Inside the Mind of the Shopper: The Science of Retailing

by Herb Sorenson

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 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, 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."

Genres: Business, Nonfiction

227 pages, Hardcover

First published January 1, 2009

Reviews

[Daria Shilo · Rating 4 out of 5]

How Do Shoppers Make Buying Decisions? 
Learn about shopper behavior with 'Inside the Mind of the Shopper: The Science of Retailing' by Dr. Herb Sorensen.

This book offers a behavioral psychology perspective and lessons for success in retail based on the author's 40 years of experience working with Fortune 500 retailers and consumer packaged goods companies. With up to 80% of final purchasing decisions made in-store, this is a must-read for all marketers and retailers seeking to understand buyers’ behavior.  
Check out our website for the full review and video: https://senteo.net/behavioral/inside-...

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[Grant · Rating 5 out of 5]

Interesting

Working in retail for a few years, I found this book both informative and entertaining. I would recommend for anyone working in or interested in retail.

[Budd Margolis · Rating 5 out of 5]

One of the key books for the study of consumer behaviour. I read this twice, took copious notes and will refer to this again!

[E · Rating 5 out of 5]

What makes supermarket shoppers tick?

Have you ever wondered why the milk is in the back of the grocery store, far away from the entrance? Supermarket managers put it there in hopes of enticing shoppers to buy some of the thousands of items they pass on their way to the dairy case. However, shopping behavioralist Herb Sorensen disagrees with this strategy. He suggests that it causes shoppers emotional distress and they will simply buy their milk elsewhere. This type of product placement tactic is the kind of “misconception” that Sorensen identifies as retailers’ and manufacturers’ biggest problem. They spend billions learning about their customers and then fail to understand how consumers behave in their stores. Sorensen proselytizes heavily about the virtues of shopper research, which is not surprising since it is his field of expertise. Given his intricate factual material, backed with research, charts, statistics and case histories, getAbstract believes that he will persuade most readers to accept his methods by the time they finish his book. This is a crucial read for retailers who aspire to increase sales by understanding what shoppers want and providing it.

To learn more about this book, check out the following Web page: http://www.getabstract.com/summary/12...

[Joe Robles · Rating 3 out of 5]

If you are the manager of a supermarket, or own a grocery,convenience store, or Wal-mart, you should read this book. The research done in this book is quite amazing. Using the scientific approach to study how people shop stores is something more stores need to do. They equipped people with glasses that tracked their eye movement so they could tell where the customer looked when walking down the aisle. What attracts your eyes, what do you ignore? I want to make a pun about the research being "eye-opening" but I shall refrain.

I got the book for more insight into how to merchandise at my store, and while it is more for supermarkets than other retail outlets, the section on the three types of customers was helpful and I will use it .

[Dedrick · Rating 3 out of 5]

The book was informative, and it definitely broadened my understanding of retail in general, as well as insights into current research. It was definitely well written for a novice audience. There were some areas where I felt the author belabored points made, but otherwise I enjoyed it.