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What is the point of purchase display?

Merchandise must be visible, easy to access, and there must be a range of merchandise to choose from. Having visible merchandise is essential for retailers as consumers not only "buy what they see"but are also able to tangibly engage with the physical product. This creates an emotional connection, which can drive the customer to purchase the product. The physical positioning of the product also increases visibility. Products at eye level also get more attention. “Eye level is buy level”.Considering these elements when merchandising gives the customer a sense of freedom of choice. "Less is more" is a key principle in visual merchandising. Although having a wide variety of stock and product options is important for consumers, it is also important not to overwhelm the consumer. Having too many choices can be confusing to consumers and that phenomenon is referred to as the “tyranny of choice”.Arranging stock so it is not overcrowded, and limiting the amount of merchandise on the shop floor, are important aspects of merchandising. Over-crowded stores can create a sense of stress and anxiety, which does not encourage the consumer to shop the entire store.


A limited product selection can make the purchasing decision easier. In a study done at a high end supermarket in California by psychologist Shenne Iyengar and Mark Lepper, there were two tables of jam samples, one with 24 flavors and the other with 6 flavors. More shoppers were attracted to the booth with the larger selection, 60%, as opposed to 40% being attracted to the smaller selection, but the sales that resulted from that were surprising. Only 3% bought from the larger selection and 30% from the smaller suggestion.

Source: Wikipedia


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