Startup Purchasing Strategy: The Secret of “Variety Seeking” That Makes People Choose Unfamiliar Products

Startup products that consumers are unfamiliar with or new products face high purchase barriers. However, beyond product performance, how the “purchase environment” is designed can stimulate consumers’ tendency to seek variety and novelty, known as Variety Seeking (variety seeking).

• Cash payment: Because spending is visibly felt, psychological burden (payment pain) increases, strengthening the tendency to choose the safest and most familiar product.
• Non-cash payment (card, mobile pay): Because the sense of spending is indirect, psychological burden decreases, leaving room to try new products or various options.

Consumers’ choice tendencies change depending on their arousal state throughout the day.

• Morning to noon / evening: As arousal levels rise, the share of variety-seeking increases.
• Right after lunch: During sluggish times, consumers return to familiar and safe choices.

• Application: It is strategically advantageous to expose new products or experimental features at times when consumers are ready to accept novelty.

• Wide spacing: Local attention, where the eye lingers on individual products, is activated, leading consumers to compare and evaluate detailed features and choose a single best option.
• Narrow spacing: Holistic attention, where products are perceived as a single mass, is activated, making individual differences feel smaller and increasing behavior that bundles multiple options together.

• Application: Not only in offline displays but also in online shopping mall UX, product placement needs to be adjusted if the goal is to encourage bundled purchasing at once.