Regulatory Focus Intensity and Evaluations of Retail Experiences

Arnold, Mark J.; Reynolds, Kristy E.; Jones, Michael A.; Tugut, Meltem; Gabler, Colin B.

doi:10.1002/mar.20746

Cited by 17 publications

(15 citation statements)

References 59 publications

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“…Third, this study provides meaningful insights into how environmental factors interact with consumer characteristics. Although many studies have suggested that consumers' responses to the same store environment vary by consumer characteristics (e.g., Dijkstra, Pieterse, & Pruyn, ; Kwallek, Soon, & Lewis, ; Rompay, Vonk, & Fransen, ), very few studies have investigated consumer characteristics as the sources of the variations (Arnold, Reynolds, Jones, Tugut, & Gabler, ; Morrin &Chebat, ). To better understand the effects of store atmosphere, we examined individual differences in information processing styles as affective or cognitive processors.…”

Section: Discussionmentioning

confidence: 99%

How consumers “see” a visually warm store: Differences between affective and cognitive processors

Baek

Choo

et al. 2017

J of Consumer Behaviour

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Store atmosphere can influence shoppers' perceptions and behaviors. This research contributes to the literature by showing that a visually warm store atmosphere can induce psychological warmth perception among in‐store consumers. An empirical study was conducted to investigate the effect of warmth through a visually warm or cold store atmosphere on consumers' perceptions/behaviors and the moderating role of consumers' processing styles. Results (N = 181) showed that a visually warm (vs. cold) atmosphere induces the perception of intimacy toward the store among affective processors and the perception of assortment similarity among cognitive processors. Such perceptions were found to mediate the effect of the visually warm atmosphere on consumers' approach behaviors toward the store. Based on the grounded cognition theory, this study extends the current knowledge of the warmth experience on psychological perceptions to a retail context. Findings not only contribute to the extant literature of store atmospherics and retailing but they also offer practical guidelines for retailers and designers of store environments.

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Section: Discussionmentioning

confidence: 99%

How consumers “see” a visually warm store: Differences between affective and cognitive processors

Baek

Choo

et al. 2017

J of Consumer Behaviour

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“…Regulatory focus has been found to play a key role in judgment and decision‐making (Arnold, Reynolds, Jones, Tugut, & Gabler, 2014; De Bock & Van Kenhove, 2010; Florack & Scarabis, 2006), especially in the context of consumer behavior (Hsu et al, 2017). Given that promotion‐focused individuals are motivated by ideals, growth, and advancement (Higgins, Roney, Crowe, & Hymes, 1994), they also show a propensity for risky decision‐making in pursuit of these positive results (Arnold et al, 2014; Crowe & Higgins, 1997). Uncertain situations in life such as expressing an opinion or providing feedback may risk disapproval (Podsakoff, MacKenzie, Paine, & Bachrach, 2000).…”

Section: Theoretical Background and Hypothesismentioning

confidence: 99%

The effect of regulatory focus on customer citizenship behavior in a virtual brand community: The role of online self‐presentation and community identification

Wang

Sakashita

Guo-ping

et al. 2020

J of Consumer Behaviour

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Customer citizenship behavior (CCB) in virtual brand communities is a topic of increasing importance in marketing management research. This type of behavior plays a critical role in the improvement of enterprises' marketing capabilities. In this study, we draw on regulatory focus theory-along with the perspectives of selfpresentation and regulatory fit in relation to social identity-to construct and test a model that investigates both the main effects of regulatory foci (promotion and prevention) and the indirect effects of online self-presentation and community identification on CCB. The empirical results based on our online survey between 310 individual members of an well-known online-community in China demonstrate:(1) a promotion focus exerts a positive influence on CCB while a prevention focus exerts a negative impact; (2) the desire for online self-presentation mediates the association between regulatory foci and CCB; and (3) community identification moderates the relationship between regulatory foci and the desire for online self-presentation, as well as the mediation effect. These results have substantial implications for studying CCB within virtual brand communities.

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“…Since then, the topic has been studied by various researchers such as Pine and Gilmore (1998), Schmitt (1999), Addis and Holbrook (2001), Caru and Cova (2003), Lasalle and Britton (2003) and Brakus et al (2009). Brand experience occurs during various interactions that customers have with the brand and when consumers associate with the brand while searching for products, shopping for products or services and/or consuming products or services (Arnould et al , 2002; Brakus et al , 2008; Holbrook, 2000; Arnold et al , 2014). Pine and Gilmore (1998) investigated “staged experiences” in a retail environment and events.…”

Section: Theoretical Framework and Hypotheses Developmentmentioning

confidence: 99%

Examining the antecedents and consequences of brand experience dimensions: implications for branding strategy

Bapat

2020

JABS

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Purpose The purpose of this study is to explore the impact of advertising, brand-related-stimuli, on the dimensions of sensory, emotional and intellectual brand experience. Design/methodology/approach The study is divided into two parts. In the first part, the objective is to examine antecedents to brand experience dimensions for umbrella brand and product brand using an experimental study; in the second part, the relationship among brand experience dimensions, brand experience evaluation and brand loyalty was examined using structural equation modeling by incorporating the measures after exposure to advertisement for both types of brands. Findings Based on a 2 × 2 factorial design, the results confirm that the main effect of advertisement exists on sensory, emotional and intellectual brand experience. For product brand, brand experience evaluation was mediator between both intellectual brand experience and emotional brand experience with brand loyalty. The effect of interaction between branding strategy and advertisement was not significant. For an umbrella brand, brand experience evaluation acted as a mediator between emotional brand experience dimension and brand loyalty. For product brand, brand experience evaluation acted as a mediator between both intellectual brand experience and emotional brand experience dimension with brand loyalty. Research limitations/implications The research has implications with regard to the antecedents and consequences of brand experience and offers implications for branding strategy. Originality/value The present study is integrated and comprehensive, as it covers various facets of brand experience.

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Regulatory Focus Intensity and Evaluations of Retail Experiences

Cited by 17 publications

References 59 publications

How consumers “see” a visually warm store: Differences between affective and cognitive processors

How consumers “see” a visually warm store: Differences between affective and cognitive processors

The effect of regulatory focus on customer citizenship behavior in a virtual brand community: The role of online self‐presentation and community identification

Examining the antecedents and consequences of brand experience dimensions: implications for branding strategy

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