Strategies for Consumer Behavior Article Review by Nicky

A discussion on the Envirosell company's analysis of consumer behavior, based on Susan Berfield's article, "Getting the Most Out of Every Shopper".
# 145899 | 1,109 words | 1 source | APA | 2010 | US
Published on Dec 05, 2010 in Business (Marketing) , Business (Consumer Behavior)

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The paper reviews Berfield's article "Getting the Most Out Of Every Shopper" on the Envirosell company's analysis of how consumers are changing their purchasing behavior in response to the economic downturn. The paper discusses the strategies of Envirosell in increasing the sales effectiveness of retailers, that focus on controlling the flow of traffic through their stores and specifically, controlling the eye movement of shoppers. The paper points out, however, that the methodology from Envirosell relies on an assumptive-based approach to defining behavior. The paper posits that the use of attitudinal surveys and more balanced data sets could deliver even greater insights.

Strategies for Increasing Retaining Effectiveness
Increasing Same-Store Sales By Incenting Customer Loyalty
Store Displays More Focused On Benefits Over Organization of Products

From the Paper:

"Throughout the article there are specific strategies defined for increasing the sales effectiveness of retailers, illustrating the unique methodology that Mr. Underhill's firm Envirosell utilizes to increase the effectiveness of retailing strategies. His firm's methodology concentrates on tracking shoppers throughout stores and videotaping their behavior, then analyzing it in the context of displays, traffic routing strategies and the use of signage in the stores. As a result of this methodology, the company Envirosell captures 50,000 hours of video each year. His firms' analysis shows that the front of stores is often used as a decompression zone, and that Americans tend to turn right when they walk into a store. As is the case with auto dealerships' service centers, the most crucial time to meet a customer is when they first enter the dealership or store. Mr. Underhill's analysis supports this fact with his firm stating that the first minute a customer enters the store is the most important in getting them to purchase. The challenges that Mr. Underhill highlights for retailers are to control the flow of traffic through their stores and also specifically control the eye movement of shoppers."

Sample of Sources Used:

  • Susan Berfield. (2009, February). GETTING THE MOST OUT OF EVERY SHOPPER. Business Week,(4118), 45-46. Retrieved February 18, 2009, from ABI/INFORM Global database. (Document ID: 1638866311).

Cite this Article Review:

APA Format

Strategies for Consumer Behavior (2010, December 05) Retrieved June 07, 2023, from

MLA Format

"Strategies for Consumer Behavior" 05 December 2010. Web. 07 June. 2023. <>