Let the music play or not: The influence of background music on consumer behavior

Andersson, Pernille; Kristensson, Per; Wästlund, Erik; Gustafsson, Anders

doi:10.1016/j.jretconser.2012.06.010

Cited by 102 publications

(59 citation statements)

References 34 publications

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“…In the context of Mehrabian and Russell's PAD model, pleasure‐displeasure refers to a feeling state (such as good or happy); arousal refers to the extent to which one feels stimulated, alert, or active in an environment; and dominance refers to the extent to which one controls one's environment (Andersson, Kristensson, Wästlund & Gustafsson, ; Hines & Mehrabian, ). In a given situation, an individual's behavior is influenced by these domains and can be considered in terms of so‐called approach and avoidance behaviors.…”

Section: Mehrabian and Russell's Pad Modelmentioning

confidence: 99%

How do location and control over the music influence listeners’ responses?

Krause

North

2017

Scandinavian J Psychology

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This study uses Mehrabian and Russell's () Pleasure-Arousal-Dominance (PAD) model to consider how responses to both the music heard and overall in-situ listening experience are influenced by the listener's degree of control over music selected for a particular listening episode and the location in which the listening takes place. Following recruitment via campus advertisements and a university research participation program, 216 individuals completed a background questionnaire and music listening task in a 3 (location) × 2 (experimenter- or participant-selected music) design. After the listening task, participants completed a short questionnaire concerning the music they heard and the overall in-situ listening experience. Results demonstrated that there was a positive relationship between control and liking for the music and episode, whether the former was considered in terms of: (1) whether the music was self-selected or experimenter-selected or (2) overt ratings of perceived control. Furthermore, the location and liking for the music were related to people's judgments of their enjoyment of the overall experience. This research indicates that the PAD model is a useful framework for understanding everyday music listening and supports the contention that, in a musical context, dominance may be operationalized as control over the music.

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Section: Mehrabian and Russell's Pad Modelmentioning

confidence: 99%

How do location and control over the music influence listeners’ responses?

Krause

North

2017

Scandinavian J Psychology

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“…Prior research reported a moderating role for personal variables (e.g., demographics) and shopping orientations on customers' behavior in shopping environments (Andersson, Kristensson, Wästlund, & Gustafsson, 2012;Chang et al, 2011;Kaltcheva & Weitz, 2006). Thus, such personal and situational variables can be taken into consideration and applied to the hypothesized model as moderating variables in a future research.…”

Section: Limitations and Areas Of Future Researchmentioning

confidence: 99%

Social Cues-Customer Behavior Relationship: The Mediating Role of Emotions and Cognition

Nusairat¹,

Akhorshaideh²,

Rashid³

et al. 2017

IJMS

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This paper investigates the effect of social cues in a mall's shopping environment on customer behavior. Two competing mediation scenarios are assessed: emotion-cognition and cognition-emotion in a stimulus-organism-response (SOR)-based framework. Although the role of social cues in driving customer behavior in shopping contexts is largely addressed in the extant literature, the mechanism of the effect is still under-researched area and this study is an attempt to fill this gap.The conceptual model is validated through a questionnaire survey of 1028 shopping mall customers from three cities in Jordan. Two different conceptual models are tested. The analysis reveals that the cognition-emotion mediated model is more robust in predicting the effect of social cues than emotion-cognition mediated model. The findings indicate that a) social cues have a significant positive effect on customers' emotion of pleasure; cognition; and behavioral response; and b) only pleasure and cognition mediate the effect of social cues on customers' behavioral response.Theoretically, this study provides a comprehensive understanding of the mechanism by which customers' emotions and cognition mediate the effect of social cues on customer behavior; and practically, it asserts the significance of social cues as a marketing tool.

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“…We anticipate that-in contrast to previous research-high levels of choice and control might be observed in public locations, depending on the device by which the music in question is accessed in those settings: it is necessary to consider how the music is encountered, with regard to devices and selection behaviors, in our understanding of listening episodes in different locations. Russell's (1974 -see also Andersson, Kristensson, Wästlund, &Gustafsson, 2012;Hines & Mehrabian, 1979) theory of environmental psychology asserts that people's interactions and interpretation of their contextual surroundings result from variations in three factors.…”

Section: Introductionmentioning

confidence: 99%

The role of location in everyday experiences of music.

Krause¹,

North²,

Hewitt³

2016

Psychology of Popular Media Culture

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Mehrabian and Russell's (1974) Pleasure-Arousal-Dominance model states that a propensity to approach/avoid an environment can be conceptualized in terms of the pleasure and arousal it elicits and one's degree of dominance therein. Using the Experience Sampling Method, 177 individuals provided responses concerning Mehrabian and Russell's model throughout one week regarding music experiences that occurred in their daily life (including how the music was heard and how their responses related to the listening location). Results indicate that the time of day and day of week are related to where music is experienced, and that the consequences of what was heard are related to both time and location. While music was experienced more often in private locations than in public overall, interesting patterns of music experiences that occurred in public locations demonstrate in detail how music listening varies by location. Specifically, portable devices were associated with positive responses, which contrasted sharply with the responses to music broadcasted publicly in public settings. Participants' ratings of choice, liking, and arousal demonstrated the importance of considering choice as an indication of dominance, such that music usage is consistent with Mehrabian and Russell's model, and has functions that vary according to the specific characteristics of the situation.

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Let the music play or not: The influence of background music on consumer behavior

Cited by 102 publications

References 34 publications

How do location and control over the music influence listeners’ responses?

How do location and control over the music influence listeners’ responses?

Social Cues-Customer Behavior Relationship: The Mediating Role of Emotions and Cognition

The role of location in everyday experiences of music.

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