The disrupt-then-reframe technique in sales is a psychological tactic that involves initially presenting an unexpected or confusing message (disrupt) and then quickly offering a clarifying, positive reframing (reframe). This technique captures the consumer’s attention by breaking their normal thought pattern and then reorienting their understanding in a way that favours the product or service being sold. For example, a salesperson might initially quote a price in an unusual manner, causing confusion, and then reframe it in a more understandable and appealing way. This method exploits the consumer's need for cognitive closure – their desire to resolve ambiguity quickly. When executed effectively, it can lead to increased persuasion and higher likelihood of purchase, as consumers are more receptive to the reframe after experiencing disruption.

The central gaze cascade effect, studied in the context of shelf placement and visual attention in consumer psychology, refers to a phenomenon where consumers' gaze tends to fixate longer on items placed centrally in their visual field. This effect is significant in retail settings, where product placement can influence consumer attention and, subsequently, their purchase decisions. Products positioned at eye level or in the central part of a display are more likely to attract consumer attention, leading to a higher likelihood of purchase. This understanding is utilised in visual merchandising strategies to optimise shelf placement and product arrangement, enhancing product visibility and attractiveness. Retailers and marketers use this knowledge to design store layouts and display strategies that maximise consumer engagement and sales potential.

Individual differences in personality traits can significantly influence consumer purchase decisions, as these traits affect preferences, perceptions, and reactions to marketing stimuli. For example, consumers with a high need for uniqueness may seek out novel or exclusive products, while those who are more risk-averse might prefer well-established brands with proven track records. Impulsive individuals may make quick purchase decisions without extensive information search or evaluation, whereas conscientious consumers are likely to engage in thorough research before buying. Understanding these personality-driven tendencies helps marketers tailor their strategies to appeal to different segments of consumers. For instance, advertising campaigns might focus on innovation and uniqueness to attract novelty-seekers, or on reliability and quality for risk-averse consumers. This personalisation in marketing efforts increases the effectiveness of advertising and promotional activities, leading to more successful consumer engagement and conversion.

The EKB model is adaptable to online consumer behaviour with some modifications to account for the digital context. In the online environment, the 'Information Search' phase becomes more pronounced, as consumers have immediate access to a vast amount of information. Websites, online reviews, and social media platforms serve as key sources. The 'Evaluation of Alternatives' stage also shifts in the online context, with consumers relying heavily on digital comparisons and user reviews. Online purchase decisions may be influenced by website design, ease of navigation, and the presence of online customer support. The 'Post-Purchase Behaviour' stage extends to include online reviews and feedback, which can influence future consumers. Thus, while the core stages of the EKB model remain relevant, the dynamics within each stage change to reflect the digital shopping experience.

The Engel Kollat Blackwell (EKB) model, while primarily focused on the individual decision-making process, does accommodate the role of social influence, particularly in the 'Information Search' and 'Evaluation of Alternatives' stages. Social influences, such as opinions from family, friends, or social media, can significantly impact these stages. For instance, during the information search, consumers often seek advice or reviews from their social circle or online communities. This input can shape their perceptions and expectations about products or services. Similarly, in evaluating alternatives, social norms and the desire to conform or attain social status can guide the consumer’s choice. Marketers capitalise on these social influences through strategies like influencer marketing or user-generated content to sway consumer opinions and preferences.