Why We Buy: The Science Of Shopping

Front Cover
Simon & Schuster, Jun 2, 2000 - Business & Economics - 256 pages
286 Reviews
Is there a method to our madness when it comes to shopping? Hailed by the San Francisco Chronicle as "a Sherlock Holmes for retailers," author and research company CEO Paco Underhill answers with a definitive "yes" in this witty, eye-opening report on our ever-evolving consumer culture. Why We Buy is based on hard data gleaned from thousands of hours of field research -- in shopping malls, department stores, and supermarkets across America. With his team of sleuths tracking our every move, from sweater displays at the mall to the beverage cooler at the drugstore, Paco Underhill lays bare the struggle among merchants, marketers, and increasingly knowledgeable consumers for control.

In his quest to discover what makes the contemporary consumer tick, Underhill explains the shopping phenomena that often go unnoticed by retailers and shoppers alike, including:

  • How a well-placed shopping basket can turn a small purchase into a significant sale

  • What the "butt-brush factor" is and how it can make sales plummet

  • How working women have altered the way supermarkets are designed

  • How the "boomerang effect" makes product placement ever more challenging

  • What kinds of signage and packaging turn browsers into buyers

For those in retailing and marketing, Why We Buy is a remarkably fresh guide, offering creative and insightful tips on how to adapt to the changing customer. For the general public, Why We Buy is a funny and sometimes disconcerting look at our favorite pastime.

From inside the book

What people are saying - Write a review

User ratings

5 stars
42
4 stars
106
3 stars
99
2 stars
28
1 star
11

Easy to read, great insights, and dead on. - Goodreads
Deride two companies that didn't take my advice. - Goodreads
Good ideas for library layout. - Goodreads
This is a very interesting book and very easy to read. - Goodreads
Interesting insight into retail psychology. - Goodreads
It is a good introduction to business anthropology. - Goodreads

Review: Why We Buy: The Science Of Shopping

User Review  - Stacy - Goodreads

This book is a must have for retail managers or for those, like me, who would love to open my own business someday. Underhill is the CEO of a research company that specializes in helping companies ... Read full review

Review: Why We Buy: The Science Of Shopping

User Review  - Tripleguess - Goodreads

This was an interesting book for the first couple chapters. I was fascinated by the premise: stores nowadays function as their own advertisement and can affect whether and how much shoppers buy ... Read full review

Related books

Contents

A Science Is Born
11
What Retailers Dont Know
34
The Twilight Zone
45
Copyright

18 other sections not shown

Common terms and phrases

References to this book

All Book Search results »

References from web pages

Book Publishing: Why We Buy
Paco Underhill's "Why We Buy: The Science of Shopping" was at the top of many reading lists a few years ago. Underhill, who runs a company that studies 'the ...
www.publishingcentral.com/ articles/ 20030915-4-5398.html

Applying Lessons from Why We Buy by Paco Underhill to Your Own ...
Applying Lessons from. Why We Buy. by Paco Underhill. to Your Own. Online Business. This work is licensed under a. Creative Commons ...
www.cehwiedel.com/ factualreports/ WebDesign/ online-WhyWeBuy-ebook.pdf

Why We Buy
By PACO UNDERHILL Simon & Schuster. Read the Review. A Science Is Born. Comfortable shoes, the American commercial camouflage uniform — khaki pants, ...
www.nytimes.com/ books/ first/ u/ underhill-buy.html

Why We Buy: The Science of Shopping
Why We Buy: The Science of Shopping 04/ 02/ 2002 This landmark book, published early in 1999, was the result of more than 20 years of hands-on research. ...
www.nfib.com/ object/ 1584123.html

Catalyst: Why We Buy – the science of shopping - ABC TV Science
Shopping We all do it – but beyond basic food and shelter why do we buy? Dr Jonica Newby travels to the US to meet the scientists investigating the power of ...
www.abc.net.au/ catalyst/ stories/ s1907307.htm

Neuromarketing » Why We Buy
Why We Buy - The Science of Shopping, by Paco Underhill, isn’t exactly what the title might imply. It’s not a neuromarketing text, it doesn’t delve deep ...
www.neurosciencemarketing.com/ blog/ articles/ why-we-buy.htm

Why We Buy: The Science Of Shopping by Paco Underhill
Why We Buy: The Science Of Shopping by Paco Underhill - $5 (Hawthorne) ... Why We Buy: The Science Of Shopping by Paco Underhill (Paperback) ...
losangeles.craigslist.org/ wst/ bks/ 642775830.html

Why We Buy: The Science of Shopping
Why We Buy: The Science of Shopping By Paco Underhill Simon & Schuster, 1999 A Review by Vince Juliano. A day or two after finishing Paco Underhill's ...
www.ctlibraryassociation.org/ lookbooks/ reviews/ whybuy.html

JSTOR: Why We Buy: The Science of Shopping
TERRY CLARK Editor Southern Illinois University Book Reviews Why We Buy: The Science of Shopping by Paco Underhill (New York: Simon & Schuster, 1999, ...
links.jstor.org/ sici?sici=0022-2429(200010)64%3A4%3C122%3AWWBTSO%3E2.0.CO%3B2-2

Sparkling Allison: Book Report: Why We Buy
Title: Why We Buy: The Science of Shopping Author: Paco Underhill, Envirocell Founder, CEO and President It's back to school time, which puts me in the mood ...
www.sparklingallison.com/ 2007/ 09/ book-report-why-we-buy.html

About the author (2000)

With clients ranging from McDonald's to Starbucks, Estée Lauder to Blockbuster and Citibank to Wells Fargo, Paco Underhill has been profiled in The New Yorker and Smithsonian Magazine, has written for American Demographics and Adweek and lectures widely. He is based in New York City.

Bibliographic information