Consumer behaviour expert and author
Paco Underhill is an environmental psychologist and founder of the research firm Envirosell, whose clients include more than a third of the Fortune 100. His bestselling book Why We Buy: The Science of Shopping has been published in twenty six languages and remains the definitive work on consumer behaviour in retail environments.
by Paco Underhill
Underhill applies anthropological observation to retail, revealing how store layout and shopper behaviour shape what gets bought. Purchases are driven more by environment and habit than by ads or price.
The books Paco Underhill references, cites, and recommends most frequently.
by Robert Cialdini
Cialdini identifies six universal principles of persuasion: reciprocity, commitment, social proof, authority, liking, and scarcity. Understanding these triggers explains why we say yes, and how others get us to comply.
Who Paco draws from, and who draws from Paco — aggregated across every book in this collection. Counts show the number of citation links, not the depth of each one.