Paco Underhill Quote

A recent study of how men and women differ when it comes to the mall turned up this fact: Men, once you get them in the door, are much more in- terested in the social aspect of malls than the shopping part, whereas women say the social aspect is important but shopping comes rst. Men enjoy the mall as a form of recreation—they like watching people and browsing around in stores more than shopping. Maybe they’ll spend fteen minutes in a bookstore or a stereo store and leave without buying a thing. They treat it like an information-gathering trip. Men also like the nonretail parts—the rock-climbing walls, the food courts, anything that doesn’t actually require them to enter stores and look at, try on, or buy merchandise.

Paco Underhill

A recent study of how men and women differ when it comes to the mall turned up this fact: Men, once you get them in the door, are much more in- terested in the social aspect of malls than the shopping part, whereas women say the social aspect is important but shopping comes rst. Men enjoy the mall as a form of recreation—they like watching people and browsing around in stores more than shopping. Maybe they’ll spend fteen minutes in a bookstore or a stereo store and leave without buying a thing. They treat it like an information-gathering trip. Men also like the nonretail parts—the rock-climbing walls, the food courts, anything that doesn’t actually require them to enter stores and look at, try on, or buy merchandise.

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About Paco Underhill

Paco Underhill is an environmental psychologist, author, and the founder of market research and consulting company Envirosell. He employs the basic idea of environmental psychology, that our surroundings influence our behavior, to find ways of structuring man-made environments to make them conducive to retail purposes.