“Fader: There is a sequence in how people buy things. One important driver of this sequencing may be “licensing” behavior. If shoppers buy a virtue product—something good for them—then it gives them license to buy a vice product—something that they… — Herb Sorensen Copy Share Image
“Behavior is the critical in-store factor. It is widely recognized that it is more reliable to observe what people do than to ask them… — Herb Sorensen Copy Share Image
“We also suggest that the strategy of putting promotional pricing on the items on the end caps is seriously misguided.” — Herb Sorensen Copy Share Image
“This book is the distillation of nearly forty years of a scientist spending time in stores studying shoppers, with the last decade increasingly spent… — Herb Sorensen Copy Share Image
“End-aisle-displays, other free-standing product displays, and the in-store flyers (weekly circulars) receive the most exposure in the store. It is not surprising that 30… — Herb Sorensen Copy Share Image
“encourages higher levels of conversion by offering a more emotional experience.” — Herb Sorensen Copy Share Image
“Fader: As we’ve discussed, there are sometimes countervailing forces in shopping. Crowds attract shoppers but might make them less likely to actually shop. (This… — Herb Sorensen Copy Share Image
“This manifesto is a distillation of critical action points that will lead to double-digit sales and profit increases, and which have actually led some… — Herb Sorensen Copy Share Image
“How do online retailers use these insights about shopper visits? Moe: The next stage of research looks at differentiating between online shoppers not just… — Herb Sorensen Copy Share Image
“We need a proper statistical model that lets each person have his own momentum effect and each person have his own checkout attraction and… — Herb Sorensen Copy Share Image
“(buying “vice” products such as chocolate after “virtue products” such as vegetables,” — Herb Sorensen Copy Share Image
“great retailers and brand owners continue to experiment. They test to find out what works, and what doesn’t, so they can continue to improve… — Herb Sorensen Copy Share Image
“The most important promotion is place, not price. In a typical store, probably 2 percent of the total items in the store at any… — Herb Sorensen Copy Share Image
