Summary of the Book: Why We Buy - The Science of Shopping by Paco Underhill Summary of the famous book Why We Buy Buy - The Science of Shopping by Paco Underhill
In the book Why We Buy, author Paco Underhill shares the learnings from the research studies conducted by his company Environsell. The company attempts to understand and learn about the shopping behavior of customers by observing actual shoppers at the stores. The company has people called ‘trackers’ who follow and record every action of customers in the stores. These people are trained to observe the smallest detail without being noticed by the shoppers. The success of their invisibility is evident from their experience of having observed people who have shoplifted, obviously not knowing that they were being watched! They also videotape the various locations on the shop and analyze them later with the same purpose of deciphering how and why people shop.