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11 results on '"Herb Sorensen"'

1. Using the Eyberg Child Behaviour Inventory to investigate pester power

Author

Bill Page, Anne Sharp, Larry Lockshin, Herb Sorensen, Page, Bill, Sharp, Anne, Lockshin, Larry, and Sorensen, Herb

Subjects
Marketing, Pester power, Disruptive behaviour, 05 social sciences, parents, pester power, Developmental psychology, Product (business), Power (social and political), children, Scale (social sciences), 0502 economics and business, TRIPS architecture, 050211 marketing, consumer socialisation, Psychology, 050203 business & management, Child behaviour, Grocery shopping
Abstract

Much research focuses on the “power” side of “pester power” with the assumption being that all requests are unwanted. Focusing on children aged under approximately 14 years old, and using recordings of 89 shopping trips, this paper uses the Eyberg Child Behaviour Inventory (new to the marketing literature) to investigate the “pester” aspect further and finds that, by and large, most trips are conducted without extreme child behaviours being exhibited. A third of children exhibit whining, and the remainder of scale items have low incidence of occurrence. These behaviours are also not found to be related to product requests. Roughly eighty percent of children made a request, and a fifth of these requests were granted. Parents do overall exercise power as gatekeepers for the food their children eat and do appear to exercise this power in-store in addition to regulating their disruptive behaviour. Future research needs to consider the wider opportunities children have to influence their parents and their influence in other retail contexts outside grocery shopping. Refereed/Peer-reviewed

Published
2019

2. Inside the Mind of the Shopper : The Science of Retailing

Author

Herb Sorensen and Herb Sorensen

Subjects
Retail trade, Marketing, Consumer behavior, Merchandising
Abstract

World-Renowned Shopper Scientist Dr. Herb Sorensen Reveals: How Today's Shoppers Think, Behave, and Buy New Insights for Creating High-Profit Retail Experiences! In retail, there's only one number one. It's not Wal-Mart or Costco, or even Amazon: It's the shopper. To create high-profit retail experiences, you need to know exactly how your shopper thinks, feels, and acts at the point of purchase. Dr. Herb Sorensen illuminates today's consumer behavior in the context of radical technological and societal changes that are transforming retail. Building on these deep consumer insights, Sorensen introduces revolutionary new approaches to improving performance in self-service retail—whatever you sell, via bricks or clicks. You'll discover today's best ways to get the right items to the right customers when they want them… surpass the expectations of customers trained by online retail… own every consumer “moment of truth”! New coverage includes: Converging clicks and bricks into a super-high-efficiency retail engine Building the “webby store”: visually managing every display like a web page Bringing product and shopper together via optimized navigation and search Measuring and promoting shopper efficiency Motivating long-cycle purchases: cars, tech, appliances, apparel, and more Speeding today's shoppers from “want” to “need”

Published
2017

3. Parents and children in supermarkets: incidence and influence

Author

Bill Page, Anne Sharp, Herb Sorensen, Larry Lockshin, Page, Bill, Sharp, Anne, Lockshin, Larry, and Sorensen, Herb

Subjects
Marketing, Pester power, Grocery store, Incidence (epidemiology), 05 social sciences, Context (language use), Advertising, pester power, children, 0502 economics and business, supermarkets, TRIPS architecture, 050211 marketing, Business, shopper behaviour, 050203 business & management, Consumer behaviour, Grocery shopping, Pace
Abstract

Children influence up to a fifth of all household purchase decisions, yet little is known about how this influence is brought to bear. This research looks at the primary householder purchase context of grocery shopping and establishes the incidence of children accompanying adult shoppers. It identifies the effect of their presence on the spend, time taken to complete the trip and the route taken in-store. More than 33,000 observations are analysed, using exit interviews and structured observation of the in-store location of shoppers across two Australian states and four grocery retail outlets Refuting the commonly held assertion that taking children shopping makes you spend more, accompanied shoppers do not spend more than unaccompanied shoppers, but rather shop 15% faster, tending to avoid busy areas in-store We establish that, on average, 17% of grocery store shoppers are accompanied by children. Children are seen to accompany adults on both small and larger spend grocery shopping trips. Men, who are known to grocery shop less frequently than women, are found to have a lower incidence of being accompanied by a child when they do shop. This has implications for store layout and services offered. Products for children and parents need to be placed in areas where parents are more comfortable (that is, less busy areas), but also merchandised in ways that make it easy for parents to shop at their faster pace. The balance of these two needs is a direction for future research. Refereed/Peer-reviewed

Published
2017

4. Fundamental patterns of in-store shopper behaviour

Author

Giang Trinh, Katherine Anderson, Rachel Kennedy, Svetlana Bogomolova, Malcolm Wright, Bill Page, Anne Sharp, Herb Sorensen, Sorensen, Herb, Bogomolova, Svetlana, Anderson, Katherine, Trinh, Giang, Sharp, Anne, Kennedy, Rachel, Page, Bill, and Wright, Malcolm

Subjects
Marketing, Empirical generalization, Cover (telecommunications), 05 social sciences, Trip length, Advertising, consumer behavior, in-store research, shopper observational research, Benchmark (surveying), 0502 economics and business, empirical generalization, Hypermarket, TRIPS architecture, 050211 marketing, Business, 050203 business & management, Consumer behaviour
Abstract

This research confirms empirical patterns about in-store behaviors based on a large number of shops and store visits, specifically 654,000 transactions in 40 supermarkets, hypermarkets, convenience and specialty stores in the USA, UK, China, and Australia. Integrating new data with past findings highlights that: (i) many shopping trips are short; (ii) shoppers typically only cover a small proportion of the store on any trip, and (iii) the heterogeneity of key behavioral measures (store coverage, number of items bought, and trip length) is generalizable across countries, most store formats, and store size. These patterns can help retailers and manufacturers benchmark and predict behavior and provide a base for further theoretical developments.

Published
2017

5. The Power of Atlas

Author

Jacob Suher and Herb Sorensen

Subjects
Marketing, Measure (data warehouse), Display size, Database, Computer science, Atlas (topology), Software deployment, Communication, As is, Advertising, computer.software_genre, computer
Abstract

This report introduces Atlas, a model that accurately describes shopper behavior across a series of supermarkets in terms of traffic across the store, share of shopping at various locations, resulting purchases, and the amount of time shoppers invest in these activities. The value of the tool to measure the in-store “audience” for advertisers is assessed as is its utility for allowing store management to evaluate a wide range of “what if” movements of categories to alternate locations, with alternate display sizes. This report focuses on center-of-store aisles but points the way to deployment for the full store, including end-caps and perimeter displays.

Published
2010

6. The In-Store 'Audience'

Author

Herb Sorensen

Subjects
Marketing, Empirical generalization, business.industry, Communication, Advertising, business, Digital media
Abstract

The in-store audience is only superficially similar to other audiences because the dominant purpose of this “audience” is specifically to make immediate purchases. Efficiency is a major consideration to the shopper audience. Here we consider one store design/layout issue, aisleness, that can negatively impact shopper efficiency. Then we consider the empirical generalization that the faster shoppers spend, the more the store will sell. And finally, we consider how in-store digital media can accelerate shopping speed, and thereby total store sales.

Published
2009

7. Long Tail Media in the Store

Author

Herb Sorensen

Subjects
Marketing, Complex field, Order (business), Communication, Shopper marketing, Analogy, Advertising, Long tail, Business, Unit (housing), Variety (cybernetics)
Abstract

There are on the order of one quadrillion (1 followed by 15 zeros) media exposures annually in stores around the world. The question of how those exposures are presently allocated and the current dynamics of in-store media are addressed in this article by examining media exposure in a typical supermarket. Thinking of shoppers in a store as an “audience” in the traditional media sense can introduce some intriguing possibilities. The long tail analogy is apt for shopper marketing in the sense of the small number of products that produce very large unit sales, but there also is a variety of media to attract shoppers9 attention in stores, which differ greatly in both exposures and effectiveness. This article points the way to an objective view of this crowded and complex field.

Published
2008

8. Know Your Shoppers (Collection)

Author

Herb Sorensen, Richard Hammond, Herb Sorensen, and Richard Hammond

Abstract

In Inside the Mind of the Shopper, world-renowned retail consultant Dr. Herb Sorensen, Ph.D. uncovers the truth about the retail shopper and rips away the myths and mistakes that lead retailers to miss their greatest opportunities. Every year, says Sorensen, shoppers will spend a quadrillion seconds in supermarkets and they'll waste 80% of that time. Drawing on Sorensen's breakthrough second-by-second analysis of millions of shopping trips, this book reveals how consumers actually behave, move, and make buying decisions as they move through supermarkets and other retail stores. Sorensen presents powerful, tested strategies for designing more effective stores, improving merchandising, and driving double-digit sales increases. He identifies simple interventions that can have dramatic sales effects, and shows why many common strategies simply don't work. You'll learn how to appeal to the'quick trip'shopper, make the most of all three'moments of truth,'understand consumers'powerful in-store migration patterns, improve collaboration between manufacturers and retailers, learn the lessons of Stew Leonard's and other innovators, and much more. Then, in Part II, Sorensen presents revealing interviews with several leading in-store retail experts, including crucial insights on using technology and retailing to multicultural communities. ¿ The world's #1 guide to retail success, complete with crucial, up-to-date insights--including new case studies, ideas, strategies, and tactics from today's best retailers, like TopShop, IKEA, and Best Buy. Smart Retail incorporates several valuable chapters, including: Opportunities to learn from past retail pioneers: simple yet effective strategies your competitors have forgotten. How to use data to drive profit and growth. How to do more with less, and maximize the value each team member brings to the table. How to use new technology to develop highly productive, innovative'Remote Teams.'Covering everything from creating the ultimate retail experience to understanding the customer and the importance of motivated workers, this is the book that will equip managers, teamworkers, retail entrepreneurs and indeed anybody who sells direct to customers, with practical winning ideas and strategies.

Published
2013

9. The Definitive Guide to Customer Relationship Management (Collection)

Author

V. Kumar, Richard Hammond, Herb Sorensen, Michael R. Solomon, V. Kumar, Richard Hammond, Herb Sorensen, and Michael R. Solomon

Abstract

A brand new collection of powerful insights into building outstanding customer relationships… 4 pioneering books, now in a convenient e-format, at a great price! 4 remarkable eBooks help you develop rock-solid, high-value long-term customer relationships: levels of loyalty you thought were impossible Today, rock-solid long-term customer relationships are the holy grail of every business -- and they seem just as elusive. But such relationships are possible: great businesses are proving it every day, and reaping the rewards. In this extraordinary 4 eBook set, you'll learn how they do it -- and how you can, too, no matter what you sell or who your customers are. First, in Managing Customers for Profit: Strategies to Increase Profits and Build Loyalty, internationally respected marketing expert V. Kumar presents a complete framework for linking your investments to business value - and maximizing the lifetime value of every customer. Learn how to use Customer Lifetime Value (CLV) to target customers with higher profit potential…manage and reward existing customers based on their profitability…and invest in high-profit customers to prevent attrition and ensure future profitability. Kumar introduces customer-centric approaches to allocating marketing resources…pitching the right products to the right customers at the right time…determining when a customer is likely to leave, and whether to intervene…managing multichannel shopping… even calculating referral value. Next, in Smart Retail: Practical Winning Ideas and Strategies from the Most Successful Retailers in the World, Richard Hammond presents remarkable new case studies, ideas, strategies, and tactics from great retailers worldwide. Discover new ways to use data to drive profit and growth… do more with less… leverage technology to develop highly productive and innovative remote teams… create your ultimate retail experience! In Inside the Mind of the Shopper: The Science of Retailing, the legendary Herb Sorensen reveals what customers really do when they shop, ripping away myths and mistakes that lead retailers to miss huge opportunities. Sorensen identifies simple interventions that can have dramatic sales effects, shows why many common strategies don't work, and offers specific solutions for serving quick-trip shoppers, optimizing in-store migration patterns, improving manufacturer-retailer collaboration, even retailing to multicultural communities. Finally, in The Truth About What Customers Want, Michael R. Solomon demystifies today's consumers, revealing what they want, think, and feel. Then, based on his deep truths about consumer behavior, he presents 50 bite-size, easy-to-use techniques for finding and keeping highly profitable customers! From world-renowned experts in customer behavior and retail performance V. Kumar, Richard Hammond, Herb Sorensen, and Michael R. Solomon

Published
2012

10. Strategies for Success in Retail (Collection)

Author

Jagmohan John Raju, Z. Zhang, Herb Sorensen, Rick DeHerder, Dick Blatt, Jagmohan John Raju, Z. Zhang, Herb Sorensen, Rick DeHerder, and Dick Blatt

Abstract

3 state-of-the-art guides to understanding consumer behavior -- and leveraging it for higher retail profits Three books packed with up-to-the-minute insights into consumer behavior — and practical guidance on building more successful campaigns, products, formats, and experiences! Use innovative new pricing strategies to create value and attract customers... learn how today's shoppers really think, behave, and buy… learn proven methodologies for transforming consumer knowledge into retail profits! From world-renowned leaders and experts, including Jagmohan Raju, Z. John Zhang, Herb Sorensen, Ph.D., Rick DeHerder, and Dick Blatt

Published
2011

11. Inside the Mind of the Shopper : The Science of Retailing

Author

Herb Sorensen and Herb Sorensen

Subjects
Retail trade, Consumer behavior, Marketing, Stores, Retail--Design and construction
Abstract

What do you really do when you shop? The answers are fascinating and, for retailers, they're cash in the bank. In Inside the Mind of the Shopper: The Science of Retailing, world-renowned retail consultant Dr. Herb Sorensen, Ph.D. uncovers the truth about the retail shopper and rips away the myths and mistakes that lead retailers to miss their greatest opportunities. Every year, says Sorensen, shoppers will spend a quadrillion seconds in supermarkets and they'll waste 80% of that time. Sorensen analyzes consumer behavior–how shoppers make buying decisions as they move through supermarkets and other retail stores–and presents powerful, tested strategies for designing more effective stores, improving merchandising, and driving double-digit sales increases. He identifies simple interventions that can have dramatic sales effects, and shows why many common strategies simply don't work. You'll learn how to appeal to the'quick trip'shopper; make the most of all three'moments of truth'; understand consumers'powerful in-store migration patterns; improve collaboration between manufacturers and retailers; learn the lessons of Stew Leonard's and other innovators; and much more. Then, in Part II, Sorensen presents revealing interviews with several leading in-store retail experts, including crucial insights on using technology and retailing to multicultural communities.

Published
2009

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