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The X and Y of Buy: Sell More and Market Better by Knowing How the Sexes Shop (NelsonFree) Paperback – March 29, 2010

90 customer reviews

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About the Author

Elizabeth Pace is the CEO of Floreat. A graduate of Ohio State University, she served for thirteen years as vice president of sales and marketing for three successful startups and has consulted with companies in a dozen different industries. --This text refers to an out of print or unavailable edition of this title.
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Product Details

  • Paperback: 240 pages
  • Publisher: Thomas Nelson; Pap/Psc edition (March 29, 2010)
  • Language: English
  • ISBN-10: 159555971X
  • ISBN-13: 978-1595559715
  • Product Dimensions: 5.5 x 0.6 x 8.5 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 3.7 out of 5 stars  See all reviews (90 customer reviews)
  • Amazon Best Sellers Rank: #2,930,176 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

9 of 10 people found the following review helpful By Kyle Slayzar on July 16, 2009
Format: Hardcover Vine Customer Review of Free Product ( What's this? )
As a retail salesman of nine years from 17 till when I received my graduate degree, I am always fascinated to listen to new ideas on how to improve my sales approach. So, when The X and Y of Buy ("X&Y") showed up as a choice in my monthly Amazon book club, I was hoping for some new insight. Sadly, what I ended up doing was taking out my trusty red pen and correcting what I saw were obvious factual errors while noting them in my also-trusty paper notebook. I wrote five pages of correctional notes.

Before I get into the realm of negenation, let us go over the book's primary thesis.

Author Elizabeth Pace starts by stipulating that men and women shop differently because they are differently. OK, unless you've never been to any department store and realized the men's clothing section is all polos shirts and jeans while the women's is 10x larger and with specific clothing (and specialized decorative soaps to match) for every conceivable body part, tell me something I don't know. Seriously, you do not have to read Men are From Mars, Women are From Venus to see this concept play out in society. Unfortunately for Pace, she writes as if she just discovered this concept.

However, it is the next thesis claim that really is off base. Pace makes it clear that the differences between male and female shopping habbits are almost exclusively due to biological differences and nothing else. She completely sidesteps socialization or nurture as an influence of defining a person's gender. It goes to the nurture vs. nature argument that Pace doesn't even really reference and does not even spend time debating. Even in her Q&A section she references biology the entire time and not any other external factors.
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3 of 3 people found the following review helpful By T. Green on December 22, 2009
Format: Hardcover
Remember the old adage - women are emotional creatures? Can the same be true for men? Let's face it, compared to men, women are more empathetic and emotionally connected to other people. Examples of these gender differences are evident in everything we do, including how we shop. In The X and Y of Buy, author Elizabeth Pace argues that a sound sales strategy is founded on such principles of gender differences. Her aim in this book is to teach fellow professionals what motivates male and female customers to buy products, so they can use this knowledge to improve their profit margins. The author addresses her claims practically, using real life examples to scientifically analyze specific gender differences.

Of the ten chapters, I particularly enjoyed Chapter 8 - The Economics of Emotion. Pace takes the reader through several scenarios pointing out partially obvious gender differences. I use the term "partially" because while you will readily identify with your own gender's point of view, you will also learn something new from the viewpoint of the opposite sex.

Here are some of the subtitles Pace uses to point out gender differences in this chapter:

"He trusts his institutions; she trusts her connections"
Men tend to trust strangers in their clubs, companies or teams; women tend to trust strangers who share a personal connection such as a friend of a friend.

"Men are wired for action; Women are wired for connections"

Men will feel the need to discuss solutions and create a plan of action; women will need to discuss her feelings and evaluate perceptions before taking action.
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3 of 3 people found the following review helpful By Don Dudley on August 10, 2009
Format: Hardcover
The X and Y of Buy is a book about gender marketing. Author Elizabeth Pace uses the scientific differences between men and women to help sales associates and entrepreneurs learn the best practices for dealing with different genders. the premise is; if you can market properly to men and women, you will be able to increase sales and expand your business.

I really enjoyed this book. Pace gives us many tips and access to research to help us deal cross-gender. She tells us things like men are more driven and strait forward when it comes to sales. They do not want interruptions and need to get right to the point. Women, on the other hand, want more connection and community when it comes to business relationships. Women will deal with (or add to) the conversations and interruptions if it means a group can come to a consensus.

The only place I found this book lacking was in the "spiritual content" department. Thomas Nelson is a Christian publisher and prides itself on having a spiritual message. If they did not, I would not be picking at this point. It would have been nice to see a link between gender-specific sales practices and proper Christian ethics. Maybe a chapter on how men could treat women with respect during a sales meeting (trust me, I witnessed the degradation of women in many a sales meeting) or some way women can deal with the constant sexual marketing happening today.

Overall, it was a good book. I enjoyed reading sections aloud to my wife and more than once getting that "ah-ha!" moment as I found something that related both to business practices, and my personal relationships. I give this book 4 out of five stars.

-Don-
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