The 2025 holiday season is proving to be one of the most behavior-shifting in years. AI is changing discovery, shoppers are more value-conscious, and mobile-first behavior is accelerating. These are the statistics every brand and retailer needs to understand to plan for this year’s peak season.

1. Holiday Shopping Volume & Spend Forecasts

• U.S. holiday retail sales are projected to surpass $1.01–$1.02 trillion.
• Online holiday sales are growing faster than total retail sales, continuing a multi-year trend.
• Over 60% of shoppers say they’ll start buying earlier due to price sensitivity and fear of shipping delays.
• 56% of online sales over the 2025 holiday weeks will come from mobile devices.

2. When Holiday Shoppers Actually Shop (Timing Trends)

• 43% of consumers start holiday shopping before November.
• 62% say they now shop across multiple weeks rather than in one major event.
• 40% of consumers still plan to shop during BFCM (Klaviyo 2025 BFCM Forecast). 
• 24% intend to shop earlier holiday sales instead.
• 36% don’t schedule their shopping around any specific sale period.
  

3. Cart Abandonment: The Silent Holiday Revenue Killer

• Average holiday cart abandonment is 70–75%.
• 48% abandon because of unexpected fees.
• 37% abandon because they still have “questions the PDP didn’t answer.”
• 24% abandon because checkout feels too long or unclear.
• Up to 56% of shoppers will return only if the retailer re-engages them with personalized recommendations.

4. AI Adoption: What Retailers Are Actually Doing

• 80–89% of retailers use AI for personalization, recommendations, or pricing (Klaviyo 2025 BFCM Forecast). 
• AI-driven personalization can increase revenue by up to 40%.
• More than 50% of shoppers prefer interacting with an AI assistant over a human associate for quick answers.
• 53% of shoppers use AI for research.
• 40% of shoppers use AI for product recommendations.
• 36% of shoppers use AI for finding deals.
• 30% of shoppers use AI for gift inspiration.

5. Returns & Post-Purchase Behavior

• Most returns happen due to poor quality (45%) and bad fit (43%). 
• 61% avoid retailers with strict or no-return policies. 
• 65% say they want to be able to return online purchases in-store.
• 69% want free shipping or access to a prepaid label.

6. Holiday Shopper Motivation & Behavior

• 61% of shoppers prioritize personal values over price when choosing holiday gifts (Salsify 2025 Holiday Pulse Report). 
• 62% feel overwhelmed by the volume of holiday promotions.
• 49% prefer “curated gift ideas” vs. browsing endless categories.
• 1 in 3 shoppers report buying based on “confidence in product quality,” not price alone.

7. The Rise of “Decision Fatigue”

• 62% say holiday shopping feels more overwhelming than previous years.
• 53% want fewer choices, not more.

8. Loyalty & Repeat Purchase Behavior

• 45% of shoppers say holiday experience determines future loyalty (Klaviyo 2025 BFCM Forecast).
• 50% of shoppers stay loyal to brands that consistently offer strong value, competitive pricing, or meaningful discounts. 
• 58% of consumers report that their 2025 holiday shopping strategy is centered around finding the best deals

Learn How Leading Retailers are Using AI

Connect with our team to see how leading retailers are using AI-driven video and interactive PDP content to drive higher holiday sales. 

FAQ: Holiday Shopping 2025

1. Why are holiday shopping trends changing so quickly in 2025?

Because shoppers are more value-conscious, more digitally savvy, and more accustomed to AI-driven experiences. Economic pressure and shifting discovery habits mean consumers rely heavily on personalized recommendations, fast answers, and mobile-first shopping.

2. What are the biggest factors influencing holiday purchasing decisions this year?

Price and value are the top drivers. Over 50% of shoppers say great deals or discounts determine their loyalty, and 58% say they’ll shop around aggressively for the best price. Convenience, delivery speed, and clarity on PDPs also play major roles.

3. How early are shoppers starting their holiday shopping in 2025?

Holiday shopping starts earlier each year. While 40% of shoppers still plan to buy during BFCM, 24% say they’ll buy during earlier sales, and 36% don’t anchor their purchases to any specific sale window.

4. Why is cart abandonment so high during the holidays?

Holiday stress speeds up decision-making. Shoppers abandon carts due to surprise fees, unclear delivery timelines, unanswered questions, or lengthy checkout flows. With average abandonment rates at 70–75%, retailers need to reduce friction at every step.

5. How does AI impact holiday shopping behavior?

AI accelerates discovery, answers product questions, personalizes deals, and reduces uncertainty — all of which lead to faster conversions. Retailers using AI personalization report revenue lifts as high as 40%.

6. What kind of content do holiday shoppers rely on most?

Shoppers want visuals and fast clarity. Short-form product videos, AI-generated demos, real customer reviews, and rich PDP detail reduce hesitation and increase buyer confidence. Static photos alone are no longer enough.

7. Why is mobile so important during the holiday season?

Up to 70% of holiday ecommerce sales happen on mobile, especially late at night. If a PDP isn’t optimized for mobile or lacks clear content, shoppers bounce quickly.

8. What can retailers do to reduce returns during the holidays?

Improve product understanding upfront. Returns happen when the item doesn’t match expectations. Better PDP content, AI-driven FAQs, and product videos dramatically reduce mismatches and lower return rates.

9. How important are delivery timelines to holiday shoppers?

Very. 42% of shoppers abandon carts when delivery timing is unclear, and 58% expect guaranteed delivery windows. Clear shipping info is now a conversion lever, not a checkout detail.

10. What’s the biggest opportunity for retailers this year?

Using AI to personalize discovery, clarify product choices, and reduce friction. Holiday shoppers want less overwhelm and more guidance — which makes AI-driven experiences, interactive content, and improved PDPs a direct path to higher conversion and loyalty.