It has been established so many studies of unplanned purchases that install exposure to marketing stimuli is the most influential factor in the purchasing decision. The in-store stimuli include:
Displays.
Shell position in the product is most likely to be seen at eye level.
Shelf space manufacturers vie for the greatest amount of room for the product on the shelf.
Information on the package size, content, price.
The nature and attractiveness of the packaging, and install pricing promotions.
The frequency of unplanned processes means that install stimuli they serve as much attention as advertising, especially for consumer packaged goods distributed in supermarkets and department stores. Store layout, shelf allocations to products, and positioning of displays are all within the control of the retailer and directly influenced the install environment. Price level is also influenced by the retailer. The main influence of the manufacturer or in store stimuli is through package development, general price level, and allocation of funds to in store this place and promotions.
the importance of in-store stimuli is demonstrated by a study of beauty aids. The study found that manufacturers and retailers can increase impulse buying by using:
Displays and demonstrations 27% of respondents bought more unplanned items because of this place.
Free samples and demonstrations and 35% of respondents bought more unplanned items because of this in store stimulation.
Price promotions 56% bought more on an unplanned basis.
