1. Shopping carts. Most department-store customers enter the store intending to buy only an item or two, but the shopping carts are right there by the entrance and, oh, wouldn't it be convenient to have it so I can lean on it a bit while walking around and to put my stuff in it?
The cart has a huge bin compared with the size of most items for sale in the store, making it psychologically easy to toss in an item you don't need -- after all, there's room for plenty more, right?
2. Desirable departments are far away from the entrance. Most of the items I go to a department store to buy, such as light bulbs and laundry detergent, are located many, many aisles from the entrance. This means I spend my time walking by a lot of consumer goods on my way to find the item I want.
Because these consumer goods are effectively marketed to me, there's a good likelihood that I'll spy something that I don't necessarily need and toss it in the cart.
3. The toy section is far, far, far away from the entrance. Naturally, if I take my son to the store, he wants to visit the toy section. He gets excited and starts shouting "Ball! Ball!" to me when we go in because he remembers the enormous plastic balls in the toy section.
I tell him that if he's good, we'll go look at the balls, and at the end of the trip, we usually make our way over there. What do we see? Lots of children in that area, which means that there are parents that follow their children.
4. Impulse-oriented items are near the checkouts. Stores stock the latest DVD releases and "froth" magazines there, along with overpriced beverages and candy.
Why? Because people leaving the store are thirsty, and they're going to be standing in line for a bit, which is the perfect place to hook them with some entertainment options.
5. The most expensive versions of a product are the ones at eye level. Take a look sometime at the arrangement of different choices for a particular product, such as laundry detergent. Almost every time, the most expensive options per unit are placed at eye level, so you see them first when you enter an aisle. The bulk options and better deals are usually on the bottom shelves.
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