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Shoppers in Pushkar Fair, Rajasthan, 2007 (Source: Wikimedia Commons).

How and Why Shoppers Make Unplanned Purchases

Idea posted: December 2013
  • Marketing

Through analysis of video tracking of consumers in stores, new research offers a greater understanding of how and why consumers consider and make unplanned purchases at the point of purchase. The research highlights the categories of products most likely to be considered as unplanned purchases; correlations between categories of planned purchases and unplanned purchases; and the behaviour of consumers most likely to make unplanned purchases (e.g. standing close to the shelf or talking to an employee increases the chances of conversion). Retailers can use this information to develop

Idea #277
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Pricing and the Power of Red

Idea posted: August 2013
  • Strategy
  • Leadership & Change
  • Marketing

Retailers commonly highlight prices and ‘good deals’ in red in their ads and promotional material. But relatively little is known about how this affects consumers. New research reveals that the impact varies significantly by gender. Put simply: men are likely to see a bargain when they see red; women are far less easily swayed. The findings have clear implications for companies — and for precision marketing.

Idea #197
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Leadership to Reconcile Team Diversity or Conflict

Idea posted: January 2013
  • CSR & Governance
  • Leadership & Change
  • Learning & Behaviour

A diverse team can achieve great things. But diversity can sometimes lead to conflict too. The effects of team diversity on team outcomes vary considerably from study to study. This Idea digs deeper, investigating the effects of ‘values diversity’ on team effectiveness – and how leaders can play a significant controlling role in the relationship between values diversity and conflict within a team. 

Idea #042
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