Understanding shopper motivation and behavior at the point of purchase has emerged as a distinct field of research called "shopper insights." With the addition of retail consultant, Mark Heckman to our staff, Sorensen Associates is helping marketers develop new store formats, category management plans and promotional strategies that closely align with what today's shoppers truly want.
Shopper Tracking
PathTracker® is our proprietary electronic tracking system that captures the in-store movement and behavior of shoppers. This powerful tool can reveal:
How fast shoppers walk through the store.
The length of their shopping trip in both feel and minutes.
How long shoppers ponder a single purchase.
How fast their purchases add up.
The mix of categories/products in their basket.
The geographic areas of the store they visit (front, back, etc.)
Purchase Decision
We combine in-store interviews, personal observation, and video ethnography to identify purchase decision drivers and evaluate shopper behavior and motivations. Combined with market structure analysis, purchase decision studies can be used to:
Refine promotional strategies
Evaluate and improve package design
Align category management with store shopping patterns
Identify the best place and shelf configuration for new products
Assess cross-channel differences in merchandising strategies through our extensive retail network.
Learn more about Sorensens' Purchase Decision & Category Management research capabilities.
