Something You Should Know

Why You Buy: The Science of Shopping & Turning Setbacks Into Success

9 snips
Jul 31, 2025
In this engaging discussion, retail expert Kate Hardcastle shares her insights on consumer behavior, revealing how emotional satisfaction drives purchasing decisions. She delves into subtle manipulation tactics used by retailers that can empower consumers to shop smarter. Meanwhile, journalist Amy Shoenthal emphasizes the transformative power of setbacks, explaining a four-phase cycle that can lead to personal growth and creativity. Together, they highlight how challenges can ultimately pave the way for success and innovation in both shopping and life.
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ANECDOTE

Retailers Use Reminders Smartly

  • Retailers remind us of browsed items later online to nudge purchase.
  • This tactic turns casual interest into committed buying, unlike physical stores where reminders don't exist.
INSIGHT

Most Purchases Are Non-Essential

  • Approximately 60-70% of purchases are non-essential and discretionary.
  • Retail strategies exploit psychological drivers beyond just the need for essentials to motivate buying.
INSIGHT

Malls Thrive With Experiences

  • Successful malls reinvent as experience hubs including entertainment and dining.
  • Real-life social and tactile experiences counterbalance e-commerce convenience and draw customers in.
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