the time you are through reading, you will have learned how shoppers navigate the store, how they search for products, and how you can make them find the products you want them to see. You will also be able to appeal to shopper emotions through the use of colors, scents, and music, as well as make shopping memorable and fun by creating unique experiences for your shoppers. The focus is on the practical applicability of the concepts discussed, and this accessible book is firmly grounded in consumer and psychological research. At the end of each chapter, you will find several takeaway points. The book concludes with the “Store Design Cookbook,” full of ready-to-serve recipes for your own store design and visual merchandising process.

Seducing the Subconscious

Author: Robert Heath
Publisher: John Wiley & Sons
ISBN: 9780470974889
Release Date: 2012-04-09
Genre: Psychology

"Seducing the Subconscious reveals how this brave new advertising world works, using illustrative examples of advertising campaigns that have been hugely successful without anyone quite being able to recall what they were trying to communicate"--

Brand Sense

Author: Martin Lindstrom
Publisher: Simon and Schuster
ISBN: 9781439172018
Release Date: 2010-02-02
Genre: Business & Economics

Did you know that the gratifying smell that accompanies the purchase of a new automobile actually comes from a factory-installed aerosol can containing "new car" aroma? Or that Kellogg's trademarked "crunch" is generated in sound laboratories? Or that the distinctive click of a just-opened jar of Nescafé freeze-dried coffee, as well as the aroma of the crystals, has been developed in factories over the past decades? Or that many adolescents recognize a pair of Abercrombie & Fitch jeans not by their look or cut but by their fragrance? In perhaps the most creative and authoritative book on how our senses affect our everyday purchasing decisions, global branding guru Martin Lindstrom reveals how the world's most successful companies and products integrate touch, taste, smell, sight, and sound with startling and sometimes even shocking results. In conjunction with renowned research institution Millward Brown, Lindstrom's innovative worldwide study unveils how all of us are slaves to our senses -- and how, after reading this book, we'll never be able to see, hear, or touch anything from our running shoes to our own car doors the same way again. An expert on consumer shopping behavior, Lindstrom has helped transform the face of global marketing with more than twenty years of hands-on experience. Firmly grounded in science, and disclosing the secrets of all our favorite brands, Brand Sense shows how we consumers are unwittingly seduced by touch, smell, sound, and more.

Buyology

Author: Martin Lindstrom
Publisher: Crown Business
ISBN: 0385528299
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.

Focus

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.

Merchandising Theory Principles and Practice

Author: Grace I. Kunz
Publisher: Fairchild Books
ISBN: 1563678268
Release Date: 2009-08-12
Genre: Business & Economics

Merchandising: Theory, Principles, and Practice, 3rd Edition, focuses on the process of merchandising and the principles applied to the planning, development, and presentation of product lines in both the manufacturing and retailing sectors. Each chapter includes case studies that illustrate how merchandising principles and theories are applied by actual businesses, and the chapter learning activities promote an interactive learning environment with multiple course objectives. Students will learn how to make sequential and integrated decisions to develop a complete merchandise plan and analyze the effectiveness of that plan. Instructors, contact your Sales Representative for access to Instructor's Materials.

Design Science in Tourism

Author: Daniel R. Fesenmaier
Publisher: Springer
ISBN: 9783319427737
Release Date: 2016-10-07
Genre: Business & Economics

This book explores the impact of design science and design thinking on tourism planning, gathering contributions from leading authorities in the field of tourism research and providing a comprehensive and interconnected panorama of cutting-edge results that influence the current and future design of tourist destinations. The book builds on recent findings in psychology, geography and urban and regional planning, as well as from economics, marketing and communications, and explores the opportunities arising from recent advances in the Internet and related technologies like memory, storage, RFID, GIS, mobile and social media in the context of collecting and analyzing traveler-related data. It presents a broad range of insights and cases on how modern design approaches can be used to develop new and better touristic experiences, and how they enable the tourism industry to track and communicate with visitors in a more meaningful way and more effectively manage visitor experiences.