The Science of Shopping: The best Guide for Shop Owners

As a store owner, you have undoubtedly spent hours considering the layout of your store, the positioning of your products, and the experience of your customers. However, have you ever thought about the more complex science behind why people make certain buying choices?

“Why We Buy: The Science of Shopping” by Paco Underhill provides plenty of information about consumer behaviour that can influence how you manage your store. You can set up your store to increase sales and retain consumers by being aware of the subtle signs that your customers use.

Every store owner should be aware of the following key findings based on Underhill’s research on the Science of Shopping:

The “Butt-Brush” Effect – Don’t Squeeze Your Shoppers

The “butt-brush” effect is one of Underhill’s most intriguing discoveries. Customers are more likely to leave a store entirely when they are pushed aside and crammed into narrow aisles. This is especially true when it comes to women, who are more sensitive to feeling crowded.

Practical advice for store owners: steer clear of crowded aisles. Make sure your walkways are wide and open so that customers can browse without feeling overwhelmed or frustrated.

People Tend to Turn Right – Use Your Entrance Wisely

When entering a store, most customers automatically turn right, according to Underhill’s research. This implies that grabbing their attention as soon as they enter depends heavily on what they see first.

Store popular or high-profit items to the right of your entry. This is an actionable suggestion for store owners. This area of your store experiences the highest foot traffic, so it would be beneficial to showcase your best products here, Like the Hot dog installation.

The Power of Touch – Make Your Products Touchable

Customers are more likely to purchase goods that they can interact with in person. Whether they pick up, try on, or sample a product, touch is a powerful motivator in the purchasing decision-making process is one of the the Science of Shopping.

Key advice for store owners: If at all possible, let shoppers handle, feel, or test your merchandise. Offer samples if you’re in a food store. Make interactive displays or open packages for retail items to promote handling.

Men and Women Shop Differently – Tailor Your Approach

According to Underhill’s research, men and women shop substantially differently. Women frequently spend more time exploring and browsing, whereas men are more focused on quickly getting what they need.

Practical advice for store owners: Adapt your store design to these purchasing habits. Provide males with easy access to high-demand items and clear signs so they can discover what they need fast. Make the shopping experience more engaging for women so they want to explore your store more.

Time = Money – How to Keep Customers in Your Store

A customer’s likelihood of making a purchase increases with the length of time they spend in your store. In actuality, a customer’s level of comfort in the store plays a significant role in determining whether or not they will make a purchase.

Advice for store owners: Make an effort to create a welcoming and cosy environment. Encourage customers to take their time and shop leisurely by providing excellent lighting and a friendly atmosphere. They are more likely to make a purchase the longer they are in your store.

Why This Matters to You as a Shop Owner

The goal of retail is to create an experience that encourages people to make a purchase, not only sell goods. You may increase sales and build customer loyalty by improving your store’s layout, product placement, and general environment by knowing the science of shopping and psychology underlying purchasing patterns.

Shop owners can see what truly influences customer behaviour behind the scenes thanks to Paco Underhill’s research. Therefore, consider how your store is influencing your clients the next time you go through it. Are you creating a setting that makes them feel at ease, involved, and driven to make a purchase?

You can turn your store into a customer magnet by using the science of shopping.