January 17, 2021

Download Ebook Free Why We Buy

Why We Buy

Why We Buy
Author : Paco Underhill
Publisher : Unknown
Release Date : 2008-06-26
Category : Business & Economics
Total pages :129
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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
Author : Paco Underhill
Publisher : Simon and Schuster
Release Date : 2009
Category : Business & Economics
Total pages :306
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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
Author : Paco Underhill
Publisher : Unknown
Release Date : 1999
Category : Business & Economics
Total pages :255
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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
Author : Martin Lindstrom
Publisher : Currency
Release Date : 2010
Category : Business & Economics
Total pages :254
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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
Author : Paco Underhill
Publisher : Unknown
Release Date : 1999
Category :
Total pages :255
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Decoded

Decoded
Author : Phil P. Barden
Publisher : John Wiley & Sons
Release Date : 2013-01-10
Category : Business & Economics
Total pages :280
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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

Decoding the New Consumer Mind

Decoding the New Consumer Mind
Author : Kit Yarrow
Publisher : John Wiley & Sons
Release Date : 2014-03-31
Category : Business & Economics
Total pages :214
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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.

Buyology

Buyology
Author : Martin Lindstrom
Publisher : Random House
Release Date : 2012-07-31
Category : Business & Economics
Total pages :272
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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.

Call of the Mall

Call of the Mall
Author : Paco Underhill
Publisher : Simon and Schuster
Release Date : 2004-02-09
Category : Business & Economics
Total pages :240
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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.

Why I Buy

Why I Buy
Author : Rami Gabriel
Publisher : Intellect Books
Release Date : 2013
Category : Social Science
Total pages :162
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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.

Buy Ology

Buy Ology
Author : Martin Lindström
Publisher : Broadway Business
Release Date : 2008
Category : Consumer behavior
Total pages :240
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How much do we know about why we buy? What truly influences our decisions in today’s message-cluttered world? An eye-grabbing advertisement, a catchy slogan, an infectious jingle? Or do our buying decisions take place below the surface, so deep within our subconscious minds, we’re barely aware of them? In BUYOLOGY, Lindstrom presents the astonishing findings from his groundbreaking, three-year, seven-million-dollar neuromarketing study, a cutting-edge experiment that peered inside the brains of 2,000 volunteers from all around the world as they encountered various ads, logos, commercials, brands, and products. His startling results shatter much of what we have long believed about what seduces our interest and drives us to buy. Among his finding: Gruesome health warnings on cigarette packagesnot only fail to discourage smoking, they actually make smokers want to light up. Despite government bans,subliminal advertising still surrounds us– from bars to highway billboards to supermarket shelves. "Cool” brands, like iPodstrigger our mating instincts. Other senses– smell, touch, and sound - are so powerful, they physically arouse us when we see a product. Sex doesn't sell.In many cases,people in skimpy clothing and suggestive poses not only fail to persuade us to buy products - they often turn us away . Companies routinetlycopy fromthe world ofreligion and create rituals– like drinking a Corona with a lime – to capture our hard-earned dollars. Filled with entertaining inside stories about how we respond to such well-known brands as Marlboro, Nokia, Calvin Klein, Ford, and American Idol, BUYOLOGY is a fascinating and shocking journey into the mind of today’s consumer that will captivate anyone who’s been seduced – or turned off – by marketers’ relentless attempts to win our loyalty, our money, and our minds. Includes a foreword by Paco Underhill.

How Customers Buy...& Why They Don’t

How Customers Buy...& Why They Don’t
Author : Martyn R. Lewis
Publisher : Radius Book Group
Release Date : 2018-08-15
Category : Business & Economics
Total pages :129
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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.

Why They Buy

Why They Buy
Author : Cheri Tree
Publisher : Aviva Publishing
Release Date : 2017-07-22
Category : Business & Economics
Total pages :330
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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

The Military Guide to Financial Independence and Retirement

The Military Guide to Financial Independence and Retirement
Author : Doug Nordman
Publisher : Unknown
Release Date : 2011-06
Category : Business & Economics
Total pages :204
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"Filled with examples, checklists, websites, and a rich collection of appendices that deal with inflation, multiple income streams, and the value of a military pension, this book is essential reading for anyone contemplating retiring from the military"--From publisher's website.

Shoptimism

Shoptimism
Author : Lee Eisenberg
Publisher : Simon and Schuster
Release Date : 2009-11-03
Category : Social Science
Total pages :352
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In this smart, engaging book, Lee Eisenberg, best-selling author of The Number: A Completely Different Way to Think about the Rest of Your Life, leads us on a provocative and entertaining tour of America's love/hate affair with shopping, a pursuit that, even in hard times, remains a true national pastime. Why do we shop and buy the way we do? In a work that will explain much about the American character, Eisenberg chronicles the dynamics of selling and buying from almost every angle. Neither a cheerleader for consumption nor an anti-consumerist scold, he explores with boundless curiosity the vast machinery aimed at inducing us to purchase everything from hair mousse to a little black dress. He leads us, with understated humor, into the broad universe of marketing, retailing, advertising, and consumer and scientific research--an arsenal of powerful forces that combine to form what he calls "The Sell Side." Through the rest of the book, Eisenberg leads us through the "Buy Side" -- a journey directly into our own hearts and minds, asking among other questions: What are we really looking for when we buy? Why are we alternately excited, guilt-ridden, satisfied, disappointed, and recklessly impulsive? What are our biases, need for status, impulses to self-express, that lead us individually to buy what we buy? Are you a classic buyer (your head wants to do the right thing), or a romantic buyer (your heart just wants to have fun)? How do men and women differ in their attitudes towards shopping, and does the old cliche -- "Women shop, men buy" -- apply any longer? Of special interest are the author's findings on the subject of What Makes a Good Buy? We all purchase things that we sooner or later regret, but what are the guidelines for making purchases that we'll never regret? What, for instance, defines the perfect gift? Brimming with wit and surprise, Shoptimism will be delightful and instructive reading for anyone with a credit card and a healthy curiosity about American culture, through good times and bad. For here, in one vivid journey, is a memorable, panoramic portrait of our everyday self-delusions, desires, and dreams.