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The key to a successful sale then is to read the mood of shoppers. Walked out of a shop because the sales assistant was too chatty? When we told men they have to pay attention the effect of the colour red went away. The Effect of Red Versus Black Prices on Price Perceptions published in The Journal of Retailing. Men are less practised shoppers and they see the red as a useful shortcut. It’s interesting because mascara takes a hit but eyeshadow lipstick and blusher don’t. If so you’re not alone. Women process information in retail in much more depth than their male counterparts do Puccinelli says referring to a recent study she co Rado R32260162 Hyperchrome Mens Watch Black Dial Stainless Steel Case Automatic authored Are Men Seduced by Red? Unsurprisingly luxury and high end products such as perfumes cars and clothes suffer she says though some thrive. Edition Edition U. Fear a Trump H 1B Crackdown Do Nokia BlackBerry Still Pack a Punch? Leonard Lauder chairman emeritus of Est e Lauder claims you can judge the economic climate by the sale of red lipstick. Sections Columns Blogs More Politics Blogs More Economy Blogs More Business Sections Industries C Suite Columns Blogs More Tech Sections Columns Blogs More Opinion Sections Columns Blogs More Arts Sections Blogs More Life Sections Blogs More Real Estate Sections More Search SEARCH Takata Pleads Guilty to Criminal Wrongdoing Agrees to Pay 1 Billion Hertz Swings to Loss on Impairment Charges Priceline CEO Won’t Touch Trump Travel Ban Snap IPO A Billion Test for the Unsocial Social Network and Its Elusive Founder Uber Fires a Top Software Engineer Indian Workers in U.

Although she’s not yet done any specific research on the impact of the prolonged heat Rado R32260162 Hyperchrome Mens Watch Black Dial Stainless Steel Case Automatic wave that gripped Britain for most of this summer she predicts it will have greatly boosted retail sales since 0 to 0 per cent of consumer decisions are made at the point of purchase. In nice weather more people are out and about seeing products and shopping and so that is going to increase sales she explains. 0 Sections My Journal Home World U. It’s called the lipstick effect in a recession when we see an increase in the sale of colour cosmetics Puccinelli explains. If you show a woman an ad in red the woman is sceptical of what is really going on and thinks she has to be extra vigilant. Politics Economy Business Tech Markets Opinion Arts Life Real Estate SHOW ALL SECTIONS HIDE ALL SECTIONS Aim higher reach further. All Rights Reserved. Most read The Magazine links The Magazine Primary nav dupe Social links Small print links DOW JONES A NEWS CORP COMPANY News Corp is a network of leading companies in the worlds of diversified media news education and information services. ‘ she asks herself explains Puccinelli who holds a PhD in Psychology from Harvard. Asia Europe Am rica Latina Brasil China India Indonesia Japan Korea TOP WSJ Membership Customer Service Tools Features Ads More Dow Jones Products Copyright 01 Inc. Reveal Navigation Options Home World Regions Blogs Sections More U. Not only that they felt very positive about making a purchase too. You also see an increase in the sale of fast food alcohol and confectionary too. 10 Yr 0 yield. It’s a Truck Next Toyota’s Fuel Cell Car Mirai Goes on Sale Popular on WSJ Most Popular Videos Most Popular Articles U. DOW JONES NEWS CORP Nikkei 1.

The premise is that women will treat themselves to a lipstick instead of buying something more expensive during an economic downturn. Whodunnit at Oscars? It suggests that Rado R32260162 Hyperchrome Mens Watch Black Dial Stainless Steel Case Automatic customers don’t always want a super happy salesperson.

It could simply be that men are not motivated to think deeply about an advert so they don’t process them in depth Raymond Weil Ladies Two or don’t care Puccinelli says. For women on the other hand the red had no effect. It turns out the psychology of shopping is more counterintuitive than you might think but perhaps unsurprisingly gender is a major factor. Or avoided shops during the festive season because Paul McCartney’s Wonderful Christmastime doesn’t match your mood? To Read the Full Story Subscribe or Sign In Previous The Best Selling Premium Car in America? Rain and snow hits retailers very badly as we saw in the cold spring. Women also seem to have a far more accurate recall of the prices in advertisements than men. Naomi CantonHave you ever assumed something was a bargain just because the price was written in red?

Durable Goods Orders in January YouTube Exceeds 1 Billion Hours of Video a Rado R32260162 Hyperchrome Mens Watch Black Dial Stainless Steel Case Automatic Day Johnson Johnson Prescription Unit List Prices Rose. But perhaps the biggest problems facing retail right now is austerity. Motivate them and make Rado R32260162 Hyperchrome Mens Watch Black Dial Stainless Steel Case Automatic it important and they are much better shoppers. It Was the PwC Accountant Aircraft Sales Boosted U. Get the Wall Street Journal 1 for 1 weeks. They all thrive. On the contrary in fact it made them suspicious. Distribution and use of this material are governed by our Subscriber Agreement and by copyright law. In fact your behaviour reflects that of a typical consumer according to one of the world’s leading experts in consumer psychology Nancy Puccinelli Fellow in Consumer Marketing at Sa d Business School. In a series of experiments conducted using graduate students at Philadelphia University researchers discovered that when men saw an advertisement with the prices written in red they believed that that retailer was offering greater price savings than those printed in black. Last Year GE Chief Globalization Isn’t Over It Is the End of the ‘Global Elite’ Warren Buffett’s Berkshire Hathaway More Than Doubles Stake in Apple FCC Chairman Doesn’t Expect to Review AT T Time Warner AT T Lowers Price of Unlimited Data Plans Supersmart Robots Will Outnumber Humans Within 0 Years Says SoftBank CEO Oscars Draw Lowest Ratings in Nine Years Save Article Text Size Regular Medium Large Google Print The Psychology Behind Impulse Shopping By Elana Zak Elana Zak The Wall Street Journal Dec 11 01 10 am ET A look at the psychology behind impulse shopping and what steps you can take to resist temptation during the holiday shopping season. In another study Puccinelli found that sales people that can correctly read the mood and non verbal cues of customers Rado R32260162 Hyperchrome Mens Watch Black Dial Stainless Steel Case Automatic are perceived by the customer to be providing a better service. ‘Am I getting tricked? Network and Its Elusive Founder Uber Fires a Top Rado R32260162 Hyperchrome Mens Watch Black Dial Stainless Steel Case Automatic Software Engineer Indian Workers in U. They couldn’t afford a fancy restaurant but they could afford McDonald’s or a Cadbury’s chocolate. All Rights Reserved This copy is for your personal non commercial use only.

When I looked at people in a bad mood and asked what kind of retail environment they wanted they said if it’s positive they don’t like it and won’t buy anything she says. In the Blues Versace Mens 29G99d001 S099 V Race Gmt boat for 01. Copyright 01 Dow Jones Company Inc. In spring 00 Americans were using these products to pick up their mood. This finding flies in the face of retailers who think they need to provide incentives to sales people to always be friendly and happy she explains. For non personal use or to order multiple copies please contact Dow Jones Reprints at 1 or visit www.

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