Tuesday, December 15, 2009

Why We Buy

I am thoroughly enjoying the book, Why We Buy: The Science of Shopping by Paco Underhill. The author explains how his firm has mastered the power of observation to understand how shoppers behave and how retailers can use that understanding to drive sales. Every retailer, large and small, should read this book. I especially love ideas such as the "butt-brush" effect - the idea that customers don't like being jostled from behind as they shop. I also like the "decompression zone" - the idea that customers make a transition as the enter a store, and they often walk right past signs and other materials in this decompression zone. The book has many more interesting conclusions based on intense observation over many years. It's a great read for consumers too; you will never think about shopping the same way again.