https://www.paulallen.ca/documents/2014/06/turley-lw-et-al-atmospheric-effects-on-shopping-behavior-a-review-of-the-experimental-evidence-2000.pdf

Atmospheric Effects on Shopping Behavior

Purpose – The purpose of this paper is to present the multi-sensory brand-experience concept in relation to the human mind and senses. It also seeks to propose a sensory marketing (SM) model of the multi-sensory brand-experience hypothesis. Design/methodology/approach – This paper applies exploratory and explanatory approaches to investigating the multi-sensory brand-experience concept within the context of discovery. The qualitative study is built on primary and secondary data sources, including personal interviews with experts and managers. Findings – The multi-sensory brand-experience hypothesis suggests that firms should apply sensorial strategies and three explanatory levels within an SM model. It allows firms through means as sensors, sensations, and sensory expressions to differentiate and position a brand in the human mind as image. Research limitations/implications – A theoretical implication is that the multi-sensory brand-experience hypothesis emphasizes the significance of the human mind and senses in value-generating processes. Another theoretical implication is that the hypothesis illustrates the shortcomings of the transaction and relationship marketing models in considering the multi-sensory brand-experience concept. It is worth conducting additional research on the multi-sensory interplay between the human senses in value-generating processes. Practical implications – The findings offer additional insights to managers on the multi-sensory brand-experience concept. This research opens up opportunities for managers to identify emotional/psychological linkages in differentiating, distinguishing and positioning a brand as an image in the human mind. Originality/value – The main contribution of this research lies in developing the multi-sensory brand-experience hypothesis within a SM model. It fills a major gap in the marketing literature and research in stressing the need to rethink conventional marketing models.

Sensory marketing: the multi‐sensory brand‐experience concept

Internet-based interactive multimedia technologies enable online firms to employ a variety of formats to present and promote their products: They can use pictures, videos, and sounds to depict products, as well as give consumers the opportunity to try out products virtually. Despite the several previous endeavors that studied the effects of different product presentation formats, the functional mechanisms underlying these presentation methods have not been investigated in a comprehensive way. This paper investigates a model showing how these functional mechanisms (namely, vividness and interactivity) influence consumers' intentions to return to a website and their intentions to purchase products. A study conducted to test this model has largely confirmed our expectations: (1) both vividness and interactivity of product presentations are the primary design features that influence the efficacy of the presentations; (2) consumers' perceptions of the diagnosticity of websites, their perceptions of the compatibility between online shopping and physical shopping, and their shopping enjoyment derived from a particular online shopping experience jointly influence consumers' attitudes toward shopping at a website; and (3) both consumers' attitudes toward products and their attitudes toward shopping at a website contribute to their intentions to purchase the products displayed on the website.

https://www.jstor.org/stable/pdfplus/23015415.pdf

Research Note---Investigating the Influence of the Functional Mechanisms of Online Product Presentations

Consumer perceptions of service quality attributes at sporting events

Internet-based interactive multimedia technologies enable online firms to employ a variety of formats to present and promote their products: they can use pictures, videos, and sounds to depict products, as well as give consumers the opportunity to try out products virtually. Despite the several previous endeavors that studied the effects of different product presentation formats, the functional mechanisms underlying these presentation methods have not been investigated in a comprehensive way. This paper investigates a model showing how these functional mechanisms (namely, vividness and interactivity) influence consumers’ intentions to return to a website and their intentions to purchase products. A study conducted to test this model has largely confirmed our expectations: 1) both vividness and interactivity of product presentations are the primary design features that influence the efficacy of the presentations; 2) consumers’ perceptions of the diagnosticity of websites, their perceptions of the compatibility between online shopping and physical shopping, and their shopping enjoyment derived from a particular online shopping experience jointly influence consumers’ attitudes toward shopping at a website; and 3) both consumers’ attitudes toward products and their attitudes toward shopping at a website contribute to their intentions to purchase the products displayed on the website.

Investigating the Influence of the Functional Mechanisms of Online Product Presentations

The objective of this study was to apply classical conditioning principles in an examination of the effect of affectively valenced advertising on brand attitudes and purchase intentions. The most often-cited research on conditioning in an advertising context has primarily used artificial ads for fictitious brands as stimuli to gauge effect on attitudes. For increased ecological validity, practitioner developed television commercials for actual brands were used in a 2 (brand familiarity) X 2 (affect) X 3 (repetition) experimental design. As hypothesized, results suggest that ad affect’s influence on brand attitudes was inhibited by familiarity with the brand regardless of ad repetition, while unfamiliar brands showed evidence of a direct affect transfer from ad to brand. Implications for advertising managers in the areas of creative strategies and pretesting are discussed.

An Examination of Classical Conditioning Principles in an Ecologically Valid Advertising Context

Misperceptions of Time in the Sales Transaction

From the perspective of an image‐generating department to the perspective of profitability, the meat department possesses unsurpassed importance within the US grocery store. Surprisingly, the meat department is the subject of relatively little published research. Examines one aspect of the meat department ‐ customer use of the service meat counter vis‐a‐vis the self‐service meat counter. Results indicate that customers’ use of the service meat counter appears not to be a simplistic phenomenon. When used, the service meat counter appears to be viewed as a complement to the self‐service meat counter, not a replacement. The demographic factors examined did not appear to have the potential to serve as successful segmentation factors as far as use of the service meat counter is concerned.

Use of the service meat counter: an exploration

Increasingly, marketers are opting to extend existing brand names (core brands) to new product introductions instead of introducing new brands into the marketplace. Using a familiar brand name is thought to reduce the risk of failure when introducing new products by facilitating distribution and by lowering needed promotion costs. Most of the research on brand extensions has been from the perspective of promotion, specifically advertising. Today, however, a significant percentage of consumers’ choices are made in-store, leading to increased attention being placed on in-store promotion. The objective of this study, therefore, is to begin to examine the effectiveness of brand extensions from a context of an environment representing the environment encountered in a retail setting. This study adds to the knowledge base on brand extensions. The findings suggest that in-aisle promotion material which adds additional cues for consumers to evaluate new brand extensions may have an effect on the attitudes that consumers possess toward brand extensions and their purchase intensions. The findings also suggest that image transfer from the core brand to the brand extension and the effects of image of the core brand on purchasing intensions of the brand extension may be product-specific.

https://jbrmr.com/cdn/article_file/i-17_c-152.pdf

Positioning a brand extension in a retail environment: An exploratory look

This study examines the ethical perceptions of retail students on a number of questionable retail situations and compares these perceptions with those of retail salespeople. The results suggest that retail students are less likely to perceive ethical ramifications in questionable retail situations than those employed in retailing.

Retail Practices: Ethical Perceptions of Retail Students

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