After dinner this evening, we went to IKEA. I recently heard that the owner of IKEA has surpassed Bill Gates in wealth. Though the furniture seems like a lot of chintzy retro-type furniture for the masses, to me, I have a theory why the store has become so popular.
I believe there is a well-studied psychology of the consumer built into the layout and presentation of the store. In Paco Underhill’s book, Why We Buy, the author discusses the importance of “The Transition Zone”, (the area just inside the store entrance); and "circulation patterns” (how shoppers move throughout a store). “The Transition Zone” is the area where the time-conscious and wary modern shopper is transformed to a leisured and amenable customer. Underhill states, “Don’t put your best product near the front door. Most people walk right past it.”
To this end, when you first enter IKEA, you are immediately slowed down by the fact that the shopping begins on the second floor and you are forced to take an elevator to get to the action. As you ride the elevator, the outside world is left behind; by the time you reach the showroom floor, you have entered “IKEA World”. We’re it not for the arrowed traffic pattern; IKEA World would very nearly qualify as a giant hay maze at a state fair. Unlike your local grocery store, where you can easily find the vodka on aisle 5, you must navigate your way through the store by way of the traffic arrows.
This marketing strategy, whether consciously measured or not, constitutes a voluntary investment of your time. Perchance time enough to warm up to their chintzy-retro type furniture for the masses.
Well, some of the stuff is cool…
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