Why We Buy

Why We Buy : The Science of Shopping

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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 such as Internet behemoths Amazon and iTunes as well as the globalization of retail in the world s emerging markets. This enlightening edition includes new information on: -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 that offers advice on how to keep your changing customers and entice new and eager ones."show more

Product details

  • Hardback | 306 pages
  • 140 x 214 x 22mm | 281.23g
  • New York, United States
  • English
  • Revised
  • Updated, Revised ed.
  • 1416595244
  • 9781416595243
  • 15,617

Review quote

"Why We Buy is a funny and insightful book for people on both sides of the retail counter." -- Michael Gould, CEO, Bloomingdale'sshow more

Review Text

"At last, here is a book that gives this underrated skill the respect it deserves." -- The New York Timesshow more

Table of contents

CONTENTS §I§INSTEAD OF SAMOA, STORES: THE SCIENCE OF SHOPPING §1. A Science Is Born§2. What Retailers Don't Know§II§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§7. Dynamic§III§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§11. Kids§IV§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§Acknowledgments§Indexshow more