Content uploaded by David Kim
Author content
All content in this area was uploaded by David Kim on Aug 10, 2022
Content may be subject to copyright.
The influence of background music on shopping behavior: Classical versus top-forty music in a wine store
... In a meta-analysis study, Kampfe et al. [20] found that the effects of background music in retail settings are not always apparent and are not uniform across individuals when they do occur. Some studies suggest that music is used to prime consumer behavior and purchase decisions [21][22][23], with the effect of the music depending on the nature of the activity and the characteristics of the background music. North et al. [24] concluded that background music in a supermarket influences the purchase decision. ...
... North et al. [24] concluded that background music in a supermarket influences the purchase decision. Areni and Kim [21] showed that classical music encourages purchases of expensive wine. In a laboratory setting, Fiegel et al. [25] found that participants liked the food they were eating more when the music was pleasant and stimulating. ...
Influences from external factors can affect decision-makers, preventing them from making decisions in a fully rational manner. Music may serve as one such influential factor in this context. Music is part of our daily lives, and we are exposed to music in numerous places. We designed a field experiment to study the influence of background music on patrons’ behavior in restaurants. Specifically, we examine the effect of the music’s tempo (slow or fast) on time spent in the restaurant, the bill amount, and the tip size. The results show that patrons in the slow tempo group spent the most time in the restaurant, those in the control group followed next, and the patrons in the fast tempo group were the quickest to leave. However, there are no differences between the groups in bill size. The tips in the fast tempo group were higher than in the control group when controlling for several independent variables. The findings have practical implications for restaurant owners and managers. In busy periods, the restaurant can use fast-tempo music to increase the turnover of tables, because then tables become available for new diners more quickly, contributing more to the restaurant’s income compared to tables that occupy the space for a longer duration.
... This is because country-typical music activates certain associations in consumers' memories, thereby unconsciously influencing their product choice. Similar to this, Areni and Kim (1993) find that classical music compared to current chart music leads to significantly higher revenue in a wine store. Although customers did not buy more wine when classical music was played, they tended to purchase wine that is more expensive. ...
People largely perceive their environment visually and visual impressions are often available before those of the other senses. Therefore, how retail environments are visually designed is an important driver of retailers’ success by guiding consumer behavior and contributing to a generally pleasant atmosphere. Eye-catching designs can draw attention and unique design concepts can communicate a brand’s image. Popular examples are the Hans im Glück restaurant chain and the Apple Stores with their brand-specific visual concepts. Many retailers also make use of social media-ready visual design elements and, for example, house selfie walls or even design “instagrammable” structures such as Bikini Mall Berlin, which installed a wall of plants and flowers with a swing in front that not only allowed visitors to take pretty pictures but also staged brands. In this chapter, we explore how visual design elements such as lighting, color, and product arrangements affect consumer behavior. We provide guidance on how to integrate visual design elements in stores and also discuss the role of in-store technologies in shaping customer experiences.
... This is because country-typical music activates certain associations in consumers' memories, thereby unconsciously influencing their product choice. Similar to this, Areni and Kim (1993) find that classical music compared to current chart music leads to significantly higher revenue in a wine store. Although customers did not buy more wine when classical music was played, they tended to purchase wine that is more expensive. ...
If brick-and-mortar retail were a company stock, most analysts would probably recommend that investors should sell it. Currently, improved online shop systems, faster logistics, and a generation of consumers who spend a significant amount of their time online are all driving the increasing share of online purchases. This also holds for products that managers long assumed would be exclusively sold in stationary retail stores. The consequences are obvious in many cities: Empty city centers and vanishing retail stores increasingly characterize the urban landscape. Despite decades of dead sayings, physical stores are not dead. On the contrary, for example, roughly 90% of retail revenues in Germany are generated in physical stores and major US retailers such as Target and Walmart have announced multi-billion-dollar investments in their physical stores in an effort to improve customer experience and target new markets. One reason that stationary retail is alive and well is that physical stores have an unbeatable advantage over online retail. They can create multisensory experiences by providing consumers with sensory stimulation across their various senses. We provide insights into the latest research findings on sensory marketing relating to vision, sound, and scent as well as their interaction—with some surprising results.
... This is because country-typical music activates certain associations in consumers' memories, thereby unconsciously influencing their product choice. Similar to this, Areni and Kim (1993) find that classical music compared to current chart music leads to significantly higher revenue in a wine store. Although customers did not buy more wine when classical music was played, they tended to purchase wine that is more expensive. ...
After more than 40 years of research on the use of music in retail environments, there is no doubt that music influences consumer behavior at the point of sale. A meta-analytic review of 25 studies covering a range of different types of music has shown that music has a positive influence on consumers’ shopping experience and buying behavior. Indeed, marketing practice has long recognized this effect and taken advantage of it. Not surprisingly, music has become one of the most frequently used stimuli in the atmospheric design of retail environments. This is not only due to music’s potential to elicit favorable consumer responses but also because it is relatively easy and inexpensive to implement in retail environments. In this chapter, we discuss how different properties of music such as tempo and volume affect consumer behavior and provide an overview of guiding questions for the use of music in retail environments.
... This is because country-typical music activates certain associations in consumers' memories, thereby unconsciously influencing their product choice. Similar to this, Areni and Kim (1993) find that classical music compared to current chart music leads to significantly higher revenue in a wine store. Although customers did not buy more wine when classical music was played, they tended to purchase wine that is more expensive. ...
... This is because country-typical music activates certain associations in consumers' memories, thereby unconsciously influencing their product choice. Similar to this, Areni and Kim (1993) find that classical music compared to current chart music leads to significantly higher revenue in a wine store. Although customers did not buy more wine when classical music was played, they tended to purchase wine that is more expensive. ...
The previous chapters described the relevance and impact of individual sensory stimuli on consumer behavior. In retail, however, the reality is considerably more complex. Consumers inevitably perceive retail environments and products in a multisensory way (i.e., simultaneously with all their senses). Thus, the presence of one sensory stimulus (e.g., scent) can influence how consumers react to another stimulus (e.g., music). Specifically, stimuli that appeal to different sensory modalities reinforce or complement one another, thereby influencing the perception and evaluation of the retail environment, the retailer, individual products, or even brands. Combining a scent with specific background music can, for example, lead to an enhanced shopping experience compared to using scent or music in isolation. In general, a multisensory approach has stronger effects on consumers than simply adding other stimuli appealing to the same sensory modality. The chapter highlights the concept of multisensory congruence, where stimuli that fit well together enhance evaluations of the retail environment, products, and brands. Additionally, we discuss the concept of crossmodal correspondences, illustrating how perceptions in one sensory modality can influence perceptions in another sensory modality.
... However, for participants listening to music in Condition 2, the musical sophistication scores were significantly negatively correlated with with the One potential explanation draws on the theory of musical fit. In consumer research, it has been repeatedly confirmed that classical music is associated with an "exclusive" environment, in contrast to popular music (e.g., Areni & Kim, 1993;Yeoh & North, 2010;Yeoh & North, 2013). The evaluated environments were on a route that was mostly located in a park or an impressive walkway, which may have given the impression of a certain level of exclusivity. ...
This study explored the effects of music on the perception of outdoor urban environments, both built and natural. The participants (n = 74) evaluated five environments located on one walking route in terms of emotional and spatio-cognitive dimensions while listening to one of two types of music: upbeat and conventional or reflective and complex. We found only a very slight effect of music on the evaluation of the emotional and spatio-cognitive dimensions of the environment. The less complex upbeat and conventional music increased the perceived complexity of environments but only if participants took the route from less complex to more complex environments. The liking music mediated the effect of music in the evaluation of emotional dimensions of the environment. Furthermore, a less-liked environment negatively affected the liking of music heard in that environment. Reflective and complex music was perceived as more congruent with the environment than upbeat and conventional music, which is explained by musical fit theory. The features of the environments that were evaluated had a stronger effect on listeners than the music. Natural environments were perceived as more coherent, mysterious, pleasant, interesting, and energetic than built environments, regardless of the music. Moreover, a contrast effect was observed in which the features of the first environment evaluated influenced the evaluation of subsequent environments. It is suggested that the intensity of music may be an important factor for environmental evaluations, in addition to the specific situations in which the music is heard.
... The results showed that music tempo influenced both traffic pace and sales volume, but did not affect music awareness. Similarly, Areni and Kim (1993) found that classical music resulted in significantly higher sales because "classical music led them to buy more expensive items." Other such studies include Yalch and Spangenberg (1990), Yalch and Spangenberg (1993), and Gulas and Schewe (1994); and Duncan Herrington (1996). ...
Observation methods have great potential for collaborative research because they can facilitate shared meaning with research partners. Systematic methods of observation have even greater potential value as they allow credible, nuanced, and accurate information about behavioral processes to be collected, analyzed, shared, and disseminated. However, systematic observation is underutilized, despite the value it can provide. This chapter discusses the components of systematic observation research design. It includes an example of a systematically designed and implemented qualitative multimethod observation of the processes of networking at business events. This example illustrates some of the wide range of methods of information capture available, including multiple forms of observation, multiple observer roles that allow for investigation of differing perspectives that can diversify data capture, and ways of interrelating different observation methods. Also considered are potential outcomes of multimethod systematic observation, such as the kinds of information emerging from the various methods and the insights provided through their co-analysis. The value of these approaches in collaboration research with managers is indicated throughout this chapter.
This article presents an overview of where the Food Design discipline comes from, and the most promises trajectories it is taking. After a look at its history, highlighting how the term first came to be and the first efforts that defined the expansion of this discipline through practitioners and the media internationally, the article discusses what Food Design is and how it can be defined. Then, the article presents a literature review of the field with an overview of the topics that most have attracted the interest and efforts of researcher and practitioners: the concept of food and eating experiences and how Design relates to them, the use of food as an ingredient and a material to design with and some of the most discussed innovations brought to it, Design for agriculture and the emphasis on the role of
Design in this first step of the food chain and its effects on all the others, and the role of Design in propositions that affect the food system and important topics like food sovereignty.
ResearchGate has not been able to resolve any references for this publication.