Why People Buy Things They Dont Need: Understanding and Predicting Consumer Behavior

ABC Carpet & Home, 72–74

Abercrombie & Fitch, 134

A.C. Moore Arts & Crafts, 157, 193

Academy Sports, 175

Add-on purchases, 93

Advertising, needs-based, 1

Affluenza: The All-Consuming Epidemic (De Graaf), 47

Aging, of population, 244–46

Air conditioning, 9

Amazon.com, 148

American Appliance, 18

American Gardening Association, 211

American Greetings, 221

American Music stores, 160

American Pet Products Manufacturers Association, 164

American Veterinary Medical Association, 162

America's Research Group, 261

Ann Taylor, 136, 138

Anticipation, 22–23

Antiques Roadshow, 206

Appliances

fashion considerations, 13–17

Jenn-Air, 15–16

needs vs. wants, 11–13

new product research, 17–18

product cycle considerations, 181

sales to women of, 18–21

Viking Range Corporation, 253–55

Arcanum, The (Gleeson), 207

Aromatherapy/scented household products, 69, 187, 188, 189–91, 260

demographic variables, 191

industry snapshot, 190

purchase drivers, 191

retail overview, 190–91

Art/prints/lithographs, 192–95

demographic variables, 194–95

industry snapshot, 192

market share leaders, 193

original, 193

purchase drivers, 194

retail overview, 192–93

Aspirational luxuries, 7, 25, 48–58, 49

Audio equipment/stereo systems, 145–47

demographic variables, 147

industry snapshot, 145

purchase drivers, 146–47

retailer overview, 146

Automobile sales, 26

on eBay, 205

Avon, 131