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Using Background Music to Affect the Behavior of Supermarket Shoppers
Abstract
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.
... Consumers are constantly exposed to music as ambient cues, even when they are not actively listening. Music influences consumer behavior in shopping centers, individual stores and a wide range of other service settings (Areni & Kim, 1993;Chebat et al., 2001;Milliman, 1982Milliman, , 1986Roschk et al., 2017;Sherman et al., 1997;Trompeta et al., 2022;Uhm et al., 2022). Many retail stores complement their offerings through online-settings enriched with background music as a hedonic stimulus to investigate effects on consumer experience (Anwar et al., 2020;Bramley et al., 2016;Li et al., 2022;Lorenzo-Romero et al., 2016). ...
... Also, the speed of walking is influenced by the tempo of music. Thus, slower music tempo resulted in slower walking (Milliman, 1982). These effects of music tempo were not only found in real conditions, but also in online environments for hedonic products, where fast background music increases consumers' purchase intention and trust (Ding & Lin, 2012). ...
... This leads to further possible managerial implications. For example, music has been shown to have an influence on consumers' speed with regard to walking (Milliman, 1982) dining (Milliman, 1986), or drinking (McElrea & Standing, 1992, perceived waiting time in a registration line (Oakes, 2003), purchase intention as well as trust (Ding & Lin, 2012). Thus, tempo can influence people in several ways, density in other (independent) ways, which provides the opportunity to influence people in several ways using one piece of music. ...
Individuals inevitably make inferences concerning size when they consider an object presented without cues to its actual size. Recent studies show that structural differences in background music can influence consumers’ perceptions of product attributes through cross-modal correspondence. We introduce a new structural element of music, the “music event rate.” To this end, we make a distinction between the absolute density (notes per time unit) and the relative density (notes per measure or music event rate) and propose an influence of the latter on consumers’ perceptions of product size. Our study employs a 2 (notes per measure: four vs. eight) × 2 (music tempo: slow vs. fast) × 2 (music mode: major vs. minor) between-subject experimental design. Dependent variables are participants’ size estimates of three different food items (pictures of burger, pizza, wine bottle) presented online. The results show that the number of notes per measure has an influence on consumers’ size perception of food items insofar as a higher event rate or number of notes per measure in a music stimulus leads consumers to infer a smaller product size, whereas a lower number of notes per measure leads consumers to perceive products as larger. This cross-modal effects of the music event rate on product size perception represent a previously unexplored influence on consumer behavior.
... A customer's first impression of an organization is based on the displays, the lighting, the music, the color scheme, and the arrangement of the environment (Sweeney and Wyber 2002;Schlosser 1998). Research has shown that certain variables in the service environment can lead to store patronage (Baker et al 2002), increased sales (North et al 2007;Garlin and Owen 2006), purchase intentions Baker et al 1992) improved mood (Tansik and Routhieaux 1999;Bruner 1990) impulse purchases (Matilla and Wirtz 2001), time spent in store (Oakes 2000;Yalch and Spangenberg 1993;Milliman 1982,), and increased customer satisfaction (Lin 2010;Peevers et al 2009). ...
... In addition to studying the individual store and service environment variables, numerous dependent variables have also been studied. Some of the effects of store and service environment variables include customer approach or avoidance behaviors (Sweeney and Wyber 2002;Donovan and Rossiter 1982), sales (Areni and Kim 1993;Milliman 1982,), purchases (Bogomolny 2003;Milliman 1986), time spent in store (Caldwell and Hibbert 2002;Yalch and Spangenberg 1993), and customer satisfaction (Oakes and North 2008;Whiting and Donthu 2006;Machleit, Kellaris, and Eroglu 1994). ...
... Research has also shown that music can lead to (1) increased sales (Caldwell and Hibbert 1999;Areni and Kim 1993, Matilla and Wirtz 2001, (2) increased time in store (Yalch and Spangenberg 2000, and Milliman 1986, (3) decreased perception of time in store ISSN 2151-3236 (Caldwell &Hibbert 1999, Kellaris andKent 1992), (4) positive influence on customers' perception of a store (Hui et al 1997, Matilla andWirtz 2001), (5) positive impact on mood (Sweeney and Wyber 2002;Bruner 1990), and (6) a positive impact on customer satisfaction and service quality (Peevers et al 2008;Herrington and Capella 1994). Additional studies have also shown that music can encourage interactions between customers and staff (Chebat et al 2000;Hui et al 1997), increase the likelihood of exploring a store (Tai and Fung 1997), influence the perceptions of a store (Tai and Fung 1997), and influence the pace with which consumers shop or consume (Milliman 1982, 1986, Oakes 2000. Another study on music found that the presence of music of any type significantly affected duration and expenditures when compared to the absence of music (Sullivan 2002). ...
... According to the literature, different environmental parameters like these may have various stimulant effects on the consumers' mood and buying decisions (Donovan & Rositter, 1982;Hart & Davies, 1996;Tai & Fung, 1997;Oakes, 2000). Some research shows a significant effect of the music's genre, tempo, and volume on the consumers' arousal level (Milliman, 1982;Yalch & Spangenberg, 1988;Oakes & North, 2008). Milliman (1982) compared the situations between with and without music and found that consumers spent 38% more when music was in the shopping environment. ...
... Some research shows a significant effect of the music's genre, tempo, and volume on the consumers' arousal level (Milliman, 1982;Yalch & Spangenberg, 1988;Oakes & North, 2008). Milliman (1982) compared the situations between with and without music and found that consumers spent 38% more when music was in the shopping environment. Consumers tend to stay more in the shopping environment when the physical components are coherent with the background music (Baker et al., 1992;Grewal et al., 2003). ...
... However, Ma et al. (2017) assert that hightempo-fast music may trigger buying decisions. Opposite to this, Milliman (1982; indicates low tempo-slow music makes people stay more in the shopping environment, and while the time they spend increases, they buy more. The findings of the qualitative phase are pretty parallel to this. ...
Compulsive buying is a behavioral disorder that drives consumers to buy more than they need unintentionally. Negative feelings such as depression, sorrow, denial, lack of self-esteem, Etc., are stated as the reasons for this behavior. This research aims to exert the triggering effect of store atmosphere on compulsive buying behavior. Both qualitative and quantitative methods have been applied to achieve this aim. Finally, we found that the effect of store atmosphere on compulsive buying behavior has three dimensions. These dimensions are physical environment, promotion, and conspicuous consumption. Statistical tests made by applying the Structural Equation Model show that our model has construct validity, the result of the factor analysis exerts that %73,98 of the total variance is explained, and the reliability score of our questionnaire is .929.
... Additionally, it increases affective responses, including satisfaction, expectation and relaxation (Oakes, 2003). Slow-tempo music is more likely to decrease store traffic and increase sales; the tempo of music is linked to both in-store traffic speed and sales volume (Milliman, 1982). Slow-tempo music can also prolong service time, improve customer retention and increase overall sales volume (Milliman, 1986). ...
... In such cases, consumers might not deliberate on whether to buy a product as a means of mood alleviation (Pereira and Rick, 2011). In retail environments, musical elements like tempo and volume affect the level of arousal experienced by shoppers, potentially impacting their tendency toward impulse buying (Milliman, 1982). In addition, arousal invoked by musical elements can influence the extent to which consumers feel under control and subsequently, more likely to be triggered by those elements (Yalch and Spangenberg, 2000). ...
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.
... In the consumer realm, a number of studies show that changing the tempo of music can affect consumer actions. For example, Milliman (1982) found that people spent more money with slower music because they walked at a slower pace and spent more time in the store overall. Similarly, Roballey et al. (1985) found that diners took more bites per minute with fast music compared to no music or slow music, and thus spent less time in a restaurant and spent less money. ...
... In regards to tempo, our findings of a musical tempo and product speed relationship are in line with previous research showing tempo effects on consumer behavior (Knoferle et al., 2012;Milliman, 1982;Oakes & North, 2006;Roballey et al., 1985) and action speed (Brodsky, 2001;Edworthy & Waring, 2006) by suggesting that product perceptions can also be influenced by advertisement tempo. Similarly, our findings showing an association between product durability and trombone timbre highlight previous work showing the importance of musical ''fit'' between a given timbre and advertisement messages (Flynn et al., 2022;Melzner & Raghubir, 2019;Oakes & North, 2006). ...
In three studies, we investigated how the pitch, tempo, and timbre of music can influence perception of an advertised product’s features. To do so, we created radio advertisements where either the pitch, tempo, or timbre of the music was manipulated. Participants were then asked several questions regarding their perception of the advertised products. Across all three studies, changing the pitch of the music did not change perceptions of an advertised sandwich’s size. However, by drawing participants’ attention specifically to the music (either by asking questions about the musical features in the ads or by playing both versions of the music with the ads for comparison), we found that faster tempo music led to the perception that sneakers would help the wearer run faster and that a trombone (as opposed to flute) timbre led to the perception of a more durable laptop. Together these results show that although features of music can influence product perceptions, the influence is minimal without emphasizing the music or ensuring participants’ attention to the relevant features.
... The music that is played in stores encourages customers to behave in a certain way, but also reflects the brand image and complements the atmosphere of the place. 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). ...
... 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. Music not only influences also affects the duration of consumers' stay in supermarkets but also the listeners' emotions (Husain, 2002;Soh et al. 2015). ...
The aim of this study was to define the main mistakes made during the implementation of CRM/ERP systems in SMEs in Poland and suggest some solutions.
... Two music stimuli differing on the arousal dimension but comparable in terms of valence were employed to manipulate induced-arousal. The stimuli were chosen based on the established relationship between experienced arousal and music tempo, whereby fast tempo music is commonly related to higher arousal than slow tempo music (Brown, 1979;Milliman, 1982). Highly arousing music is defined as loud, erratic, and difficult to predict, while low arousing music is commonly soft, monotonous, and predictable. ...
... thus indicating that the presence of music background significantly reduced the exploration time. This phenomenon was previously observed in retailing contexts (Milliman, 1982). Overall descriptive statistics are reported in Table 5 and Table 6 for the low and high induced-arousal treatments, respectively. ...
Immersive virtual environments (IVEs) represent virtual settings that simulate the physical world. Users interacting in such virtual venues commonly display behaviours like the ones that would occur in the physical world. However, little is known about how the affective states experienced while browsing IVEs may in turn, influence user's interactive behaviour. The present research investigates how affect in terms of arousal and valence generated by IVEs influences browsing time and interaction frequency. Three studies analyse various facets of affect in IVEs. Study 1 investigates the cognitive responses and shows that browsing time is positively affected by self-reported arousal. Study 2 analyses neurophysiological responses and demonstrates consistent results with Study 1. It further shows that physiological correlates of arousal and valence positively influence interaction frequency. Study 3 delves into personal interest, a recurring factor emerged in the two previous studies, and investigates its interaction with arousal. Findings show that in a high arousal IVE, highly interested users are more likely to browse longer than low-interested users. Overall, the results show that behavioural realism evoked in IVEs involves both users' actions and affective states. Implications in terms of design guidelines to foster positive affect in IVEs are drawn.
... Ġlgili literatür incelendiğinde, fiziksel kanıt ile müĢteri memnuniyeti arasındaki iliĢkiyi açıkça belirlemeye yönelik çalıĢmaya ulusal ve uluslararası düzeyde rastlanmıĢ olup, her bir değiĢkene ait farklı fiziksel kanıt konularını içeren değiĢkenlerin müĢteriler ile iliĢkisine yönelik pek çok araĢtırma ele alınmıĢtır. (Milliman, 1982;Areni & Kim, 1994;Pizam & Ellis, 1999;Lockyer, 2002;Heung, 2002;Yüksel ve Kılınç, 2003;Gupta vd., 2007;Liu & Jang, 2009;Özata, 2010;Lin & Mattila, 2010;Voon, 2011;Chen, 2011;Ariffin vd., 2012;Hwang vd., 2012;Kim vd., 2014;Bekar ve Sürücü, 2015). Bu çalıĢmalar sonunda gerçekleĢtirilen korelasyon analizi ile fiziksel kanıt ve müĢteri memnuniyeti arasında pozitif ve anlamlı bir iliĢkinin varlığı ortaya konulmuĢtur. ...
... Bu çalıĢmalar sonunda gerçekleĢtirilen korelasyon analizi ile fiziksel kanıt ve müĢteri memnuniyeti arasında pozitif ve anlamlı bir iliĢkinin varlığı ortaya konulmuĢtur. Milliman (1982; tarafından restoran ve süpermarketlerde yapılan araĢtırmada müziğin temposunun harcanan para miktarını, kalma süresini ve alıĢveriĢ hızını etkilediği tespit edilmiĢtir. Areni & Kim (1993) ...
ÖZET
Bu çalışmanın amacı, Afyonkarahisar ilinde bulunan restoran işletmelerindeki müşterilerin fiziksel kanıt algılarının müşteri memnuniyetine etkisinin önem performans analizi ile belirlenmesidir. Çalışmada ilk olarak çalışmanın değişkenlerini oluşturan kavramlara dair yerli ve yabancı literatür taraması yapılıp kuramsal altyapıya yer verilmiştir. Araştırmanın amacının gerçekleştirilmesi için anket tekniği ile veriler toplanmıştır. Araştırma verileri, kolayda örnekleme yöntemi kullanılarak 01 Şubat-11 Nisan 2021 tarihleri arasında Afyonkarahisar ili restoran işletmelerini ziyaret eden 635 müşteriden toplanmıştır. Afyonkarahisar ili merkezinde bulunan restoran işletmeleri ile Afyonkarahisar ili merkezindeki termal otel işletmeleri bünyesindeki restoran işletmelerini ziyaret eden müşterilere anket uygulanmıştır. Toplam 450 adet müşteri anketi değerlendirmeye alınmıştır. Verilerin analizinde yüzde, frekans, aritmetik ortalama, standart sapma, faktör analizi, güvenirlik analizi, önem-performans analizi (ÖPA), korelasyon analizi ve regresyon analizi yöntemleri kullanılmış, elde edilen veriler araştırmanın amacı doğrultusunda yorumlanmıştır. Elde edilen bulgulara göre müşteriler fiziksel kanıt iç ve dış değişkenlerini değerlendirerek üzerinde önemle durması gerektiğini göstermektedir. Ayrıca anket uygulanan restoran işletmeleri müşterilerinin fiziksel kanıtlara ilişkin algıları ile müşteri memnuniyeti arasında yüksek seviyede bir ilişki olduğu sonucuna varılmış olup gerçekleştirilen regresyon analizi ile müşterilerin fiziksel kanıt algılarının müşteri memnuniyetini etkilediği belirlenmiştir.
ABSTRACT
The aim of this study is to determine the effect of physical evidence perceptions of customers in restaurant businesses in Afyonkarahisar province on customer satisfaction by importance performance analysis. In the study, first of all, domestic and foreign literature review about the concepts that constitute the variables of the study was made and the theoretical infrastructure was included. In order to realize the aim of the research, data were collected by questionnaire technique. The research data were collected from 635 customers who visited the restaurant establishments of Afyonkarahisar province between 01 February and 11 April 2021 using the convenience sampling method. A questionnaire was applied to the customers who visited the restaurant businesses located in the city center of Afyonkarahisar and the restaurant businesses within the thermal hotel businesses in the city center of Afyonkarahisar. A total of 450 customer surveys were evaluated. Percentage, frequency, arithmetic mean, standard deviation, factor analysis, reliability analysis, importance-performance analysis (IPA), correlation analysis and regression analysis methods were used in the analysis of the data, and the obtained data were interpreted in line with the purpose of the research. According to the findings, customers show that they should pay attention to the internal and external variables of physical evidence by evaluating them. In addition, it was concluded that there is a high level of relationship between the perceptions of the customers of the restaurant businesses regarding the physical evidence and customer satisfaction, and it was determined that the physical evidence perceptions of the customers affected the customer satisfaction with the regression analysis performed.
... Ġlgili literatür incelendiğinde, fiziksel kanıt ile müĢteri memnuniyeti arasındaki iliĢkiyi açıkça belirlemeye yönelik çalıĢmaya ulusal ve uluslararası düzeyde rastlanmıĢ olup, her bir değiĢkene ait farklı fiziksel kanıt konularını içeren değiĢkenlerin müĢteriler ile iliĢkisine yönelik pek çok araĢtırma ele alınmıĢtır. (Milliman, 1982;Areni & Kim, 1994;Pizam & Ellis, 1999;Lockyer, 2002;Heung, 2002;Yüksel ve Kılınç, 2003;Gupta vd., 2007;Liu & Jang, 2009;Özata, 2010;Lin & Mattila, 2010;Voon, 2011;Chen, 2011;Ariffin vd., 2012;Hwang vd., 2012;Kim vd., 2014;Bekar ve Sürücü, 2015). Bu çalıĢmalar sonunda gerçekleĢtirilen korelasyon analizi ile fiziksel kanıt ve müĢteri memnuniyeti arasında pozitif ve anlamlı bir iliĢkinin varlığı ortaya konulmuĢtur. ...
... Bu çalıĢmalar sonunda gerçekleĢtirilen korelasyon analizi ile fiziksel kanıt ve müĢteri memnuniyeti arasında pozitif ve anlamlı bir iliĢkinin varlığı ortaya konulmuĢtur. Milliman (1982; tarafından restoran ve süpermarketlerde yapılan araĢtırmada müziğin temposunun harcanan para miktarını, kalma süresini ve alıĢveriĢ hızını etkilediği tespit edilmiĢtir. Areni & Kim (1993) ...
Bu çalışmanın amacı, Afyonkarahisar ilinde bulunan restoran işletmelerindeki
müşterilerin fiziksel kanıt algılarının müşteri memnuniyetine etkisinin önem performans
analizi ile belirlenmesidir. Çalışmada ilk olarak çalışmanın değişkenlerini oluşturan
kavramlara dair yerli ve yabancı literatür taraması yapılıp kuramsal altyapıya yer
verilmiştir. Araştırmanın amacının gerçekleştirilmesi için anket tekniği ile veriler
toplanmıştır. Araştırma verileri, kolayda örnekleme yöntemi kullanılarak 01 Şubat-11
Nisan 2021 tarihleri arasında Afyonkarahisar ili restoran işletmelerini ziyaret eden 635
müşteriden toplanmıştır. Afyonkarahisar ili merkezinde bulunan restoran işletmeleri ile
Afyonkarahisar ili merkezindeki termal otel işletmeleri bünyesindeki restoran
işletmelerini ziyaret eden müşterilere anket uygulanmıştır. Toplam 450 adet müşteri
anketi değerlendirmeye alınmıştır. Verilerin analizinde yüzde, frekans, aritmetik
ortalama, standart sapma, faktör analizi, güvenirlik analizi, önem-performans analizi
(ÖPA), korelasyon analizi ve regresyon analizi yöntemleri kullanılmış, elde edilen
veriler araştırmanın amacı doğrultusunda yorumlanmıştır. Elde edilen bulgulara göre
müşteriler fiziksel kanıt iç ve dış değişkenlerini değerlendirerek üzerinde önemle
durması gerektiğini göstermektedir. Ayrıca anket uygulanan restoran işletmeleri
müşterilerinin fiziksel kanıtlara ilişkin algıları ile müşteri memnuniyeti arasında yüksek
seviyede bir ilişki olduğu sonucuna varılmış olup gerçekleştirilen regresyon analizi ile
müşterilerin fiziksel kanıt algılarının müşteri memnuniyetini etkilediği belirlenmiştir.
The aim of this study is to determine the effect of physical evidence perceptions of
customers in restaurant businesses in Afyonkarahisar province on customer satisfaction
by importance performance analysis. In the study, first of all, domestic and foreign
literature review about the concepts that constitute the variables of the study was made
and the theoretical infrastructure was included. In order to realize the aim of the
research, data were collected by questionnaire technique. The research data were
collected from 635 customers who visited the restaurant establishments of
Afyonkarahisar province between 01 February and 11 April 2021 using the convenience
sampling method. A questionnaire was applied to the customers who visited the
restaurant businesses located in the city center of Afyonkarahisar and the restaurant
businesses within the thermal hotel businesses in the city center of Afyonkarahisar. A
total of 450 customer surveys were evaluated. Percentage, frequency, arithmetic mean,
standard deviation, factor analysis, reliability analysis, importance-performance analysis
(IPA), correlation analysis and regression analysis methods were used in the analysis of
the data, and the obtained data were interpreted in line with the purpose of the research.
According to the findings, customers show that they should pay attention to the internal
and external variables of physical evidence by evaluating them. In addition, it was
concluded that there is a high level of relationship between the perceptions of the
customers of the restaurant businesses regarding the physical evidence and customer
satisfaction, and it was determined that the physical evidence perceptions of the
customers affected the customer satisfaction with the regression analysis performed.
... Compilation articles on atmospherics have outlined the importance of both employees ( Turley & Milliman 2000 ) and auditory ( Roggeveen et al. 2020 ) stimuli on the overall environmental impact on shoppers. Music and sound are commonly examined atmospherics, having been found to impact time spent in-store ( Milliman 1986 ;Smith & Curnow 1966 ), shopper pace, and sales ( Milliman 1982( Milliman , 1986. However, the role of sounds, outside of music, on perceptions of privacy has yet to be examined. ...
... As rational choice theory dictates that situational cues can cause the opportunity for theft, it is important to examine these cues in the context of the retail environment in order to decrease retail shrink. As marketers, there are a variety of different atmospheric elements that are often manipulated within the retail environment in order to impact buyer behavior ( Milliman 1982( Milliman , 1986Roggeveen et al. 2020 ;Turley & Milliman 2000 ). Retailers raise and lower the lighting levels, utilize different styles and volumes of music, adjust the temperature, and decide which products we are allowed to touch; all in an attempt to influence customer behavior. ...
Though traditionally researched as a way to enhance the in-person shopping experience, the role of atmospherics, specifically sound, and its impact on privacy has not been previously investigated. While prior research has found that perceived privacy has a number of positive outcomes in the retail environment, research has not examined the downside of perceived privacy. Here, we investigate how perceived privacy may encourage customer misbehavior through increased theft. Utilizing a series of experimental studies, our findings have noteworthy implications for theory and retailers, indicating how the presence of sound, specifically the sound of others talking, increases perceptions of privacy and ultimately creates opportunity for theft. We find that for embarrassing products, shoppers who hear others talking have a higher likelihood of stealing due to perceptions of increased privacy afforded to them. Implications and future research directions are discussed.
... Further empirical evidence of the effect of music on purchase behavior is Kellaris et al. (1993), which refined the process of using music to influence consumer behavior by showing that in case of message and thoughts congruency, message reception could be improved by increasing audience attention. Milliman (1982;1986) also provided empirical findings related to the effect of music on purchase behavior by demonstrating that the tempo of a store's background music could affect in-store traffic flow and purchase amount in the case of supermarkets (Milliman 1982), as well as purchase amount and length of stay in the case of restaurants (Milliman 1986). ...
... Further empirical evidence of the effect of music on purchase behavior is Kellaris et al. (1993), which refined the process of using music to influence consumer behavior by showing that in case of message and thoughts congruency, message reception could be improved by increasing audience attention. Milliman (1982;1986) also provided empirical findings related to the effect of music on purchase behavior by demonstrating that the tempo of a store's background music could affect in-store traffic flow and purchase amount in the case of supermarkets (Milliman 1982), as well as purchase amount and length of stay in the case of restaurants (Milliman 1986). ...
The aim of this paper is to expand upon previous research into the country of origin effect through the use of empirical data by formulating an analysis method which allows the measurement of the extent of country of origin effect by the proxy of K-pop musicians associated with country of origin image and to propose an alternative framework which provides an explanation as to the discrepancies between empirical data and prior research. Our analysis results reveal that the impact of country of origin associated with ‘PSY’ and ‘BTS’ on the automobile sales of ‘Hyundai Sonata’ was significant in the U.S. market. An asymmetric country of origin effect was found vis-à-vis American and Japanese brands.
... For example, consumers perceive higher-pitched and faster music as happier than lowerpitched and slower music. Slower music possibly reduces the pace of in-store traffic flow and thereby increases sales (Milliman, 1982). Loud music, as compared to quiet music, can increase arousal, the time and money spent in a shop and satisfaction with the shopping experience (Morrison et al., 2011). ...
... Both research streams assumed that external stimuli mediate internal conditions that lead to a behavioral outcome. For experiential marketing, the central mediator is the computation of value (Babin et al., 1994;Bloch, 1995;Zeithaml et al., 1996); for store atmospherics, it is an affective state (Milliman, 1982;Donovan, 1994). Experiential marketing, therefore, tends to use economic vocabulary ("value"), while store atmospherics uses psychological terms ("stimulus" and "response"). ...
Purpose
Sensory experience profoundly impacts consumer cognition and behavior. This paper aims to illuminate the structure and development of sensory and experiential marketing research, to condense knowledge and to stimulate future research.
Design/methodology/approach
In all, 156 articles with 9,670 references serve as this paper’s database. The factor analysis on co-citation patterns of the top-cited 148 articles reveals the main research streams. The social network analysis unveils the degree of intellectual exchange between and within these schools of thought. The authors also map the temporal emergence of research streams and condense insights into an overarching framework that guides future research.
Findings
Early research in experiential marketing and store atmospherics emphasized the importance of affective reactions. Grounded and embodied cognition revised the understanding of the role perception plays in cognition. These developments culminated in the now most central research stream of sensory marketing, which bridges other research streams.
Research limitations/implications
Although the research field is strongly interconnected, integration with other marketing disciplines potentially enriches the discourse.
Practical implications
This paper is useful for any reader who wants to gain a synthesized overview of the research field of sensory marketing. The framework presented in this paper can serve as a starting point for new sensory marketing research.
Originality/value
This paper offers a structured and unbiased account of sensory marketing and merges findings from diverse research backgrounds.
... That's more time for you, as a business owner, to showcase your products, highlight special offers, and hopefully increase sales (Shopify, 2023). Milliman (1982) investigated the impact of music and its tempo on traffic pace, sales volume, and music awareness in a supermarket. The authors conducted a field experiment in a U.S. store for nine weeks in which consumers were exposed to different types of music. ...
... Retailers must not only recognize customer needs and wants but also understand how these customers make purchasing decisions (Cant & Hefer, 2012). While research on the simultaneous influence of multiple cues within the store environment is limited, existing studies indicate that the concurrent consideration of these cues significantly affects customer responses (Areni & Kim, 1993;Hui, Dubé, & Chebat, 1997;Milliman, 1982;Bellizzi, Crowley, & Hastie, 1983;Spangenberg, Crowley, & Henderson, 1996). Much of the current literature emphasizes the importance of store atmosphere and environment attributes in fostering customer satisfaction and positively influencing decision-making. ...
The entry of foreign franchise stores and shifts in customer preferences pose significant challenges for Mongolian retail establishments, potentially resulting in a loss of customers, decreased revenue, and even market exit. Consequently, it is essential to explore opportunities for market protection by offering services that align with customer preferences. This research aims to identify the environmental factors of retail stores that influence Mongolian customers' purchasing intentions and to examine whether these factors vary by age and gender. The findings indicate that women tend to focus more on various aspects of the store environment than men, while younger customers demonstrate greater attentiveness than their older counterparts. Additionally, the amount of time and money spent in stores influences customers' priorities during their shopping experiences. Understanding these differential effects can give retailers insights into optimizing the shopping experience and tailoring marketing strategies to enhance customer engagement and drive sales. Based on these insights, it is recommended to enhance the store environment to better accommodate these preferences. The results of the research can be fully utilized in the development of store employees and the ongoing research about the store environment in this field.
... Alternatively, classical background music might signal the merchandise's price and quality to customers [29]. The tempo of music can affect individuals' perception of time passage [30]; slower-paced music tends to be associated with extended shopping durations, thus potentially increasing the likelihood of higher expenditure [31]. Conversely, in restaurant settings, fast-paced background music accelerates behaviours such as eating and drinking [32]. ...
The built environment significantly influences social interactions, which are crucial for residents, but little is known about how these interactions are affected by the community’s sound environment. This study conducted sound intervention experiments in the community to investigate the impact of alterations in the sound environment on residents’ social behaviours. The social interaction situations under five sound intervention conditions were recorded and evaluated from three dimensions: participation, occurrence, and depth. The results indicated that a more natural sound environment in the community leads to a higher proportion of socially interactive residents and an increased occurrence of social interactions among residents. Birdsong interventions increased paired social interactions by 16.3 % compared to traffic noise, while water sound interventions increased grouped social interactions by 16.6 % compared to the control. Compared to the frequency in the lowest group, individual prolonged pair social interactions increased by 0.26 occurrences with birdsong intervention, and prolonged group social interactions increased by 0.19 occurrences with water sounds intervention. The findings can inform community designers about the strategic use of sound to enhance the environment and promote social interactions among residents.
... Retail crowding, for example, has been found to encourage hedonic purchases (Aydinli et al., 2021). Factors like music tempo (Milliman, 1982), store layout and signage (van Rompay et al., 2012), and the presence of multimedia (Dennis et al., 2010) can all have a positive impact on feelings, satisfaction, and purchasing decisions. Virtual reality interface design choices can ease use and support interactivity in ways that influence user's emotions (Kim et al., 2021;Xi & Hamari, 2021). ...
The highly anticipated global Metaverse market presents a burgeoning arena, particularly in shopping and retail. While physical retail environments have long emphasized the details of exterior
and interior servicescape design, the shift to online shopping raises questions about applying
these traditional retail principles to the Metaverse setting. This research adopts conjoint analysis
to delve into the potential of localized Metaverse retail design by merging consumer emotions,
market segmentation, and innovative retail technologies. Using the Pleasure, Arousal, Dominance
(PAD) model, we examine Metaverse servicescape attributes, based on real-world counterparts,
application in segmenting store design based on consumer preferences. Like in physical retailing
cases, music, crowding, and noise are the most influential Metaverse attributes affecting consumer
emotion. However, three different clusters emerged according to their emotional responses. Our
experiment reveals that Metaverse servicescape attributes may evoke emotional responses akin to
their physical counterparts while offering a valuable opportunity for customization that better satisfies market segments. Insights are offered for retailers navigating the dynamic Metaverse landscape, where personalization and localization are now more affordable and where multiple store
designs can coexist in digital form—reaching larger markets
... In a similar vein, Milliman's (1982) research revealed that listening to music with a positive valence (pleasant) increased time spent in a shop and increased purchases. This lends credence to the notion that music can affect a person's emotional state and consequently their behavior. ...
Music is one thing that brings every single human being in the world together. It is quite possibly the only thing in the entire world that is equally appreciated by everyone, regardless of their gender, nationality, ethnicity, age, or character. To look at it from a marketer’s perspective, it is clear that music affects people in many ways which helps or hurts a brand. Music plays a huge role in the success or failure of a brand’s recognition. It is so mysterious how human psyche connects a brand to the kind of music the brand associates with, and adapts its purchasing character according to the result. This study wants the mystery to be unravelled. This study aims to ascertain how ambient music affects shoppers' decisions in Indian clothing shops. The investigation's goal is to find out whether the use of background music has any chance of affecting consumers' attitudes, behaviours, and ultimately, purchase decisions. The study employs a mixed-methods approach to collect both qualitative and quantitative data. The research's results imply that ambient music may have a significant influence on shoppers' decisions in Indian clothing stores. According to the research, ambient music can foster a welcoming and interesting environment that entices customers to browse their offerings for an extended period of time and make purchases. The research also demonstrates that customers' attitudes and behaviours can be affected by the type of music played in a retail setting, along with their zone of tolerance while in a queue, which might affect the chances of the customers revisiting the store. The study also aims to show and accurately predict the purchasing patterns of potential customers of the clothing store.
... Firstly, apart from comparing familiar with unfamiliar music, the use of unfamiliar music is considerably encouraged, as familiarity is intended to be constant, arguably to improve ecological validity. The usage of unfamiliar music provides a surprise element which limits the confoundments of nostalgia induced by highly-familiar music, as both consumerism and social science studies have employed potentially-unfamiliar and/or unexpected music (Meng et al., 2018;Milliman, 1982Milliman, , 1986Noseworthy & Finlay, 2009). On the contrary, Sedikides et al. (2022) questioned the necessity for associations between familiar music usage and evoked nostalgia among dementia patients, as the similar aesthetics of unfamiliar music and social environment preference may overshadow the significance of music familiarity in stimulating nostalgic feelings. ...
... The field of sensory marketing has thus developed a rich literature to enhance consumers' experiences through the design of soundscapes in various contexts, such as the phone interactions with a brand (Tom, Burns, & Zeng, 1997), retail stores and supermarkets (Biswas, Lund, & Szocs, 2019;Garlin & Owen, 2006;Hynes & Manson, 2016), and tasting experiences (Spence, 2019). Although these studies focus on the characteristics of sound, such as its source (Sayin, Krishna, Ardelet, Briand Decré, & Goudey, 2015), volume (Mehta, Zhu, & Cheema, 2012), complexity (North & Hargreaves, 1999), or tempo (Milliman, 1982), silence appears as a control condition in which additional sonic stimuli, such as background music, are suppressed. In their review of research on in-store music in service settings, Michel, Baumann, and Gayer (2017) show mixed effects of music and silence on customers' affective states and behaviors, but more importantly, underscore that only less than half of the studies include a no-music condition. ...
Despite the pervasiveness and ambivalence of silence in consumption experiences, consumer research on silence is still scarce and draws mostly on a static and organizational perspective of the consumer experience. Drawing on the review of existing perspectives in the multidisciplinary literature, the contribution of this article is threefold: first it extends current knowledge by offering a comprehensive definition of silence and building a typology of silence experiences. Second, this article develops a framework identifying the functions of silence and highlighting the potential factors affecting its effects. Finally, this article proposes an agenda to stimulate future research on silence in view of the consumer experience.
... 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). ...
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.
... Lindstrom (2009) claims that repeating the same sounds can help build brand identity. Milliman (1982) established research on the effect of music tempo on shoppers" buying behaviors in grocery stores. The results of this study show that playing slow music increases the time customers spend in the store and also increases the amount of shopping. ...
Studies claim that shopping centers are considered a destination because they offer ambiance, experiences, and entertainment. With the rise in online shopping, shopping centers are no longer anchored by departmental stores but with their commercial facilities. Consistent with this change, more studies are needed to improve the interior quality of side facilities like entertainment and relaxing areas in shopping centers. This study is established to understand the sensory preferences and dislikes of a group of participants in shopping center resting areas. Consistent with this target, 200 participants took part in a questionnaire survey in Antalya, Turkey. The questionnaire consisted of 5 negative and 5 positive sensory qualities of space. These qualities were defined based on the five dimensions of a sensory space as established by Barbara Erwine. Participants were asked to list the negative qualities from most disturbing to least disturbing and then positive qualities from most satisfying to least satisfying. Data from the questionnaire were analyzed using the SPSS computer program. Results showed that smell was rated as the most influential sensory quality that disturbs or satisfies participants in shopping center resting areas. Also, according to participant responses, positive and negative feelings through touching materials and surfaces were the least disturbing/satisfying quality in resting areas. This study also suggests the need for further studies on the role of smell in changing peoples’ behavior in interior spaces and establishing design considerations that can improve the olfactory quality of spaces.
... The music constitutes a part of atmosphere in a background context in terms of accompanying offered food or other products, i.e. being a tool. In terms of foods or other products representing music or that is represented by music, numerous studies have been conducted on the concept of background music in different fields (see Baker, Grewal & Parasuraman, 1994;Milliman, 1982Milliman, & 1986North, Shilcock & Hargreaves, 2003). These may serve as an example to the relationship of gastromusicology with interdisciplinary studies. ...
Music, in addition to being listened to live on stage or from a record, is a commercial tool used by people. It is known that music is used by businesses under various occupational groups to increase representation capability of their products, address a particular audience, stimulate shopping or create an atmosphere. The purpose of this study was to determine the genre(s) of music preferred by boutique burger establishments, to research the purpose(s) for preferring such music genres, and to identify whether there is a music genre that represents boutique burger. During preliminary studies conducted in line with this purpose, it was determined that Caferağa Neighborhood of Kadıköy District in İstanbul province has had improving social, cultural and gastronomic characteristics that were maintained throughout the years, and boutique burger establishments also gained prominence as social and gastronomic spaces in the recent years. 8 boutique burger establishments, which were shaped by the relationships between space, taste and music, were identied in Caferağa Neighborhood, and a gastromusicological study has been conducted with ethnographic methods in line with the purpose in question. In this qualitative study based on descriptive assessment, data was collected by application of observation and interview techniques on 6 managers, 4 cook-managers, 10 cooks and 16 customers in a total of 8 businesses. The data on research problem was analyzed with descriptive analysis and it was determined that boutique burger was represented by various American popular music genres such as Electronic (House, Electro House, Deep House, Techno), Funk, Pop, Rock, Country, Jazz, Reggae, Rap, Chill-out, R&B and Hip-hop.
... When music in an ad works with other elements, such as vision, it strengthens the contextual meaning that is being communicated to the viewer (Hung, 2000), and striking the right cords may move consumers to open their wallets (Strick et al., 2015). Also in retail environments prior research has shown that music can stimulate the senses affecting consumer behavior and influencing their desire to engage in buyer-seller interactions (e.g., Milliman, 1982Milliman, , 1986Yalch and Spangenberg, 1990;Dubé et al., 1995;Michel et al., 2017;Dad et al., 2018). In the context of Virtual Reality the importance of sound to augment the sensory experience in order to enhance presence and immersion has been recognized as well (Chandrasekera and Souza, 2015). ...
Despite the power of VR in immersing viewers in an experience, it generally only targets viewers via visual and auditory cues. Human beings use more senses to gather information, so expectedly, the full potential of this medium is currently not yet tapped. This study contributes in answering two research questions: (1) How can conventional VR ads be enriched by also addressing the forgotten sense of smell?; and (2) Does doing so indeed instill more engaging experiences? A 2 × 3 between-subjects study (n = 235) is conducted, whereby an existing branded VR commercial (Boursin Sensorium Experience) is augmented with “sound” (on/off) and (congruent/incongruent/no) “scents.” The power of these sensory augmentations is evaluated by inspecting emotional, cognitive and conative dimensions of customer engagement. The results identify product-scent congruence (with sound) as a deal-maker, albeit product-scent incongruence is not necessarily a deal-breaker. The article concludes with further research avenues and a translation into managerial implications.
... Les chercheurs ont ainsi démontré qu'un espace ne pouvait pas toujours être un lieu (Bédard et Breux, 2011). Bédard (2002), recense ainsi le lieu de mémoire (Nora, 1997), le lieu exemplaire (Micoud, 1991), le lieu de coeur (Bonnemaison, 1996), le lieu parlant, par opposition au lieu dormant (Nora, 1997), le haut-lieu et le bas-lieu (Corajoud, 1990), l'entre-lieu (Turgeon, 1998) ou encore le non-lieu (Augé, 1992 Aussi, les réponses des clients sont influencées par des paramètres concrets tels que la musique (Areni et Kim, 1993 ;Milliman, 1982), les couleurs (Crowley, 1993), l'éclairage (Areni et Kim, 1994 ;Crowley, 1993), ou les odeurs (Mattila et Wirtz, 2001) mais également par des caractéristiques plus abstraites comme le design (Baker, Parasuraman, Grewal et Voss, 2002), l'ambiance (Baker, Grewal et Parasuraman, 1994 ;Sharma et Stafford, 2000) ou, plus globalement, la perception d'ensemble de la serviscène (Hightower, Brady et Baker, 2002). ...
Pourquoi les nouvelles enceintes sportives n’atteignent-elles pas les objectifs escomptés, notamment en termes de taux de remplissage ? Pour répondre à cette question, étudier le processus d’attachement au club et d’attachement au stade nous semble particulièrement porteur, notamment dans les chaînages conceptuels proximité → valeur perçue → attachement et attachement à l’ancien stade → proximité → valeur perçue → attachement au nouveau stade.Vingt-trois hypothèses sont formulées et testées auprès de 1 446 spectateurs de stade Yves-du-Manoir de Colombes, 668 spectateurs de la Paris La Défense Arena et 328 spectateurs des deux enceintes. Les résultats obtenus confirment la validité des deux chaînages conceptuels testés et offrent des pistes de réflexion managériale pour les professionnels de l’industrie du sport professionnel qui souhaiteraient améliorer le taux de remplissage de leur enceinte.
... For example, an experimental study manipulating sounds presented on the campus of the University of Sheffield revealed lingering behaviours and diversified activities, such as chatting or eating, in the presence of music . Music in public spaces has also been shown to affect crowd density and walking patterns (Meng and Kang 2015;Easteal et al. 2014;Lavia et al. 2016;Milliman 1982). ...
... As mentioned above, the influence of music on human behavior has been studied since the dawn of time (interesting treatises may be found in Hargreaves et al., 2005 andBrown &Volgsten, 2005). Although a vast number of studies analyzed the influence on several kinds of performances, among which physical tasks (Edworthy and Waring, 2006), work performance (Lesiuk, 2005), text and verbal memory , spatial reasoning (Padulo et al., 2019), learning Seufert, 2017-2018), and driving behavior (Navarro et al., 2019), the vast majority of the studies, starting from the 1980s, focused on marketing, shopping, and advertising (Gorn, 1982;Milliman, 1982;Bruner, 1990;Yalch & Spangenberg, 1990;Areni & Kim, 1993). ...
In the last decades, an increasing number of psychological studies tackled numerous phenomena related to the influence that film music exerts on the perception of audiovisuals. Soundtracks proved to be effective in shaping the viewers' interpretations, attitude toward the characters, plot anticipations, recall of the scenes, and other processes. However, the most recent review on the issue (Herget, 2019) indicates a few criticalities: First, due to the lack of an interconnected research discourse, several of the existent studies stand side by side rather than building on each other. Secondly, in most cases, established instruments were not used for the assessments, thus jeopardizing the external validity. As a third key point, the number of ecologically valid studies is limited and needs to be increased. Lastly, the methodological necessity exists to decrease the complexity of certain experimental paradigms and encourage between-subjects designs that could avoid the risk of automatically drawing attention to musical manipulation. In the present research, four studies are presented on a variety of psychological constructs, processes, and mechanisms that are influenced by film music: impressions of the characters’ personality, plot anticipations, and environment perception (Study 1a-1b); gaze direction, gaze dispersion, and pupillometry (Study 1b); empathy toward the filmed characters (Study 1a-1b-2); affective state attributed to on-screen characters, affective state of the viewers (Study 2); time perception (Study 3); and recall (Study 4).
An effort was made to employ validated measurement tools whenever possible, together with easily digestible and entertaining experimental tasks, without compromising on experimental control and data quality. Aiming at a high ecological validity, all the studies (except Study 1b) implicated an online administration; in doing so, the viewers watched the videos directly from home, through their smartphones, tablets, and laptops, as if they were watching everyday YouTube videos or Netflix series.
The general finding is that the influence of music is truly pervasive; namely, virtually every analyzed variable was affected by it predictably. Thanks to the music’s tonal and expressive cues, the viewers manage to create a network of coherent and interconnected inferences, which end up constituting their interpretation of the scene.
The results are discussed in terms of diverse theoretical frameworks depending on the constructs at hand. Particular attention is lastly given to the future paths that the research could go down to fill a wide number of unsolved theoretical gaps.
In conclusion, a coda about the ethical relevance of such research is provided.
... This paradigm has been widely used in marketing studies on consumer reactions to pleasure and arousal from retail and service cues. For example, the pleasure derived from the physical environment in a retail store influenced store patronage intentions and spending (Baker et al., 1992), hedonic and utilitarian value perceptions (Babin and Darden, 1995), retail sales (Milliman, 1982), and store interaction and exploration (Ridgway et al., 1989). Wall and Berry (2007) utilized the S-O-R paradigm to illustrate the impact of the physical environment (mechanic clues) and employee behavior (humanic clues) in increasing the consumer's quality perceptions in the context of fast-casual restaurants. ...
Purpose
The purpose of this paper is to examine millennial customer perceptions of food trucks and to identify factors that can foster their behavioral intentions pertaining to food trucks.
Design/methodology/approach
The study is based on a sample of 247 millennial customers of various food truck vendors in the United States and was assessed using ordinary least squares regression analysis.
Findings
Food truck image and employee friendliness were found to impact both customer satisfaction and word of mouth behavior; however, the other hypotheses were not supported.
Research limitations/implications
There were two limitations. The first was that one of the constructs did not achieve the minimum average variance extracted. The second was that data collection was done in a single city in the United States; therefore, future research could overcome these limitations through a refinement of the construct’s items and targeting more cities.
Originality/value
There has been limited academic research on the millennial customer perceptions of the food truck phenomenon. This research addresses that gap through a field study that examines factors that contributed to the growth and popularity of food trucks among millennials
... Second, the tempo of three types of music was tested with a BPM (beats per minute) finder and we found that the BPM for all three stimuli were greater than 94 BPM. Therefore, all groups have fast tempo music per Milliman (1982), who defined low tempo as less than 72 BPM and fast tempo as greater than 94 BPM. Thus, we confirmed that the level of valence of the background music was successfully manipulated while controlling for any potential confounding effects from arousal or tempo differences between the stimuli. ...
This study aims to determine appropriate communication strategies for prosocial marketing, with special attention placed on social enterprises. Social enterprises epitomize companies that must satisfy their prosocial and financial goals simultaneously. Social enterprises often face limitations in terms of marketing communication, such as budgetary constraints. Moreover, specialized social enterprises that have diverse mandates, such as hiring workers with disabilities, must overcome stigmatization of the employees as well as the products that they make. Against this backdrop, this paper examines the power of film in overcoming these biases with a special focus on the effects of background music. Films in general, and background music in particular, have the capacity to create positive emotional responses with consumers. While the study centers on social enterprises, as prosocial marketing becomes increasingly important to mainstream companies, the implications of our findings can be more broadly relevant to the latter, especially those that communicate via a film. Through two experiments, this study tests whether the valence (inspiring vs. sad) of the background music in a corporate social responsibility film influences viewers’ perceived para-social interaction, their attitudes toward the diversity protagonist, and their attitudes toward the social enterprise brand. We find that inspiring music leads to increased para-social interaction levels of its subcomponents of empathy, closeness, and elevation. In contrast, no such effect arises when sad music is used. Instead, the only para-social interaction subcomponent that is promoted is consumer feelings of pity.
... Milliman, 1982;Andrus, 1986;Herrington & Capella, 1994;Chebat et al., 2001;Alpert et al., 2005 اُز٢ ) ٝروؤص٤و أٛٔ٤وخ ٓوٖ ُوٚ ٝٓوب أٍُٞو٤و٠ ػ٘ظو ر٘بُٝذ أَُووزِٜي ٍووِٞى ػِوو٠ ًج٤ووو إٔ ؽوو٤ٖ كوو٢ ، اُ لهاٍووبد ا٧فوووٟ ٓضوو َ ( Morrin & (Ratneshwar, 2000;Chebat & Michon,2003;Michon et al.,2005) وذ ر٘بُٝو اُوٝائؼ اُشْ، ؽبٍخ رؾل٤ي ك٢ ٝكٝهٛب ٝرٞعل أ٣ؼب كهاٍبد ر٘بُٝذ ػ٘ظوو ٖٓ أًضو ٓؼب ٝاُووٝائؼ أٍُٞو٤و٠ ٓضَ (Mattila &Wirtz, 2001;Michon & Chebat, 2004) ٝاُوإ٣خ ٝأٍُٞ٤و٠ (Chebat et al., 1993) ح ٝا٩ػوب ٝكهعوخ ٝاُووٝائؼ ٝأٍُٞو٤و٢ اُؾواهح ( Andrus, 1986;Turley & Milliman, 2000 .) و٢كِول اُظلك ٛنا ٝك٢ اُلهاٍبد رؼلكد اُز٢ اُ٘ٞع ؽ٤ش ٖٓ( أٍُٞ٤و٠ ر٘بُٝذ ٝ اُؼٔ٤َ ػِ٠ ٝرؤص٤وٛب أٍُٞ٤و٠) ٝهٞح ا٩٣وبع ٍٝوػخ ٝاُقلٓبد ُِٔ٘زغبد رلؼ٤ِٚ اُ٘ؾٞ ػِ٠ ٝمُي أُقزِلخ اُزبُ٢ - رٞطَ (Amorntatkul, 2011) اُؼٔ٤َ ٍِٞى ػِ٠ ا٣غبث٤ب رئصو أٍُٞ٤و٠ إٔ اُ٠ ْٛٝ أثؼبك ص٬صخ ٣شَٔ (اُنٟ ا٫ٍزغبثخ أُؼوك٤خ ارغبٙ ٌُِٔبٕ، اُؼٔ٤َ ٝرو٤٤ْ ٝا٫ٍزغبثخ اُٞعلاٗ٤خ ُِؼٔ٤َ، أُياع٤خ اُؾبُخ ٝا٫ٍزغبثخ اًَُِٞ٤خ افز٤به أٌُبٕ ٝهؼب اُ اُٞهذ ٖٓ ٔي٣ل ك٤ٚ اُغ٤ل أُ٘بؿ رٞك٤و ؽو٣ن ػٖ ٝمُي ) ٝا٫ٍزوفب ك٢ ٝأُطبػْ اُل٘بكم ث زب٣٬ٗل. ...
... Similarly, various factors regarding store environment that can influence consumers perception, regardless of the time and money they invest in the store reported as the color, music, and arrangement of the item displays (Milliman, 1982;Grewal et al., 1998). Baker et al. (2002) categorized these factors further into physical ones such as decor, lighting, design, ambiances such as music and smell, and social elements such as clientele, employees' availability, and the friendly attitude with customers. ...
Objectives: Stores of Apparel brands consider a driving force in boosting business and shaping consumer buying behaviors. The purpose of this study was to assess the impact of brand store image on consumer purchasing behavior in the Lahore district. Method: A mixed-method study design was used in this study. Two apparel brands of male and female’s were selected conveniently as a sample of this study. Interviews and focus groups were used for data collection, from managements and stores’ staff, which was later analyzed thematically. The qualitative results then used to generate a questionnaire for consumers. For this purpose, data were collected from the 216 respondents. Quantitative data were analyzed while using SPSS. Findings: Results revealed that different strategies used by brand stores for the attraction of their customers while the attributes of stores, elements of the brand, and customer-friendly policies were found important influential factors in determining the purchasing behavior of the customers in this study. Implication: The findings of this study can be a source of implications for new store brands and suggestions for further researches.
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.
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.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Organisational theorists have become increasingly interested in the creative industries, where practices that are commonplace are of particular interest to organisations in other sectors as they look for new ways to enhance performance. Focusing on the music industry, this book sets up a unique dialogue between leading organisational theorists and music professionals. Part I explores links between organisation theory and the creative industries literature, concentrating on practices of organising and knowledge mobilisation, followed by an in-depth discussion of key theoretical concepts by subject experts. Part II provides a diverse range of 'tales from the field', including examples from classical orchestras, folk, indie and punk. The concluding chapter examines the shared dialogue to reveal what practice in the musical field can learn from organisational theory, and vice versa. This innovative book will interest graduate students and researchers in the fields of organisation studies, music management and the creative industries.
Different versions of mobile operating systems or shopping apps enable different functionalities and information flows, thus creating various mobile shopping environments. In general, up‐to‐date versions provide better information flows and richer functionalities. However, mobile operating systems and shopping apps affect consumer behavior through different mechanisms. An up‐to‐date mobile operating system reduces the system response time, while an up‐to‐date shopping app improves algorithms for better search accuracy. The former encourages consumer explore and search, whereas the latter improves consumer search efficiency and reduces chances for consumers to discover more products. Using a unique large‐scale clickstream data set from a mobile commerce retailer, we examine the effect of mobile operating system and app versions on consumer search and impulse purchase behaviors in mobile commerce. Our results show that consumers with an up‐to‐date mobile operating system or a previous version of a shopping app conduct more searches in terms of increased product page views and time spent on product pages, which results in a higher probability of consumer impulse purchase. However, consumers' search for individual products is not affected by versions. Surprisingly, though more page views or time spent may boost purchases, we find that consumer search affects impulse purchases non‐linearly in that page views and time spent have a decreasing rate of impact. Our computations show that using an up‐to‐date operating system increases consumer search activities by 60.45 product pages or 521.30 seconds spent browsing compared to using a previous version of a operation system. Using an up‐to‐date app decreases consumer search activities by 129.34 product pages or 1446.48 seconds spent browsing compared to using a previous version of a mobile app. This article is protected by copyright. All rights reserved
The study aims to find out the influence of environment friendly attributes on the willingness of consumers to purchase the product. It also aims to determine the type of emotions elicited by these kinds of consumer products. It was hypothesized that buying eco products can elicit different kinds of emotions in consumers. These emotions are usually positive that cause attraction to consumers and eventually the actual purchase of the product. An exploratory pre-purchase affect survey was conducted through field and online survey to determine what shoppers feel while looking for eco products to buy. Results revealed that participants significantly experience more positive feelings/emotions than negative feelings/ emotions when buying eco-products while participants are indifferent in experiencing positive and negative feelings/emotions when buying non-eco products. This study provided information on the importance of incorporating ecological attributes to the design of consumer products. As of now, not all companies offer eco-friendly products because it is not known if consumers are willing to pay more for the “environment friendly” attribute. This study hopes to shift the paradigm of companies as it will try to establish the emotional attachment of consumers to product attributes related to the environment.
In an experiential economy, the focus of retailers is not just to provide quality products but also to provide a pleasant shopping experience. Therefore, retailers use several strategies to engage the customers. Important among these are the multisensory cues in the retail environment which appeal to the customers. Thus, the present study was conducted to develop a scale for retailers and study the multisensory cues implemented by retailers to attract the customers. The study was conducted at organized retail outlets in National Capital Region, India. The data was collected using survey questionnaire from salesperson and sales executives. The study helped to create a scale for assessing the impact of multisensory cues in retail from retailer's perspective. Further, the study results showed that among the four senses (sight, sound, smell and touch) that were studied, sight and touch were the most prominent.
The aim of this article is to demonstrate the phenomenologically grounded dynamics of hearing and listening as a possible approach to our sonic experience. Its starting point is the studies of contemporary urban spaces devoted to their sonic experience. The results of these studies and their interpretation will serve as a starting point for the introduction of dynamics of hearing and listening. In the next part of this article, I will focus on the elaboration of this relationship with regard to the critique of Husserl’s concept of activity and passivity in his late work Experience and Judgment and Merleau-Ponty’s concept of being-in-the-world. Based on this, in the end, certain common features will be shown, connecting the thematization of activity and passivity with the relationship of hearing and listening.
An examination is made of the empirical literature bearing upon the relationships between employee attitudes and employee performance. A discussion of methodological questions includes considerations of sampling, of criterion measures, and of general problems of analysis and design. Theoretical considerations include the employee's outside environment, and both union and company structures. Two conclusions are inferred from the literature reviewed: 1. Job satisfaction does not imply strong motivation for outstanding performance; and 2. " productivity may be only peripherally related to many of the goals toward which the industrial worker is striving." 62 references.
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An Examination of the Other Vari-ables' Explanation of Attitude-Behavior Inconsistency Using Background Music to Affect the Behavior of Supermarket Shoppers / 91 This content downloaded from 155
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