Herb Sorensen

“How do online retailers use these insights about shopper visits? Moe: The next stage of research looks at differentiating between online shoppers not just according to what pages they are looking at, but by also actually examining the products they are interested in.7 In other words, what are the characteristics of the products they are searching for and interested in? And what are their ideal products? Building a model based on data from this research enables the retailer to estimate the probability of purchasing. For example, if someone looks only at a series of black shoes, you can infer that she has a clear preference for this color shoe. Someone else might be looking only at shoes in a certain price range.”
― Herb Sorensen, Inside the Mind of the Shopper: The Science of Retailing

“Fader: As we’ve discussed, there are sometimes countervailing forces in shopping. Crowds attract shoppers but might make them less likely to actually shop. (This is similar to the attraction of the “long tail” discussed earlier, which attracts shoppers to the store because they know they can get anything they need—although they may only buy from the “big head.”)”
― Herb Sorensen, Inside the Mind of the Shopper: The Science of Retailing