PIER 1 IMPORTSMegan Fraser, Mychal Zito, Nathan Torres

External Influences

CultureActual to Desired StateDesire to touch for one’s self

SubcultureNorthwesternersSpokanites

Social ClassUpper-middle to upper class

○ Disposable income

Demographics

Gender

Age

Occupation

Interior Designers

Marital Status

Internal Influences

ValuesWell-RespectedSense of AccomplishmentSelf-Respect

PsychographicsAchievers vs. Experiencers

PerceptionConditioning

To Buy or Not To Buy?

Buy

Quality

Selection

Price

Customer Service

Addressing the Issues

Instant Recognition of Sales Seasonal Needs Getting in the Mood!

Outlet Image

Location Cleanliness of the outside Day vs. Night? Christmas Spirit!

Perceived Risk

Pre-Purchase DissonanceReturn PolicyKnowledgeable AssociatesInformation Availability

In Store Influences

POP Displays Majority are POP Displays

Shelves, Racks, TablesTables Displays

Christmas!

In Store Influences

Impulse Decisions Checkout Area

Forced to surround it Gift Cards Greeting cards

In Store Influences

Promotion Holiday Sales Reminders

OutsideInside

Product PromotionClearance

Gift Cards, Credit Cards

Promotion Awareness?

Clearance Section Hidden? Blocked signs?

Inside Atmosphere

Ambient Condition Noise Lighting Scent Colors Temperature

Great, no recommendations!

Physical Features

Touch/Sample Product Working In-Store Displays

Social Surroundings

Size of AislesStrollers“Butt Brushing”

Other Variables

Shopping BasketsWhere are they?

Set up“Track”

Adjacency

Checkout Process

Staff Friendly and Knowledgeable Line Vague and Cramped? Phone Number and Email

Questions?