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Why We Buy

Why We Buy
The Science of Shopping

by Paco Underhill

  • Publisher : Unknown Publisher
  • Release : 2008-06-26
  • Pages : 329
  • ISBN : 9781439500217
  • Language : En, Es, Fr & De
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An expert on shopping behavior and motivation offers an analysis of consumers' tastes and habits, discussing why point-of-sale purchases are still the most significant, and why Internet shopping will not replace the mall.

Why We Buy

Why We Buy
The Science of Shopping--Updated and Revised for the Internet, the Global Consumer, and Beyond

by Paco Underhill

  • Publisher : Simon and Schuster
  • Release : 2009
  • Pages : 306
  • ISBN : 1416595244
  • Language : En, Es, Fr & De
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A revised edition of a best-selling work on America's consumer culture makes observations about the retail practices of other cultures, describes the latest trends in online retail, and makes recommendations for how major companies can dramatically improve customer service practices. Original.

Why We Buy

Why We Buy
The Science of Shopping

by Paco Underhill

  • Publisher : Unknown Publisher
  • Release : 1999
  • Pages : 255
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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The culmination of 15 years of meticulous research and observation, this riveting audiobook offers hilarious anecdotes and amazing hard facts about one of Americas favorite pastimes. Abridged. 7 CDs.

Buy Ology

Buy Ology
Truth and Lies about why We Buy

by Martin Lindstrom

  • Publisher : Currency
  • Release : 2010
  • Pages : 254
  • ISBN : 0385523890
  • Language : En, Es, Fr & De
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Draws on a cutting-edge brain-scan study of people from around the world to shed new light on what stimulates interest in a product and compels us to buy it, refuting common assumptions and myths while answering questions about product placement, subliminal advertising and more. Reprint. A best-selling book.

The Science of Shopping

The Science of Shopping
A Book

by Paco Underhill

  • Publisher : Unknown Publisher
  • Release : 1999
  • Pages : 255
  • ISBN : 9780752830841
  • Language : En, Es, Fr & De
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Decoded

Decoded
The Science Behind Why We Buy

by Phil P. Barden

  • Publisher : John Wiley & Sons
  • Release : 2013-01-10
  • Pages : 280
  • ISBN : 1118345592
  • Language : En, Es, Fr & De
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In this groundbreaking book Phil Barden reveals what decision science explains about people’s purchase behaviour, and specifically demonstrates its value to marketing. He shares the latest research on the motivations behind consumers’ choices and what happens in the human brain as buyers make their decisions. He deciphers the ‘secret codes’ of products, services and brands to explain why people buy them. And finally he shows how to apply this knowledge in day to day marketing to great effect by dramatically improving key factors such as relevance, differentiation and credibility. Shows how the latest insights from the fields of Behavioural Economics, psychology and neuro-economics explain why we buy what we buy Offers a pragmatic framework and guidelines for day-to-day marketing practice on how to employ this knowledge for more effective brand management - from strategy to implementation and NPD. The first book to apply Daniel Kahneman’s Nobel Prize-winning work to marketing and advertising Packed with case studies, this is a must-read for marketers, advertising professionals, web designers, R&D managers, industrial designers, graphic designers in fact anyone whose role or interest focuses on the ‘why’ behind consumer behaviour. Foreword by Rory Sutherland, Executive Creative Director and Vice-Chairman, OgilvyOne London and Vice-Chairman,Ogilvy Group UK Full colour throughout

Why We Shop

Why We Shop
Emotional Rewards and Retail Strategies

by James A. Pooler,Jim Pooler

  • Publisher : Greenwood Publishing Group
  • Release : 2003
  • Pages : 206
  • ISBN : 9780275981723
  • Language : En, Es, Fr & De
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Pooler offers a captivating exploration of the emotional and psychological dimensions of shopping.

Why I Buy

Why I Buy
Self, Taste, and Consumer Society in America

by Rami Gabriel

  • Publisher : Intellect Books
  • Release : 2013
  • Pages : 162
  • ISBN : 1841506451
  • Language : En, Es, Fr & De
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Why do we buy? How do our acts of—and ideas about—consumption impact our selves, our institutions, and our societies? An incisive response to these questions, Why I Buy explains how consumption came to give meaning and value to social and personal life. Balancing psychological, conceptual, and historical analyses with examples drawn from popular culture and mass media, Rami Gabriel traces the ways in which beliefs about the self—including dualism, individualism, and expressivism—influence consumer behavior. These understandings of the self, Gabriel argues, structure the values that Americans seek and find in consumer society; they therefore have structural consequences for our cultural, political, and economic lives. For example, Gabriel describes how imbalances in the institutions of participatory politics have directly resulted from a consumer society centered on powerful nongovernmental institutions and a scattered body of disengaged citizens whose social and individual needs are not primarily satisfied through civic involvement. By exploring the relationship between our individual needs and our institutions, Gabriel ultimately points the way toward transformations that could lead to a more sustaining and sustainable society.

How Customers Buy...& Why They Don’t

How Customers Buy...& Why They Don’t
Mapping and Managing the Buying Journey DNA

by Martyn R. Lewis

  • Publisher : Radius Book Group
  • Release : 2018-08-15
  • Pages : 329
  • ISBN : 1635765234
  • Language : En, Es, Fr & De
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Lewis makes a compelling argument that businesses must look beyond their own internal view of how something is sold, to the external reality of how customers actually buy. He asserts that no one buys anything because of a sales process; customers only buy because of their own buying process. And so, for all those whose livelihood depends upon successful revenue generation, the only rational course of action is to positively influence and effectively manage the end-to-end customer-buying journey. The simple failure of mousetrap logic—that is, the quality of the product or value proposition of the service is sufficient to convince customers to make a purchase—is at the heart of most revenue generation challenges today. How Customers Buy...and Why They Don’t shows that vendors are too often trying to solve the wrong problem, because customers actually do “get it,” they just don’t buy it. The book starts by explaining Outside-in Revenue Generation. It then decodes the six elements of the Customer Buying Journey DNA. It defines the nine Buying Concerns, any one of which can derail a purchase. It unveils the deceptively simple and elegant 4Q Buying Style Quadrant that unlocks the intricacies of how buyers actually think. The second section of the book explains what you can do about customers not buying your products or services. It reveals that there are only four things—Sales and Marketing Imperatives—that can be done to positively impact the market. It goes on to walk the reader through the development of the Market Engagement Strategy. The final section of the book translates the five components of the Market Engagement Strategy into actionable sales and marketing behaviors.

Call of the Mall

Call of the Mall
The Author of Why We Buy on the Geography of Shopping

by Paco Underhill

  • Publisher : Simon and Schuster
  • Release : 2004-02-09
  • Pages : 240
  • ISBN : 9780743258296
  • Language : En, Es, Fr & De
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The author of the international bestseller Why We Buy—praised by The New York Times as “a book that gives this underrated skill the respect it deserves”—now takes us to the mall, a place every American has experienced and has an opinion about. Paco Underhill, the Margaret Mead of shopping and author of the huge international bestseller Why We Buy, now takes us to the mall, a place every American has experienced and has an opinion about. The result is a bright, ironic, funny, and shrewd portrait of the mall—America’s gift to personal consumption, its most powerful icon of global commercial muscle, the once new and now aging national town square, the place where we convene in our leisure time. It’s about the shopping mall as an exemplar of our commercial and social culture, the place where our young people have their first taste of social freedom and where the rest of us compare notes. Call of the Mall examines how we use the mall, what it means, why it works when it does, and why it sometimes doesn’t.

Decoding the New Consumer Mind

Decoding the New Consumer Mind
How and Why We Shop and Buy

by Kit Yarrow

  • Publisher : John Wiley & Sons
  • Release : 2014-03-31
  • Pages : 214
  • ISBN : 1118647688
  • Language : En, Es, Fr & De
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Most businesspeople are well aware that marketing has changed dramatically in recent years. For many, this shift is mainly about different ways to market--through social media, online engagement, and so on. But beyond the new tools available to businesses today, there have also been sweeping changes to how consumers behave in the retail environment, and what underlies our decisions as consumers. How can marketers understand--and profit from--these shifts in how we buy? DECODING THE CONSUMER MIND provides retail marketers with an action plan based on new psychological insights about how, when and why today's radically different consumer shops and buys. A trifecta of socio-cultural trends has forever altered the psyche of the American consumer--and understanding these 3 significant shifts is critical for any marketer to understand. Based on her extensive research, consumer expert Kit Yarrow classifies the changes as follow: ANXIETY: Diagnosed anxiety disorders have increased 1,200% since 1980. A 1994 survey of randomly selected households found 15% of American had experienced elevated anxiety the previous year. In 2009 that number rose to 49.5%. This has numerous implications for how consumers buy, explaining our love of the ratings and reviews of other shoppers; the mental relief and distraction of online shopping, and why people are more responsive to brands that demonstrate emotional benefits than those who tout product characteristics. "THE NEW INDIVIDUALISM": A more "me"-oriented society increasingly uses brands, retailers, and shopping strategies as a way to connect with others. Awash with choices and unfettered by the social rules that provided guard rails in previous decades, today's consumers are more individualistic and more likely to use what they buy and how they shop as a way to communicate and bond with others. This trend explains why "Pick Your Favorite" campaigns on Facebook have an astonishing 27% response rate, why Etsy is so successful, and much more. REWIRED BRAINS: Because of our rampant technology use, we literally think differently now, a shift that has broad implications for retail. As a society that "views" more than it reads, we want everything faster, get bored more easily and gravitate more toward the quick takeaways of symbolic communication. For example, on eBay, merchandise displayed on red backgrounds receives higher bids than similar merchandise shown on blue backgrounds; and trends have given way to "trending." Grounded in Yarrow's award-winning research on consumer psychology, DECODING THE CONSUMER MIND provides rich examples of these shifts in action in the marketing strategies and consumer behavior seen by major firms and brands, many of whom are Yarrow's clients, including: Kleenex, Desigual, Kraft Foods, eBay, Hershey's, and many more. For any marketer hoping to profit from the transformed consumer brain, DECODING THE CONSUMER MIND is essential reading.

Why They Buy

Why They Buy
Cracking the Personality Code to Achieve Record Sales and Real Wealth

by Cheri Tree

  • Publisher : Aviva Publishing
  • Release : 2017-07-22
  • Pages : 330
  • ISBN : 9781944335687
  • Language : En, Es, Fr & De
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WANT TO KNOW WHAT TRIGGERS THE YES OR TRIPWIRES THE NO IN THE SALES PROCESS? START HERE! Why your prospects buy is exponentially more important than How you sell. Companies spend thousands of hours and millions of dollars annually teaching their people how to sell, instead of investing in answering the only question that ever matters to the bottom line: Why they buy? Cheri Tree discovered that answer when she decided to apply psychology to buyology. Now she s ready to share with readers the four basic personality types: B.A.N.K.TM Blueprint, Action, Nurturing, Knowledge. Most salespeople attempt to sell based on their own personality type precisely why 66 percent of customers are turned off by sales presentations. However, when you decipher your prospects B.A.N.K. codes, you will be far more likely to get the Yes! and close the sale. Why They Buy will teach you how to: Crack others personality codes in less than 90 seconds Connect quickly and on a deeper level with your prospects Comm

Buyology

Buyology
How Everything We Believe About Why We Buy is Wrong

by Martin Lindstrom

  • Publisher : Random House
  • Release : 2012-07-31
  • Pages : 272
  • ISBN : 1448149762
  • Language : En, Es, Fr & De
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Most anti-smoking campaigns inadvertently encourage people to smoke. The scent of melons helps sell electronic products. Subliminal advertising may have been banned, but it's being used all the time. Product placement in films rarely works. Many multi-million pound advertising campaigns are a complete waste of time. These are just a few of the findings of Martin Lindstrom's groundbreaking study of what really makes consumers tick. Convinced that there is a gulf between what we believe influences us and what actually does, he set up a highly ambitious research project that employed the very latest in brain-scanning technology and called on the services of some 2000 volunteers. Buyology shares the fruits of this research, revealing for the first time what actually goes on inside our heads when we see an advertisement, hear a marketing slogan, taste two rival brands of drink, or watch a programme sponsored by a major company. The conclusions are both startling and groundbreaking, showing the extent to which we deceive ourselves when we think we are making considered decisions, and revealing factors as varied as childhood memories and religious belief that come together to influence our decisions and shape our tastes.

Buying in

Buying in
What We Buy and who We are

by Rob Walker

  • Publisher : Random House Trade Paperbacks
  • Release : 2009
  • Pages : 291
  • ISBN : 0812974093
  • Language : En, Es, Fr & De
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Originally published in hardcover in 2008 with title: Buying in: the secret dialogue between what we buy and who we are.

Why People Buy Things They Don't Need

Why People Buy Things They Don't Need
A Book

by Pamela N. Danziger

  • Publisher : Paramount Market Publishing
  • Release : 2004
  • Pages : 290
  • ISBN : 9780972529044
  • Language : En, Es, Fr & De
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Pam Danziger has just updated her bestseller, including several new categories. Since apparel is now more often a discretionary purchase than a necessity, she has added new sections on apparel for women, men, teens, and children. Focusing on why people buy things they could probably do without, Danziger now covers 37 categories and has added material about the retail market in each one. There are also new stories of excellent marketers and commentary about how things have changed since September 11, 2001. Corporate leaders, marketing and sales executives, strategic planners, futurists, and merchandisers will benefit.

Guide to Paco Underhill’s Why We Buy by Instaread

Guide to Paco Underhill’s Why We Buy by Instaread

by Instaread

  • Publisher : Instaread
  • Release : 2017-04-24
  • Pages : 19
  • ISBN : 1683787374
  • Language : En, Es, Fr & De
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Start with Why

Start with Why
How Great Leaders Inspire Everyone to Take Action

by Simon Sinek

  • Publisher : Penguin
  • Release : 2009-10-29
  • Pages : 256
  • ISBN : 9781101149034
  • Language : En, Es, Fr & De
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The inspiring, life-changing bestseller by the author of LEADERS EAT LAST and TOGETHER IS BETTER. In 2009, Simon Sinek started a movement to help people become more inspired at work, and in turn inspire their colleagues and customers. Since then, millions have been touched by the power of his ideas, including more than 28 million who’ve watched his TED Talk based on START WITH WHY -- the third most popular TED video of all time. Sinek starts with a fundamental question: Why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over? People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won't truly buy into a product, service, movement, or idea until they understand the WHY behind it. START WITH WHY shows that the leaders who've had the greatest influence in the world all think, act, and communicate the same way -- and it's the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.

Why They Buy

Why They Buy
American Consumers Inside and Out

by Robert B. Settle,Pamela L. Alreck

  • Publisher : Wiley
  • Release : 1989-07-24
  • Pages : 351
  • ISBN : 9780471621270
  • Language : En, Es, Fr & De
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What makes people buy the things they do? This audio cassette offers marketers insight into the buying behavior of American consumers. It reveals the hidden needs, motivations, and physical and psychological influences behind their buying habits. Presents invaluable information that can be applied to product design, packaging, marketing, and advertising. Describes how consumers learn about products and develop attitudes toward products and brands, stores and services.

Call of the Mall

Call of the Mall
The Geography of Shopping by the Author of Why We Buy

by Paco Underhill

  • Publisher : Simon and Schuster
  • Release : 2005-01-03
  • Pages : 227
  • ISBN : 9780743235921
  • Language : En, Es, Fr & De
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Profiling malls as powerful intersections of American consumer marketing, the media, and street culture, an examination of malls as reflections of commercial and social culture considers what does and does not work in a mall setting and what malls mean to everyday people. Reprint. 50,000 first printing.

Why They Buy

Why They Buy
A Bulletproof Method to Closing Any Sale

by David Fuess

  • Publisher : Leaders Press
  • Release : 2018-11-15
  • Pages : 180
  • ISBN : 9781943386321
  • Language : En, Es, Fr & De
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Do you want to shoot your sales through the roof?If so, this bulletproof method to closing the sale is what you