Studies show retailers tap into consumer psyche to boost in-store sales

More and more stores are using psychology tactics and research to encourage shoppers to open their wallets, studies say.



For instance, if items are located on the middle of a shelf and if a price ends in the number nine, studies show people are more likely to buy.



How sales clerks treat customers may also influence a shopper's decision to purchase.



In fact, rude sales people in luxury stores can cause customers with lower self-esteem to spend more.



Music also plays a role in your transaction experience. The right genre can make shoppers happier and lose track of time.



Studies show pop music leads to impulse buys, whereas shoppers who heard lesser-known tracks lose interest and begin focusing on merchandise prices.


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