Sorensen, Herb.

Inside the mind of the shopper : the science of retailing / Herb Sorensen. - 2nd ed. - Old Tappan, N.J. : Pearson Education Inc., c.2017. - xxxiii, 283 p. : ill. ; 24 cm.

"with Mark Heckman, Accelerated Merchandising, and James Sorensen, Kantar Retail ; study questions by Svetlana Bogomolova, Ehrenberg-Bass Institute of Univ. So. Australia."-- C. T.

Includes bibliographical references.

"The book uncovers the truth about the retail shopper and rips away the myths and mistakes that lead retailers to miss their greatest opportunities. Sorensen analyzes consumer behavior--how shoppers make buying decisions as they move through supermarkets and other retail stores--and 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, Sorensen presents revealing interviews with several leading in-store retail experts, including crucial insights on using technology and retailing to multicultural communities."--Provided by publisher.

0134308921 9780134308920


Consumer behavior.
Retail trade.

--Reading book

658.8342 / SOR