The inscrutable shopper: consumer resistance in retail / Stella Minahan, Sean Sands, Carla Ferraro.
Minahan, Stella.; Sands, Sean.; Ferraro, Carla.
2012
HF5415.32 .M555 2012
Available Online

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Title The inscrutable shopper: consumer resistance in retail / Stella Minahan, Sean Sands, Carla Ferraro.
Author Minahan, Stella.
Edition 1st ed.
ISBN 9781606491713 (pbk.)
9781606491720 (electronic bk.)
DOI https://doi.org/10.4128/9781606491720
Imprint [New York, N.Y.] (222 East 46th Street, New York, NY 10017) : Business Expert Press, c2012.
Language English
Description 1 electronic text (153 p.) : digital file.
Other Standard Identifiers 10.4128/9781606491720 doi
Call Number HF5415.32 .M555 2012
Dewey Decimal Classification 658.8342
Distributor No. 2 BEP
Summary Traditional retail marketing theory has aimed to assist retailers with ideas, suggestions, and methods to attract shoppers and encourage them to spend, and ideally engender loyalty. Attracting shoppers, and encouraging them to purchase, has traditionally involved a range of marketing tactics within the retail environment, such as hanging banners, engaging barkers, playing music, designing elaborate store environments, and spending a continually increasing amount on advertising. We take a different approach with this book and ask the retailer to strategically consider and understand its customer base, particularly the issues surrounding why some customers may, or may not, choose to purchase (or shop) at all: what we define as the inscrutable shopper. While some retailers will not need to do any more than let the customer know that they exist (they have their formula just right), the reality for many retailers is that they are caught up in the business of day-to- day retail operations and lose sight of customer shifts, let alone have the time to consider why customers may not be purchasing. Hence the focus of this book is to provide an understanding of the different customer types that exist today, as a challenge of resistance to consumption.
Bibliography, etc. Note Includes bibliographical references (p. 123-149) and index.
Access Note Access limited to authorized users.
Available Note Also available in print.
System Details Note Mode of access: World Wide Web.
System requirements: Adobe Acrobat reader.
Source of Description Title from PDF t.p. (viewed on September 30, 2011).
Added Author Sands, Sean.
Ferraro, Carla.
Series Consumer behavior collection.
Available in Other Form Print version: 9781606491713
Linked Resources Online Access
Record Appears in Online Resources > Ebooks
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Introduction
Part I. Retailing and the consumer
1. A brief history of the consumer society
2. A brief history of shopping
3. The inscrutable shopper
Part II. Elements of consumer resistance
4. A model of consumer resistance
5. Responses: mainstream and fringe
Part III. The strategic retailer
6. Implications for retailers
7. Responsible retailing
8. Best practice considerations
9. Conclusion
Notes
References
Recommended reading
Index.

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