Studies find that it’s part of our psychological makeup to do the same things over and over again. Essentially humans are pretty predictable, and stores take advantage of that to get us to buy more.<\/p>\n
i.\tIf a shopper touches or picks up the merchandise they are more likely to buy it. (that\u2019s why certain items are in easy reach).<\/p>\n
The Way You Shop Can Influence How Much You Spend. If you’ve ever come home after shopping and wondered, \u201cwhy in the world did I buy that?\u201d the answer might have to do with your shopping personality type.<\/p>\n
i.\tChameleons: shopping styles are situation-specific or constantly changing. Their shopping approach is based on product type, shopping impetus, and purchase task.<\/p>\n
ii.\tCollectors\/Gathers: stockpile items and to purchase large quantities to either save money or alleviate the need for shopping. They attempt to get the best price and take advantage of retailer guarantees. <\/p>\n
iii.\tForagers: motivated to purchase only the desired items. They are willing to search extensively and have little store loyalty. They like to shop alone. <\/p>\n
iv.\tHibernants: are indifferent toward shopping. There shopping patterns are opportunistic rather than need driven and they will often postpone even required purchases. <\/p>\n
v.\tPredators: speed oriented in their shopping. They plan before shopping and like to shop alone. They don\u2019t enjoy shopping and tend to shop outlets where they are assured of getting the items they need quickly. <\/p>\n
vi.\tScavengers: enjoy shopping both to make purchases and as an activity. They like to go to sales and consider shopping to be entertainment. They make numerous unplanned purchases.<\/p>\n
i.\tAll consumers are confronted with unplanned and impulsive shopping decisions, and there is a difference between making an impulsive product choice and an unplanned one. <\/p>\n
ii.\tA consumer may make an unplanned purchase because something in the store, such as a point of purchase display, triggers a reminder that they need something. Unplanned purchases are usually made because of a need. <\/p>\n
iii.\tAn impulsive purchase is made spontaneously and usually without regard to costs or negative consequences. They are usually motivated by the need for immediate self-gratification. <\/p>\n
iv.\tHow do retailers encourage consumers to make impulse purchases? <\/p>\n
ii.\tThe more time you spend in a store, the more you buy; 30-40 minutes = average $72.00, but 3 hours or more = average $200.<\/p>\n
iii.\tStores are designed to keep you there for hours on end so you\u2019ll buy more! If customers can see over the shelves, they will spend more time in the store because they can see the available merchandise. Also, notice how you have to walk through the store to get to the escalator, the sale items, and the bathrooms?<\/p>\n
iv.\tYou will overspend if you wait until the last minute and make one big trip to the store.<\/p>\n
v.\tShop once a week = 66% chance of making an impulse buy; Shop 3 or more times a week = 57% chance of making an impulse buy.<\/p>\n
vi.\tYou will be more likely to make an impulse buy when shopping with another person, the more people you shop with, the more likely you are to splurge.<\/p>\n
Here are some other shopping habits that Paco Underhill (author of The Science of Shopping) uncovered through his research:<\/p>\n
i.\tThe higher the “interception rate” (contacts with employees), the higher the chance of purchase.<\/p>\n
ii.\tPlacement of key merchandise in a “transition zone” near the door — but not too near — is advised. <\/p>\n
iii.\tThe “boomerang rate” (the percentage of shoppers who failed to walk down the full aisle), determines the “capture rate” (the percentage of customers who actually “see” a given product on the shelf)<\/p>\n
iv.\tWhat Shoppers Like<\/p>\n
v.\tWhat Shoppers Do Not Like<\/p>\n
Consumer Behavior Situational Influences and Shopping Habits a. Overview Studies find that it’s part of our psychological makeup to do the same things over and over again. Essentially humans are pretty predictable, and stores take advantage of that to get us to buy more. i. If a shopper touches or picks up the merchandise they […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"nf_dc_page":"","footnotes":""},"categories":[30],"tags":[],"class_list":["post-3990","post","type-post","status-publish","format-standard","hentry","category-customers"],"_links":{"self":[{"href":"https:\/\/marketingteacher.com\/staging\/5483\/wp-json\/wp\/v2\/posts\/3990","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/marketingteacher.com\/staging\/5483\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/marketingteacher.com\/staging\/5483\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/marketingteacher.com\/staging\/5483\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/marketingteacher.com\/staging\/5483\/wp-json\/wp\/v2\/comments?post=3990"}],"version-history":[{"count":0,"href":"https:\/\/marketingteacher.com\/staging\/5483\/wp-json\/wp\/v2\/posts\/3990\/revisions"}],"wp:attachment":[{"href":"https:\/\/marketingteacher.com\/staging\/5483\/wp-json\/wp\/v2\/media?parent=3990"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/marketingteacher.com\/staging\/5483\/wp-json\/wp\/v2\/categories?post=3990"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/marketingteacher.com\/staging\/5483\/wp-json\/wp\/v2\/tags?post=3990"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}