Psy-Testing a Theory

Testing a Theory

While I cannot reflect directly on a particular incident that has required me to test a theory, although I am certain there are many, I can relate to the idea of testing theories due to the nature of my profession. Currently, I work in management at a sporting goods retail store where the day to day success hinges on a series of interlinking theories. For instances, since the front entrance is the first thing customers see when they walk into the door, we set up a entry display that screams we have what you are looking for, whether it be a football theme in the fall, toy & gift theme during the holidays, baseball theme in the spring, or camping or water sport theme in the summer, we want them feel they are in the right place. Impulse and presentation are everything. If the customer looks to the back of the store or down any aisle the products are organized smallest to biggest on the top shelf to make the customer feel like he or she has more options and largest to smallest on the bottom shelf to give the appearance of being more full. The end caps of every aisle are loaded with sale items or special clearance items that the store needs to move quickly to take advantage of impulsive buyers. Everything about my profession from product placement, to customer service, to staffing hinges on theories.

Maybe I am not doing a good job at describing specific theories, but my point is this; the more theories retailers get right, the more money they generates through sales and return business. As a retailer I must understand how customers think in order to accommodate them and drive sales and how my staff works in order to motivate them and ensure great customer service and a top-notch operational store. I test a lot of theories. I suppose my job could be related to a psychologist in the sense that it centers around understanding the thoughts, needs, interests, impulses, desires, and behavioral tendencies of the people I serve daily through the...