Harvard Business Review

SEPTEMBER 17, 2018

That’s when consumers feel so invested in a product that it becomes an extension of themselves. Companies that encourage psychological ownership can entice customers to buy more products, at higher prices, and even to willingly promote those products among their friends. It’s called psychological ownership.

Productivity 9

Productivity Products Reis Film 9

Harvard Business Review

DECEMBER 7, 2017

retail market at less than 10% as of the first quarter of 2017, online sales are growing at almost 10% per year. One retailer I know saw a 35% bump in sales when it gave customers the option of picking up merchandise in its stores that they had bought online.). While the U.S. Census Bureau puts e-commerce’s share of the U.S.

Merchandising 11

Merchandising Retail Reis Discount 11

Harvard Business Review

JUNE 22, 2016

Customers no longer want anything that is mass-marketed. PwC has observed that niche products, experiences, and services uniquely suited to individual tastes, interests, and aspirations have become “the new consumer indulgence.” Customers are thrilled by the prices it offers given the quality of its merchandise.

Retail 9

Retail Discount Reis Supply Chain 9

Harvard Business Review

JUNE 23, 2014

Showrooming , once a worry primarily for consumer electronics retailers, is expanding into markets we might have thought exempt. A better look at the merchandise, and the benefits of touch and feel – but even more, for expertise that could guide their choice. Design for empathic expertise. Good people also need good information.

Retail 8

Retail Reis Price Banking 8

Harvard Business Review

FEBRUARY 3, 2015

And the merchandising vice president had difficulty understanding why “product” was one of the categories we were discussing. Each of these executives offered plenty of ideas when the discussion turned to promotions, social media tactics, and marketing messages. I was stunned.

Brand 8

Brand Reis Objective Merchandising 8

Harvard Business Review

MAY 22, 2013

The quintessential example is the quirky local book store, which sells antiques, unusual knick-knacks, offers free Wi-Fi, and hosts a café — an eclectic mix of experiences enriched by products, services, and community that trump online retailing. Homeplus is now the market share leader in South Korea. It was an actual showroom.

Retail 8

Retail Reis Merchandising Download 8