Atmospheric Affect as a Tool for Creating Value and Gaining Share of Customer

Babin, Barry J.; Attaway, Jill S.

doi:10.1016/s0148-2963(99)00011-9

Cited by 655 publications

(430 citation statements)

References 29 publications

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“…Hedonic value derives from non-instrumental, experiential, emotional, and personally gratifying benefits (Hirschman and Holbrook, 1982) and may be associated with shopping, the use of media, and increased behavioral loyalty (Arnold and Reynolds, 2003;Babin and Attaway 2000;Babin et al, 1994;Jones, Reynolds, and Arnold, 2006;McQuail, Blumler, and Brown, 1972). Hedonic benefits may be relevant for loyalty programs through two dimensions: exploration and entertainment.…”

Section: Hedonic Benefitsmentioning

confidence: 99%

“…To deepen knowledge about the effectiveness of loyalty programs, this research investigates perceived benefits and offers a scale to measure these benefits on the basis of various consumer experience (e.g., Babin and Attaway, 2000;Haley, 1968;Sheth et al, 1991;Tauber, 1972). A 16-item scale, with stable psychometric properties, captures these benefits.…”

Section: Implications For Relational Strategiesmentioning

confidence: 99%

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Perceived benefits of loyalty programs: Scale development and implications for relational strategies

Mimouni-Chaabane

Volle

2010

Journal of Business Research

243

180

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Positive outcomes of loyalty programs are clear for firms, yet little research examines customer perceptions. To address this gap, this article investigates various perceived benefits of loyalty programs using a multi-benefit framework based on utilitarian, hedonic, and relationship literature. Two quantitative studies, involving 658 French members of loyalty programs, provide a 16-item scale that measures five types of perceived benefits: monetary savings, exploration, entertainment, recognition, and social benefits. The five dimensions have different impacts on satisfaction with the program, loyalty to the program, and perceived relationship investment of the firm. This article offers a discussion of the theoretical and managerial implications of these findings for relationship marketing strategies.

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Section: Hedonic Benefitsmentioning

confidence: 99%

Section: Implications For Relational Strategiesmentioning

confidence: 99%

Perceived benefits of loyalty programs: Scale development and implications for relational strategies

Mimouni-Chaabane

Volle

2010

Journal of Business Research

243

180

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“…The presence of positive stimulants encourage consumers to visit malls ( Mehrabian and Russell, 1974 ;Phillips and Sternthal, 1977 ;Bone and Ellen, 1999 ;Laroche et al , 2005 ) and the retail store environment has an effect on the consumer ' s moods, perceptions and attitudes ( Gardner, 1985 ;Michon et al , 2008 ) consequently infl uencing their purchase motivations and intentions. The store atmosphere affects the emotional and cognitive elements of consumers ( Stockil, 1972 ;Donovan and Rossiter, 1982 ;Bitner, 1992 ;Jackson and Konell, 1993 ;Babin and Attaway, 2000 ;Beyard et al , 2001 ;De Nisco and Napolitano, 2006 ) and infl uences the consumer ' s evaluation of products ( Baker et al , 1994 ). The design and ambience of malls add to their theatrical and pretentious character ( Belk and Bryce, 1993 ;El Sayed et al , 2004 ;Ooi and Sim, 2007 ).…”

Section: Mall Attributesmentioning

confidence: 99%

Influence of hedonic and utilitarian values in determining attitude towards malls: A case of Indian small city consumers

Khare

2011

J Retail Leisure Property

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is Faculty in IIM-Rohtak, India. She has a MBA degree in Marketing and DPhil in International Management from University of Allahabad. Her research interests span over consumer behavior, retailing, services marketing and supply chain management. She has authored quite a few research papers in international and national journals.ABSTRACT Mall development, which was restricted to the bigger cities in India, is now making inroads to the mini-metros and smaller cities of the country. Change from traditional retailing formats to an organized multi-assortment format is expected to transform Indian consumers ' shopping behaviour. This research article examines the infl uence of hedonic and utilitarian shopping values on consumers ' attitudes towards malls in the smaller cities of India. Emotional and rational shopping motives are supposed to govern the consumer ' s attitude towards malls. The research was conducted in fi ve minimetropolitan cities in Northern India ( n = 325). ANOVA and multiple regression tests were administered to analyze the data. The results show that the hedonic and utilitarian values of small city consumers infl uenced their attitude towards malls. Results also showed the infl uence of age in consumers ' attitudes towards mall attributes.

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“…Several studies have suggested that excitement, feeling, emotion, interaction, and aesthetics should be included in perceived value (Guo & Yanan, 2010;Tsiros et al, 2004;Chaudhuri & Morris, 2001). Babin, Darden, & Griffin (1994) and Babin & Attaway, (2000) elucidated hedonic value and utilitarian value as two elements of perceived value. Hedonic values refer to more experiential orientation, emotional reaction on product attributes or usages, while utilitarian values come from functional benefits with the product.…”

Section: Perceived Valuementioning

confidence: 99%

“…Perceived value was modified from study of Babin & Attaway, (2000) and Babin et al (1994). A total of eight items were included in two facets, namely "hedonic value" and "utilitarian value".…”

Section: Questionnaire Design and Measurementmentioning

confidence: 99%

Experiential Consumption and Customer Satisfaction: Moderating Effects of Perceived Values

Li¹,

Lee²

2016

IJMS

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Perceived value has also been studied to investigate what consumers really want and how to reach their mind over the past decade. Marketers recently had made efforts to integrate the concept of perceived value into experiential marketing strategy. The key of perceived value is to understand not only how they satisfied with the product they purchased, but also how they felt the service they were involved in. The current study aimed to investigate the relationship between experiential consumption and customer satisfaction toward consumers in the resort hotel industry. Applying perceived value as a moderator, the study further examine the level of effect on the relationship between experiential consumption and customer satisfaction. Using purposive sampling method, data was collected from 378 subjects through the self-administrated questionnaire. The result indicated that all dimensions of experiential consumption had positive effect on customer satisfaction. Both dimensions of perceived value, in addition, showed positive effects on customer satisfaction. Perceived value was proven to have partially moderating effects on the relationship between experiential consumption and customer satisfaction. Suggestions and managerial implications were discussed in the study, and would provide contribution both to the body of knowledge in the filed of marketing management.

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Atmospheric Affect as a Tool for Creating Value and Gaining Share of Customer

Cited by 655 publications

References 29 publications

Perceived benefits of loyalty programs: Scale development and implications for relational strategies

Perceived benefits of loyalty programs: Scale development and implications for relational strategies

Influence of hedonic and utilitarian values in determining attitude towards malls: A case of Indian small city consumers

Experiential Consumption and Customer Satisfaction: Moderating Effects of Perceived Values

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