8 tactics grocery stores use to shape your choices

You’re not the one calling the shots in the grocery store. Behind the shelves & signs is a system steering every single one of your choices, whether it’s the snacks you get or the route you take. Here are eight tactics grocery stores use to shape your choices. Which one have you actually seen in real life?

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Bigger carts quietly nudge bigger hauls

You may have noticed that carts seem absolutely huge now, and that’s not by accident. When the basket’s deeper, your brain changes what it sees as “normal.” This means that throwing in a few extra boxes or items doesn’t feel like much. And once you add cushy handles & smooth wheels, suddenly, a half-full cart looks rather empty.

Right-hand paths and the racetrack route

Most stores are designed like a loop where you end up walking it clockwise. The perimeter has milk, eggs, bread & produce, all the stuff you actually came for, but between those staples are some strategic detours. A well-placed display or sign right on that loop will pull you into aisles you didn’t plan to visit. But the grocery store wanted you to.

Slow background music changes your pace

The playlist isn’t there for ambiance. When the music goes a little slower, you do as well, and you’ll spend more time wandering with slower steps. Somehow, you end up browsing things you normally breeze past. Fast music has the opposite effect. As such, grocery stores rarely use this kind of music.

Shelf facings and top shelves boost attention

The way products are lined up matters way more than people think. For example, a cereal box with four facings is more likely to catch people’s eyes than one crammed in the corner. The top shelves are also prime territory because your eyes naturally land there first, so brands fight hard for that real estate.

Endcaps at the back pull you into aisles

Sure, the flashy endcaps up front are obvious, but the really powerful ones are the ones at the back. Those displays sit at the end of quieter aisles to pull people in. Whenever you walk by, you’ll see a glimpse of chips or new coffee flavors, which will encourage you to go down an aisle you weren’t planning to enter.

Ambient scents & front-of-store aromas

The first few steps into a grocery store usually smell much better than they have any right to. And it’s not just luck. Grocery stores deliberately place bakeries & coffee stations, even flowers, right near the entrance because the smell hits you quickly. It wakes up your appetite and puts your brain in “buying” mode before you’ve got a cart.

Lighting changes depending on the section

You should pay attention to the lights in the grocery store because they’re not the same everywhere. In the produce section, there’s bright, crisp lighting so everything looks extra fresh, while in wine or specialty sections, the lighting softens a bit so people slow down. Packaged aisles usually sit somewhere between the two.

Eye-catching floor patterns slow you down

The flooring may not seem like it’d matter, yet it does. Some sections have tiles that suddenly get smaller or have busier patterns, which makes you naturally ease up your pace. In that extra moment when you stop, those nearby displays get a better shot at grabbing your attention. It’s quite smart.

The following sources were consulted in the preparation of this article: