Attractive and facilitating store atmospheric stimuli

2020 ◽  
Vol 48 (4) ◽  
pp. 363-379 ◽  
Author(s):  
Gaurav Bhatt ◽  
Abhigyan Sarkar ◽  
Juhi Gahlot Sarkar
Keyword(s):  
Design Methodology ◽  
Consumer Psychology ◽  
Retail Store ◽  
Environmental Cues ◽  
Store Brand ◽  
Content Type ◽  
Development Method ◽  
Psychological Mechanism ◽  
Store Environment ◽  
Relevant Factors

PurposeThe majority of past studies on the physical store environment have focused on the impacts of distinct store environmental cues like music, crowding and décor on consumers' responses. However, recent research posits that consumer is more likely to experience several cues in a combination, rather than in isolation, i.e. different categories of store environmental cues are likely to impact consumer psychology holistically. Hence, our study aims to identify the relevant factors of store atmospheric cues impacting consumer's attitude in physical retail store context and validate scales to measure such factors.Design/methodology/approachThis research develops and validates psychometrically reliable scales to measure two broad store stimuli factors namely: attractive and facilitating store stimuli, following the scale development method suggested by Churchill (1979).FindingsThe study shows that attractive store stimuli predict affective and sensory store brand experiences. The facilitating store stimuli moderate the effects of attractive store stimuli on affective and sensory store brand experiences. Affective and sensory store brand experiences predict store satisfaction.Originality/valueThis research contributes to the existing body of store ambience research by empirically understanding the psychological mechanism through which customers perceive different store cues holistically leading to the elicitation of store satisfaction.

Curbing electronic shopper perceived opportunism and encouraging trust

2017 ◽  
Vol 117 (10) ◽  
pp. 2210-2226 ◽  
Author(s):  
Sonia San-Martín ◽  
Nadia Jimenez
Keyword(s):  
Information Asymmetry ◽  
Structural Equation ◽  
Design Methodology ◽  
External Quality ◽  
Content Type ◽  
Theoretical Approaches ◽  
Quality Signals ◽  
The Impact ◽  
Relevant Factors ◽  
Analyze Data

Purpose Consumers can face a situation of information asymmetry in electronic shopping (ES). The purpose of this paper to examine the relationships between: relational variables such as satisfaction, trust and perceived opportunism; and website cues (cognitive signals such as security and personalization, and experiential signals, such as design and entertainment). Design/methodology/approach The paper opted for the structural equation methodology to analyze data collected from 447 Spanish e-shoppers. Findings Results show different factors that relate to satisfaction, trust and perceived opportunism in ES. Satisfactory experience with ES and entertainment emerge as the most relevant factors to achieve trust and prevent perceived opportunism in e-commerce. Originality/value The five contributions of this study are: the introduction of variables from several theoretical approaches to the study of an agency problem in e-commerce; the study of different ways to gain buyer trust and reduce perceived opportunism in an electronic shopper-vendor relationship; the application of signaling theory as part of the process of helping the principal (e-shopper) to solve their shopping problem in a context of information asymmetry; the analysis of the impact of external cues from e-vendor/site, which allows for a comparison between internal experiences and external quality signals; and the study of entertainment as an important hedonic variable in order to have satisfied and confident e-shoppers.

Emojis and assertive environmental messages in social media campaigns

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Tae Hyun Baek ◽  
Seeun Kim ◽  
Sukki Yoon ◽  
Yung Kyun Choi ◽  
Dongwon Choi ◽  
...  
Keyword(s):  
Social Media ◽  
Behavioral Intentions ◽  
Design Methodology ◽  
Plastic Pollution ◽  
Media Campaigns ◽  
Content Type ◽  
Social Media Engagement ◽  
Psychological Mechanism ◽  
Study Participants ◽  
Smiley Face

PurposeThe authors aim to examine how emojis interact with assertiveness in social media posts to encourage social media engagement and cooperation in environmental campaigns.Design/methodology/approachTwo experiments were used to test three hypotheses.FindingsStudy 1 shows that when assertive Twitter messages include the smiley-face emoji, study participants indicate stronger social media engagement and behavioral intentions to recycle used jeans. In Study 2, participants indicate stronger social media engagement and behavioral intentions to sign a petition for reducing plastic pollution when (non) assertive Facebook messages (do not) include emojis.Originality/valueThe current research advances our understanding about how emojis interact with assertive and nonassertive message tonality in environmental social media campaigns. This research also provides new insights showing that positive emotion is the psychological mechanism underlying matching effects of emoji and message assertiveness.

Browsing behaviour as a mediator: the impact of multi-sensory cues on purchasing

2019 ◽  
Vol 36 (2) ◽  
pp. 253-263 ◽  
Author(s):  
Miralem Helmefalk
Keyword(s):  
Design Methodology ◽  
Consumer Behaviour ◽  
Retail Store ◽  
Sensory Cues ◽  
Content Type ◽  
Sensory Marketing ◽  
Group Data ◽  
Subsequent Effect ◽  
The Impact ◽  
Empirical Contribution

PurposeThis paper aims to examine how multi-sensory cues, when store-congruent, influence consumer browsing behaviour and its subsequent effect on purchasing.Design/methodology/approachTwo studies were used with a field experimental design in a furnishing retail store to examine browsing behaviour and purchasing in a visual, auditory, olfactory and a multi-sensory treatment group. Data were gathered over 12 weeks. This study was a set of studies comprising my dissertation thesis (Helmefalk, 2017).FindingsFindings show that multi-sensory cues in a retail atmosphere are evidently influencing purchasing via browsing behaviour as a mediator.Originality/valueThe findings evidence browsing behaviour as a mediator and predictor for purchasing, which emphasizes its conceptual and empirical contribution in terms of modifying retail atmospheres. The work contributes to the field of retailing, sensory marketing and consumer behaviour, a novel view on the linkages between multi-sensory cues, browsing behaviour and purchasing.

Role of breakfast in hotel selection: systematic review

2019 ◽  
Vol 13 (2) ◽  
pp. 204-217
Author(s):  
Fernanda Leite-Pereira ◽  
Filipa Brandao ◽  
Rui Costa
Keyword(s):  
Systematic Review ◽  
Design Methodology ◽  
Systematic Approach ◽  
Web Of Science ◽  
Relative Role ◽  
Apparent Contradiction ◽  
Content Type ◽  
Isi Web Of Science ◽  
Relevant Factors

Purpose Diverse factors may influence travelers when choosing a hotel. Even though breakfast is often commented on in hotel and booking sites, its relative role in hotel selection is rarely studied. This paper aims to determine which attributes clients consider essential regarding the option towards a hotel and their hierarchy namely of breakfast. Design/methodology/approach A systematic review was performed in Scopus, ISI-Web of Science and Google Scholar, including relevant original manuscripts published in all languages between 1998 and 2018. Findings Out of 337 initial references, 25 manuscripts were included. Features related to facilities and services were considered in most manuscripts with 21 and 20 citations, respectively, as being the more relevant factors in hotel selection. Room and accommodation were ranked first as the most important characteristic regarding the option for a hotel, whereas breakfast was only referred to in two articles, published in 2015 and 2017, rated in the tenth and fourth positions, respectively. Research limitations/implications Breakfast seems to be addressed in recent published manuscripts, what may reflect a trend toward its evaluation in travelling experiences. More studies should address the relevance of breakfast and food to (diverse type of) costumers, and managers should also consider these factors when advertising their hotels. Originality/value To the best of the authors’ knowledge, this is the first systematic approach to this question, emphasizing the apparent contradiction of breakfast being often cited in booking sites and not adequately studied in tourism research.

What leads victims to resist? Factors that influence victim resistance in sexual assaults

2019 ◽  
Vol 9 (3) ◽  
pp. 122-137
Author(s):  
Samantha Balemba ◽  
Eric Beauregard
Keyword(s):  
Design Methodology ◽  
Detrimental Effect ◽  
Child Victims ◽  
Sexual Assaults ◽  
Content Type ◽  
Future Potential ◽  
The Individual ◽  
Victim Resistance ◽  
Victim Vulnerability ◽  
Relevant Factors

PurposeVictim resistance has been shown to have an important impact on the outcome of sexual assaults. Thus, the factors that affect a victim’s likelihood of various levels of resistance are relevant to consider, given the possibly detrimental effect these actions can have on crime outcome. While not intended to blame the victim in any way, it is important to examine the role the victim plays within a sexually coercive interchange in order to completely understand the sex crime event and, thus, be able to inform potential victims as to the patterns that increase resistance and, potentially, overall violence. The paper aims to discuss this issue.Design/methodology/approachSequential logistic regression analyses were conducted on a sample of 613 sex offenses (incorporating both adult and child victims) to examine the individual and combined effects of offender lifestyle, disinhibitors, victim vulnerability, situational impediments and offender modus operandi on victim resistance levels.FindingsResults suggest that indicators of offender mindset are significant, particularly the use of pornography prior to the crime, and affect victim interpretation and response to the offender’s actions during the course of the assault. Other relevant factors include the victim’s age and the degree of violence present in the offender’s approach and subsequent offending strategies.Originality/valueThis information would be helpful to incorporate into victim education programs so that past and future potential victims can better understand the criminal event and the causes and effects of their own actions within that event.

Exploring international atmospherics

2019 ◽  
Vol 47 (4) ◽  
pp. 368-383 ◽  
Author(s):  
M. Paz Toldos ◽  
Eva M. González ◽  
Scott Motyka
Keyword(s):  
Consumer Behavior ◽  
Design Methodology ◽  
Brand Image ◽  
Retail Store ◽  
Content Type ◽  
Global Brand ◽  
English Music ◽  
English Speaking ◽  
Retail Atmospherics ◽  
Practical Implications

PurposePrevious research has demonstrated that, in retail settings, music has some of the largest effects on consumer behavior. However, it is still unknown how the language of the lyrics (native vs foreign) affects consumer behavior. In order to address this gap in retail atmospherics, the purpose of this paper is to examine the differential effects of the language of the lyrics of the music played and explain the interactions between the music language and volume.Design/methodology/approachThe data were obtained from a field study conducted in an apparel store and from 241 shoppers speaking Spanish as their native language. The study involved the manipulation of language of the lyrics of music played in the store (native vs foreign).FindingsResults indicate that customers in a non-English speaking country are more likely to make purchases when music is played in English, which fits with the store’s global image. This effect is mediated by time spent in the store.Practical implicationsFor managers of global apparel brands, the results suggest that English music may be a good option to increase time spent in the store and subsequent purchases. This is especially attractive as music is an atmospheric cue that can be easily modified at less expense than other atmospheric cues.Originality/valueThis work is the first to demonstrate that fitting the language of the lyrics of music in an international retail store to a global brand image affects consumer behavior. Furthermore, it demonstrates that atmospherics research may not directly transfer to non-English speaking countries.

SNS use leads to luxury brand consumption: evidence from China

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Wangshuai Wang ◽  
Nuoya Chen ◽  
Jie Li ◽  
Gong Sun
Keyword(s):  
Social Networking Sites ◽  
Design Methodology ◽  
Empirical Studies ◽  
Luxury Brands ◽  
Daily Lives ◽  
Content Type ◽  
Luxury Brand ◽  
Chinese Consumer ◽  
Consumer Data ◽  
Psychological Mechanism

Purpose Social networking sites (SNSs) are an indispensable part of people’s daily lives. However, scant literature describes how SNSs affect users’ behaviors, especially consumer behavior in emerging markets. This research aims to fill this literature gap. Design/methodology/approach Two empirical studies were conducted using different methods. Study 1, a survey, provided correlational evidence. Study 2, a lab experiment, further verified the causal relationship. Findings From Chinese consumer data, SNS consumption exposure enhances luxury brand consumption, mediated by social comparison motivation and moderated by legitimacy perceptions of SNSs as information outlets. Originality/value This research bridges SNSs and luxury brand consumption, two islands among different streams of literature. In addition, the paper illuminates the psychological mechanism through which SNSs affect luxury brand consumption and the boundary condition in which this effect diminishes. Practically, this paper is also instructive for SNSs and luxury brands.

The effects of store environment elements on customer-to-customer interactions involving older shoppers

2017 ◽  
Vol 31 (4/5) ◽  
pp. 339-350 ◽  
Author(s):  
Joana Tomazelli ◽  
Patricia Liebesny Broilo ◽  
Lélis Balestrin Espartel ◽  
Kenny Basso
Keyword(s):  
Qualitative Research ◽  
Design Methodology ◽  
Social Contact ◽  
Retail Environment ◽  
Policy Makers ◽  
Content Type ◽  
Shopping Experience ◽  
Shopper Behavior ◽  
Store Environment ◽  
Practical Implications

Purpose The purpose of this study is to investigate older shopper behavior in a retail environment. The study focused on how the environment elements of supermarket stores influence older customers to interact with other customers when they shop for groceries. Design/methodology/approach Various qualitative research techniques were undertaken, including interviews with retail architecture experts, store employees, a psychologist and a gerontologist; in addition, five interviews followed by three focus groups were conducted with older shoppers in Brazil. Findings Customer-to-customer interactions that are related to the environment elements of supermarkets tend to influence the shopping experience of the older shoppers, which has an impact on satisfaction. Although some customers may value social contact, some interactions can involve discomfort and embarrassment. Research limitations/implications The study sheds light on the understanding of the influence of the environment elements of supermarket stores on customer-to-customer interactions, and it proposes such interactions to be a relevant strategy that is used by older customers to maximize their satisfaction, although such strategies can also lead to dissatisfaction. Practical implications The findings provide insights regarding the specific needs of older customers in a supermarket context, associated with the design and ambient elements of the store environment, which can be valuable for retailers and policy-makers. Originality/value Considering the limited understanding of older shoppers and their experiences, this study provides a thorough understanding of how the retail environment can influence customer-to-customer interactions that involve older shoppers. Moreover, the study captures how interactions, which are influenced by the retail environment, can result in dissatisfaction; however, such interactions can also be used by older customers to modify their satisfaction with the shopping experience.

Retail store community and its impact on store success

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Cara Peters ◽  
Charles D. Bodkin
Keyword(s):  
Research Question ◽  
Retail Store ◽  
Grocery Shopping ◽  
Store Brand ◽  
Content Type ◽  
Brand Communities ◽  
Employee Trust ◽  
The Usa ◽  
Community Strategy ◽  
Shopping Enjoyment

PurposeThe purpose of the study was to examine the potential outcomes of consumers' intention to engage retail store community. The research question focused on: what impact will intention to engage retail store community have on store satisfaction, store commitment, shopping enjoyment and store employee trust?Design/methodology/approachSurvey data were collected from a national panel of 232 adult consumers in the USA. The theoretical model and hypotheses were tested using path analysis in AMOS.FindingsThe model was supported. Intention to engage retail store community had a significant impact on store employee trust, shopping enjoyment, store satisfaction and store commitment. In addition, store employee trust and store satisfaction had a significant impact on store commitment.Research limitations/implicationsThe study identified a breadth of outcomes that result from an intention to engage with retail store community. Furthermore, the study is limited to a grocery shopping retail store context and only outcomes are identified.Practical implicationsManagerially, retailers want to find innovative ways to compete in the marketplace, and the findings of this study highlight the benefits that can accrue to retailers who want to pursue a community strategy.Originality/valueFew papers have examined retail store brand communities, and none has identified the outcomes of intention to engage with retail store community.

Store disorderliness effect: shoppers' competitive behaviours in a fast-fashion retail store

2020 ◽  
Vol 48 (7) ◽  
pp. 763-779
Author(s):  
Merve Coskun ◽  
Shipra Gupta ◽  
Sebnem Burnaz
Keyword(s):  
Significant Relationship ◽  
Design Methodology ◽  
Retail Store ◽  
Mediating Effect ◽  
Factorial Experiment ◽  
Fast Fashion ◽  
Content Type ◽  
Atmospheric Factors ◽  
Practical Implications ◽  
Human Crowding

PurposeThe purpose of this paper is to understand the effect of store messiness and human crowding on shoppers' competitive behaviours, in-store hoarding and in-store hiding, through the mediating effect of perceived scarcity and perceived competition.Design/methodology/approach2 (store messiness: messy × tidy) × 2 (human crowding: high × low) between-subject factorial experiment was conducted online to manipulate retail store atmospheric factors. A total of 154 responses were collected through Amazon MTurk. The hypotheses were analysed using ANOVA and PROCESS (Hayes, 2013) procedure.FindingsResults suggest that store messiness and human crowding within a fast-fashion store lead to perception of scarcity and competition that further affects competitive behaviours. When consumers experience store messiness, they are likely to hide merchandise in store, thus making it inaccessible for other consumers. Further, when they experience human crowding in the store, they feel that the products will be gone immediately so they have a tendency to hoard them.Research limitations/implicationsThis study examined the effects of scarcity perception by studying the case of fast-fashion retailers; generalizability needs to be established across different contexts.Practical implicationsRetailers by manipulating human crowding and store messiness can create a perception of scarcity in their stores, thus enhancing sales. However, they should also pay attention to deviant behaviours such as in-store hoarding and in-store hiding as these behaviours may decrease the store sales.Originality/valueThis research contributed to the retailing literature by finding a significant relationship between human crowding, store messiness and competitive behaviours through perceived scarcity and competition.

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