Kevin Graff

TPMA Outlook: Do Shoppers Plan Their Impulse Buys?

March 2, 2010

FROM RETAILWIRE:
Do shoppers plan their impulse buys? Maybe not, but they do in many cases budget for them, according to a new research study that will be published in the Journal of Consumer Research this summer. Are shopper marketing and other in-store programs adequately set up to appeal to consumers who make 'planned' impulse buys?      [more...]

Doron's comments above are spot on. Want to crank up the results even more at the POS? Put your cashiers on a program to sell the impulse items. Give them each a target, track their performance, coach them, and provide a small reward. Then, watch your results with impulse items at the cash take off!