In order to understand shopper behavior, it’s important to understand the decision-making process and reach consumers at the moment that most influence their decisions. One of the key concepts to understand concerning the psychology of shopping is heuristics. A heuristic is a mental shortcut that helps us make decisions and problem solve quickly. They allow…
The main focus of marketers tends to be verbal brand communication. Clever tag lines, producing advertising for print and digital media. Web sites and social media constantly demand new and relevant content. The messaging on packaging is also important. But if we stop and think about it, what’s really most memorable to consumers? People are…
Wouldn’t it be nice if our purchase decisions were rational and logical based on the careful consideration of all the available options? The truth is, they rarely are. Rather, our emotions are the main drivers of our purchase decisions. To develop the best shopper experience possible, it’s imperative to understand the emotional drivers influencing your…
As human beings, our ability to put our emotions into words isn’t very good. After all, we’ve been experiencing emotions 100 times longer (500 million years) than we have been able to talk (65,000 years). Consider that humans have about 3,000 facial expressions that they use to convey their emotions but we have less than…
Understanding why shoppers seek variety, reveals key behavioral insights that can be leveraged in-store. To drive in-store trial of new products, it helps to understand what influences a discovery mindset for shoppers. We have found that there are 3 main influences on why shoppers seek out variety. These include: Pleasure – we derive greater pleasure…
Explorer Research is delighted that Richard Thaler has won the Nobel prize in economics for his breakthrough work in Behavioral Economics. This discipline combines the study of economics with psychology making it crucially important to the study of shopper behavior. Mr. Thaler is particularly well known for the concept of nudge theory which says that…
Richard Thaler – Championing Behavioral Economics Read More »
Media (in store signage, POS, menu boards, online ads) is often ignored because it fails to take into account the concept of “glance media”. “Glance media” supports the idea that shoppers are often in environments, such as grocery stores, where their time is limited and they are rushing. As such, they are unable to give…
Price and brand messages are not as important to shopper behavior as we think they are. Science shows that when shopping, we don’t make rational decisions, we just think we do. In order to understand this concept, it starts with an understanding of our brains. The first outer part of our brain is called the…
The Reptilian Brain:
The Key to Understanding Shopper Behavior Read More »
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