Understanding the psychology of the online shopper -
summary
Claim: online conversion collapses when product information and messaging lack clarity; two concrete requirements are clarity of message and know the customer intimately. Evidence: an online bike purchase fails because sites omit fit/geometry guidance so the buyer visits a store and spends more; retail tests alter music tempo and measurably change basket size and throughput. Attention data used: 8-second attention window; industry focus cited as 9 of 10 companies prioritising customer experience. Tools: personalization, behavioral data, search and onsite education; use them to create genuine one-to-one connections, not robotic segmentation.
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