Why We Buy : The Science of Shopping

by Paco Underhill

• ISBN13: 9780684849133
• ISBN10: 0684849135
• Format: Hardcover
• Copyright: 1999-05-13
• Publisher: Simon & Schuster

Summary

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.

Author Biography

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.

Table of Contents

I INSTEAD OF SAMOA, STORES: THE SCIENCE OF SHOPPING
A Science Is Born	11	(23)
What Retailers Don't Know	34	(11)
II WALK LIKE AN EGYPTIAN: THE MECHANICS OF SHOPPING
The Twilight Zone	45	(7)
You Need Hands	52	(8)
How to Read a Sign	60	(15)
Shoppers Move Like People	75	(11)
Dynamic	86	(12)
III MEN ARE FROM SEARS HARDWARE, WOMEN ARE FROM BLOOMINGDALE'S: THE DEMOGRAPHICS OF SHOPPING
Shop Like a Man	98	(14)
What Women Want	112	(17)
If You Can Read This You're Too Young	129	(12)
Kids	141	(20)
IV SEE ME, FEEL ME, TOUCH ME, BUY ME: THE DYNAMICS OF SHOPPING
The Sensual Shopper	161	(22)
The Big Three	183	(6)
Time, Real and Perceived	189	(6)
Cash/Wrap Blues	195	(5)
Magic Acts	200	(12)
In Cyberspace, No One Can Hear You Shop	212	(12)
The Self-Exam	224	(14)
Final Thoughts	238	(7)
Acknowledgments	245	(4)
Index	249