Inside the Mind of the Shopper: The Science of Retailing

Pearson Prentice Hall, 29 . 2009 . - 256 .
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What do you really do when you shop? The answers are fascinating and, for retailers, they're cash in the bank. In Inside the Mind of the Shopper: The Science of Retailing, world-renowned retail consultant Dr. Herb Sorensen, Ph.D. uncovers the truth about the retail shopper and rips away the myths and mistakes that lead retailers to miss their greatest opportunities. Every year, says Sorensen, shoppers will spend a quadrillion seconds in supermarkets and they'll waste 80% of that time. Sorensen analyzes consumer behaviorhow shoppers make buying decisions as they move through supermarkets and other retail storesand 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. You'll learn how to appeal to the "quick trip" shopper; make the most of all three "moments of truth"; understand consumers' powerful in-store migration patterns; improve collaboration between manufacturers and retailers; learn the lessons of Stew Leonard's and other innovators; and much more. Then, in Part II, Sorensen presents revealing interviews with several leading in-store retail experts, including crucial insights on using technology and retailing to multicultural communities.

 

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Going Deeper into the Shoppers Mind
131
Conclusions
189
Appendix
205

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 (2009)

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 100 retailers and consumer packaged-goods manufacturers for more than 35 years, studying shopper behavior, motivations, and perceptions at the point of purchase. Sorensens patented shopper-tracking technology PathTracker is 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 has conducted studies in North America, Europe, Asia, Australia, and South America. His research has been published in AMAs Marketing Research, The Journal of Advertising Research, FMI Advantage Magazine, Progressive Grocer, and Chain Drug Review, and he has been utilized as an expert source for The Wall Street Journal, Supermarket News, and BusinessWeek. Additionally, he is currently a panelist of Retail Wires Brain Trust.

Herb was named one of the top 50 innovators of 2004 by Fast Company Magazine, and shared the American Marketing Associations 2007 EXPLOR Award for technological applications that advance research, with Peter Fader and his group at the Wharton School of Business of the University of Pennsylvania. Herb has a Ph.D. in Biochemistry.