ACTING ON IMPULSE; MEN'S SHOPPING HABITS HAVE BECOME MORE SPONTANEOUS, OPENING UP NEW OPPORTUNITIES FOR RETAILERS.

Daily News Record, January, 2007 by COLAVITA, COURTNEY

Byline: COURTNEY COLAVITA, CONTRIBUTIONS BY AMANDA KAISER

In the 2000 film The Family Man, Nicolas Cage's character, Jack Campbell, stumbles into the men's suiting department of a high-end department store during a routine family outing to a New Jersey mall.

He puts on a $2,400 Zegna suit, checks himself out in the mirror and without more than a moment of thought decides he'll buy it. That's of course until his wife puts the kibosh on his impulse.

Traditional men's retailing wisdom would consider such a scene just that, a scene-a conceit of fiction that may be perfect for the movies but not applicable on the selling floor. Men, after all, enter a store with a meticulous preparedness or at the least a viable need. They just don't drop down...

Read the rest of this article with a Free Trial at HighBeam Research.

Premium Content Partnership | HighBeam Research provides an in-depth online archive library of reference works.