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Influencing Shopper Decisions


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Table of Contents

    • Chapter - 00: Foreword by Lisa Bodell;
    • Chapter - 00: Acknowledgments
    • Chapter - 00: List of figures;
    • Chapter - 00: List of tables;
    • Chapter - 01: Redefining the shopper journey for the first time;
    • Chapter - 02: The hidden danger of brand narcissism;
    • Chapter - 03: The age of shopper promiscuity;
    • Chapter - 04: The shopper DIAL;
    • Chapter - 05: Source usage: A new metric for changing shopper behavior;
    • Chapter - 06: Net influence: Revealing the true ROI;
    • Chapter - 07: Other new metrics for guiding decision making;
    • Chapter - 08: Redefining brand tracking;
    • Chapter - 09: Unlocking hidden shopper insights through agile neuroscience;
    • Chapter - 10: The evolution of shopper values;
    • Chapter - 11: The Covid inflection point;
    • Chapter - 12: Strategies for change;
    • Chapter - 13: Index

About the Author

Rebecca Brooks is Founder and CEO of Alter Agents, a marketing analysis and brand management firm and is based in in Pasadena, California. She speaks regularly at Insights and ESOMAR conferences, and writes for Forbes.com, AdAge, Insights Association, Chief Marketer and the American Marketing Association. Devora Rogers is Chief Strategy Officer at Alter Agents and is based in Los Angeles, California. She works with dozens of global brands including Snapchat, Activision, Nespresso, Bose, Schwab and Fortune Brands, and is a regular public speaker at industry events. She gave a TedX talk on the Future of Shopping and Retail.


"This book is for everyone who wants to understand the psyche of how people are making buying decisions in a rapidly changing world. Rebecca and Devora give you an MBA in a book. It will accelerate your understanding of what works today in influencing shopper decisions, and it will surprise you."
*Nadia Bilchik, CNN Editorial Producer and Global Speaker*

"Today, consumers have more choices than ever before. If your company wants to keep up (and thrive) in a world transformed by the near-infinite number of online options, read this book."
*Dorie Clark, author of 'The Long Game' and Executive Education Faculty, Duke University's Fuqua School of Business*

"In Influencing Shopper Decisions, Rebecca and Devora have managed to produce a book that is compelling, evidence-based and tells a great story. It's packed with examples, first-hand experiences and fresh thinking about how the internet has so radically changed our shopping attitudes and behaviour ... and all our mindsets, both as consumers and branding professionals. Their narrative includes a large dose of the real world, and why it is so important to recognise the limitations that blinkered 'brand narcissism' causes for brand owners. Real people don't care about your marketing plans. They only care about how you can help their lives. This book makes a great contribution to the sum of brand knowledge."
*Rita Clifton CBE, Global Brand Expert; Former Chair of Interbrand; Portfolio Chair, Board Director and Former Vice Chair at Saatchi & Saatchi*

"Building on the latest research in agile neuroscience, Influencing Shopper Decisions clearly explains how consumers make choices about what products and services to purchase and how you can use these insights to build a stronger brand and win more customers."
*Jeff DeGraff, Professor and co-author of 'The Innovation Code' and 'The Creative Mindset'*

"What the industrial revolution did for agriculture, online shopping has done for retail. And it happened so fast. Choices exploded and we could get lost in a sea of products and services. Thankfully, Influencing Shopper Decisions provides insight from two of the foremost experts in the field. The past, the present and the future are laid out beautifully. You will love this book."
*Chester Elton, bestselling coauthor of 'The Carrot Principle', 'Leading with Gratitude' and 'Anxiety at Work'*

"If you sell something (and who doesn't?), Rebecca and Devora have studied your category and can help you make sense of the current mindsets of shoppers. From strategies to tactics, these pages are chock-full of actionable ways to reach, serve and delight consumers in our ever-changing world."
*Kristi Faulkner, President, WOMENK!ND*

"Whether you're a CPG brand marketer, digital media company or small business owner, this book will help you understand the new shopper. I appreciated that it was easy to understand and provided actions businesses could take. Rebecca and Devora coach you through keeping your brand relevant."
*Marshall Goldsmith, new member of the Thinkers50 Hall of Fame and the only two-time Thinkers50 #1 Leadership Thinker in the World*

"If you are serious about customer experience, then read this book to get inside your customer's head and understand how they truly think about making a purchase. When you understand 'how' a customer buys, you can develop a better CX strategy to elevate your business and brand."
*Shane Green, CX Consultant and author of 'Culture Hacker'*

"First and foremost, you must know what your customers want and expect. This is the guide to understanding how your customers think, how they buy and what influences them. Read this before your competition does."
*Shep Hyken, Customer Experience Expert and Author of 'I’ll Be Back: How to Get Customers to Come Back Again & Again'*

"Online shopping has stripped away loyalty and brand fidelity. Influencing Shopper Decisions provides the most updated shopper journey insights today. It exposes all of us for the kind of shoppers we've become and how we've screwed with corporate marketing mentalities."
*Charlene Li, New York Times Bestselling Author of 'The Disruption Mindset'; founder of Altimeter*

"In Influencing Shopper Decisions, Brooks and Rogers blow the roof off traditional, narcissistic brand standards and research methods. Now is the time to think like a Mindful Marketer and DIAL into your buyer's true beliefs and values. Want to be a modern, mindful marketer? Follow their lead."
*Lisa Nirell, Author, CMO Whisperer, 100 Coaches Member and Livestream Host*

"Researchers Rebecca Brooks and Devora Rogers bring an unparalleled understanding of the shopper mindset and the keys to unlocking it. No matter what kind of business professional you are, you must read this book to stay current with the market. Nobody explains the nature of the new shopper, and how to reach them, like these two experts do."
*Peter Shankman, Bestselling Author of 'Faster Than Normal: Unlocking the Gifts of the ADHD Brain' and 'Zombie Loyalists: Using Great Service to Create Rabid Fans'*

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