Candy sales have been soaring ever since marketers started putting their wares by checkout counters. Such “impulse buying” increases the longer customers have to wait in line to get to the cash register. Now, though, self-service checkout, online retailing, and other technological developments mean that consumers are spending less time in checkout lines, which manifests itself in less impulse buying and a problem for the snack industry.
Hershey’s, though, is planning new ways to sell its candy. And it is using certain truths of human nature that they call the “Eight Human Truths of Impulse.” [Read more...]