Sales and Discounts: Research-Backed Strategies That Shoppers Can't Resist

Let’s talk numbers for a minute because the stats behind shopper behavior say a lot.

According to Salsify and the Digital Shelf Institute's (DSI) “Ecommerce Pulse Report: Q2 2025,” a whopping 70% of consumers admit that a juicy discount offer has pushed them to make a purchase they didn’t plan. 

Turns out we’re all a little impulsive when the price is right.

Here’s a deep dive into the data behind those spur-of-the-moment shopping decisions to reveal what today’s shoppers actually respond to and which discount tactics are worth your marketing dollars. 

The Discount Effect: What the Data Says

What kind of offer makes shoppers check out fast? Limited-time discounts take the crown, with 62% saying they’re the top driver for completing a purchase, according to the “Ecommerce Pulse Report.” Think flash sales, daily deals, and countdown timers. 

There’s something about that ticking clock that flips a switch in our brains, and brands that harness that urgency are reaping the rewards.

Salsify and the DSI’s research shows that shoppers are more sales-hungry and mobile-driven than ever. Mobile commerce (mcommerce) continues to grow, meaning these deals are often seen (and acted on) in real-time, right from the palm of a hand. Spontaneous buying behavior is becoming the norm, not the exception.

That’s why smart discounting isn’t just a quick-win tactic. It’s a strategic growth lever, aka a way to meet your customers where they are (on their phones), in the moment, with the right message at just the right time.

Here are seven of the most effective ecommerce discount strategies, 

1. Limited-Time Discounts 

Limited-time discounts tap into a powerful shopper emotion: the fear of missing out (FOMO). 

And it works. According to the “Ecommerce Pulse Report: Q2 2025,” 62% of consumers say limited-time discounts are the number one thing that gets them to hit “buy.” That’s more than any other type of discount.

Why? Applying a bit of time pressure encourages people to act fast. There’s no time to overthink or second-guess. And in today’s cost-sensitive world, a good discount plus a ticking clock is a hard combination to resist.

Image Source: Topps Tiles

What limited-time discounts look like in practice:

• A 24-hour sitewide sale
• A countdown timer on a product page
• An email that shouts “Flash Sale! Ends Tonight!”
• A pop-up with “15% off — only for the next 30 minutes”

It sounds counterproductive, but the trick to making limited-time discounts feel spontaneous is to plan your “surprise” sales in advance. Create a content calendar with pre-written copy, scheduled emails, and promo assets ready to go. 

2. Product Bundle Discounts

Product bundle discounts include “buy one, get one free” deals and discounted bundles of complimentary products. The idea is that you’re increasing the perceived value and encouraging shoppers to feel like they’re getting more for their money. 

According to the “Ecommerce Pulse Report,” 45% of shoppers say bundles push them to buy because it feels like a better deal than buying items individually. Even better, these discounts make decisions easier for shoppers (less scrolling and less thinking). 

Image Source: Harry’s 

Here are some examples of product bundle discounts: 

• “Buy 2, get 1 free” promos on skincare or supplements
• A discounted bundle of kitchen tools that all work together
• A curated “starter kit” or “essentials pack”
• Upsell checkout options like “Add this matching item for 20% off”

Bundling like this is a win-win for both sides because you’re increasing average order value (AOV) and moving slow-selling inventory at the same time. 

Tip: Clearly spell out the value on your product pages. Show the original price versus the bundle price, and use phrases like “Save 20% when you buy the set.” 

3. Membership or Loyalty Program Discounts

Loyalty program discounts are the ecommerce equivalent of rolling out the red carpet. 

According to the “Ecommerce Pulse Report,” 39% of shoppers are motivated to buy deals offered through a loyalty program or membership tier because they feel exclusive and earned. 

Image Source: Beauty Pie 

Here’s what these discounts can look like in action: 

• 10% off for loyalty members or email subscribers
• Free shipping or early access to a new collection for gold-tier customers
• Birthday discounts or surprise gifts for long-time shoppers
• “Points for purchases” systems that let customers unlock future savings

The beauty of loyalty discounts is that they build deeper relationships with your customers. Instead of chasing the next new buyer, you’re encouraging people who already know and love you to come back. 

4. Personalized Discounts

There’s nothing quite like an offer that feels like it was made just for you. 

In fact, 39% of shoppers say they’re more likely to buy when they receive a deal based on their past behavior, according to the “Ecommerce Pulse Report,” and it makes sense. 

Personalized discounts go beyond one-size-fits-all promo codes to deliver targeted, relevant, and timely offers tailored to each shopper. 

Here’s what that might look like: 

• A discount email is triggered after someone views a product but doesn’t purchase
• An app notification offering a deal on items from a recently browsed category
• “We miss you!” emails with a special promo for lapsed customers
• Discounts based on previous purchases or loyalty status

Personalized offers build trust and connection, but most importantly, they help shoppers feel seen, which can lead to higher conversion rates and long-term loyalty. 

Tip: Use zero-party data (like quiz responses or preferences customers willingly share) and browsing behavior to determine what offers will benefit each shopper and tailor your messaging. 

5. New Customer Discounts

You only get one chance to make a good first impression, and a new customer discount can be a great way to do that.

According to the “Ecommerce Pulse Report,” 32% of shoppers are swayed by a welcome promo, like a percentage off their first order or free shipping in exchange for signing up. 

This type of discount does double duty. It encourages a first purchase and helps you capture email addresses or SMS opt-ins for future marketing. 

Image Source: Drink Goldmine 

What new customer discounts look like in action: 

• A pop-up offering “10% off your first order when you join our mailing list”
• A discount code in the welcome email for new subscribers
• A first-time buyer bundle at a special price
• A targeted ad with a “new customer exclusive” message

Tip: Make it as easy as possible for new customers to cash in on a deal. Avoid complicated sign-up processes and instead make the offer visible, seamless, and easy to use. You want new customers to have a good experience so they have no qualms about coming back again. 

6. Social Media Influencer Discounts

Whether it’s a skincare review, a kitchen gadget demo, or a perfectly timed “use my code for 15% off” moment, influencer promotions have become a familiar part of the shopping experience. 

The “Ecommerce Pulse Report” says 11% of all shoppers say influencer discounts directly sway their purchases. However, millennials (48%) and Gen Z (43%) are far more likely to discover and buy products through creators they follow, according to Salsify’s “2025 Consumer Research” report.

Here are some examples of influencer discounts:

• A fashion influencer sharing a “use code SARAH15 for 15% off” message on Instagram Stories
• A TikTok creator walking through their skincare routine, featuring your product and an exclusive discount
• A creator campaign tied to a product launch, where each influencer gets a unique promo code

These discounts work best when they feel authentic. Shoppers can sniff out a forced promo from a mile away, so choose your partners wisely. 

Tip: Always track promo code performance by creators or campaigns. This will give you an insight into which creators actually convert. 

7. Interactive or Gamified Discounts

Gamified discounts might not be the biggest sales driver (only 6% of consumers say it’s their go-to motivator, per Salsify and the DSI), but they do create memorable experiences that build brand affinity. This is particularly true during high-traffic moments, like holiday campaigns or product launches. 

The best part about these discounts is that they add a playful twist to the entire shopping experience. Instead of simply giving a discount, shoppers have to earn it by doing something like spinning a wheel, scratching a virtual card, or answering a quiz. 

What these discounts look like in action: 

• A spin-to-win wheel on your site offering 5%, 10%, or 20% off
• A scratch-and-reveal game in a mobile app
• A short product quiz that ends with a personalized offer
• Holiday campaigns where shoppers “unlock” different levels of discounts over several days

While these tactics might not necessarily lead to a spike in conversions on their own, they’re great for engagement. They encourage shoppers to stick around on your site for longer and sign up for your emails. 

Make Your Discounts Count 

Everyone loves a good deal, but throwing out random promo codes isn’t going to cut it. Shoppers want smart, well-timed offers that feel relevant, exciting, and worth acting on. 

The data from the “Ecommerce Pulse Report” makes it clear: The discounts that actually convert are the ones that align with how people shop today — on mobile, spontaneously, and often with one eye on the clock. 

So, yes, plan those limited-time deals. Yes, send that first-time buyer code. But do it with intention. Map out your campaigns in advance so they feel fresh and fun, and keep an eye on what your customers actually respond to.