3 - Going Shopping

Summary

This chapter examines the marketing of consumer goods. Shops proliferated in the eighteenth century, as did the ranks of peddlers, smugglers, and street sellers. While most shops sold basic goods over rough-hewn counters or through open street-windows, many luxury and semiluxury shops adopted new strategies to lure well-off customers into their establishments. “Shopping,” a word coined in this period, became a leisure activity for women and men of the upper and middling classes. Retailers extended credit to customers to boost sales. New methods of advertising fueled demand. Marketing occurred mainly at the site of the shop, but printed trade cards and handbills, some of which were illustrated with exotic images, increasingly stimulated interest in goods. Advertisements also appeared in newspapers and fashion journals. Mediated by merchants and retailers, new channels of dialogue opened between producers and consumers, supporting a reciprocal relationship between supply and demand. Not only were more points of contact between retailers and customers established but more information flowed between them. The information exchanged in this dialogue created feedback loops between producers and consumers that often (though not always) stimulated supply and demand. Thus, demand was neither a direct emanation of primordial human needs nor an automatic response to commercial manipulation. It was a social and cultural force that developed through communication systems mediated by information brokers of all types.