Impulse shoppers exhibit distinct characteristics

Researchers at Univ. of New Hampshire have found shoppers who exhibit high levels of flexibility or low levels of self-restraint are most likely to make an impulse buy. They theorize that salespeople can be trained to spot these characteristics and adjust sales tactics accordingly.

Highly flexible customers browse extensively and tend to walk around the store. They are not loyal to any one brand and are open to suggestions. Consumers with low self-restraint walk through aisles grabbing different items. They appear distracted or scattered, picking up items without a pattern.

-- Sarah