Inside the mind of the shopper : the science of retailing / Herb Sorensen.

Format:

Book

Author/Creator:

Sorensen, Herb, 1944-

Contributor:

Lippincott Library Book Endowment Fund.

Language:

English

Subjects (All):

Retail trade.

Consumer behavior.

Marketing.

Stores, Retail--Design and construction.

Stores, Retail.

Physical Description:

xix, 227 pages : illustrations ; 24 cm

Place of Publication:

Upper Saddle River, N.J. : Wharton School Pub., [2009]

Summary:

How Today's Shoppers Really Think, Behave, And Buy:

Breakthrough Insights for Creating High-Profit Retail Experiences!

Today, improving the effectiveness of the retail experience is no longer and option: It's a matter of survival-and nobody knows more about doing that than Herb Sorensen. That's because Sorensen understands your customer's in-store behavior better than anyone else on earth.

Now, drawing on microscopic analysis of millions of shopping trips, Sorensen reveals exactly what your customers are thinking, why they behave as they do, and how to reshape stores to deliver truly remarkable results.

You'll discover how to drive more profit from the "quick trip" ... the three "moments of truth" in every shopping event... customer "migration patterns" within the store... and how to use "active retailing" to place products precisely where they'll do best.

Contents:

The quick trip : eighty percent of shopper time is wasted

Three moments of truth and three currencies

In-store migration patterns : where shoppers go and what they do

Active retailing : putting products into the path of shoppers

Brands, retailers, and shoppers : why the long tail is wagging the dog

The quick trip paradox : an interview with Unilever's Mike Twitty

Integrating online and offline retailing : an interview with professors Peter Fader (the Wharton School) and Wendy Moe (University of Maryland)

Multicultural retailing : an interview with Emil Morales, senior vice president of TNS Multicultural

Insights into action : a retailer responds : an interview with Mark Heckman of Marsh Supermarkets

Conclusions : the Internet goes shopping.

Notes:

Includes bibliographical references and index.

Local Notes:

Acquired for the Penn Libraries with assistance from the Lippincott Library Book Endowment Fund.

ISBN:

0137126859

OCLC:

276340554

Publisher Number:

99948771671