Most purchases result from need or want. Some consumers begin shopping
early, and some have no intention of buying anything at all, but they are
intrigued by the price, by their own emotionalism, by the stated scarcity of
the product, or by a payment plan.
Scarcity. When a consumer discovers that a product sells out long before
the season begins, or if there is a limited supply being sold, the average
consumer will take out their credit card and make the purchase.
Pricing. Everyone knows that discounts, low price tags, incentives, and
availability bring increased sales before the holidays. When a consumer
understands that the product they have researched diligently is at the
lowest price that it will be offered at before Christmas, they are more likely
to buy the product on the spot.
Emotions. When the sales copy on a webpage, or the sensationalism in a
video, or through the persuasive language of a guest host on a televised
shopping channel appeals to consumers’ emotions, they buy the product.
That person might not even want the product, but they're driven