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As holiday shopping season nears, UF experts warn retail theft is growing more sophisticated

With the busiest shopping season of the year approaching, new findings from the National Retail Federation’s Impact of Retail Theft and Violence 2025 report — developed by the University of Florida’s SaferPlaces Lab and the Loss Prevention Research Council — show retailers are facing increasingly complex and technology-driven threats. UF researchers say early preparation, better data and stronger collaboration will be essential as stores brace for heavier foot traffic and heightened safety risks. Despite public reports that retail theft is decreasing, Read Hayes, Ph.D., a UF research scientist and director of the LPRC at UF Innovate, said retailer surveys tell a different story: Incidents of shoplifting, organized retail crime, online fraud and other external theft continue to rise, even as some law enforcement statistics appear flat or declining. The gap, he said, reflects how much crime goes unreported or unrecorded. “Retailers have always had a difficult time reporting much of their crime, and if you look only at police data, like calls for service or arrests, it can look like retail crime is flat or even slightly down,” he said. “But when we survey retailers, who are the actual crime victims, they consistently report year-over-year increases in theft and violence.” Criminal groups are also becoming more sophisticated. Hayes said offenders are increasingly using technology to defeat protective systems, disrupt cameras and identify vulnerable stores. They also rely heavily on social media platforms such as TikTok and Reddit to coordinate attacks and share tactics. “It’s a little disconcerting how much criminals rely on social media now to scout stores, map out easy targets, learn from each other or just plain brag about how they did it,” he said. LPRC scientists monitor social media signals to help retailers and law enforcement understand emerging threats — not in real time, Hayes said, but to help build best practices organizations can use to defend themselves. Criminals continue to focus on high-demand items such as branded apparel and footwear, prompting retailers to rethink how those products are displayed and secured. Hayes said many companies are testing new approaches to better protect vulnerable merchandise without driving customers away. One example is automated self-service systems for locked items, where customers can retrieve a product by having a code sent to their phone without waiting for a store employee. Safety remains retailers’ top concern, Hayes said. LPRC’s latest report, developed in collaboration with the security technology company Verkada, found that frontline retail workers report feeling less safe than ever, a trend that typically intensifies during the holiday rush. Rising incidents of in-store violence, limited law enforcement support in some areas and increased guest-related confrontations are pushing retailers to reassess how they protect both employees and customers. “Nothing is more important than protecting the frontline retail associates who keep this industry running,” Hayes said. “This report helps reinforce what retailers need to do to ensure those workers feel safe.” LPRC teams are also studying ways to improve safety beyond store walls, testing parking lot technologies, including license plate readers and flashing deterrent systems designed to discourage potential offenders and reassure law-abiding shoppers. At the federal level, Hayes said he and partners across the country are urging Congress to pass a bill to address organized retail crime and establish a centralized platform for reporting retail theft threats. As the holiday season approaches, Hayes said the need for evidence-based solutions has never been clearer. “Retailers are under pressure to keep their stores safe, welcoming and competitive,” Hayes said. “The more we can understand offender behavior, customer expectations and emerging technologies, the better we can help retailers, communities and law enforcement reduce harm.” The LPRC, headquartered at UF Innovate, brings together more than 200 major retailers, technology companies and public safety agencies to conduct research that strengthens store safety, reduces loss and enhances the customer experience.

12 Days of Holiday Experts - Goizueta Business School Sources for the Season

It's that time of the year again!  And as Americans get ready for another journey into the festive season, there are always opportunities for stories to be told about shopping, travelling, buying, returning, and making sure you don't get ripped off or scammed during all the hustle and bustle, Here's a stocking full of topics and expert sources who are here to help with your coverage this holiday! Gifts, Giving, and all the Costs That Come With It Economics of the Holiday Season A successful Q4 makes the difference between annual profitability and loss for many businesses. Professor Tom Smith is available to discuss seasonal hiring, retail expectations, the impact of tariffs, and the importance of the holiday season to retailers. View his profile here Black Friday & Using AI to find the Perfect Gift  Professor Doug Bowman expects to see more Shoppers (esp. Gen Z) experimenting with GenAI for personalization, inspiration, product discovery, summarizing reviews, generating lists, and finding deals. Results may be mixed, depending on the data the AI was trained on. He also expects more purposeful and complex shopping, with fewer impulse purchases and more searching (both online and in brick-and-mortar stores), due to lower inventory levels/assortments at some retailers. View his profile here Food and Travel Pricing Professor Saloni Firasta Vastani can discuss the cost of this year’s holiday dinners. What’s gone up and what’s gone down? She can also discuss the cost of travel this holiday season and offer tips on how consumers can secure a better deal. View her profile here Avoiding Holiday Overspend Professor Usha Rackliffe can discuss how holiday shopping can expose consumers to credit products, such as store credit cards, that offer various incentives and often result in overspending. She can discuss the pros and cons of the buy now, pay later offers and how interest rates will play into this year’s holiday shopping and spending. View her profile here Gift Giving Professor Ira Bedzow says there are three ways gift-giving can promote both personal growth and professional development. View his profile here Gifts Express Relationship, Not Reciprocity. Contracts and transactions are about keeping score—I give, you give back. Gifts are about connection. A thoughtful gift doesn’t close a deal; it opens a door. Personally, it reframes love and friendship as ongoing commitments rather than conditional exchanges. Professionally, treating interactions as opportunities to build trust creates loyalty, sparks creativity, and builds a culture no contract can guarantee. The Art of Perspective-Taking in Choosing Gifts: The best gifts come from stepping outside yourself and asking: What would this person really want? This act of empathy is a skill worth practicing. Personally, it pulls us beyond ego; professionally, it sharpens our ability to anticipate needs, see through others’ eyes, and make decisions aligned with their values—a foundation for real leadership. Gifts as Lessons in Friendship and Human Connection: True friendship isn’t built on ideology, convenience, or self-interest. It’s rooted in caring for someone simply for who they are. Gift-giving is a rehearsal for that kind of connection. Personally, it reminds us that what we truly want typically comes through relationships, not rivalry. Professionally, it shows that lasting success rests less on shared advantage and more on genuine respect and human connection. Shopping for Sustainability Consumers are increasingly seeking eco-friendly products, and brands that emphasize sustainability are likely to see higher sales. Nearly 69% of shoppers prefer to buy from companies committed to ethical practices, such as those that use carbon-neutral shipping and offer recyclable packaging. Professor Dionne Nickerson focuses on how companies can integrate sustainability in their products and why it matters to consumers. View her profile here Pressure Purchasing As the days inch closer to the holidays, shoppers feel the pressure to find a gift. Professor Max Gaerth can discuss how stress, scarcity, and time pressure shape purchasing decisions. View his profile here Online Shopping and Influencing AI Changing How We Shop Professor David Schweidel examines how new AI tools are transforming the shopping experience and the ways brands utilize AI to engage with prospective customers and personalize product recommendations. He can also discuss OpenAI’s Atlas and how it puts ChatGPT directly into your browser. View his profile here Influencers Influencing Our Purchases How are creators impacting the economy, and are influencers impacting our purchasing decisions? Professor Marina Cooley looks at the creator economy and how TikTok and Instagram are impacting our holiday wish lists, and what it takes for a product to go from unknown to trending. She can also discuss TikTok Shop (something Instagram has struggled to execute).   View her profile here How to Attract Customers to the Store this Holiday: Shopping looks different, and it is up to retailers to stand out not just in the brick-and-mortar world but also online. The success of a business can balance on the customer experience. Professor Reshma Shah can discuss the policies that brick-and-mortar retailers need to have in place to successfully merge online shopping and the in-person shopping experience. View her profile here Holiday Scams Tis The Season for Scams Bad actors are using AI to scam consumers. From phone calls to emails, Professor Tucker Balch can tell us how to spot a scam and what we can do to protect ourselves. View his profile here Holiday Returns Product Returns Professor Doug Bowman can discuss the retail strategy and the impact of holiday gift returns, comparing online returns to those in brick-and-mortar stores. View his profile here He can also weigh in on: Why are returns so expensive for retailers? Online returns vs. brick and mortar returns Predicting online returns - helping retailers understand how likely it is that a product will be returned. As well: Are retailers still offering free returns? What’s this costing them? Is this likely to continue? What will they do differently? If you’re a journalist covering the holiday season, our experts can help shape your story. Use the “Connect” button on any expert’s profile to send an inquiry — all inquiries are monitored by our media team to ensure a quick, timely response.

Holiday Season is Almost Here and Goizueta Business School has Holiday Experts Ready to Help

The holidays are the difference between operating in the red and operating in the black for many retail businesses. The Goizueta Business School has experts who can provide insight and expertise on a wide range of stories. Economics of the Holiday Season - Economist Tom Smith can discuss seasonal hiring, retail expectations, and the importance of the holiday season to retailers. Black Friday - Doug Bowman can discuss retail expectations and the importance of the holiday season to retailers. He expects this year shoppers will go to fewer stores and not travel long distances, delivery capacity will be an issue, and work from home/school purchases will be hot. AI Changing How We Shop - David Schweidel can discuss how new AI tools are changing how we shop and how brands are using AI to reach prospective customers. Product Reviews See Huge Increases: How Reviews Impact Holiday Shopping - What do reviews mean for the shopping experience and do reviews impact purchase? Reshma Shah can discuss the impact reviews have on the point of purchase. Product Returns - Marat Ibragimov can discuss the retail strategy and impact of holiday gift returns, comparing online returns to brick and mortar. Food and Travel Pricing - Saloni Firasta Vastani can discuss the cost of this year’s holiday dinners. What’s gone up and what’s gone down? She can also discuss the cost of travel this holiday season and what consumers can do to get a better deal. Avoiding Holiday Overspend - Rohan Ganduri can discuss how holiday shopping can expose consumers to credit products like store credit cards that offer various incentives to take up the credit card, often resulting in overspending. Ganduri can discuss his latest research paper on how taking up store credit cards can impact consumers’ future credit outcomes. Social Media & Advertising - David Schweidel can discuss how micro influencers work, how using product placement can cut through the advertising clutter, and the power of product reviews. The Constantly Changing Online Retail Experience - Styling videos, personal shoppers, messaging, and even Augmented Reality (AR) are being used to generate purchases. Doug Bowman can discuss how stores are reimagining the shopping experience to attract customers in person and online. Influencers Influencing Our Purchases - How are creators impacting the economy and are influencers impacting our purchasing decisions? Marina Cooley looks at the creator economy and how TikTok and Instagram are impacting our holiday wish lists and what it takes for a product to go from unknown to trending. She can also discuss how this holiday season will help normalize in-app TikTok shopping (something Instagram has struggled to execute on). How to Attract Customers to the Store this Holiday: Merging Online and In-person Experiences May be the Answer - Shopping looks different and it is up to retailers to stand out not just in the brick and mortar world but also online. The success of a business can balance on the customer experience. Reshma Shah can discuss the policies brick and mortar retailers need to have in place to successfully merge online shopping and the in-person shopping experience. To book your expert interview, call Kim Speece at (404) 849-6579 or email her at kim@leffassociates.com or simply click on the icon available. To find an expert on a specific topic, click the “Search” feature at https://goizueta.emory.edu/faculty/profiles. To check out other recent research, visit https://www.emorybusiness.com/faculty-research/.

The Role of Artificial Intelligence in Customer Experience

Gaurav Jain, assistant professor of marketing at the Rensselaer Lally School of Management, examines how individuals make judgments, estimates, and decisions in the absence of complete information. Previously, Jain served as the chief marketing advisor at multiple firms. Below are his thoughts on the impact of artificial intelligence (AI) on customer experience. Voice of the Customer In today's hyper-connected world, the voice of the customer (VoC) is louder and clearer than ever. But how do we sift through this cacophony to understand what our customers are really saying? Enter AI. It's revolutionizing the way customer experience teams handle VoC programs, and as a marketing leader, I find this incredibly exciting. Take direct customer feedback, for example. We're no longer just collecting survey responses and storing them in a database for quarterly review. AI algorithms, particularly those using natural language processing, are helping us instantly categorize and prioritize this feedback. Imagine an e-commerce platform that can immediately flag a customer's mention of "late delivery" in a post-purchase survey. That's not just efficient; it's customer-centric. But what about the things customers are saying when they're not directly talking to us? That's where AI-driven sentiment analysis comes in. These tools can scan social media, forums, and review sites to gauge the sentiment behind a customer's words. I've seen hotel chains use this technology to monitor travel forums and review sites. If a guest mentions "noisy rooms," even without lodging a direct complaint, the brand can proactively look into soundproofing solutions. Then there's inferred feedback, the kind you get by reading between the lines. AI can analyze customer behavior, like frequent page visits without conversion or cart abandonment, to suggest what might be going wrong. For instance, an online fashion retailer could use AI to figure out why a particular dress gets a lot of views but few purchases. Maybe it's the sizing, maybe it's the price, but the point is, you get to know without having to ask. And it doesn't stop at gathering feedback. AI is helping us turn this raw data into actionable insights. We can predict future behavior, like churn rates, based on past feedback. This allows us to be proactive rather than reactive, which is a game-changer in customer experience management. Finally, let's talk about what happens after we've gathered all this feedback. AI is ensuring that every customer who takes the time to share their thoughts receives an immediate and appropriate response. Chatbots can handle common queries or concerns, making the customer feel heard and valued right away. So, from the perspective of a marketing leader, it's not just about the efficiency that AI brings to VoC programs. It's about the opportunity to deepen our connection with customers. By truly understanding their words, their sentiments, and even their behaviors, we can craft experiences that resonate on a human level. And in a world that's increasingly digital, that human touch is what sets a brand apart. Customer Service It's truly intriguing to observe how AI is weaving its way into the customers’ experience. Online, chatbots are making waves. Chatbots are not just digital tools; they're our first point of contact, bridging the gap between brands and consumers. However, there was always the question of accuracy versus efficiency while managing these chatbots – AI has answered that question. AI chatbots provide real-time yet accurate assistance, making the digital shopping journey feel more interactive. Companies can reduce customer dropout while avoiding the expense of managing a large human customer service team. AI is revolutionizing phone-based customer service as well. Voice recognition allows natural language processing for easier navigation, while predictive analysis anticipates caller needs based on their history. Enhanced personalization means customers no longer repetitively provide account details, and emotion detection aids in gauging caller mood. The result? Reduced wait times, more efficient interactions, and a significantly improved telephonic customer experience. In essence, AI is bridging the gap between technology and human touch in the retail world, making our interactions with brands more meaningful and personalized. Again, companies can do this in a cost-effective manner. Jain is available to speak with media - - simply click on his icon now to arrange an interview today.

#Expert Insight: Practice sound business practices, especially amid high inflation

Understanding your market is of the utmost importance in a time with high inflation. Dr. Richard Franza, dean of the Hull College of Business at Augusta University, said business owners should always be examining processes to make sure they are as cost-effective as possible. But also, make sure to keep the customer in mind. “You have to understand where your price fits in with all the other components of your products,” said Franza. “You mustn’t spend money on elements that are not important to your customer. Cut your costs in a way that doesn’t affect the customer experience.” Being aware of everything when business is on an uptick is as important when times aren’t the best. “If you look at the processes when times are good, then you have a lot more flexibility with your margins. Understanding your market is important. Understand how you compete – is it through cost, quality, speed or customization? Understand where you’re better or worse than your competitors." When it comes to the service industry, businesses need to pay special attention to those dealing with the customers. “Understand that while you have to run your back room efficiently, you have to concentrate on your front room where you do interact with customers. Be focused on the experience of the customer. You may want to spend a little extra on the people you hire to interact with your customers; they’re your ‘face,’” added Franza. While inflation may be affecting everyone and every business, it’s important to remember one thing. “Be true to your brand. Your loyal customers are coming to you because of that.” If you're looking to know more about this important topic, then let us help. Franza is available to speak with media about trending issues like inflation, small business and the economy – simply click on his icon now to arrange an interview today.

IDC Quarterly Tech Brief: Your Guide For The Digital-First World

September 2021 Editor's Comments Happy September! We hope you got a chance to recharge and enjoy the summer. Now that we’re looking into the last half of 2021, our experts agree that we’re not going back to the pre-pandemic normal, but we can’t help but be optimistic with recent news on vaccinations, lifting of restrictions, kids going back to school, and some of us returning to the office. As the world slowly moves from a pandemic to a digital-first state, we will see permanent shifts in the way we live, work, play and learn. IDC expects the next 3 years to remain highly fluid due to the growing range of global challenges. And now, more than ever, business and government leaders will need to operate and invest in increasingly digital-first markets, while building digital infrastructures, enabled by an intelligent, empowered, and a well-connected workforce. In this edition of IDC Canada's Quarterly Tech Brief, we’ll explore insights on the digital-first world, best practices, and digital transformation stories from Canadian tech leaders at our upcoming IDC CIO Series webinar on September 22, and as usual, we also reveal the latest research, survey results and market forecasts. And last but not least, we're happy to announce IDC Canada's biggest technology event of the year, IDC Connections 2021 is coming up on November 4th. Save your seat today! FEATURED IDC CIO Panel Series – Part 2: Building Resiliency & Innovation into Your Canadian Journey Join us on Wednesday, September 22 at 2 p.m. ET for the latest session of our IDC CIO Panel webinar series where we will dive into what digital resiliency means for you, and how to leverage the latest Digital Infrastructure and Digital Innovation trends to your advantage. Hear from industry-leading tech executives, Antoine Haroun, CIO at the Peel District School Board, Irene Zaguskin, CTO at The Printing House, and Michael Kurek, VP of Sales & Operations, Data Center Solutions at Dell Technologies as they unpack how the pandemic accelerated their digital transformation journey, and their best practices for planning and managing IT during uncertain times. Our experts will also host 3 sessions around how the Future Enterprise operates in a Digital-First World, a look ahead at the forces of change heading into 2022, the Future of Digital Infrastructure, and the need to strive for a balance between digital innovation and resiliency to remain relevant and competitive. Your Canadian Research Checklist Here are some of our most popular Canadian reports of the quarter to help you understand changing market conditions and succeed in 2021. ✓ IDC Market Glance: Service Providers in Canada, 2Q21 ✓ The Rise of Canadian Cloud Ecosystems ✓ Canadian Cybersecurity Market Snapshot, 2Q21 ✓ Canadian Cybersecurity Buyer Persona: Managed Security Services Benefits ✓ Canadian Managed Cloud Services Adoption, 2021 Forecast Highlights ✓ Canadian Wireless Services Forecast, 2021–2025: Wireless Wars 18 ✓ Canadian Internet of Things Forecast, 2021–2025 ✓ Outlook for Canadian SaaS Applications, 2021 ✓ Worldwide Managed Cloud Services Forecast, 2021-2025 ✓ IDC's Forecast Scenario Assumptions for the Canadian ICT Market, April 2021 IDC THOUGHT LEADERSHIP: DIGITAL RESILIENCY SCORECARD Explore IDC's new Digital Resiliency Scorecard Does resiliency still matter in a "post-pandemic" world? Quite simply, it does. In IDC's recent Digital Resiliency Benchmark Survey, we found that 65% of U.S. buyers and 55% of Worldwide buyers have plans to invest in resiliency over the April 2021-April 2022 timeframe. Watch The Digital Resiliency Scorecard webinar to learn more ICYMI: BLOG HIGHLIGHTS FROM THIS QUARTER Future of Customer - More Human Experience - Over 34% of executives point to transforming the customer experience as the top business function. Learn more about the Future of Customer framework with IDC’s Keyoor Adavani. Read More → Major Smartwatch Market Consolidation: A Canadian Take - In May Google announced a new unified smartwatch platform in partnership with Samsung. Learn how this partnership is expected to shake up the market dynamics in Canada with Shahd ElAshri. Read More → Telesat Vying For LEO Constellation Leadership - A new commercial space race has begun and among the entrants for Low Earth Orbit (LEO) satellite constellations, Telesat is an emerging leader in this multi-billion-dollar market. Learn more from IDC's Lawrence Surtees. Read More → Federal Budget Innovation Goals and What’s Next for Recovery - COVID-19 fast-tracked innovation and digitization. See how the federal budget plans to support digital transformation, and learn how customer centricity and AI can set you apart from the competition with IDC's Mark Schrutt. Read More → UPCOMING VIRTUAL EVENT IDC Connections 2021 Canada: Accelerating Your Path to a Digital-First Enterprise Mark your calendars! IDC Connections is back this year and we can't wait for you to take a front-row seat. Don't miss an afternoon full of IDC experts' insights, special guests, networking, and hear from the tech leaders who are driving this new era of rapid transformation. This year's highlights include: A special closing keynote on the Future of Sports and Entertainment with Humza Teherany, Chief Technology & Digital Officer at Maple Leaf Sports & Entertainment Creating digital innovation & experiences at your organization, with IDC's Chief Research Officer, Meredith Whalen Embracing digital infrastructure, with IDC Canada's Dave Pearson Leveraging new industry ecosystems, with IDC Canada's Nigel Wallis Guidance from our popular CIO Best Practices Panelists PODCASTS WORTH A LISTEN  Find out why clients are raving about our new podcast series! In an era seemingly filled with uncertainty, the Future Enterprise podcast is a must-listen. It's a podcast for business and tech executives, aimed at helping you leverage technology to achieve innovative, disruptive, and productive business outcomes. Listen in as IDC host, Joseph Pucciarelli, Group Vice President & IT Executive Advisor interviews C-level executives from around the world on their digital transformation initiatives touching on each of the "Future of X" digital initiatives. Senior IDC research leaders often join in the conversation. Listen Now → Thanks for being a part of our IDC Quarterly Tech Brief Newsletter community! Don’t forget to subscribe to be notified quarterly when the next issue comes out.

A Letter to our Valued Customers

As I write this letter, I can’t help but think of how much the world we live in has changed over the course of a few short weeks. Like you, IDC Canada is carefully evaluating the ever-changing situation related to COVID-19. It is truly an unprecedented situation. The market is extremely fluid, and each day we are carefully balancing our commitment to providing the tools our customers need to Plan, Market and Sell, all the while mobilizing our entire Canadian workforce remotely. As a valued partner of IDC, we want you to know that we are here and we are ready to engage with your teams. Together we can navigate the “what’s next” in the Canadian ICT marketplace using our dedicated team of Canadian Analysts. The underpinning of IDC’s business has always been our data, our forecasts and our in-depth knowledge of the ICT markets. Be assured that our teams are working overtime to assess the impact on the Canadian ICT market, and more importantly, what the implications are to you, our valued partners. Many customers have also reached out to ask how to adjust their customer interactions and continue to drive their business forward. Marketers are under fire to find new ways to stay in touch with customers and target new prospects remotely. The good news is that IDC Canada has been providing effective virtual event services like webcasts, audio podcasts and other compelling assets for many years now. We offer a wide range of digital assets that will keep you in touch with your customers and help you generate leads. As we continue to learn more through monitoring the COVID-19 outbreak, we understand that “customer experience” in extraordinary times means working with our customers and partners in new ways. Now more than ever, we will navigate this situation together. If there are things you need from us or additional ways we can support you, please let us know. We remain committed to helping Canadian Businesses through this challenging time. Please look for more detailed insights on the effects of the COVID 19 virus on the Canadian ICT market in the form of IDC research documents and webcasts next week. Feel free to reach out directly to your IDC relationship manager or through our inquiry desk at askidc@idccanada.com at any time. Kind Regards and Stay Safe, Lars Goransson Managing Director, IDC Canada idc.com/ca

How to Negotiate the Best Retail Price: Baylor Expert Shares 11 Tips

Confidence in retail negotiations can lead to confidence in salary talks as well, management expert says In today’s retail climate, where stores struggle to keep up with online competition and customers can compare prices with the ease of their smartphones, the price tag is just a starting point for negotiations, said a negotiation expert at Baylor University. “No longer do you need to pay sticker price for everything you buy. The customer is now empowered to have a say in pricing, and even hourly retail workers are often empowered to give price discounts when requested,” said Emily Hunter, Ph.D., associate professor of management in Baylor University’s Hankamer School of Business, and an expert in negotiation and conflict management. Hunter said negotiations – whether in a retail setting or in the workplace – require confidence. “Many people are hesitant to negotiate because they don’t know how or they are worried about the other person’s reaction (Will they think I’m greedy?),” she said. “But practice can increase your confidence in your ability to negotiate. Rejection is less common than you fear, and retail stores especially are often willing to work with you.” She offered the following tips to increase the chances of greater deals at the check-out counter. Be nice. First and foremost, always be kind and polite when asking for a discount in retail settings, Hunter said. You are much more likely to be successful if someone wants to help you out, as opposed to demanding a discount or raising your voice to puff up your sense of power. It’s not a power play. Instead, negotiating is a matter of give-and-take. Find defects. It is easier to negotiate an item if you can find something wrong with it. Most stores have a policy in place that allows cashiers and salespeople to offer a moderate discount (typically 10-15 percent), but when they offer it, be persistent and politely try to push them for more. “I’ve negotiated a rug because it was on the sales floor and had frayed edges, a metal cabinet with a dent in the back (Who will ever see that? It’s in the back!), and clothing with a slight stain,” Hunter said. “Point out the defect to the person you are negotiating with and ask for half off.” Look for mark-downs. If an item is marked down or “open-box,” then ask for further discounts, Hunter advised. Remember, the store already acknowledged that the item is worth less than original price and they are likely desperate to be rid of it quickly. “Borrow” a coupon during check-out. When making a purchase, Hunter said she is often asked the question: “Do you have a coupon?” Instead of saying no, she said it might save some money to consider another reply. “Whenever I’m asked this question at check-out, I reply, ‘No, do you have one I could use?’ This works more often than you might think and can result in sweet savings. No clipping required,” she said. Prepare yourself – quickly. When you see an item that could be a good opportunity to negotiate, Hunter said it’s best to prepare quickly with three steps. First, set a strong goal for yourself, usually in the form of a steep discount you will request. Second, set a “redline” price, the highest price you are willing to pay. Third, consider your best alternative – which might be purchasing the same item online for less – if negotiations fail. Find a BATNA. “In negotiation lingo, we call your best alternative your BATNA – Best Alternative to a Negotiated Agreement,” Hunter said. “In retail, it’s extremely important to shop around both at other stores and online to see if the same or a similar item is offered elsewhere for less. This can be your bargaining chip to ask for a discount.” She explained that most big-box stores now have a price-matching policy, but it’s worth trying to go beyond the price match and ask for an additional 10 percent discount, particularly if you agree to purchase at that moment. “Think about it from the store’s perspective,” she said. “They want to keep you from buying from major online retailers, so they might agree to a discount.” Ask for a higher discount than you’re seeking. Let’s say you’re seeking $200 off the price of a refrigerator. Hunter said it’s not wise to start your negotiation by asking for $200 off, because you are almost guaranteed to get less than that. “In negotiations, both sides expect some give-and-take, and the retailer is unlikely to accept your first offer,” she said. “Start by asking for $500 off the fridge and see what they say. Even better, back up your offer by pointing out a defect, a cheaper price online for the same product or evidence of a sale at the same store that just ended.” Pretend you own the business. Think from the seller’s perspective, Hunter advised. Consider what the seller wants from you, the customer. Besides the obvious answer of higher sales and profit, simply offering to write a review online could be very helpful, especially for small businesses. “I once got a great deal on a tool cabinet because I offered to write a positive review on the customer experience survey (you know, the one you get on your receipt that few people fill out?). The manager said that would be wonderful because his store performance is assessed partly based on those customer surveys and he really needed a good review that quarter,” Hunter said. Always negotiate furniture. Hunter said the markup on furniture is often extremely high, as much as 80 percent, and that makes furniture a target for negotiation. “I always negotiate when buying everything from mattresses to sofas to end tables,” she said. “Ask for big discounts at first, as you never know how desperate they are to rotate their stock. And try asking for steeper discounts if you buy multiple pieces, or buying a sofa set and getting the coffee table thrown in for free.” Choose your opponent wisely. When you choose to negotiate, make sure you’re dealing with the people who can make the decisions, Hunter said. Sometimes the clerks on the floor might not be the best option, so jump straight to the cashier or the manager to work with someone who has the authority to make a pricing decision. Remember the ultimate goal.  Negotiation is not just about saving a few dollars, Hunter said. Instead, it’s about building negotiating skills. “Negotiating in retail settings can be a helpful practice to build your confidence to negotiate more important items such as salary and work projects,” she said. “While negotiating salary and other relationship-based issues at work differs quite a bit from the strategies described here, the first step is having the confidence to ask.” ABOUT EMILY HUNTER, PH.D. Emily Hunter, Ph.D., associate professor of management in Baylor University's Hankamer School of Business, teaches negotiation and conflict management. Her research on employee work-family issues, workday breaks and deviant behavior has appeared in academic journals such as Journal of Applied Psychology, Journal of Management and Journal of Organizational Behavior. She is also the co-author of "Organized Innovation: A Blueprint for Renewing America's Prosperity." ABOUT BAYLOR UNIVERSITY Baylor University is a private Christian University and a nationally ranked research institution. The University provides a vibrant campus community for more than 17,000 students by blending interdisciplinary research with an international reputation for educational excellence and a faculty commitment to teaching and scholarship. Chartered in 1845 by the Republic of Texas through the efforts of Baptist pioneers, Baylor is the oldest continually operating University in Texas. Located in Waco, Baylor welcomes students from all 50 states and more than 80 countries to study a broad range of degrees among its 12 nationally recognized academic divisions. ABOUT BAYLOR’S HANKAMER SCHOOL OF BUSINESS Baylor University’s Hankamer School of Business provides a rigorous academic experience, consisting of classroom and hands-on learning, guided by Christian commitment and a global perspective. Recognized nationally for several programs, including Entrepreneurship and Accounting, the school offers 24 undergraduate and 13 graduate areas of study. Visit www.baylor.edu/businessand follow on Twitter at twitter.com/Baylor_Business.

Luxury retailers, customer experience, and brand desire

Consumers often complain that sales staff at luxury retailers ignore or reject average customers. Employees in the industry confirm that sales staff at luxury retailers do sometimes size up customers, choosing who to help and who to avoid based on what they wear. Conventional wisdom would suggest that the rejected consumer would choose not to buy the specific brand. Morgan Ward, assistant professor of marketing, and coauthor Darren W. Dahl (U of British Columbia) challenge this idea “by exploring how negative customer service experiences can, in some instances, facilitate more positive attitudes and customers’ desire for the brand.” The pair tested their theory by providing study participants with a variety of shopping scenarios involving being rejected versus receiving a neutral response from the salesperson while in a luxury retailer. Ward and Dahl discover that shoppers who “relate their self-concept to an aspirational brand” become more motivated to buy that luxury brand after a salesperson’s rejection, in order to be accepted by what they perceive as the in-crowd. Source: