One reason many manufacturers and retailers are concerned about eCommerce, especially for CPG, is how much it might reduce impulse purchases. No end caps or palettes to grab attention, no checkout lanes to entice shoppers. While the issue of impulse online isn’t solved yet, Integer has conducted original research and curated case studies which provide some answers.
It turns out that capturing impulse online is only one solution. Another less-obvious answer is to replace classic impulse behaviors and items with new ones that are unique to the eCommerce shopper journey.
Click here to download the latest presentation from Dr. Ethan Decker at the P2Pi League of Leaders meeting. It provides insight into how choice architecture and cognitive biases can be used to grow the online basket.