Inside the mind of the shopper : the science of retailing by Herb Sorensen Book 48 editions published between and in 5 languages and held by 1, WorldCat member libraries worldwide In this book, the author uncovers the truth about the retail shopper and rips away the myths and mistakes that lead retailers to miss their greatest opportunities.
He reveals how consumers actually behave, move and make buying decisions. He presents powerful, tested strategies for increasing sales and designing more effective stores. Half of all supermarket shopping trips result in the purchase of five or fewer items. And three basic segments of customers--"Quick," "Fill-In," and "Stock-Up"--exhibit distinctive shopping behaviors. Given these multi-perspective features of retailing, retailers should rethink how they merchandize and rethink the idea of the store as a community warehouse"--Resource description page.
Use innovative new pricing strategies to create value and attract customers Know your shoppers : collection by Herb Sorensen 9 editions published between and in English and Undetermined and held by 27 WorldCat member libraries worldwide In Inside the Mind of the Shopper , world-renowned retail consultant Dr. Herb Sorensen, Ph. Drawing on Sorensen's breakthrough second-by-second analysis of millions of shopping trips, this book reveals how consumers actually behave, move, and make buying decisions as they move through supermarkets and other retail stores.
Sorensen presents powerful, tested strategies for designing more effective stores, improving merchandising, and driving double-digit sales increases. He identifies simple interventions that can have dramatic sales effects, and shows why many common strategies simply don't work.
Get free ground shipping on all U. Shop now. Herb Sorensen is a preeminent authority on observing and measuring shopping behavior and attitudes within the four walls of the store.
He has worked with Fortune retailers and consumer packaged-goods manufacturers for more than 40 years, studying shopper behavior, motivations, and perceptions at the point of purchase. Sorensen's methods are helping to revolutionize retail-marketing strategies from a traditional "product-centric" perspective to a new "shopper-centric" focus.
As Baseline magazine commented, "Herb Sorensen and Paco Underhill are the yin and yang of observational research. Herb appeared on the television show Dr. Not that they never listened. This confirms my accurate depiction of retailers as "merchant-warehousemen," making their profits from supervising "brand-on-brand" mayhem competition in the aisles. Unfortunately, brands hardly are able to focus on the shopper, given the roaring cacophony of competitive "communication" they are immersed in.
None of this detracts from the absolute genius, and societal benefit of self-service retail. Amazon's Whole Foods is no significant advance, but Amazon GO represents the cutting edge of a vast change that will sweep bricks-and-mortar retailing. But it is still short of getting to "the mind of the shopper.
However, online does allow immediate connection of the mind of the shopper to the mind of the seller. AND connection to the infinite "long-tail," all the merchandise in the world! So "awareness and growth" are exactly right in describing what is going on. However, maybe bricks retailers will learn to focus more on the shoppers, than just on their suppliers?
And the 40, items in 40, square feet of their floor space. This is simply an expansion of the "dark store" concept discussed on page 43 of " Inside the Mind of the Shopper! In other words, maybe retailers will actually pay more attention to their shoppers than to their suppliers, and their own management of 40, items in 40, square feet of store.
But why care about all that, when the retailers' real obsession is with the "stock-up shopper" -- a tiny minority of their regular customers? This clearly has significant relevance, globally, during this Corona-virus challenge. SELF-checkout advances this to payment at the exit. But it will never replace the immediacy and experience of personal shopping.
Load More Comments. Oct 12, 10 expert comments. BrainTrust Query: The faster you close sales, the more you will sell Feb 27, 14 expert comments. Nov 05, 12 expert comments. Consumers Shop Back to Front Sep 09, 0 expert comments. Load More Articles. Please send me information. First Last.
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