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The Effects of Music in a Retail Setting on Real and Perceived Shopping Times

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Abstract

This article extends research linking shopping behavior to environmental factors through changes in emotional states. With time fixed or variable during a simulated shopping experiment, shoppers were exposed to music varying by degree of familiarity. Afterward, subjects reported their perceptions of shopping duration, their emotional states, and their merchandise evaluations. Analyses revealed that individuals reported themselves as shopping longer when exposed to familiar music but actually shopped longer when exposed to unfamiliar music. Shorter actual shopping times in the familiar music condition were related to increased arousal. Longer perceived shopping times in the familiar music condition appear related to unmeasured cognitive factors. Although emotional states affected product evaluations, these effects were not directly related to the music manipulations.

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... Many studies found evidence linking customer behavior to customer's emotional pleasure and emotional arousal. While dominance was not considered an irrelevant dimension (Donovan & Rossiter, 1982;Ward & Barnes, 2001), it was found that either dominance had little influence on customer behavior or needs an improved measure (Castro et al., 2019;Spangenberg et al., 2006;Yalch & Spangenberg, 2000). ...
... These findings were further supported by W. Rodgers et al. (2021). Yalch and Spangenberg (2000) found that customers spent a more extended time shopping when listening to unfamiliar music. The exotic music caused increased customer arousal. ...
... The customers also provided a more positive overall evaluation of the store. These findings were consistent with the findings of previous studies (e.g., Andersson et al., 2012;Dube & Morin, 2001;Gorn et al., 1993;Loureiro et al., 2021;MacInnis & Park, 1991;Mattila & Wirtz, 2001;McGoldrick & Pieros, 1998;Oakes, 2000;Soh et al., 2015;Vida et al., 2007;Yalch & Spangenberg, 2000). A study (Beverland et al., 2006) found that music valence (liking) positively and significantly influenced customer's mood. ...
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This study evaluated the effect of ambient music on customers’ emotional cognitive responses and impulse buying behavior. A conceptual model was developed using the existing body of knowledge. The model was used to examine the influence of ambient music and whether gender moderates this impact. The hypothesized relationships were examined via path analysis. Implications of the results for the management of shopping malls/superstores are discussed.
... elements has been demonstrated to influence product evaluations (Yalch and Spangenberg, 2000). ...
... Atmospheric stimuli refer to the key elements of a retail environment, including music, colors and scent, which each play an important role in influencing consumer behavior (Bellizzi et al., 1983;Bone and Ellen, 1999;Chebat and Morrin, 2007;Douc e and Janssens, 2013;Garlin and Owen, 2006;Herz and Engen, 1996;Roschk et al., 2017). Among these stimuli, music has been the most studied as a retail atmospheric variable (Milliman, 1986;Yalch and Spangenberg, 2000;Morrison et al., 2011;Garlin and Owen, 2006;Hult en, 2015;Roschk et al., 2017;Spangenberg et al., 2005). Several studies have highlighted that retailers strategically utilize music within the store as an environmental cue to influence consumer behavior positively (Garlin and Owen, 2006;Roschk et al., 2017;Spangenberg et al., 2006). ...
... Arousal refers to the degree of activity, stimulation and excitement experienced by a person (Mehrabian and Russell, 1974). In retail environments, music can effectively generate and modify consumers' arousal levels, thereby impacting their purchasing behaviors (Mattila and Wirtz, 2008;Yalch and Spangenberg, 2000). For instance, music that induces high arousal levels can physiologically result in an increased heart rate, elevated blood pressure and stimulated skin conductance (Khalfa et al., 2008). ...
Article
Purpose – This paper aims to provide a comprehensive framework on how and when musical elements such as keys, complexity, tempo and volume influence consumers’ mood, attention, information recall, product evaluation and purchase decisions in the context of retail therapy. Design/methodology/approach – This paper builds on a critical literature review to develop a conceptual framework and formulate relevant propositions, leveraging self-regulation and self-control theories. Findings – Through our analysis of these studies, we found that in musical retail therapy, minor keys paired with high complexity can intensify negative moods and negative product evaluation. Conversely, major keys combined with low complexity can moderate negative and positive moods, leading to positive product evaluations. We argue that high tempo and high volume can invoke high arousal and low impulse control, leading to low attention and low recall. This subsequently moderates the negative mood, resulting in weak negative product evaluation. Low tempo and low volume, however, invoke low arousal and high impulse control, leading to high attention and high recall, which moderates negative mood and negative product evaluation. Originality/value – Reflecting on the limitations of the existing studies, this conceptual work proposes a comprehensive theoretical framework for understanding the significance of musical elements in retail therapy that can enhance consumers moods and experiences. Further, the current paper is different from the existing literature in that it helps academic researchers and marketers understand different ways to use musical elements that can positively affect consumer behavior in a complex situation like retail therapy.
... The product's design, texture, and feeling when touched, affect the consumer's perception and emotions (Rodriguez, Reyes & Carvalho, 2023), as well as the sense of ownership (Peck & Shu, 2009). In addition, the visual impression of the packaging (Krishna, Cian & Aydınoğlu, 2017) and the sounds when using the product (Yalch & Spangenberg, 2000) stimuli consumers' senses and shape brand perception. The smell of the product evokes associations from memory, thereby influencing consumers' level of satisfaction (Mattila & Ratneshwar, 2003) and loyalty (Sowier-Kasprzyk, 2022). ...
... For example, in the cosmetics industry, the product's touch, appearance, smell, and colour affect the perception of luxury and the justification of a high price (Rodriguez et al., 2023). A crucial role in sensory marketing is played by store atmosphere -music, lighting, scent, store decoration, etc. (Shahid, Paul, Gul Gilal & Ansari, 2022;Yalch & Spangenberg, 2000). All this affects consumers' mood, the length of their stay in the store, and finally, buying decisions. ...
... Hearing can significantly influence brand recognition and brand recall. Music affects not only the mood and atmosphere (Yalch & Spangenberg, 2000) but also the perception of the time that consumers spend, for example, in a store, in contact with the brand, and for the decision to buy the product (Kellaris & Altsech, 1992). For example, in the case of the Abercrombie and Fitch brand management, in-store music had an extremely large influence on brand perception and brand image. ...
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The main purpose of this paper is to investigate how the number, perceived intensity, and frequency of sensory involvement in the consumer-brand relationship, impact brand perception. The research was conducted on a sample of 189 respondents from the Republic of Croatia. To test the hypotheses factor and regression analyses were used. The main findings of this research are: a) involvement of multiple senses in the consumer-brand relationship has a positive effect on brand perception; b) the greater the frequency of involving multiple senses in the consumer-brand relationship, the more positive effect it has on brand perception; and c) the higher intensity of sensory involvement in the consumer-brand relationship does not have a significant effect on brand perception. This research contributes to marketing and brand management literature by investigating the importance of sensory marketing, more specifically number, perceived intensity, and frequency of sensory involvement on brand perception.
... In the words of [19], "the cognizant designing of space to generate specific effects in shoppers" constitutes "market atmospherics." Researchers such as [21,22], Reference [14] claimed that Reference [19] was the researcher who originally defined market atmospherics. According to [22], the author was the first to introduce and define the term atmospherics, which refers to the global control and shaping of environmental indicators [23]. ...
... A key component of atmospherics, which produces an energizing atmosphere in the store that has a unique impact on customers, is music. There is sufficient evidence to support the idea that music affects consumer behavior ( [21,25,26]). Customers' perceptions of service quality are influenced by music ( [27,28]). In addition, it might increase subsequent patronage of customers and traders [26]. ...
Article
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The study examined the factors influencing market place quality from shoppers’ and shop owners’ perceptions using Alasinloye market place as a case study, with a view to analyzing what shoppers and shop owners value, the environmental situation of the markets, and the quality of management. The study identified the socio-economic and social characteristics of shoppers and shop owners and identified the physical and design characteristics of the market area. Assess the environmental quality; examine the factors that drive or inhibit patronage in the market. Data for this research were acquired from both secondary and primary sources. The questionnaire was administered using a systematic random sampling technique to shoppers and shop owners inside the market area. From two thousand shops (2,000) shops owners in the study areas, four hundred and eighty (480) shops owners were selected for questionnaire administration, signifying 24%. The average population of shoppers that patronized the Alasinloye market in a day, amount to fifteen thousand and six hundred shoppers (15600). Seven hundred and eighty (780) shoppers were selected as the sample size representing 5%. ANOVAL, regression, and descriptive statistics tools were employed to analyze the data. The results obtained show that a Physical Characteristics Index (PCI) of 3.42 was obtained from shoppers, whereas shop owners had 4.21. The perception of Social Characteristics Indices (SCI) of 3.66 was obtained from shoppers, whereas shop owners had 3.55. The results of experts’ perception of the Design Characteristics Index (DCI) show that Alasinloye Market had 3.16. The result of the Market Quality Index (MQI) for the Alesinloye market is 3.44. The results on the relationships between the shoppers’ and shop owners’ socio-economic characteristics and market quality in Alesinloye market show that gender, age, level of education, occupation, among others with Beta -0.165, 0.217, 0.361, 0.235 and p value<0.032, 0.003, 0.004, and 0.001 were significant. The results of the regression analysis displaying the correlation between socioeconomic characteristics, design characteristics, physical characteristics, social characteristics, and market quality shows F-value of 5.232E3 and p-value of 0.000. It was obvious that the relationship was significant. The study concluded that the influencing factors for shoppers and shop owners to market place patronage and quality are directly related to the socioeconomic characteristics of shoppers and shop owners, design characteristics and physical characteristics, and social characteristics of the market place.
... The available literature in this area of study focuses on the components of retail environments and their effects on customer service, purchasing behaviour, and retailer decision-making (Jang & Namkung, 2009;Kang et al., 2011;Liaw, 2007;Liu & Jang, 2009;Wanninayake & Randiwela, 2007;Yalch & Spangenberg, 2000). Various pieces of research have focused on barometrical aspects of stores such as light, structure, item presentation, and elegance (Wanninayake & Randiwela, 2007); consumer temperament, fulfilment, and purchase behaviour as influenced by shop attributes (Spies et al., 1997); the sway of store configuration, music in-store, and representation of the store proceeding shoppers' state of mind and support fulfilment (Liaw, 2007); the influence of music on shopping times (Yalch & Spangenberg, 2000); and the influence of atmospherics, adoring reactions, saw worth, case in point, and item quality administration (Kang et al., 2011). ...
... The available literature in this area of study focuses on the components of retail environments and their effects on customer service, purchasing behaviour, and retailer decision-making (Jang & Namkung, 2009;Kang et al., 2011;Liaw, 2007;Liu & Jang, 2009;Wanninayake & Randiwela, 2007;Yalch & Spangenberg, 2000). Various pieces of research have focused on barometrical aspects of stores such as light, structure, item presentation, and elegance (Wanninayake & Randiwela, 2007); consumer temperament, fulfilment, and purchase behaviour as influenced by shop attributes (Spies et al., 1997); the sway of store configuration, music in-store, and representation of the store proceeding shoppers' state of mind and support fulfilment (Liaw, 2007); the influence of music on shopping times (Yalch & Spangenberg, 2000); and the influence of atmospherics, adoring reactions, saw worth, case in point, and item quality administration (Kang et al., 2011). ...
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The purpose of this research was to establish the atmospheric variables used by restaurants, and to determine the relationship between atmospherics and subliminal and supraliminal stimuli. The study explored how atmospherics influenced the absolute threshold and investigated how atmospherics (pleasure, arousal, and dominance) affect the choices made by the chosen Windhoek restaurant customers. The study made use of a simple random sampling and the questionnaires were distributed to customers who dined at the said restaurant during a six-month period. The sample response rate was about 60% and yielded 175 responses. SPSS Inc Version 28 of 2021 and SPSS Amos version 26 were used for data analysis. Descriptive statistics were analysed, using factor analysis and Structural Equation Modelling (SEM) to display the data. The study established a relationship between atmospherics and subliminal as well as supraliminal stimuli. Marketing scholars are urged to psychology experts to gain greater insights on the phenomenon.
... Les clients ont l'impression d'avoir passé moins de temps à faire des achats (par rapport au temps réel passé dans le magasin) lorsqu'ils apprécient la musique de fond. Dans le cas contraire, ils affirment être dans le magasin depuis bien plus longtemps, même s'ils ont passé moins de temps (Yalch & Spangenberg, 2000, Turely et Milliman, 2000. En effet, La musique améliore l'évaluation émotionnelle de l'environnement pour les consommateurs en attente d'un service (Hul et Dubé 1997). ...
... La musique appréciée/familière rapportent aussi des effets positifs sur les émotions des clients, particulièrement, le niveau d'excitation. Les clients sont plus excités quand ils écoutent de la musique appréciée / familière en magasin (Sweeney et Wyber, 2002 ;Yalch et Spangenberg 2000). Broekemier et al. (2008) ont montré que la musique appréciée/familière affecte positivement les achats et l'intention d'achat des clients, c'està-dire que les clients étaient plus disposés à faire leurs achats dans un magasin spécifique ou à acheter un produit lorsqu'ils aimaient la musique. ...
Article
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Les recherches antérieures se sont occupées principalement de démontrer l’effet de la musique d’ambiance le comportement du consommateur. Néanmoins, nous ne trouvons pas d’études qui cherchent à comprendre et élucider la pratique de la musique d’ambiance dans les points de vente. Dans cette perspective, notre étude cherche à combler ce manque de travaux en réalisant une étude empirique dans un contexte marocain caractérisé par un patrimoine musicale riche et diversifié. Nous avons conduit 26 entretiens individuels auprès des responsables et des vendeurs des magasins et restaurants qui diffusent de la musique de fond. Les conclusions ont révélé que la gestion de la musique d’ambiance s’effectue d’une manière intuitive, sans faire recours à des professionnels du design sonore. Les choix et décisions prises reposent sur les préférences, perceptions et volontés des responsables et des vendeurs. Ce manque de stratégie sonore peut être lié aux ressources disponibles en termes de compétences, mais surtout à la volonté de l’enseigne de mettre en valeur l’un de ses éléments atmosphériques, à savoir la musique d’ambiance. Il est recommandé aux managers de recourir à des professionnels en design sonore et d’établir des indicateurs pour mesurer les réponses des clients vis-à-vis de la musique d’ambiance. Notre recherche se distingue en tant qu’une des rares études consacrées à une analyse approfondie de la pratique de la musique d’ambiance dans les environnements commerciaux. Les conclusions ont non seulement confirmé des constats issus des travaux antérieurs, mais ont fourni des nouvelles découvertes et clarifications en ce qui concerne la mise en œuvre de la musique d’ambiance.
... Integrirajući okvir fizičkog okruženja, neverbalnih reakcija korisnika i kupovnog ponašanja u marketingu usluga (Yalch i Spangenberg, 2000) Prikazani integrirajući okvir temelji se na modelu PAD koji su razvili Mehrabian i Russell (1974), a čija je osnova da pojedinci reagiraju na fizičko okruženje posredstvom triju dimenzija: zadovoljstva (engl. pleasure), uzbuđenja (engl. ...
... Zadovoljstvo se u ovom slučaju odnosi na to smatraju li korisnici pojedino okruženje ugodnim, a pod uzbuđenjem se podrazumijevaju osjećaji korisnika nakon što su duže vremena izloženi jednom stimulansu. Elementi navedeni pod fizičkim okruženjem zajedničkim djelovanjem kreiraju jedinstvenu atmosferu u uslužnom poduzeću koja može rezultirati jedinstvenim iskustvom za posjetitelje uslužnog objekta (Yalch i Spangenberg, 2000). ...
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Suvremeno trgovinsko poslovanje karakteriziraju slični uvjeti poslovanja u smislu ponude i cijene robe među konkurentskim maloprodajnim lancima. S obzirom na to da kupci postaju sve zahtjevniji, kvaliteta usluge postaje presudni kriterij prilikom izbora prodavaonice. Unapređenje prodaje u okviru promocijskih aktivnosti poduzeća uključuje i prodajno mjesto uz pomoć informiranja, odnosno usmjeravanja potrošačeve pažnje na određene proizvode tijekom kupovine, dinamičnijeg ulistavanja novih proizvoda te formiranje pozicija na policama na prodajnom mjestu da bi se stekla tržišna prednost te naklonost potencijalnih kupaca. Cilj je ovog rada istražiti značaj poslovnog prostora za unapređenje prodaje. Osim teorijskog dijela rada putem analize slučaja predstavlja se dobra praksa druge najveće tvrtke u drogerijskom segmentu u Hrvatskoj.
... On the other hand, older consumers were more likely to respond negatively or complain when exposed to intrusive foreground music. Familiarity or prior exposure was another factor, with consumers becoming more aroused when exposed to familiar songs, while consumers reported more pleasure and dominance when listening to unfamiliar music (Yalch and Spangenberg 2000). Yalch and Spangenberg (2000) further discovered that when consumers were exposed to familiar music, they reported shopping longer; however, their actual shopping was longer when listening to unfamiliar music. ...
... Familiarity or prior exposure was another factor, with consumers becoming more aroused when exposed to familiar songs, while consumers reported more pleasure and dominance when listening to unfamiliar music (Yalch and Spangenberg 2000). Yalch and Spangenberg (2000) further discovered that when consumers were exposed to familiar music, they reported shopping longer; however, their actual shopping was longer when listening to unfamiliar music. ...
Article
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Casinos have heavily invested in providing live entertainment to generate visitation. However, literature on how patrons’ music preferences affect their perception of complimentary tickets to live shows, a common practice by casinos, is scant. A series of discrete choice surveys to multiple pools were utilized in this study and showed that listeners’ genre preferences significantly influence perceptions of ticketing offers. The results also point to a potential misalignment of fit between the genre preferences of patrons and live shows hosted by casinos, which may account for the poor ROI from casino showrooms. Additionally, the findings showed that live performances from select genres might make it more challenging for casinos to yield satisfactory returns since listeners of these genres place less value on complimentary tickets. Thus, it is recommended that casinos take a multi-pronged strategy approach to diversify their loyalty offerings.
... Previous research studies (Bellizzi & Hite, 1992;Yalch & Spangenberg, 2000;Price-Rankin, 2004;Countryman & Jang, 2006;Kim & Lenon, 2010;and Roggeveen et al., 2020) have supported that colours do have significant effect on shoppers' emotions as well as behaviour in retail stores. Similarly, it has been observed that colours also play a significant role in 3D virtual reality retail (VRR) stores. ...
Article
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This study carefully employs a One-Group Pre and Post Test approach of Quasi experimental research design to investigate the effect of ambiance (specifically colours) on avatars’ emotions and behaviours in 3 dimensional (3D) Virtual Reality Retail (VRR) stores. In order to conduct an analysis of the data collected from Second Life (SL), a highly advanced 3D Virtual World, this study employed the PROCESS tool. The research provides empirical evidence supporting the significance of colours as a prominent environmental cue in three-dimensional virtual reality retail stores. This study examines the influence of colours on the emotional states and behaviours of avatars. It specifically focuses on the significant impact of colours on approach/avoidance behavioural intentions, which is mediated by arousal and pleasure. It provides a significant contribution to the current body of literature on retail atmospherics by enhancing comprehension of 3D virtual reality retail environments and the significance of colour schemes. It is important to mention that the impact of arousal in isolation was determined to be statistically not significant. The present study offers interesting insights; however, it is important to acknowledge certain limitations. These limitations include the narrow focus on a certain type of specialised 3D VRR store, and the constraints imposed by a very small sample size. Future research within this subject should aim to address these limitations.
... Raja, Anand i Allan rade istraživanje s ciljem poređenja da li pozadinska muzika u maloprodajnom objektu ima prednosti u odnosu na reklamnu muziku za određeni brend, te zaključuju da reklamna muzika ima veći uticaj na kupce 26 Yalch and Spangenberg (2000), str. 139-147. ...
Article
Faktori ambijenta u maloprodajnom objektu mogu imati značajan uticaj na ponašanje kupaca u maloprodaji. Stimulusi iz maloprodajnog okruženja mogu uticati na emocije kupaca što dalje dovodi do određenog obrasca ponašanja kupaca, koje se može manifestovati kao želja da se provede više vremena u maloprodajnom objektu, te da se izvrši evaluacija većeg broja proizvoda. Za maloprodavca je, u tom smislu, bitno da učini sve napore kako bi, uz kreiranje što kvalitetnijeg ambijenta, naveo kupca da ostvari što veću kupovinu. Predmet ovog rada predstavlja pregled relevantnih objavljenih radova koji prikazuju kako osvjetljenje, muzika i mirisi, kao faktori ambijenta maloprodajnog okruženja utiču na ponašanje kupaca. Cilj rada je da se naglasi značaj adekvatnog upravljanja faktorima ambijenta sa svrhom poboljšanja poslovnih rezultata maloprodavaca. Pregled literature u ovom radu može biti od koristi maloprodavcima koji u svoje strateške ciljeve implementiraju i upravljanje faktorima ambijenta maloprodajnog objekta.
... Music elements may negatively affect the customers and encourage them to leave the store without purchase. It is important to identify which musical characteristics positively affect the customers, allowing them to spend more time and money for shopping in retail stores (Yalch, Spangenberg, 2000). ...
... A shopper's purchase behaviour is influenced by the music playing in the background of the stores. Yalch (73) , Smith (65) , Doyle (24) discovered that even the meaning people give to a font has a similar impact to the meaning they give to the product's name. Exploring the world of visual aesthetic experience has been the focus of the corpus of study that has already been done on the role of visual information on consumer behaviour. ...
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In today's competitive business landscape, organized retail establishments are facing formidable challenges from online counterparts, while fast-food retailers are also facing the pressure. The rise in popularity of online food delivery apps has compelled organized restaurant businesses to swiftly adapt and innovate to thrive in this new business environment. When customers order food through online, the differentiating factor primarily is the taste of the food. However, when customers physically visit a restaurant, their experience is influenced by four additional sensory elements present in the retail outlet: sight, smell, sound, and touch. These sensory elements are intentionally employed by companies to position and distinguish their brand from competitors. This study intends to investigate how these sensory components affect consumers' perceptions of quality, which in turn affect purchase intentions. The study focuses on a selection of internationally recognized retail food outlets, with a significant presence across the globe, that have established locations in three major cities in Kerala: Kochi, Trivandrum, and Kozhikode.
... For the social component in terms of relationships between customers, McAlexander, Schouten, and Koenig (2002) and Moore, Moore, and Capella (2005) are used, while the measurement refers to Baker, Grewal, and Parasuraman (1994) for the relationship between customers and employees. The physical component is measured using items from Yalch and Spangenberg (2000). Last, the technological component refers back to the usage intention of the technology acceptance framework. ...
Article
In the development of the Internet of Things, smart shopping carts present a digital innovation that can realize cost-cutting potential and improve the shopping experience. The impact of smart shopping carts on customers' shopping experience is analyzed in stationary grocery retailing. We explore first whether customers are willing to use these technological innovations, specifically smart shopping carts. Second, the effect of smart shopping carts on customers' shopping experiences is evaluated. For this, we employed a mixed method approach combining a survey study and an interview follow-up study. A purposive sampling recruited 291 stationary grocery shoppers. A variance-based structural equation analysis tests the research model for the adoption of smart shopping carts and their relevance to customers' shopping experience. Next, 22 interviews were conducted with grocery shoppers following an intervention approach. Customers are willing to use smart shopping carts when shopping for groceries in stationary retailing. Customers focus on the ease of use and usefulness of the shopping carts, whereas privacy risk and temporary enjoyment are less relevant. However, our empirical results show that affective, social (employee), and physical components predominantly shape the shopping experience compared with the technical component of smart shopping carts. Smart shopping carts similarly affect the cognitive component and the social (customer) component. In contrast to other digital retail innovations, customers seem to value utility of smart shopping carts above else. Stationary retailers can, thus, focus their introduction of smart shopping carts on countering technology anxiety and highlighting customer benefits of shopping comfort and reduced checkout times.
... As they mentioned shoppers can explore more merchandise, and read labels in a well-illuminated supermarket than in a dimly lighted place. The study of Yalch and Spangenberg (2000) revealed that shoppers are willing to shop and stay a long time when playing less familiar music rather than familiar music in-store setting. With massive competition in the retail industry, better interior design has led to repetitive visits of shoppers (Raajpoot et al., 2008). ...
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The purpose of this paper is to investigate the impact of store atmospherics on the patronage intentions of supermarket patrons in Sri Lanka, due to the lack of application of the new typology of Berman and Evans. The data were collected over mall intercept by randomly administering structured questionnaires from 200 respondents who visited eight supermarkets in Southern Province, Sri Lanka. Multiple regression and factor analysis were performed to explore the impact of five atmospheric variables on patronage intentions and to explore the significance of atmospheric dimensions. The results of the regression analysis indicated that all store atmospheric variables have a positive impact on the patronage intentions of supermarket patrons in Sri Lanka. Moreover, it suggested that the human atmospheric variable (i.e., Supermarket employees) was the most significant atmospheric variable, while the point of purchase and the exterior atmospheric variable were the less significant variables towards patronage intentions. The study has outlined to examine the five atmospheric variables introduced by Berman and Evans (1995) and Turley and Milliman (2000), but this study utilized a couple of atmospheric dimensions presented in such classifications. The study unveiled that supermarket employees are the most influential variable for generating patronized supermarket customers. The findings based on the regression analysis provided that the impact of the point of purchase variable was lowest on retail patronage and retail shoppers are not paying much attention to such type of an atmospheric variable at present due to all the supermarket retailers practising the most common pricing strategies. Findings indicated that when shoppers are getting old, they are willing to visit the supermarket which displays low prices, prices clearly and noticeably and also have a friendly, polite, and helpful sales force.
... Non-sociological factors such as temperature, scents, noise, music and lighting were added to the marketing palette [18]. Since the 1990s, studies have been made on the active use and practical experience of these factors [19][20] [21]. ...
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Understanding the movements of crowds offers more and more opportunities in the field of architecture, in both active and passive methods of implementation. The study briefly describes crowd dynamics, the new field of research as well as the levels of investigation of human mass movements. Due to its expected large-scale spread, it particularly describes the need for and the possibilities of individual human body motion detection in retail facilities while emphasizing the architectural aspects of the rise of innovative commercial facilities. It details and compares the operational processes of modern-day queue-free “convenience” stores, Amazon Go with JWO technology, and Żabka Nano units operating according to AiFi, highlighting their architectural features.
... Each of the five senses has been effectively utilized by marketers to influence attitudes and behaviors of consumers. For example, Jayakrishnan (2013) examined how brand identity was formed through the five senses, while Yalch and Spangenberg (2000), Andersson et al. (2012), Zhu and Levy (2005), and many others have shown how music can affect outcomes such as time spent shopping, product perceptions, and more. In addition to being widely studied in the marketing field in general, sensory marketing has also been an illuminative field of study within the sport marketing discipline. ...
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Prior scholars provide empirical evidence of how sensory experiences can positively influence spectators’ satisfaction, and the effectiveness of utilizing sense-centric experiences is enhanced when marketers integrate unique characteristics of the local culture into sensory experiences in the venue. The recently developed stimuli-local image fit (SIF) scale measures the effectiveness of this process; however, the SIF scale needs further investigation based on differences between local and visiting spectators. The purpose of this study was to examine the potential mediating effects of sense of home and touristic experience in relation to perceptions of SIF for these two groups. Study participants (N = 402) were recruited by means of an online survey and included 204 local and 198 visiting spectators of home and away events, respectively. The results from structural equation modeling (SEM) revealed significant mediation effects of sense of home and touristic experience on prior established relationships between SIF and different outcomes.
... A study by Van Rompay et al. (2012) found that shoppers who were more focused on their shopping task were more likely to purchase and spend more money than those who were less focused. Furthermore, a study by Yalch & Spangenberg (2000) found that when shoppers were more focused on the products, they were more likely to evaluate them positively and consider purchasing them. ...
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E-commerce is gaining consumer acceptance due to increased internet penetration and advancements in Indonesia. To engage tech-savvy consumers and meet their evolving needs, e-commerce players use gamification by offering personalized shopping experiences, social functionalities, and easy product access. This study examines how Shopee, an e-commerce retailer, can optimize its gamification strategies and intrinsic motivations to encourage customer engagement and impulsive buying behaviour. The study employs purposive sampling to survey 204 respondents and found that gamification and intrinsic motivations positively influence customer shopping engagement. The data was analyzed using Partial Least Squares (PLS) with the SmartPLS software. The findings show that gamification and intrinsic motivations hold a positive influence on shopping engagement. Furthermore, socialness and shopping enjoyment lead to increased impulsive buying behavior. Notably, shopping engagement emerges as a critical factor positively shaping users' intention to continue using online shopping applications.
... Whether dominance is also an independent dimension has not yet been conclusively determined. In some studies, dominance was found to be independent (Russell and Mehrabian 1977;Yalch and Spangenberg 2000;Yani-de-Soriano and Foxall 2006), whereas other studies could not con rm an independence (Russell 1979;Donovan and Rossiter 1982;Donovan et al. 1994). Despite this ambivalence of the dominance dimension, the P-A-D model is often used in the study of the servicescape (Mari and Poggesi 2013). ...
Chapter
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... Instead of distracting the customer, anxiety-reducing interventions inform or relax the customer, making them feel more secure while they are waiting. Familiar, 'likeable', and fast music has been shown to increase positive emotion in customers [61][62][63][64][65]; pleasant scents, such as vanilla and lavender, have been shown to be most effective in improving customers' moods when tested in high-anxiety clinical environments [63,66,67], and lowerintensity and softer-coloured light in shades such as blue or green has also shown positive effects on reducing the duration of perceived time [68][69][70]. While there are many ways that anxiety can be reduced, making too many interventions may backfire. ...
Article
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The COVID-19 pandemic increased global anxiety, and many people shopped less frequently. This study quantifies customer preferences in where to shop while following social distancing regulations, specifically focusing on customers’ anxiety. Collecting data online from 450 UK participants, we measured trait anxiety, COVID-19 anxiety, queue awareness, and queue safety preferences. Confirmatory factor analyses were used to develop novel queue awareness and queue safety preference variables from new items. Path analyses tested the hypothesised relationships between them. Queue awareness and COVID-19 anxiety were positive predictors of queue safety preference, with queue awareness partially mediating the effect of COVID-19 anxiety. These results suggest that customers’ preferences for shopping at one business and not another may depend on safe queueing and waiting conditions, especially in those more anxious about COVID-19 transmission. Interventions that target highly aware customers are suggested. Limitations are acknowledged and areas for future development are outlined.
... The impact of music on consumer behaviour in retail establishments has been the subject of research by several researchers (Milliman, 1982;Areni and Kim, 1993;Yalch and Spangenberg, 1993;Caldwell and Hibbert, 1999;Husain et al., 2002;Guéguen et al., 2007;Yeoh, 2010). Some studies concerned the impact of music on the actual time spent shopping (Milliam 1982;Kellaris and Kent, 1992;Yalch and Spangenberg, 2000;Soh et al., 2015). According to Milliman (1982) when slow tempo background music is played consumers shop longer and • • • CHAPTER 15 spend more time in supermarket. ...
... There has been a plethora of studies examining the effects of ambience on perception and responses to a particular environment (Becker, 1981;Wineman, 1982;Darley and Gilbert, 1985;Sundstrom and Sundstrom, 1986;Baker, 1987;Russel and Snodgrass, 1987;Baker et al., 1988). Further research has investigated further aspects of the servicescape, such as colour and light (Bellizi et al., 1983;Crowley, 1993;Areni and Kim, 1993) or background music (Millman, 1982(Millman, , 1986Holbrook and Schlindler 1989;Areni and Kim, 1993;Capella, 1994, 1996;Hui et al., 1997;Yalch and Spangenberg, 2000). ...
Article
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Islamic tourism highlights the growing importance of what for many may be an untapped and unknown market. With one billion followers across 57 countries, Islam’s role in tourism is important to tourism and hospitality managers in both Muslim and non-Muslim countries. Consequently, government policies, strategies and programs have laid undue emphasis on the growth of ‘Halal-Hotel’; a total Islamic accommodation standard that prescribes by Islamic rules. Halal is fast gaining worldwide recognition and this is not merely because the Muslim Ummah is growing in number, but more significantly, because halal is being recognized as a new benchmark for safety and quality assurance. Unfortunately, there are ambiguities pertaining the criteria for ‘halal hotel’ in the hotel sector because the lack of consensus among stakeholders within the Muslim-friendly tourism and hospitality (MFT) sector in Malaysia. Furthermore, The translation of Arabic-Islamic terminology into Malay language may offer its advantages as well as challenges to all relevant tourism stakeholders within the Muslim-friendly tourism and hospitality (MFT) sector in Malaysia. In terminology translation, equivalents in the target language are usually preferred to be as concise as possible and able to maintain existing morphological and semantic relationship between the translated terms and other morphologically and semantically related source language terms. Moreover, researchers and hotel operators have struggled to arrive to an agreement as to what is the most appropriate term or concept that could best and comprehensively describe a hotel that operates according to the Islamic rules and regulations. Therefore, this research aims to identify the dimensionality of ‘halal hotel’ concepts and to explore the suitability of adopting the ‘halal hotel’ as the term to be use among the Muslim-friendly tourism and hospitality (MFT) sector in Malaysia. A qualitative research method is chosen to conduct this research, and the samples are from the stakeholders which consist of Islamic scholars, hotel operator and the hotel’s guest.
... The valence and arousal quadrants can be used as independent variables to investigate the time-arousal theory's validity further. According to Yalch and Spangenberg (2000), buyers who listen to familiar music may report purchasing for longer durations due to time perception distortion. According to Droit-Volet, Bueno, and Bigand (2013), the tempo of the music is a crucial factor in generating temporal distortions. ...
Article
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The average attention span of humans is decreasing. To adapt to the change, researchers investigate visual and auditory techniques that alter the perception of time passing. However, the auditory technique is underexplored in comparison to visual techniques, which are becoming increasingly important as voice assistants, speech interfaces or time-aware computational/robotic systems proliferate. This paper investigated the effect of pitch and interval variables on time perception. Three pitch levels (static, falling, rising) and two interval patterns (static, narrowing) for a total of six auditory stimuli were compared. Principal findings indicated that rising/falling pitch and interval narrowing, as well as their combinations, can be used to shorten the perception of time. This research contributes to a better understanding of end-users' subjective temporal estimation of auditory stimuli, which can be used to further develop audio-based interactive devices/agents.
... In the tourism and leisure industry, atmospheric music can stimulate people's emotions and further influence their consumer behavior. Studies show that music with soft melody, soft volume, slow tempo, and lower pitch can reduce people's anxiety and slow down their movement in space (Caldwell & Hibbert, 2002;Lin et al., 2015;Magnini & Parker, 2009;Sullivan, 2002;Yalch & Spangenberg, 2000). For example, in high-end or fine dining restaurants, this type of atmospheric music can extend customers' time spending in the restaurant, and lead them to spend more money (Caldwell & Hibbert, 2002). ...
Article
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The survey purposes are to preliminarily understand the current situation of atmospheric music broadcast in hot spring hotels and why these choices of music were made. We reviewed literatures regarding applied music and music types, and applied questionnaire, participant observation and unstructured interviews with hotel staff who broadcast music in the unique, famous and historic Guanzihling hot spring region of Taiwan. Results show that music is often broadcast in public areas, such as lobby and restaurants. On the contrary, there was no music broadcast in private areas, such as guest rooms and private thermal baths. Light music is the primary music choice. Music types is chosen without rules by staff who have no basic trainings in music. Possible marketing strategies for future studies include the staff trainings and construction of hotel’s own hot spring music database, and better marketing of hotel’s unique multi-sensory brand image through its distinctive and pleasant music.
... When the moderating effects of listeners' gender and age group were taken into account, the mediating effect of dominance for male and older were not significant. The significance of dominance is still controversial, with many studies indicating there is no significant difference (Donovan and Rossiter, 1982;Donovan et al., 1994), and others indicating there is Yalcha and Spangenberg (2000). The effect of dominance may be more likely affected by individual characteristics such as listeners' attributes. ...
Article
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Previous studies have shown that stimulus-organism-response (SOR) theory can well explain the willingness to buy from stores, products, and advertising-related stimuli. However, few studies have investigated advertising speech stimulus that is not influenced by visual design. We examined whether SOR theory using emotional states can explain the willingness to buy from advertising speech stimulus. Participants listened to speech with modified speech features (mean F0, speech rate, and standard deviation of F0) and rated their willingness to buy the advertised products and their perceived emotional states (pleasure, arousal, dominance). We found that emotional states partially mediate the influence of speech features on the willingness to buy. We further analyzed the moderating effects of listeners' attributes and found that listeners' gender and age group moderated the relationship between speech features, emotional states, and willingness to buy. These results indicate that perceived emotional states mediate the willingness to buy from advertising speech.
... The music is generally used to create a warm ambiance and encourage people to shop more (Roschk, Loureiro, and Breitsohl 2017). It can also make visitors spend time longer (Yalch and Spangenberg 2000). Occasionally there are announcements and live events where people can hear them from a distance. ...
Article
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This study investigates the acoustic comfort of shopping malls related to the standards and people's emotions. The soundscape is vital in shopping malls to attract more visitors. This research studied the soundscapes of two shopping malls in Yogyakarta, focusing on the effect of noise on the environmental perceptions of hedonic and utilitarian consumers. The research took on-site noise measurements to create soundscapes maps. There were also interviews to explore their opinions about the noise inside malls. Data were statistically analyzed using Statistical Package for the Social Science. The results showed that only some soundscape elements affected arousal emotions among hedonic consumers, concerning a more extensive period of mall visits. No soundscape element affected pleasure emotions among utilitarian consumers with the length of stay in malls. Socio-cultural backgrounds of shopping culture (in traditional and modern markets) and soundscape conditions were also considered. The excessive soundscapes did not directly impact the health negatively of those who spent long periods in malls. The subsequent studies may continue to find the relation between acoustic comfort and the difference with the regulation.
... Por tanto, se puede señalar que el medioambiente provoca en el individuo respuestas fisiológicas que influyen en su sensación de confort o incomodidad. Esta sensación de confort o incomodidad por parte del consumidor con el medioambiente en el que interactúa podría afectar tanto sus emociones y creencias sobre el establecimiento minorista, así como con las personas que allí interactúan (Yalch y Spangenberg, 2000). De ahí que una experiencia física del consumidor se encuentra fundamentada en la respuesta fisiológica interna y subjetiva del consumidor ante el medioambiente diseñado. ...
Conference Paper
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In an omni-channel world, with brands selling through physical and virtual channels and with online and mobile purchases continuously increasing, it is greatly important for physical stores to provide memorable shopping experience to retain and attract new customers. When customers go shopping at the store they expect enjoy their visit, experiencing cognitive, affective, social and physical responses evoked by in-store-related stimuli. This paper proposes and validates a scale to measure in-store customer experience (ISCX). To achieve this objective, a theoretical evaluation of the nature and configuration of the scale that recommends a formative model as the best measurement structure for the construct of ISCX is performed. The appropriate methodological procedures for the construction of a formative scale consist of four stages: (1) generation of items; (2) initial purification of scale; (3) final purification and perfection, and (4) nomological validity. The end result shows the suitability of a formative third-order scale with a reflective second-order dimension (social experience), and three reflective first-order dimensions (cognitive, affective and physical experience) which fulfills the psychometric qualities expected. Finally, the research provides useful information on the effect of the ISCX scale on key performance variables for retails. Diversos autores convergen en señalar que la experiencia del consumidor (EC) favorece la lealtad del cliente y su disposición a pagar un precio más alto, lo que sin duda decantará en un aumento del beneficio económico para aquellas empresas que logren eficientemente brindar experiencias únicas y memorables (Berry et al., 2002; Gentile et al., 2007; Poulsson y Kale, 2004; Schmitt, 1999). A esta consideración que exalta la EC como una herramienta estratégica de valor superior, se contrapone la gran ambigüedad conceptual que dificulta su entendimiento. En este sentido, se observa en la literatura académica acepciones diversas en torno a la EC, lo cual no deja de tener un impacto contundente en cómo la misma es gestionada y por supuesto, en cómo se hace investigación en torno a ella. Autores como Seung-Hyun et al. (2011), Klaus y Maklan (2013); Meyer y Schwager (2007) han relacionado a la EC con el concepto "uso o practica" lo que vincula al termino más a los puntos de contacto que tiene un cliente con la
... In the real-world, high-tempo music may bemore likely to encourage the consumer to purchase products than any change to the ambient lighting (Hagtvedt and Brasel, 2016). The selection of products by the consumer can sometimes be strongly influenced by auditory stimuli (stereotypical French and German music) in a web shopping environment (Damen et al., 2021), here matching the findings reported previously showing that auditory sensory cues affect consumers' emotion and purchase decisions in the store atmosphere (Yalch and Spangenberg, 2000;Helmefalk and Hultén, 2017). Auditory cues can be used to bias a consumer's visual product search, attention, selections and decision-making (Knoeferle et al., 2016). ...
Article
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With the continuing development of internet technologies, an increasing number of consumers want to customise the products they buy online. In order to explore the relationship between perception and purchase intent, a conceptual framework was developed that was based on the link between multisensory perception, positive emotions, and purchase intent in fashion e-customisation marketing. We discuss the outcomes derived from consumers’ experiences in fashion e-customisation and analyse the relationships between variables. Questionnaires were used to collect data for this quantitative study (n = 398 participants). The data was analysed using factor analysis, correlation analysis, and regression analysis. The findings contribute to the field of clothing e-customisation by identifying the effects of visual perception, haptic imagery, and auditory stimulation on arousal, and purchase intent. Visual perception and haptic imagery exerted a positive influence over dominance. We also identify the effects of arousal and dominance on purchase intent, and assess the mediating effects of these variables on visual perception, haptic mental imagery, and purchase intent. The results highlight how fashion e-customisation marketing strategies can be adopted by managers in order to increase positive emotions and how multisensory perception can potentially be used to influence consumers’ purchase behaviour.
... Penelitian dari Gillani (2012), Mathur (2014), serta Hussain & Ali (2015) membuktikan bahwa dimensi store atmosphere berupa kebersihan toko membawa dampak positif pada minat beli konsumen. Selanjutnya konsumen menghabiskan lebih banyak waktu dalam berbelanja ketika lingkungannya memiliki aroma yang sedap untuk dihirup (Yalch & Spangenberg, 2000). Pemilihan aroma tetap harus mempertimbangkan kenyamanan konsumen sehingga mereka merasa betah untuk menghabiskan lebih banyak waktu untuk berada di dalam toko (Spangenberg et al., 2006). ...
Article
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This study aims to determine the effect of store atmosphere on purchase intention. The store atmosphere is assessed based on several indicators which are cleanliness, music, aroma, temperature, lighting, layout, and the room's color. The sample of this study was customers of IKEA Indonesia. The data analysis used in this study includes validity test, reliability test, and hypothesis test. The results of this study indicate that the aroma, color of the room, and store layout have a positive influence on purchase intention. While the cleanliness, music, temperature, and lighting variables have a positive but no significant influence on purchase intention.
Article
Purpose The aims of this research are (i) to examine the influence of music frequency (high vs low) as an atmospheric element on consumer behavior during a shopping experience and (ii) to investigate the function of emotional arousal in this relationship. Design/methodology/approach This study conducted a controlled lab experiment where (nonstudent, salary-earning) participants were presented with shopping trials under different music conditions (high vs low sound frequency) while their behavioral responses (product liking and willingness to pay [WTP]) and electrodermal activities were recorded in real-time. Findings Analyses revealed that product liking and WTP were higher when participants were exposed to high (vs low) frequency music. This difference was found to be mediated by arousal and occurred without participants’ awareness. Research limitations/implications This research presents an explanatory study simulated with a relatively small sample under laboratory conditions; therefore, researchers are encouraged to test further to extend the insights presented. Practical implications Music affects emotional and behavioral responses in consumer environments. The design of the music determines whether these responses will be in alignment with varying situational needs and demands. This research suggests a novel perspective for consideration in this design. Originality/value To the best of the author’s knowledge, this is the first study to attempt to consider music frequency as a discerning atmospheric element. It also enriches the understanding of contextual effects in consumer environments by revealing the mediating role of arousal (on behavior) through sensitive and unconscious emotional data.
Article
Purpose Users’ active participation in platform value co-creation is the key to the development of crowdsourcing logistics platforms, especially the active participation of the crowdsourcee who provide logistics services. However, driven by self-interest, coupled with loose links among subjects on the platform ecological chain, it is difficult for users to effectively form value co-creation intentions. This study aims to explore how platform governance affects crowdsourcees’ intention to participate in value co-creation on the platform through individual cognition. Design/methodology/approach Based on social cognitive theory (SCT), this study built a research model and took the crowdsourcee on China’s well-known crowdsourcing logistics platforms as the investigation object, using the collected 302 valid survey data to test the model. Findings The results showed that platform governance mechanisms have a significant influence on crowdsourcees’ intention to participate in value co-creation on the platform, either directly or through crowdsourcee cognition, and the impact is different. The crowdsourcee cognition plays a mediating role between platform governance mechanisms and crowdsourcees’ intention to participate in value co-creation on the platform, and the mediating effect of value acquisition perception (VAP) is significantly higher than self-efficacy (SE). Originality/value The results provided references for crowdsourcing logistics platforms to develop a targeted governance mechanism to promote the platform to achieve value co-creation.
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This research paper delves into the nuanced relationship between ambient music and consumer behavior, shedding light on its profound impact within organized retail settings. Employing a robust quantitative approach, the study gauged consumer perceptions through Likert-based questionnaires, specifically exploring how ambient music influences purchasing decisions. The findings unveiled a compelling positive correlation between ambient music and several crucial facets of the retail experience. Notably, ambient music emerged as a catalyst for heightened shopping experiences, contributing significantly to the overall atmosphere and seamlessly aligning with the products and services on offer. The study not only accentuated the ambiance-enhancing qualities of ambient music but also emphasized its relevance in the context of the merchandise or services provided. Perhaps most strikingly, the research brought to the forefront the consequential influence of ambient music on consumer spending behavior. This encompassed a spectrum of outcomes, including a tangible impact on the duration of shopping expeditions, the quantity of products procured, and an increased inclination to expend more. These results underscore the pivotal role of ambient music as a strategic tool, capable of shaping consumer behavior and cultivating loyalty within the dynamic landscape of retail environments. In essence, this study not only contributes to the understanding of the symbiotic relationship between ambient music and consumer behavior but also underscores the considerable strategic potential of leveraging ambient music as a key element in shaping positive shopping experiences and fostering lasting customer loyalty within the retail sector.
Article
The use of music in marketing campaigns is ubiquitous. Frequently, brands choose music that they think will be personally meaningful to consumers so that positive associations about the music may spillover to the brand, itself. Yet some anecdotal evidence suggests that such a strategy can sometimes backfire. The proposed conceptual framework of consumer responses to music explains the process through which consumers interpret and respond to music which is related to their personal autobiographical experiences. We propose that the more music is associated with autobiographical experiences, the more a consumer will develop a sense of ownership of the music, and subsequently, the more likely that they will make a determination about whether they will psychologically “license” the use of the music to the brand. This effect is proposed to be conditional on the appropriateness of the music usage. The framework then traces such licensing to a series of consequences: identity outcomes, music outcomes, and identity-related brand outcomes. We conclude by outlining directions for future research.
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Music plays a significant developmental role in the life of adolescents and has different functions in the life of an individual. Listening to music is one of the most important activities of adolescents, while their music preferences reflect their values, conflicts, and developmental problems they are faced with in everyday life. It is important to understand how adolescents use and experience music on a daily basis and what factors impact their use of music. The power of preference for a specific kind of music depends on the degree to which that type of music fulfills certain functions because the level of functionality and the power of music preference are correlated. While identity formation, peer socialization, and social perception remain important functions of music throughout one's life, they are especially important in the period of adolescence. To understand better the strong links between music preferences and the functions of music in an individual's life, it is important to include the personality factor that provides practical and relevant information about what makes us who we are. Music education can influence the music preferences of young people because listening to music is an important activity in their leisure time. The paper presents theoretical models of music preferences, characteristics of music, contexts of listening to music, correlation between music preferences and personality traits, as well as the functions of music that are most relevant in the life of adolescents.
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This chapter provides a comprehensive overview of the cues that exist in a retail environment and expands the current knowledge of sensory marketing and its multifaceted nature. Different types of cues are introduced, including ambient, design, social, haptic, merchandise-related and pricing-related cues. While ambient, design and social cues are primarily related to the general atmosphere of the store, haptic, merchandise-related and pricing-related cues are linked more directly to the moment of choice. The chapter sheds light on these various cues and their effects through analysis of an extensive range of academic research. Taken together, the chapter demonstrates that the store environment can be seen as a bundle of cues that has a capacity to affect our daily choices.
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The purpose of this study is the assessment of the moderating effects of consumers' likelihood to use instore technologies on the relationship between retailtainment value and satisfaction with retailtainment in physical grocery stores. A questionnaire designed to test our model was administered to 332 undergraduate students. The data were analyzed using AMOS-SEM. The results show that perceived benefit, enjoyment, and unique values of retailtainment were significant in explicating satisfaction with retailtainment. Regarding the interaction effects of likelihood to use instore technology, the results reveal the positive relationship between human interactivity-instore, benefits, and unique values, and the dependent variable satisfaction with retailtaiment are stronger for individuals with low likelihood to use instore technologies. Results confirmed that retailtainment, which provides enjoyment and perceived informative benefits in terms of experience with the consumption of products, is likely to increase satisfaction and improve loyalty as well as propensity to return to the store.
Thesis
This study aims to understand lighting in a hospitality atmosphere and the landscape of the village of Kandovan Hills and Laleh Kandovan Hotel. The study aims to see the latest design and concepts of the industry and how they can be applied on-site in Kandovan Hills and Laleh Hotel in Iran. This area is both historic and tourist; Therefore, it needs to keep some of the traditional aspects, it should be developed into more sustainable lighting for the environment as Kandovan both lacks the design and sustainable aspect based on Lighting design standards. The other part of the project is the Hotel site which has a very interesting design, yet it vastly lacks properly designed lighting. The purpose of the project is to improve the lighting in this area for both the environment and the aesthetics of the design. The Literature review will help with producing sustainable ways based on current technology to illuminate the landscape and the village hills, which are lacking proper illumination both in terms of aesthetics and sustainable lighting. This study's outcome could result in not only improving the lighting, sustainable aspect, and avoidance of light pollution as much as possible but also if applied correctly, it could be beneficial for tourism as proper lighting can enhance the experience of the tourist.
Article
Although video content includes many advantages over audio content in terms of information delivery, the latter is being continuously released into the market. Additionally, audio content is being consumed in repetitive daily work situations that require the continuous use of eyesight because such content transmits information by only using auditory stimuli. Therefore, this study examined how listening to audio content while performing simple repetitive tasks can affect the performance and perception of such tasks. Based on the findings, although the audio content type decreased the participants’ performance of the primary task, the difference was not statistically significant. Contrary to the effect on performance, the audio content lowered the fatigue and boredom of the primary task, while increasing satisfaction, enjoyment, and immersion. In particular, music, entertainment speech, and information speech had a significant effect on the participants’ work cognition, whereas autonomous sensory meridian response (ASMR) had no statistically significant effect.
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This research aims to map previous studies using a multisensory approach to identify the impact of sensory stimuli on consumer behaviour in retail and to investigate the congruence among senses. The methodological approach was a systematic literature review, which compiles and synthesizes journal articles addressing the research objective and uses descriptive analysis to provide a detailed description of retail types. The approach of sense congruence is scarce in this research. A multisensory approach to sensory marketing (three or more stimuli) is still an unexplored domain. The recent research topic reveals knowledge gaps, regarding the relationship between multisensory cues. Understanding the impact of the sensory environment on consumer behaviour in a retail context contributes to advancing the study of congruence around more multisensory stimuli. Additionally, the findings expose that the senses of touch and taste have received the least consideration and provide opportunities for future research. Implications for marketing management in the retail context are discussed.
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Content and content marketing tools are discussed as important digital value-creation tools in today’s digital markets. New content mix management tools, such as personalization and user-generated content, as well as newly progressing content complexity problems are introduced and discussed in light of the current marketing and ecommerce literatures. Content’s “likeability” is defined as the main function of content marketing mentality. Managerial issues are also discussed stand in front of the most influential, engaging, and trustworthy digital content marketing applications possible for both consumers and companies.KeywordsContentContent marketingPersonalizationUser-generated contentContent mixContent complexity
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Consumers react to external stimuli they encounter in store environments, especially if they are unexpected, novel, or salient. Often, however, consumers do not go shopping purely driven by stimuli, but rather driven by goals. In this case, they selectively pay attention to those stimuli that presumably bring them closer to their consumption goals. With the knowledge of the mechanisms of this goal-oriented top-down perception, retailers can design their assortment and the store environment in such a way that they become relevant for certain target groups. In the further course it will be shown, using the example of background music, that stimulus perception does not refer to individual characteristic expressions of environmental stimuli in isolation, but that multisensuality – entirely in the sense of Gestalt psychology – is an interaction of sensory perceptions. Finally, recommendations for musical design at the POS are derived from various studies on the effect of music.
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Hızla değişen tüketim davranışlarına ayak uydurmaya çalışan perakende sektörü açısından mağaza atmosferi ve mağaza içi müzik kavramları giderek önem kazanmaktadır. Çünkü, yapılan araştırmalar her iki kavramın da tüketici satın alma davranışlarını etkilediğini göstermektedir. Bu çalışmada, mağaza içi atmosfer ile arka plan müzik hizmetlerinin tüketici davranışlarına yönelik etkilerine ilişkin kapsamlı bir literatür taraması gerçekleştirilmiştir. Mağaza içi müzik hizmetlerinin tür, ritim, tempo ve vokal bakımından tüketiciler üzerindeki etkileri kapsamlı olarak incelendiğinde, müziğin tüketicilerin satın alma davranışlarına yönelik olumlu etkilerinin bulunduğu sonucuna ulaşılmıştır. ABSTRACT The concepts of store atmosphere and in-store music are becoming increasingly important for the retail sector that is trying to keep up with the rapidly changing consumption behaviors. Because, researches highlight that both concepts affect purchase behaviors of the consumers. In this study, a comprehensive literature review on the effects of in-store atmosphere and background music services on consumer behavior has been conducted. As the effects of in-store music services on consumers in terms of genre, rhythm, tempo and vocals are examined in details, it is concluded that music has positive effects on purchasing behavior of consumers.
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Publisher Summary Individuals come to “know” their own attitudes, emotions, and other internal states partially by inferring them from observations of their own overt behavior and/ or the circumstances in which this behavior occurs. Thus, to the extent that internal cues are weak, ambiguous, or uninterpretable, the individual is functionally in the same position as an outside observer, an observer who must necessarily rely upon those same external cues to infer the individual's inner states. This chapter traces the conceptual antecedents and empirical consequences of these propositions, attempts to place the theory in a slightly enlarged frame of reference, and clarifies just what phenomena the theory can and cannot account for in the rapidly growing experimental literature of self-attribution phenomena. Several experiments and paradigms from the cognitive dissonance literature are amenable to self-perception interpretations. But precisely because such experiments are subject to alternative interpretations, they cannot be used as unequivocal evidence for self-perception theory. The reinterpretation of cognitive dissonance phenomena and other self-perception phenomena have been discussed. The chapter highlights some differences between self-perception and interpersonal perception and shift of paradigm in social psychology. It discusses some unsolved problems, such as the conceptual status of noncognitive response classes and the strategy of functional analysis.
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The popular press has recently reported that managers of retail and service outlets are diffusing scents into their stores to create more positive environments and develop a competitive advantage. These efforts are occurring despite there being no scholarly research supporting the use of scent in store environments. The authors present a review of theoretically relevant work from environmental psychology and olfaction research and a study examining the effects of ambient scent in a simulated retail environment. In the reported study, the authors find a difference between evaluations of and behaviors in a scented store environment and those in an unscented store environment. Their findings provide guidelines for managers of retail and service outlets concerning the benefits of scenting store environments.
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This study tests the Mehrabian-Russell environmental psychology model in retail settings. The results suggest that store atmosphere engendered by the usual myriad of in-store variables, is represented psychologically by consumers in terms of two major emotional states - pleasure and arousal - and that these two emotional states are significant mediators of intended shopping behaviors within the store. The practical value of this approach is that retailers may be better able to explain and predict the effects of in-store changes on shopping behavior.
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This study examines how two psychological shopping motives (product related and hedonic or experiential) affect pleasure and arousal in the marketplace. We are particularly interested in consumers who visit a marketplace for the mere pleasure of looking around and enjoying the environment.
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Factor-analytic evidence has led most psychologists to describe affect as a set of dimensions, such as displeasure, distress, depression, excitement, and so on, with each dimension varying independently of the others. However, there is other evidence that rather than being independent, these affective dimensions are interrelated in a highly systematic fashion. The evidence suggests that these interrelationships can be represented by a spatial model in which affective concepts fall in a circle in the following order: pleasure (0), excitement (45), arousal (90), distress (135), displeasure (180), depression (225), sleepiness (270), and relaxation (315). This model was offered both as a way psychologists can represent the structure of affective experience, as assessed through self-report, and as a representation of the cognitive structure that laymen utilize in conceptualizing affect. Supportive evidence was obtained by scaling 28 emotion-denoting adjectives in 4 different ways: R. T. Ross's (1938) technique for a circular ordering of variables, a multidimensional scaling procedure based on perceived similarity among the terms, a unidimensional scaling on hypothesized pleasure–displeasure and degree-of-arousal dimensions, and a principal-components analysis of 343 Ss' self-reports of their current affective states. (70 ref) (PsycINFO Database Record (c) 2012 APA, all rights reserved)
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A conceptual framework is presented that depicts both the mediating role of mood states and their potential importance in consumer behavior. Reviewing findings from the psychological literature indicates that mood states have direct and indirect effects on behavior, evaluation, and recall. The scope and limitations of these effects are addressed, and the implications for consumer behavior in three areas—service encounters, point-of-purchase stimuli, and communications (context and content)—are examined. Finally, the potential feasibility and viability of mood-related approaches to marketing research and practice are discussed.
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Replicates, in a naturalistic setting, a prior finding which supported that portion of the "arousal hypothesis" which predicts that a certain degree of noise will actually increase activity. Music was varied from loud to soft in 8 counterbalanced experimental sessions in 2 large supermarkets (N = 1100). The "arousal hypothesis" seems to account for the results: significantly less time was spent in the markets during the loud session, although there was no significant difference in sales, nor in the customers' reported satisfaction.
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It is suggested that emotional states may be considered a function of a state of physiological arousal and of a cognition appropriate to this state of arousal. From this follows these propositions: (a) Given a state of physiological arousal for which an individual has no immediate explanation, he will label this state and describe his feelings in terms of the cognitions available to him (b) Given a state of physiological arousal for which an individual has a completely appropriate explanation, no evaluative needs will arise and the individual is unlikely to label his feelings in terms of the alternative cognitions available. (c) Given the same cognitive circumstances, the individual will react emotionally or describe his feelings as emotions only to the extent that he experiences a state of physiological arousal. An experiment is described which, together with the results of other studies, supports these propositions.
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This study explores listeners' responses to music as a function of objective properties of musical sound. Original classical and pop‐style compositions were produced with digital sound technology to provide orthogonal manipulations of musical tempo, tonality, and texture. Three dimensions (pleasure, arousal, surprise) emerged from the responses measured. Variance analyses found main effects of tempo on both pleasure and arousal, and main effects of tonality on pleasure and surprise. Texture moderated the influence of tempo such that a positive contribution to pleasure was observed for classical music, and a positive contribution to arousal was observed for pop‐style music. Texture also moderated the influence of tonality on pleasure, with more pronounced reactions to tonal variations observed among listeners exposed to classical music. Implications for the use of music in consumer research and the interpretation of past music‐related findings are discussed.
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This article presents a large-scale cross-sectional field study of the effect of store environment on consumer emotions and the resulting influence on aspects of consumer behavior with actual shopping behavior used as an example. Cast into a stimulus–organism–response framework, the results suggest that a consumer's emotions can be a mediating factor in the purchase process. In this study, we identify and explore how store environment and emotional states may influence various dimensions of purchase behavior. This research confirms that although cognitive factors may largely account for store selection and for most planned purchases within the store, the environment in the store and the emotional state of consumers may be important determinants of purchase behavior. This research has many pragmatic applications, because pleasure was associated with the amount of money spent and affinity for the store, whereas arousal was associated with money spent in the store, time spent in the store, and the number of items purchased in the store. © 1997 John Wiley & Sons, Inc.
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This chapter discusses subjective time and attentional resource allocation. A convenient paradigm widely used to study time estimation processes involves manipulating the level of information processing load during an interval and measuring the resulting changes in the length of its duration estimation. Ornstein introduces the storage-size metaphor to explain the time estimation process. According to this model, the higher the complexity of a stimulus, the higher is the subjective estimate of the duration of its exposure. This follows from the assumption that storage size, on which time estimation is based, is larger for a complex stimulus than for a simple one. Attentional models are the one in which the judged duration is a direct function of the amount of attention allocated to the passage of time. It is assumed that a cognitive unit (a timer or counter), exists, whose purpose it is to process and encode temporal information. This counter, however, demands attentional resources for its operation.
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That music affects human beings in various ways has probably been presumed as long as people have played music. Many marketing practitioners already accept this notion, given that music is increasingly used as a stimulus in the retail environment as well as in radio and television advertising. Yet, fewer than 20 published empirical studies in marketing have music as their focus. The author reviews the small body of marketing literature, surveys relevant literature outside marketing, and provides research propositions to guide future studies.
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By use of path analysis on data from 600 shoppers, the authors explore the sequential relationships among several variables pertinent to retail crowding. Results furnish evidence that perceived crowding systematically affects shopping behavior and consumers' feelings about retail outlets and shopping trips.
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This paper critically reviews the literature available and presents an empirical study that examines the effects of background music on in-store shopping behavior. It finds that music tempo variations can significantly affect the pace of in-store traffic flow and dollar sales volume.
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This paper will critically review the limited literature available on the topic and present an empirical study that examines the effect of background music on the behavior of restaurant customers. It was found that music tempo variations can significantly affect purchases, length of stay, and other variables examined.
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This study explores listeners' responses to music as a function of objective properties of musical sound. Original classical and pop‐style compositions were produced with digital sound technology to provide orthogonal manipulations of musical tempo, tonality, and texture. Three dimensions (pleasure, arousal, surprise) emerged from the responses measured. Variance analyses found main effects of tempo on both pleasure and arousal, and main effects of tonality on pleasure and surprise. Texture moderated the influence of tempo such that a positive contribution to pleasure was observed for classical music, and a positive contribution to arousal was observed for pop‐style music. Texture also moderated the influence of tonality on pleasure, with more pronounced reactions to tonal variations observed among listeners exposed to classical music. Implications for the use of music in consumer research and the interpretation of past music‐related findings are discussed.
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This review focuses on the research conducted over the years on the effects of facility-based environmental cues, or “atmospherics”, on buyer behavior. We review the pertinent literature by constructing a comprehensive table of the empirical studies in this area that focuses on the various findings associated with these investigations. This summary table indicates that atmospheric variables influence a wide variety of consumer evaluations and behaviors. In addition to discussing the findings and contributions of this literature stream, the article concludes by identifying gaps in the literature and suggesting potential future topics for atmospheric related research.
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The effect of music-induced pleasure and arousal on consumers' desire to affiliate in buyer-seller interactions were investigated in the context of bank services. Background music was manipulated using classical music extracts pretested to vary in pleasure (low, moderate, and high) and arousal (low, moderate, and high) according to the Affect Grid (Russell, Weiss, & Mendelsohn, 1989). Independent and interactive effects of music-induced pleasure and arousal on consumers' desire to affiliate were found. Higher desire to affiliate was associated with more pleasure and more arousal; pleasure had a stronger positive impact under low and high arousal than under a moderate level, and arousal had a stronger effect under low and high pleasure compared to moderate level. Theoretical and practical implications of the results are provided. © 1995 John Wiley & Sons, Inc.
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In Exp I, 244 undergraduates were exposed in a classical conditioning design to liked or disliked music (as determined in a pilot study with 10 Ss) as they viewed slides of the advertised product—blue or beige pens. Ss were asked to evaluate the music and were told they would receive a pen of their color choice. Results show that simple association between a product and another stimulus can affect product preferences/choices. Exp II with 122 undergraduates revealed that Ss in a decision-making mode were affected by the information contained in the commercial. Such information had less impact in nondecision-making situations where classical conditioning of the advertised product, through its pairing with the UCS in the commercial, accounted for subsequent choice behavior. (20 ref)
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Studied the antecedents and consequences of retail on consumers via 4 focused 2-hr group interviews involving shoppers segmented by age and socioeconomic diversity, with 10 Ss in each group: 1 group included husbands and wives, and 3 groups included women. The interviews and a literature review showed consistent patterns adding to a general model of retail crowding in which environmental cues, shoppers' motives, constraints, and expectations influence the perception of the nature and number of environmental cues. These selected cues then lead to the perceived density of the shopping environment, which leads to affective density. When density supports shopping motives, functional density occurs; when it does not, crowding results. Shoppers use adaptive strategies, which may be influenced by their task orientation. The outcomes of the experience include shoppers' evaluation of the retail establishment and their repatronage intentions. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
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This article presents a large-scale cross-sectional field study of the effect of store environment on consumer emotions and the resulting influence on aspects of consumer behavior with actual shopping behavior used as an example. Cast into a stimulus–organism–response framework, the results suggest that a consumer's emotions can be a mediating factor in the purchase process. In this study, we identify and explore how store environment and emotional states may influence various dimensions of purchase behavior. This research confirms that although cognitive factors may largely account for store selection and for most planned purchases within the store, the environment in the store and the emotional state of consumers may be important determinants of purchase behavior. This research has many pragmatic applications, because pleasure was associated with the amount of money spent and affinity for the store, whereas arousal was associated with money spent in the store, time spent in the store, and the number of items purchased in the store. © 1997 John Wiley & Sons, Inc.
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Ninety-six subjects were asked to estimate durations of either “empty” or “filled” intervals during which they performed verbal tasks at three levels of difficulty. The verbal tasks were performed under three conditions of external rhythmic stimulation: fast, slow, and no external tempo. It was found that subjective time estimations were a decreasing function of task difficulty, and that durations for “empty” intervals were estimated to be longer than those for “filled” intervals. A relationship between external tempo and subjective time estimation was found. Longest time estimates were obtained under fast external tempo, and shortest time estimates were obtained under slow external tempo. Time estimates under the condition of no external tempo were found to be intermediate. The findings were interpreted as supporting a cognitive timer model of subjective time estimation.
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The perceived duration of a time period may be influenced by properties of environmental stimuli that fill the period. Because music is often present in consumer environments, we conducted an experiment to explore the influence of a musical stimulus property (modality) on listeners' estimates of the duration of a time period. Findings suggest that perceptions of duration are influenced by music in a way that contradicts conventional wisdom (i.e., the "time flies when you're having fun" hypothesis). Perceived duration was longest for subjects exposed to positively valenced (major key) music, and shortest for negatively valenced (atonal) music. Thus, time did not fly when an interval was filled with affectively positive stimulation. An alternative hypothesis based on attentional and retrieval processes is supported. Implications for the design of consumer environments and for future research are discussed.
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Perceived control is proposed to be a crucial variable in mediating the consumer's emotional and behavioral responses to the physical environment and the contact personnel that constitute the service encounter. Results of an experimental test of this proposition confirm the importance of perceived control in mediating the effects of two situational features of the encounter--consumer density (the number of consumers that are present in a service setting) and consumer choice (whether it is a person's own decision to enter into, and stay in, a service situation)--on the pleasantness of the service experience and the consumer's approach-avoidance responses to the service encounter. Copyright 1991 by the University of Chicago.
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35 subjects, randomly assigned to five groups in a 2 x 2 + 1 between-subjects design, performed a vigilance task under familiar rock, familiar easy-listening, unfamiliar rock, unfamiliar easy-listening, and no music conditions. Familiar music significantly increased heart rate and percent detections and also mitigated the classical vigilance decrement. Type of music had no significant effect. It was concluded that the psychological chaaracteristics of noise are at least as important as its physical characteristics in determining level of vigilance performance.
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This review focuses on the research conducted over the years on the effects of facility-based environmental cues, or “atmospherics”, on buyer behavior. We review the pertinent literature by constructing a comprehensive table of the empirical studies in this area that focuses on the various findings associated with these investigations. This summary table indicates that atmospheric variables influence a wide variety of consumer evaluations and behaviors. In addition to discussing the findings and contributions of this literature stream, the article concludes by identifying gaps in the literature and suggesting potential future topics for atmospheric related research.
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