Customer Anthropolgy

An interesting summary from Arun Kottoli


Companies are always on the lookout to increase sales, increase their market share and increase their profits. One of the ways to accomplish all this is to improve their products. While the idea to improve existing products sounds so simple and easy - and every one ought to do it. The reality is starkly different - Companies often see their products as "perfect". Therefore they cannot identify areas for product improvement.

The Shopper Continuum

November 5, 2009

The Shopper Continuum
By Gavin Johnston, Two West Chief Anthropologist
To the credit of marketing, advertising, and research people the days of talking about the consumer as the sole focus of shopping activity are essentially gone. We recognize that the shopper and the consumer are not always the same. Indeed, it is often the case that they are not.

The focus has shifted to the process that takes place between the first thought a consumer has about purchasing an item, all the way through the selection of that item. While this is a reasonable approach to understanding the people who buy and use a company'™s products, it still has one principle flaw. Namely, it focuses on individuals rather than systems of people and the behavioral and cultural drivers behind their actions. The distinction is subtle but important because it assumes the shopping experiences goes well beyond the product itself, which is largely functional, and considers the product (and brand) as a means of facilitating social interaction. In other words, it thinks about shopping as a means of establishing cultural norms, emotional bonds, and identity.