Store Design and Visual Merchandising: Creating Store Space That Encourages Buying, Second Edition


The creative and science-driven design of the point of sale has become a crucial success factor for both retailers and service businesses. In the newly revised and expanded edition of this book, you will learn some of the shopper marketing secrets from the authors about how you can design your store to increase sales and delight shoppers at the same time. By the time you are through reading this book, you will have learned how shoppers navigate the store, how they search for products, and how you can make them find the products you want them to see.
In an age of self service stores, saturated markets and ever more demanding customers, the careful and science driven design of the point of sale has become a crucial success factor for both retailers and service businesses. In this second edition, the interested reader will find a variety of hands on suggestions on how to optimize the design of retail stores, including new ‘design recipes’ in Chapter 7, and service environments to increase customer satisfaction and sales. While the focus is on the practical applicability of the concepts discussed, the book is nevertheless firmly grounded in consumer and psychological research. In this respect it is uniquely positioned vis a vis books written by artists, architects, and interior designers which lack a solid research foundation and academic journal articles, which are often inaccessible to the educated yet non specialized reader. In writing this book, the author draws on both the recent research literature and his own experience as a marketing consultant and consumer researcher. The intended audiences are marketing managers, small business owners, and MBA students. Topics covered in the book include: goals and relevance of store design; design tips derived from environmental psychology; cognitive and affective approaches to store design and visual merchandising; use of ambient factors such as music, colors and scents; creation of emotional experiences and theming.
A MOOC on Store Design, Visual Merchandising, and Shopper Marketing has also been created by Ebster. This is an excellent accompaniment to this second edition of Store Design and Visual Merchandising, which is the official book of the MOOC. Please visit… for more information and to enroll in the MOOC.

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About the Author(s)

Claus Ebster

Claus Ebster is an associate professor of marketing and business administration at the University of Vienna and president of Market Mentor, a consulting company specializing in marketing strategy, con…

Marion Garaus

Marion Garaus is an assistant professor at the University of Vienna. She holds a PhD in management from the University of Vienna. Her doctoral thesis was awared with the Austrian Award of Excellence. …

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Pub Date

March 5, 2015





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