There are three main contributors to impulse buying behavior: 1. Highly stimulating store environments and perceived crowding increases impulse buys, especially for repeat vs. first time shoppers. Large stores influence through displays while small stores use pricing. 2. Certain psychological traits like general impulsivity contribute, but only if the person finds impulse buys morally acceptable. Getting good deals releases mood-boosting endorphins. 3. The longer a shopper spends in a store before finding their intended purchase, the more likely they are to make an unplanned buy. Distracted shoppers are also more susceptible to implicit marketing primes.

1. THE PSYCHOLOGY OF
IMPULSE BUYING.

2. We’re all guilty of
impulsive buying.

3. You came in
with a list…

4. But left with
half the store…

5. TRIGGERS
but, what
this behavior?

6. INFLUENCES
What
what you buy?

7. 3
main contributors
to impulse buying
behavior.
There are

8. STORE ENVIRONMENT
#1

9. Highly
stimulating
environments
and perceived
crowding
increases the
frequency of
impulse
buying.

10. Repeat shoppers
are more likely to
make impulse buys
than first time
shoppers.

11. In small stores,
pricing has the
main influence
over impulse
buys.

12. In large stores,
product displays
have the main
influence on impulse
buying.

13. Shoppers who react
more positively to a
store environment
are more likely to
purchase something
they weren’t
planning on buying.

14. PSYCHOLOGICAL TRAITS
#2

15. there is a general trait of impulsivity.
Psychologists agree

16. Of the people
who have this
trait, only
those who find
it morally
acceptable to
buy on impulse
do so.

17. Research suggests that
there is a strong link
between getting good
deals and the release
of mood-boosting
endorphins.

18. BUYING CONDITIONS
#3

19. The more time a
shopper spends in a
store before finding
what they set out to
buy…

20. the more likely they are to purchase
something they did not plan on
buying.

21. Implicit primes
are more
effective when
shoppers are
distracted
making them
more likely to
make an
impulsive buy.

22. Marketers often use this
knowledge to promote
impulse buying in hopes of
increasing their bottom
line.

23. IMPLICATIONS of
IMPULSE BUYERS
FOR MARKETERS

24. While impulse buying does
mean more product being
bought…

25. It can lead to consumers
having a negative opinion of
the retailer and the product

26. Before cashing in on impulse
buyers, it’s important to fully
understand consumers’ traits
and the long term impact on
the brand.

27. How do you identify the right
impulse buyer?

28. Learn more on our blog:
blog.motivemetrics.com