Decoding the New Consumer Mind: How and Why We Shop and Buy [NOOK Book]

Overview

A decade of swift and stunning change has profoundly affected the psychology of how, when, and why we shop and buy. In Decoding the New Consumer Mind, award-winning consumer psychologist Kit Yarrow shares surprising insights about the new motivations and behaviors of shoppers, taking marketers where they need to be today: into the deeply psychological and often unconscious relationships that people have with products, retailers, marketing communications, and brands. 

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Decoding the New Consumer Mind: How and Why We Shop and Buy

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Overview

A decade of swift and stunning change has profoundly affected the psychology of how, when, and why we shop and buy. In Decoding the New Consumer Mind, award-winning consumer psychologist Kit Yarrow shares surprising insights about the new motivations and behaviors of shoppers, taking marketers where they need to be today: into the deeply psychological and often unconscious relationships that people have with products, retailers, marketing communications, and brands. 

Drawing on hundreds of consumer interviews and shop-alongs, Yarrow reveals the trends that define our transformed behavior. For example, when we shop we show greater emotionality, hunting for more intense experiences and seeking relief and distraction online. A profound sense of isolation and individualism shapes the way we express ourselves and connect with brands and retailers. Neurological research even suggests that our brains are rewired, altering what we crave, how we think, and where our attention goes.

Decoding the New Consumer Mind provides marketers with practical ways to tap into this new consumer psychology, and Yarrow shows how to combine technology and innovation to enhance brand image; win love and loyalty through authenticity and integrity; put the consumer’s needs and preferences front and center; and deliver the most emotionally intense, yet uncomplicated, experience possible. Armed with Yarrow’s strategies, marketers will be able to connect more effectively with consumers—driving profit and success across the organization.

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Editorial Reviews

From the Publisher
“In the world of shopping, Decoding the New ConsumerMind will make waves. This important book explains it all,uncovering where we are going and showing how individuals andcompanies can advance their offerings as well as their bottomlines.”
—from the foreword by Paco Underhill, CEO, Envirosell, andauthor, Why We Buy

“When I read ‘the past is no longer prologue’in the opening chapter, I knew Kit Yarrow was on to something.Flexibility is more important than strategies grounded in pastconsumer experience. Kit illustrates this with fine research andstories of real people coping in our world of overload,overindulgence, and isolation. A must-read if you are a marketer, aretailer, a manufacturer, or a consumer trying to understand howthe rules have changed.”
—Peter Stringham, chairman and CEO, Young & RubicamGroup

“The pace of change at retail is breathtaking and nowhereis that more evident than in ecommerce. Kit’s emphasis on themajor drivers of this change, including the need for authenticity,continuous innovation, and building community, is right on themoney. Decoding the New Consumer Mind is full of greatinsights, fascinating cases, and actionable ideas.”
—Susan Feldman, cofounder and chief merchandising officer,One Kings Lane

“Yarrow’s concept of the radical individualism ofconsumers is inspiring but challenging. Her solution of promotingtrust through connection is absolutely on target.”
—Richard Edelman, president and CEO, Edelman

“Kit digs deeply into how and why people shop, perfectlyputting into perspective how time has changed today’s shopperand how retailers must adjust to those changes. Decoding the NewConsumer Mind is entertaining, insightful, and chock-full ofrecommendations for retailers.”
—Matthew Shay, president and CEO, National RetailFederation

“Kit brings a unique combination of academic prowess andkeen contemporary insight to all her work. With her trademarkfrankness and humor, she documents three major psychological shiftsthat have profoundly impacted how consumers shop and buy.Decoding the New Consumer Mind is an absolute must-read forany business that intends on thriving in the new consumerreality.”
—Doug Stephens, founder, Retail Prophet, and author,The Retail Revival

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Product Details

  • ISBN-13: 9781118859582
  • Publisher: Wiley
  • Publication date: 3/18/2014
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 224
  • Sales rank: 304,778
  • File size: 615 KB

Meet the Author

KIT YARROW, Ph.D., is an award-winning consumer research psychologist, professor, consultant, and keynote speaker. She chairs the psychology department at Golden Gate University, with a joint appointment as a professor of psychology and marketing, and was recognized as the university’s 2012 Outstanding Scholar. Kit writes for Time and Psychology Today. She is also the coauthor of Gen BuY: How Tweens, Teens, and Twenty-Somethings Are Revolutionizing Retail (Jossey-Bass, 2009). Kit is regularly quoted in a variety of media, including the New York Times, the Wall Street Journal, Marketplace, USA Today, and Good Morning America. She lives in the San Francisco Bay Area.

For more information, please visit kityarrow.com.

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Table of Contents

Foreword by Paco Underhilll ix

Introduction 1

Part One THe New Consumer MInd

1 Rewired Brains 11

2 Isolation and Individualism 45

3 Intensified Emotions 79

Part Two Strategies to connect with today’s New consumer

4 Technovation 123

5 The Real Deal 137

6 Involvement 153

7 Intensity 167

Conclusion 177

Notes 179

Acknowledgments and Gratitude 199

About the Author 203

Index 205

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Customer Reviews

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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted May 23, 2014

    As a professor of negotiation and mediation, I find that Kit's b

    As a professor of negotiation and mediation, I find that Kit's book has a wealth of information and far reaching implications that go beyond understanding the American consumer.  Kit's research benefits anyone interested in better communicating with and influencing people in our society. In her very engaging way, she helps us understand the changing psychology of Americans in a world where we are increasingly focused on technology and appearances, surrounded by choices, distrusting, cranky, and losing deeper connections to friends and community.  These findings are also an important invitation to reflect on the direction we are headed, and I suspect many of us will see them as a call to action. I am inspired to use this material both in my teaching related to communication and negotiation as well as in my personal life.  I highly recommend this book to anyone who works with, markets to or has relationships with other people!

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