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Why We Buy: The Science of Shopping--Updated and Revised for the Internet, the Global Consumer, and Beyondby Paco Underhill
Synopses & Reviews
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, which is taking place in the world's emerging markets. New material includes:
The latest trends in online retail — what retailers are doing right and what they're doing wrong — and how nearly every Internet retailer from iTunes to Amazon can drastically improve how it serves its customers.
A guided tour of the most innovative stores, malls and retail environments around the world — almost all of which are springing up in countries where prosperity is new. An enormous indoor ski slope attracts shoppers to a mall in Dubai; an uber luxurious Sao Paolo department store provides its customers with personal shoppers; a mall in South Africa has a wave pool for surfing.
The new Why We Buy is an essential guide — it offers advice on how to keep your changing customers and entice new and eager ones.
Is there a method to the madness when it comes to shopping? Hailed by the "San Francisco Chronicle" as "a Sherlock Holmes for retailers," author and CEO Underhill answers with a definitive "yes" in this witty, eye-opening report on the nation's ever-evolving consumer culture.
About the Author
A leading expert and pioneer on consumer behavior, Paco Underhill is the founder and CEO of Envirosell, Inc., a global research and consulting firm. His clients include Saks Fifth Avenue, Gap, Hallmark, the U.S. Postal Service, Wal-Mart, and Starbucks. Underhill has been profiled on 20/20 and 48 Hours, featured in The New Yorker, Fortune, and Fast Company, and is a regular contributor to NPR and many publications, including The Wall Street Journal and The New York Times. His previous book, Why We Buy, was an international bestseller and has been translated into eighteen foreign languages. Underhill is based in New York but spends a third of the year on the road.
Table of Contents
INSTEAD OF SAMOA, STORES: THE SCIENCE OF SHOPPING
1. A Science Is Born
2. What Retailers Don't Know
WALK LIKE AN EGYPTIAN: THE MECHANICS OF SHOPPING
3. The Twilight Zone
4. You Need Hands
5. How to Read a Sign
6. Shoppers Move Like People
MEN ARE FROM SEARS HARDWARE, WOMEN ARE FROM BLOOMINGDALE'S: THE DEMOGRAPHICS OF SHOPPING
8. Shop Like a Man
9. What Women Want
10. If You Can Read This You're Too Young
SEE ME, FEEL ME, TOUCH ME, BUY ME: THE DYNAMICS OF SHOPPING
12. The Sensual Shopper
13. The Big Three
14. Time, Real and Perceived
15. Cash/Wrap Blues
16. Magic Acts
17. In Cyberspace, No One Can Hear You Shop
18. The Self-Exam
19. Final Thoughts
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