Personality

The Urge to Splurge

Retail stores map out your shopping experience and nudge you toward that cash register.
By Michelle Bryner, published on November 01, 2005 - last reviewed on August 04, 2008

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Perky salesclerks can be annoying, but studies show their attention increases the likelihood of a sale. Some stores, like Diesel jeans, deliberately baffle shoppers with their displays so they have no choice but to ask for help, says Underhill. "Smart retailers are always trying to get their employees to talk to customers," he says.

Guilt Trip

Many shoppers feel guilty if they receive help from a clerk but don't buy anything, according to one study.

Tags: bloomingdale, bum rush, cash register, double glass doors, envirosell, greeter, landing strip, lot store, mannequins, middle aged women, narrow aisle, retail, retail consultant, salespeople, shopping, shopping experience, spending, store designers, thoroughfare, transition zone, v neck sweaters, why we buy, window displays

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