Hawkins Stern Impulse Buying Model (PowerPoint PPTX Slide Deck)

PSYCHOLOGY PPT DESCRIPTION

This product (Hawkins Stern Impulse Buying Model) is a 31-slide PPT PowerPoint presentation slide deck (PPTX), which you can download immediately upon purchase.

Despite access to customer data and advanced analytics, the motivating factors behind impulse buying often bypass rational thought and are difficult to track using traditional models. These decisions are made quickly, triggered by emotional or environmental cues, and shaped by immediate context rather than long-term preferences.

The Hawkins Stern Impulse Buying Model offers a structured approach to interpret these behaviors. First introduced by economist and researcher Hawkins Stern, the model identifies 4 distinct types of impulse buying:

1. Pure Impulse – Fully unplanned; triggered by novelty, emotion, or sensory appeal. For example, buying a dessert at checkout without prior intent.

2. Reminder Impulse – Triggered by product visibility that revives a forgotten need. For example, seeing batteries and remembering that the TV or AC remote needs one.

3. Suggestion Impulse – Product framing or presentation creates a perceived use-case. For example, buying a blender after watching a smoothie demo.

4. Planned Impulse – Purchase is intended, but specific product is chosen on the spot. For example, planning to buy snacks, picking one on sale.

In this deck, we will evaluate the strategic value of impulse buying for organizations, where buying decisions are often made in the moment. We will review implementation strategies, relevant examples, and ethical considerations that come with influencing unplanned behavior.

This PowerPoint presentation on Hawkins Stern Model also contains slide templates for you to include in your own business presentations.

Source: Best Practices in Customer Behavior PowerPoint Slides: Hawkins Stern Impulse Buying Model PowerPoint (PPTX) Presentation Slide Deck, LearnPPT Consulting