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Why We Buy by Paco Underhill Chapters 3-7: The Mechanics of Shopping.

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Presentation on theme: "Why We Buy by Paco Underhill Chapters 3-7: The Mechanics of Shopping."— Presentation transcript:

1 Why We Buy by Paco Underhill Chapters 3-7: The Mechanics of Shopping

2 Key Topics Chapter 3: The Transition Zone Chapter 3: The Transition Zone Chapter 4: Bags/Baskets Chapter 4: Bags/Baskets Chapter 5: Signs Chapter 5: Signs Chapter 6: Physical Flow Chapter 6: Physical Flow Chapter 7: Seating Chapter 7: Seating

3 Transition Zone What is it? What is it? Good ideas for the Transition Zone Good ideas for the Transition Zone Bad ideas for the Transition Zone Bad ideas for the Transition Zone Field Trip Assessment?? Field Trip Assessment??

4 Bags & Baskets Where are they (typically)? Where are they (typically)? Why?? Why?? Where should they be? Where should they be? Why?? Why?? Features of bags/Baskets?? Features of bags/Baskets?? Field Trip Assessment? Field Trip Assessment?

5 Signs Location Location Details (words, contrast, clarity, etc.) Details (words, contrast, clarity, etc.) Directions vs. General Information Directions vs. General Information Field Trip Assessment? Field Trip Assessment?

6 Physical Flow Front Right Phenomenon Front Right Phenomenon Do You Walk Forward or Walk Sideways?? Do You Walk Forward or Walk Sideways?? Chevroning Chevroning Boomerang Effect Boomerang Effect Get to the Back! Get to the Back! Dead Space?? Dead Space?? Field Trip Assessment? Field Trip Assessment?

7 Seating In the majority of stores throughout the world, sales would instantly be increased by the addition of one chair. A chair says: we care. Location? Location? Why? Why? Field Trip Assessment? Field Trip Assessment?

8 Review Chapter 3: The Transition Zone Chapter 3: The Transition Zone Chapter 4: Bags/Baskets Chapter 4: Bags/Baskets Chapter 5: Signs Chapter 5: Signs Chapter 6: Physical Flow Chapter 6: Physical Flow Chapter 7: Seating Chapter 7: Seating


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