Inside of the mind of he shopper
Sorensen has made a career out of studying the way consumers behave in supermarkets. His research into their behavioral patterns includes inventing PathTracker, a system that tracks the motions of shopping carts and fitting test shoppers with specially designed glasses that record their field of vision every 3/25ths of a second, telling him exactly what they are looking at and for how long. It turns out there are three different groups of shopping excursions—quick trips, fill-ins and stockups—and Sorenson studies shoppers by behavior, rather than demographic. He exhorts retailers to forget the old system of making the shopper walk through a store, hoping theyOll make impulse buys; instead, get them buying as quickly as possible and...
Издательство:
FT Press
Дата выхода: июль 2009
