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Why We Buy by Paco Underhill

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Presentation on theme: "Why We Buy by Paco Underhill"— Presentation transcript:

1 Why We Buy by Paco Underhill
Chapters 1-2: The Science of Shopping

2 Background Envirosell-What is it?? Anthropology meets the retail store
What is a “track sheet?” Observation or spying?

3 Purpose “The science of shopping is ….. a highly practical discipline concerned with using research, comparison and analysis to make stores and products more amendable to shoppers.”

4 Why not just use scanner data?

5 Why not just use customer interviews?
.

6 Some Key Terms Conversion Rate Time in Store Interception Rate
Waiting Time “Butt Brush” Factor

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