In-store music and aroma influences on shopper behavior and satisfaction

Morrison, Michael; Gan, Sarah; Dubelaar, Chris; Oppewal, Harmen

doi:10.1016/j.jbusres.2010.06.006

Cited by 284 publications

(296 citation statements)

References 28 publications

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“…The overall model proposed that factors such as need for activity, impulsiveness, shopping confidence, interpersonal influence susceptibility and utilitarian shopping orientation and hedonic shopping orientation affect the tendency of repatronage behavioral intention. In line with that, the result of this study supports the earlier work of Cole andClow (2011) andGan et al (2011) on the influence of impulsiveness on repatronage behavioral intention. In addition, this study corroborates the previous findings (Paridon et al, 2006;Sannapu & Singh, 2012;Wakefield & Inman, 2003) about the importance of shopping confidence in determining repatronage behavioral intention.…”

Section: Discussionsupporting

confidence: 92%

“…Moreover, Cole and Clow (2011) has further emphasized that individuals who identified with higher level of impulsiveness were having higher tendency to perform unplanned purchases, and consecutively showing greater repatronage behavioral intention. Morrison, Gan, Dubelaar and Oppewal's (2011) research was found consistent to the earlier findings by showing that impulsiveness as being evoked by positive mood state, may in turn affect the willingness to return to the store. Therefore, based on the discussions above, positive relationship between impulsiveness and repatronage behavioral intention was proposed in the study.…”

Section: Impulsivenesssupporting

confidence: 90%

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Moderating Effect of Gender in Repatronage Behavioral Intention: The Role of Personal Characteristics

Wong¹,

Osman²,

Said³

et al. 2013

ASS

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The agendas of consumer-centric marketing and remarkable revolution of gender in consumption have prolonged the reformation in marketing module as to entice the repatronage shoppers. The focuses of this study were to examine the repatronage behavioral intention from the personal characteristic perspective and to identify the gender-invariant of the causal relationships. Specifically, this study aimed to investigate the relationships between personal characteristics (need for activity, impulsiveness, shopping confidence, interpersonal influence susceptibility, utilitarian and hedonic shopping orientations) and repatronage behavioral intention as well as to assess the moderation effects of gender on the relationships. Reasoned Action Approach was employed as the theoretical basis of the study. The responses from 569 apparel adult shoppers were used for data analysis. Personal characteristics were found significantly associated with the repatronage behavioral intention. There was a moderation effect of gender ascertained in the identified relationships. The present study discerned some important implications for the marketing practitioners to gain insight into the characteristics of their targeted shoppers as to customize and position their product offerings accordingly.

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Section: Discussionsupporting

confidence: 92%

Section: Impulsivenesssupporting

confidence: 90%

Moderating Effect of Gender in Repatronage Behavioral Intention: The Role of Personal Characteristics

Wong¹,

Osman²,

Said³

et al. 2013

ASS

View full text Add to dashboard Cite

show abstract

“…In a physical store, the atmosphere includes sensory cues such as color, lighting, music, and odor (Morrison, Gan, Dubelaar, & Oppewal, 2011;Soars, 2009), but it is constrained in an online store (or an online shopping website), where only visual and auditory cues can be manipulated (Cheng, Wu, & Yen, 2009;Im, Lennon, & Stoel, 2010). The work of Eroglu, Machleit, and Davis (2001) and Wu, Cheng, and Yen (2008) offered some explanation to what exactly can designers of virtual settings manipulate -that is, in an online store, its store atmosphere, or the web atmospherics, can be manipulated by web designers to influence consumer behavior, and this includes all cues used for designing the website and its layout such as background color and pattern, hyperlinks, icons, interactive web applications, music, overall color scheme, typeface, and web borders.…”

Section: Web Atmosphericsmentioning

confidence: 99%

The Effects of Web Atmospherics on Entertainment Gratification and Web Irritation: Some Empirical Evidence from Online Shopping

Lim¹

2013

MAS

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The difficulty in converting web browsers into actual online customers remains a problem for many online retailers. While previous studies have suggested that online retailers should strive to increase entertainment gratification and reduce web irritation among online consumers, they lack empirical evidence to support the manipulation of web atmospherics toward this end. The research presented here establishes and tests the conceptual links of web atmospherics, entertainment gratification and web irritation. Data were collected using survey and mall-intercept systematic sampling approaches and analyzed using structural equation modeling. The results indicate that well-designed dynamic web atmospherics had a significant effect in increasing entertainment gratification and reducing web irritation. Implications and recommendations from the research findings are also presented.

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“…They also reported that among stores with presence of no music, classical music played in a luxury goods store will result in a more positive assessment of the store's atmosphere. Morrison et al (2011) investigated instore music and aroma influences on shopper behavior and satisfaction. They reported that store environmental factors such as music and sound, lighting and color, and aroma could significantly help build the sensory impressions, which underlie these experiences.…”

Section: Introductionmentioning

confidence: 99%

“…Store environmental components such as music and sound, color and lighting, and aroma help create the sensory impressions, which underlie these experiences. Therefore, discovering a unique and effective atmospheric design is an objective for retailers wishing to build and maintain a competitive advantage (Morrison et al, 2011).…”

Section: Introductionmentioning

confidence: 99%

Investigating important factors influencing purchasing from chains

Azad¹

2012

MSL

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In this paper, we survey important factors, influencing customers to buy more from one of well known food market operating in capital city of Iran named Shahrvand. The survey studies the effects of six factors including customer's perception, persuasive factors, brand, customers' expectations, product's characteristics and special features of store on attracting more customers. We have distributed questionnaire among 196 customers who regularly visit stores and analyzed details of the data. The results indicate that customers' perception is the most important item, which includes eight components. Years of experience is the most important item in our survey followed by impact of color and working hours. Diversity of services is another factor, which plays the most important role followed by quality of services. Next, fidelity and brand are other most important factors and the name of store and risk are in lower degree of importance.

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In-store music and aroma influences on shopper behavior and satisfaction

Cited by 284 publications

References 28 publications

Moderating Effect of Gender in Repatronage Behavioral Intention: The Role of Personal Characteristics

Moderating Effect of Gender in Repatronage Behavioral Intention: The Role of Personal Characteristics

The Effects of Web Atmospherics on Entertainment Gratification and Web Irritation: Some Empirical Evidence from Online Shopping

Investigating important factors influencing purchasing from chains

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