Publisher: Wharton School Publishing
Number Of Pages: 256
Publication Date: 2009-05-16
ISBN-10 / ASIN: 0137126859
Description:
How Today's Shoppers Really Think, Behave, and Buy: Breakthrough Insights for Creating High-Profit Retail Experiences! "Inside the Mind of the Shopper is the preeminent handbook for any marketer or retailer seeking to understand why people do what they do when they shop.
Armed with the knowledge in this book, marketers and retailers can work together to predict how shoppers will respond (or not!) to package and label design, selling messages, shelf plans, and the entire retail space." --Matt Ohligschlager, Senior Manager, Consumer and Market Knowledge, Procter & Gamble "From his 40 years of observing shoppers, Herb Sorensen has given us the gift of understanding shoppers. Now, we clearly see that the store layouts merchants want are not what shoppers want. On the ground, managers THINK they know their shoppers, but anyone who follows Herb's handbook on shopper insights will know them a lot better." --Joel Rubinson, Chief Research Officer, The Advertising Research Foundation Today, improving the effectiveness of the retail experience is no longer an option: It's a matter of survival--and nobody knows more about doing that than Herb Sorensen. That's because Sorensen understands your customer's in-store behavior better than anyone else on earth. Now, drawing on microscopic analysis of millions of shopping trips, Sorensen reveals exactly what your customers are thinking, why they behave as they do, and how to reshape stores to deliver truly remarkable results. You'll discover how to drive more profit from the "quick trip"...the three "moments of truth" in every shopping event...customer "migration patterns" within the store...and how to use "active retailing" to place products precisely where they'll do best. Author's Notes and Acknowledgments xv About the Author xxi Preface: Rethinking Retail 1 Introduction: Twenty Million Opportunities to Buy 5 Part I: Active Retailing 23 Chapter 1: The Quick Trip: Eighty Percent of Shopper Time Is Wasted 25 Chapter 2: Three Moments of Truth and Three Currencies 47 Chapter 3: In-Store Migration Patterns: Where Shoppers Go and What They Do 69 Chapter 4: Active Retailing: Putting Products into the Path of Shoppers 97 Chapter 5: Brands, Retailers, and Shoppers: Why the Long Tail Is Wagging the Dog 113 Part II: Going Deeper into the Shopper's Mind 131 Chapter 6: The Quick-Trip Paradox: An Interview with Unilever's Mike Twitty 133 Chapter 7: Integrating Online and Offline Retailing: An Interview with Professors Peter Fader (The Wharton School) and Wendy Moe (University of Maryland) 147 Chapter 8: Multicultural Retailing: An Interview with Emil Morales, Executive Vice President of TNS Multicultural 161 Chapter 9: Insights into Action: A Retailer Responds: An Interview with Mark Heckman of Marsh Supermarkets 179 Part III: Conclusions 189 Chapter 10: The Internet Goes Shopping 191 Chapter 11: Game-Changing Retail: A Manifesto 199 Part IV: Appendix 205 Appendix: Views on the World of Shoppers, Retailers, and Brands 207 Index 213
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Inside the Mind of the Shopper: The Science of Retailing
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Publication Date: 2009-05-16
ISBN-10 / ASIN: 0137126859
Description:
How Today's Shoppers Really Think, Behave, and Buy: Breakthrough Insights for Creating High-Profit Retail Experiences! "Inside the Mind of the Shopper is the preeminent handbook for any marketer or retailer seeking to understand why people do what they do when they shop.
Armed with the knowledge in this book, marketers and retailers can work together to predict how shoppers will respond (or not!) to package and label design, selling messages, shelf plans, and the entire retail space." --Matt Ohligschlager, Senior Manager, Consumer and Market Knowledge, Procter & Gamble "From his 40 years of observing shoppers, Herb Sorensen has given us the gift of understanding shoppers. Now, we clearly see that the store layouts merchants want are not what shoppers want. On the ground, managers THINK they know their shoppers, but anyone who follows Herb's handbook on shopper insights will know them a lot better." --Joel Rubinson, Chief Research Officer, The Advertising Research Foundation Today, improving the effectiveness of the retail experience is no longer an option: It's a matter of survival--and nobody knows more about doing that than Herb Sorensen. That's because Sorensen understands your customer's in-store behavior better than anyone else on earth. Now, drawing on microscopic analysis of millions of shopping trips, Sorensen reveals exactly what your customers are thinking, why they behave as they do, and how to reshape stores to deliver truly remarkable results. You'll discover how to drive more profit from the "quick trip"...the three "moments of truth" in every shopping event...customer "migration patterns" within the store...and how to use "active retailing" to place products precisely where they'll do best. Author's Notes and Acknowledgments xv About the Author xxi Preface: Rethinking Retail 1 Introduction: Twenty Million Opportunities to Buy 5 Part I: Active Retailing 23 Chapter 1: The Quick Trip: Eighty Percent of Shopper Time Is Wasted 25 Chapter 2: Three Moments of Truth and Three Currencies 47 Chapter 3: In-Store Migration Patterns: Where Shoppers Go and What They Do 69 Chapter 4: Active Retailing: Putting Products into the Path of Shoppers 97 Chapter 5: Brands, Retailers, and Shoppers: Why the Long Tail Is Wagging the Dog 113 Part II: Going Deeper into the Shopper's Mind 131 Chapter 6: The Quick-Trip Paradox: An Interview with Unilever's Mike Twitty 133 Chapter 7: Integrating Online and Offline Retailing: An Interview with Professors Peter Fader (The Wharton School) and Wendy Moe (University of Maryland) 147 Chapter 8: Multicultural Retailing: An Interview with Emil Morales, Executive Vice President of TNS Multicultural 161 Chapter 9: Insights into Action: A Retailer Responds: An Interview with Mark Heckman of Marsh Supermarkets 179 Part III: Conclusions 189 Chapter 10: The Internet Goes Shopping 191 Chapter 11: Game-Changing Retail: A Manifesto 199 Part IV: Appendix 205 Appendix: Views on the World of Shoppers, Retailers, and Brands 207 Index 213
Buy this books
Inside the Mind of the Shopper: The Science of Retailing
Download Link
[1986] by Bendnorz and Müller in the La-BA-Cu-O system resulted in very extensive research work about the discovery and synthesis of other high-temperature superconductors, such as Y-BA-Cu-O and Bi-Sr-Ca-Cu-O.
Featuring the Internet explains the engineering problems that are inherent in communicating digital information from point to point. The top-down approach mentioned in the subtitle means that the book starts at the top of the protocol stack--at the application layer--and works its way down through the other layers, until it reaches bare wire. The authors, for the most part, shun the well-known seven-layer Open Systems Interconnection (OSI) protocol stack in favor of their own five-layer (application, transport, network, link, and physical) model. It's an effective approach that helps clear away some of the hand waving traditionally associated with the more obtuse layers in the OSI model. The approach is definitely theoretical--don't look here for instructions on configuring Windows 2000 or a Cisco router--but it's relevant to reality, and should help anyone who needs to understand networking as a programmer, system architect, or even administration guru. The treatment of the network layer, at which routing takes place, is typical of the overall style. In discussing routing, authors James Kurose and Keith Ross explain (by way of lots of clear, definition-packed text) what routing protocols need to do: find the best route to a destination. Then they present the mathematics that determine the best path, show some code that implements those algorithms, and illustrate the logic by using excellent conceptual diagrams. Real-life implementations of the algorithms--including Internet Protocol (both IPv4 and IPv6) and several popular IP routing protocols--help you to make the transition from pure theory to networking technologies. --David Wall
; Application Layer; Transport Layer; Network Layer; Link Layer and LANs; Wireless and Mobile Networks; Multimedia Networking; Security in Computer Networks; Network Management; New discussions of VPN, IPsec, VLAN and updated technology treatment.
