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Paperback
Publisher: Simon & Schuster
Is there a method to our madness when it comes to shopping? 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. Why We Buy is based on hard data gleaned from thousands of hours of field research -- in shopping malls, department stores, and supermarkets across America. With his team of sleuths tracking our every move, from sweater displays at the mall to the beverage cooler at the drugstore, Paco Underhill lays bare the struggle among merchants, marketers, and increasingly knowledgeable consumers for control. In his quest to discover what makes the contemporary consumer tick, Underhill explains the shopping phenomena that often go unnoticed by retailers and shoppers alike, including: How a well-placed shopping basket can turn a small purchase into a significant sale
What the "butt-brush factor" is and how it can make sales plummet
How working women have altered the way supermarkets are designed
How the "boomerang effect" makes product placement ever more challenging
What kinds of signage and packaging turn browsers into buyers For those in retailing and marketing, Why We Buy is a remarkably fresh guide, offering creative and insightful tips on how to adapt to the changing customer. For the general public, Why We Buy is a funny and sometimes disconcerting look at our favorite pastime.
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
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| Why We Buy |
| Customer Rating: 5 out of 5 |
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This book is in good condition and got here in the time it should have.
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| Every marketer should read this book! |
| Customer Rating: 5 out of 5 |
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Very interesting concept of watching human behavior in order to increase success of your marketing efforts and your sales. Paco uncovers some interesting truths about human behavior that might influence your sales. A fascinating read.
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| Where's the science? |
| Customer Rating: 2 out of 5 |
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I am on page 144 of this book. A sucker for sociology and anthropology books, I was very excited about getting my hands on a book like this one, that promises so much to the reader. However, I must admit that I am disappointed so far. Mr. Underhill writes in an arrogant tone of voice to explain things he seems to believe are phenomena that have been discovered by him, but that in fact are common sense.
I also recoiled at the chapters about gender differences in shopping. I tried to remind myself "maybe this guy know what he's talking about....maybe this is what his years of experience have taught him", but in spite of that I still remain very skeptical of his sweeping generalizations about women and men as shoppers. The underlying assumption that I picked up in his gender chapters was that a) all men are heterosexual hardware-store-loving stereotypical couch potato husbands and that b) that all women are prissy shopaholics (and to a certain extent, the bossy wive types who rule the roost at home).
I just don't buy it. Mr. Underhill's gospel seems far too heavily reliant on what seems to be to me nothing more than stereotypes.
More facts, numbers, statistics, and science please!
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| OK |
| Customer Rating: 4 out of 5 |
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Some interesting insights here, but some more editing was required -- some sections seem like he's just repeating himself or going through the motions. The book could have been shorter.
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| Helpful |
| Customer Rating: 4 out of 5 |
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Lots of practical tips for organizing my store. Many I never thought of that make perfect sense.
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