A person-place congruency framework is proposed that predicts more affectively charged atmospherics, such as background music, will positively affect impulsive shoppers, whereas atmospherics that tend to facilitate more cognitive consumer processing, such as ambient scent, will positively affect contemplative shoppers. Expectations are supported in a large-scale field study (N = 774).
Arnould, Eric J., Linda L. Price, and George M. Zinkhan (2002), Consumers. Boston: McGraw-Hill.
2.
Babin, Barry J., William R. Darden, and Mitch Griffin (1994), “Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value,”Journal of Consumer Research, 20 (March), 644-656.
3.
Beatty, Sharon E. and M. Elizabeth Ferrell (1998), “Impulse Buying: Modeling Its Precursors,”Journal of Retailing, 74 (2), 161-191.
4.
Bellenger, Danny N., Dan H. Robertson, and Elizabeth C. Hirschman (1978), “Impulse Buying Varieties by Product,”Journal of Advertising Research, 18 (December), 15-18.
5.
Bellizzi, Joseph A., Ayn E. Crowley, and Ronald W. Hasty (1983), “The Effects of Colorin Store Design,”Journal of Retailing, 59(1), 21-45.
6.
Bitner, Mary Jo (1992), “Servicescapes: The Impact of Physical Surroundings on Customers and Employees,”Journal of Marketing, 56 (April), 57-71.
7.
Bone, Paul and Pamela Scholder Ellen (1999), “Scents in the Marketplace: Explaining a Fraction of Olfaction,”Journal of Retailing, 75 (2), 243-262.
8.
Bone, Paul and Swati Jantrania (1992), “Olfaction as a Cue for Product Quality,”Marketing Letters, 3 (3), 289-296.
9.
Bruner, Gordon C. (1990), “Music, Mood and Marketing,”Journal of Marketing, 54 (4), 94-104.
10.
Chebat, Jean-Charles, C. Gélinas-Chebat, and P. Filiatrault (1993), “Interactive Effects of Musical and Visual Cues on Time Perception: An Application to Waiting Lines in Banks,”Perceptual Motor Skills, 77, 995-1020.
11.
Chebat, Jean-Charles and Richard Michon (2003), “The Impact of Ambient Odors on Mall Shoppers’ Emotions, Cognition, and Spending: A Test of Competitive Causal Theories,”Journal of Business Research, 56 (7), 529-539.
12.
Chebat, Jean-Charles, D. Vaillant, and C. Gélinas-Chebat (2000), “Does Background Music Enhance Salespersons’ Persuasiveness?”Perceptual Motor Skills, 91, 405-424.
13.
Cobb, Cathy J. and Wayne D. Hoyer (1986), “Planned versus Impulse Purchase Behavior,”Journal of Retailing, 62 (4), 384-409.
14.
Dittmar, Helga, Jane Beattie, and Susanne Friese (1995), “Gender Identity and Material Symbols: Objects and Decision Considerations in Impulse Purchases,”Journal of Economic Psychology, 15, 491-511.
15.
Dubé, Laurette, Jean-Charles Chebat, and Sylvie Morin (1995), “The Effects of Background Music on Consumers’ Desire to Affiliate on Buyer-Seller Interactions,”Psychology and Marketing, 12 (4), 305-319.
16.
Engel, J. and R. Blackwell (1982), Consumer Behavior, 4th ed.Chicago: Dryden.
17.
Fisher, Jeffrey (1974), “Situation-Specific Variables as Determinants of Perceived Environmental Esthetic Quality and Perceived Crowdedness,”Journal of Research in Personality, 8 (August), 177-188.
18.
Herrington, J. Duncan and Louis M. Capella (1996), “Effects of Music in Service Environments,”Journal of Services Marketing, 10(2), 26-42.
19.
Hoyer, Wayne D. and Deborah J. MacInnis (2001), Consumer Behavior, 2nd ed.Boston: Houghton Mifflin.
20.
Izard, C. (1977), Human Emotions. New York: Plenum.
21.
Jarboe, Glen R. and Carl D. McDaniel (1987), “A Profile of Browsers in Regional Shopping Malls,”Journal of the Academy of Marketing Science, 15 (Spring), 46-53.
22.
Kellaris, James J. and Robert J. Kent (1992), “The Influence of Music on Consumers’ Temporal Perceptions: Does Time Fly When You’re Having Fun,”Journal of Consumer Psychology, 1 (4), 365-376.
23.
Kellaris, James J. and Robert J. Kent (1993), “Exploring Responses Elicited by Music Varying in Tempo, Tonality, and Texture,”Journal of Consumer Psychology, 2 (4), 381-401.
24.
Kellaris, James J. and Ronald C. Rice (1993), “The Influence of Tempo, Loudness, and Gender of Listener on Responses to Music,”Psychology and Marketing, 10 (1), 15-29.
25.
Machleit, Karen A. and Sevo A. Eroglu (2000), “Describing and Measuring Emotional Response to Shopping Experience,”Journal of Business Research, 49 (August), 101-111.
26.
Mattila, Anna S. and Jochen Wirtz (2001), “Congruency of Scent and Music as a Driver of In-Store Evaluations and Behavior,”Journal of Retailing, 77, 273-289.
27.
Mehrabian, Albert and James A. Russell (1974), An Approach to Environmental Psychology. Cambridge, MA: MIT Press.
28.
Michon, Richard and Jean-Charles Chebat (2004), “Cross-Cultural Mall Shopping Values and Habitats: A Comparison between English- and French-Speaking Canadians,”Journal of Business Research, 57, 883-892.
29.
Milliman, Ronald E. (1982), “Using Background Music to Affect the Behavior of Supermarket Shoppers,”Journal of Marketing, 46 (2), 86-91.
30.
Milliman, Ronald E. (1986), “The Influence of Background Music on the Behavior of Restaurant Patrons,”Journal of Consumer Research, 13 (September), 286-289.
31.
Mitchell, Deborah J., Barbara E. Kahn, and Susan C. Knasko (1995), “There’s Something in the Air: Effects of Ambient Odor on Consumer Decision Making,”Journal of Consumer Research, 22 (September), 229-238.
32.
Morrin, Maureen and S. Ratneshwar (2000), “The Impact of Ambient Scent on Evaluation, Attention, and Memory for Familiar and Unfamiliar Brands,”Journal of Business Research, 49, 157-165.
33.
Morrin, Maureen and S. Ratneshwar (2003) “Does It Make Sense to Use Scents to Enhance Brand Memory?”Journal of Marketing Research, 40 (4), 10-25.
34.
O’Guinn, Thomas C. and Ronald J. Faber (1989), “Compulsive Buying: A Phenomenological Exploration,”Journal of Consumer Research, 16 (June), 147-157.
35.
Park, C. Whan and S. Mark Young (1986), “Consumer Response to Television Commercials: The Impact of Involvement and Background Music on Brand Attitude Formation,”Journal of Marketing Research, 23 (February), 11-24.
36.
Plutchik, R. (1980), Emotion: A Psychoevolutionary Analysis. New York: Harper & Row.
37.
Puri, Radhika (1996), “Measuring and Modifying Consumer Impulsiveness: A Cost-Benefit Accessibility Framework,”Journal of Consumer Psychology, 5 (2), 87-113.
38.
Raju, P. S. (1980), “Optimum Stimulation Level: Its Relationship to Personality, Demographics, and Exploratory Behavior,”Journal of Consumer Research, 7 (December), 272-282.
39.
Richins, Marsha (1997), “Measuring Emotions in the Consumption Experience,”Journal of Consumer Research, 24 (2), 127-146.
40.
Rook, Dennis W. (1987), “The Buying Impulse,”Journal of Consumer Research, 14 (September), 189-199.
41.
Scherhorn, Gerhard, Lucia A. Reisch, and Gerhard Raab (1990), “Addictive Buying in West Germany,”Journal of Consumer Policy, 13, 155-189.
42.
Spangenberg, Eric C., Ayn E. Crowley, and Pamela W. Henderson (1996), “Improving the Store Environment: Do Olfactory Cues Affect Evaluations and Behaviors?”Journal of Marketing, 60 (2), 67-80.
43.
Spangenberg, Eric C., Bianca Grohmann, and David E. Sprott (Forthcoming), “It’s Beginning to Smell (and Sound) a Lot Like Christmas: The Interactive Effects of Ambient Scent and Music in a Retail Setting,”Journal of Business Research.
44.
Steenkamp, Jan-Benedict E. M. and Hans Baumgartner (1992), “The Role of Optimum Stimulation Level in Exploratory Consumer Behavior,”Journal of Consumer Research, 19, 434-448.
45.
Turley, L. W. and R. E. Milliman (2000), “Atmospheric Effects on Shopping Behavior: A Review of the Experimental Evidence,”Journal of Business Research, 49 (August), 193-211.
46.
Weinberg, P. and W. Gottwald (1982), “Impulsive Consumer Buying as a Result of Emotions,”Journal of Business Research, 10, 43-57.
47.
Yalch, Richard and Eric Spangenberg (1990), “Effects of Store Music on Shopping Behavior,”Journal of Consumer Marketing, 7 (2), 55-63.
