7. Retailer Tactics
Retailers use a variety of tactics to get consumers to spend. Being aware of these tricks before you go shopping might help limit their effect and help you avoid buying things you weren’t planning on purchasing.
For example, bright colors and animation can get the attention of shoppers and trigger greater activity in areas of the brain associated with impulsive thinking, Sanders said. Fragrance in a store — such as cinnamon during the Christmas season — can stimulate purchasing. And if a sales person demonstrates how an item works, it can create a feeling of friendship and an obligation to make a purchase, he said.
To discretely increase the number of items in your online shopping cart, stores will offer incentives such as free shipping if your purchase total hits a certain price point, said Mike Catania, founder of coupon and promotional code site PromotionCode.org. As a result, consumers buy more to get the freebie.
Retailers also use words such as “expires soon” to create a fear of missing out on a deal and spur buying. It exploits the resource-hoarding part of the brain and prompts consumers to ask,”If I miss this opportunity, will it present itself again?” Catania said.
In addition to being aware of these tactics, Catania also recommended giving yourself some cooling off time before buying things. “If you still want them just as bad the next day, then buy them,” he said. “But odds are you won’t.”
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