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Understanding buyer’s behavior during the festive season

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Every seller should understand these shopping patterns that tend to emerge during the festive season.

The festive season is a crucial period for eCommerce businesses, being one of the busiest and most profitable periods of the year. It represents a major opportunity for online sellers to increase their revenue and grow their customer base.

Online shopping has become increasingly popular during the festive season, as it allows shoppers to avoid crowds and shop from the comfort of their own homes. eCommerce sellers need to plan well in advance to handle the much-anticipated festive shopping frenzy, and make sure that their websites are user-friendly and offer a seamless checkout experience to capitalize on this trend.

Apart from making sure your websites are ready to handle the onslaught of the festive season, there are several buyer behaviors that eCommerce sellers should be aware of in order to maximize their sales and revenue. Here are some of the most important ones.

Urge to Splurge

During festive seasons, people tend to spend more money in general. The holidays are a time for celebration and often involve social gatherings, decorating, gift-giving, and special meals or treats. All of these activities can lead to increased spending and consumption and people often buy things they don’t necessarily need, but gives them joy and keeps up the festive spirit. eCommerce sellers should prepare their inventory accordingly and offer attractive deals and discounts to capture a share of this increased spending.

Shopping for Gifts

Many people buy gifts for their family and friends during festive seasons, and eCommerce sellers should cater to this market by offering a wide range of gift options, such as gift cards, bundles, and personalized products. Brands can also encourage shoppers to make larger purchases by providing exclusive deals and discounts, converting one-time customers into loyal followers. It is a fantastic strategy to keep the current clients while bringing in new ones. 

Mobile Shopping

More and more consumers are using their mobile devices to shop online, with its convenience of being able to shop anywhere at any time, and this trend is particularly prevalent during the busy festive season. eCommerce businesses should optimize their websites and apps for mobile devices to make the shopping experience as smooth and convenient as possible.

Bargain Hunting

Shoppers are always on the lookout for a good deal, and the festive season is no exception. The holiday season is when consumers anxiously anticipate great reduction and search for alluring offers, which includes things like free delivery, free gift wrapping or complimentary gifts. For most holiday shoppers, a good offer is way more important than the brand. eCommerce sellers should offer discounts and promotions to attract bargain hunters and boost sales during this time.

Impulse Buying

During festive seasons, people may be more likely to make impulse purchases. The time around holidays is when individuals tend to feel happier and are in a joyful mood, leading to spending more money on activities that make them happy, such as shopping for new items. Sellers can take advantage of this by highlighting their best deals and offering limited-time offers to encourage customers to make a purchase on the spot.

Last-Minute Shopping

While some shoppers plan early, some wait until the very last minute to do their festive shopping. They may be motivated by discounts or simply be too busy to shop earlier. For sellers, offering timely shipping and delivery is critical at this time. eCommerce sellers should be prepared to cater to last-minute shoppers by offering express shipping options and perhaps extending their return policies.


In marketing, FOMO literally translates to ‘Fear of Missing Out’. Huge deals and offers tend to flood web feeds and other advertising platforms during the holiday period, and consumers are afraid of losing out on buying items on their wish-lists at lower prices. This psychologically manipulates shoppers to seize any opportunity as no one really wants to miss the opportunity of buying their favorite items at unbelievable prices.

Understanding your customers’ shopping habits during the festive season can be extremely valuable for your business. There has never been a better opportunity than now to gain greater insight into your customers’ evolving buying habits and expectations and get your online store ready for the festive season. Knowing what your customer’s shopping habits are can help you to tailor your marketing strategies to meet their unique requirements, leading to more conversions and profit!

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