10 Sneaky Ways Stores Trick You Into Spending More
Stores use clever, invisible tricks — from pricing quirks to sensory hacks — to sneakily nudge you into spending way more than you planned without you even noticing.
- Alyana Aguja
- 4 min read
Retailers are geniuses at subtle psychological ploys that aim to get you to spend more money than you planned. From sneaky pricing tactics such as “.99” endings to strategically designed store layouts and sensory stimuli such as music and lighting, these tactics play on your brain’s built-in biases and impulses. Familiarity with these underhanded techniques can assist you in shopping smarter, preventing impulse purchases, and leaving more money in your wallet.
1. The “Decoy” Pricing Trick
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Stores will put an overpriced item directly next to one that is priced mid-range in order to get you to think the latter is an amazing deal. For example, a $300 printer placed next to a $150 printer makes the $150 printer seem like a bargain even if you would normally have spent more than that. This takes advantage of your comparison bias brain, encouraging you to reach for the more expensive item you believe is “worth it.”
2. Ending Prices with .99 or .95
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Ever notice nearly everything ends in .99? That’s not a coincidence. Pricing something at $19.99 rather than $20 causes your mind to perceive it as being nearer to $10 than to $20, unconsciously causing it to feel less expensive, even though it’s only a penny cheaper.
3. “Lowest Price Ever” Sales and Countdown Clocks
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Stores employ countdown clocks or “today only” promotions to build urgency. For example, Amazon’s Lightning Deals compel consumers to buy quickly before the clock runs out, typically resulting in impulse buys. Such pressure leverages the fear of missing out (FOMO), trumping rational choice.
4. The Power of Product Placement at Eye Level
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Stores pay manufacturers to place their items at eye level because customers are more apt to take what’s in front of them. For instance, at the grocery store, the most expensive cereal brands are stocked at eye level, with less expensive brands stored on upper or lower shelves. This covert placement guides you to higher-margin products without you even knowing it.
5. “Buy One, Get One Free” is Really a Price Hike
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These promotions tend to get you to purchase more than you want. The classic case is stores having “BOGO” on treats or beverages that you wouldn’t normally purchase in quantities. Rather than saving you money, you spend more in total because you’re purchasing twice what you initially wanted.
6. Free Samples to Catch You
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Grocery stores frequently provide free samples of new or high-end items. The concept is straightforward: if you taste and enjoy something, you’re significantly more likely to purchase it, even if it costs more than what you normally select. Trader Joe’s is renowned for this, developing a tasty route to increased sales.
7. Shopping Cart Size Manipulation
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Ever notice how shopping carts have gotten larger over the years? Stores use big carts to get you to fill them up; thus, you end up purchasing more items than planned. Studies indicate that customers with larger carts spend as much as 40% more than those with smaller baskets.
8. Music and Lighting Set the Spending Mood
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Stores play slow, calming music and employ warm lighting to make you relaxed and stay longer. Starbucks and high-end stores precisely craft their ambiance to slow you down when you’re shopping. The more time you spend there, the better your chances of spending.
9. The “Pain of Paying” Is Minimized by Plastic
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Spending with credit or debit cards instead of cash feels less “painful.” Retailers also encourage card use with discounts or loyalty programs. This disconnection results in less awareness of your true spending, so you end up purchasing more.
10. End-of-Aisle “Sale” Displays
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Those huge, flashy signs at the end of aisles are a goldmine for “special deals.” Walmart and Target, for instance, use them to highlight items you weren’t necessarily going to buy but resemble a deal. These impulse areas play off your natural impulse to take what’s handy and appear like a deal.