Store-window creativity's impact on shopper behavior

Lange, Fredrik; Rosengren, Sara; Blom, A. Th. G.

doi:10.1016/j.jbusres.2015.08.013

Cited by 38 publications

(49 citation statements)

References 41 publications

(98 reference statements)

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“…Other theoretical frameworks used in previous research are valuable in the quest to understand the effects of store environmental stimuli. Examples of these psychological frameworks are Cue Utilization Theory (see Easterbrook, 1959;Richardson, Dick, & Jain, 1994), the Elaboration Likelihood Model (Petty & Cacioppo, 1986), and other relevant environmental psychology models that provide a theoretical basis for how store-related information acquired from the store environment and store exteriors influence consumer shopping decisions (e.g., Cornelius et al, 2010;Lange et al, 2016;Oh & Petrie 2012). Table 1 provides a summary of selected studies from this stream of literature.…”

Section: Decision-relevant Information In the External Retail Environmentioning

confidence: 99%

“…As the discussion about brick‐and‐mortar retailers versus online retailers intensifies (Turner, ), store managers rely on creative marketing initiatives to design socially pleasant store environments to attract traffic to their stores. Introducing in‐store vegetation (Brengman, Willems, & Joye, ), adopting thematic product displays (Lam, Ho‐ying Fu, & Li, ), using scents and fragrances (Fiore, Yah, & Yoh, ), and designing creative storefront window displays (Lange, Rosengren, & Blom, ), among others, are examples of such marketing initiatives/tactics. Yet, literature on the role of cues embedded in the front of the store (Turley & Milliman, ) is sparse and there is not much understanding about other factors that influence store image and store attachment (Cornelius, Natter, & Faure, ).…”

Section: Introductionmentioning

confidence: 99%

“…Several potential influences on the consumer emerge at the front of the store: merchandise presentation, building signs, and window displays (De Nisco & Warnaby, ; Lange et al., ; Sen, Block, & Chandran, ). The latter element, window displays, has received attention from marketing researchers.…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Beyond window signs: Understanding the affect‐based effects of window signs on store patronage intentions

Velasco

2018

Psychology and Marketing

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Store managers commonly use window signs to decorate their stores and, more importantly, to communicate store‐related information to their customers. This research investigates the role window signs play in influencing consumers’ attitudes and store patronage intentions. Empirical evidence from two studies (data from a real‐life store environment and from an experimental setting) indicates that window signs generate positive inferences to consumers about the store image and the store promotion value, which ultimately influence consumers’ patronage intentions. Furthermore, this study proposes and tests a model suggesting that window signs represent a diagnostic cue from which consumers infer a sense of place identity. The results show that place identity partially mediates the relationship between consumers’ attitude toward window signs and consumers’ store patronage intentions. Moreover, this study includes the store manager's perspective and finds evidence that retail managers have positive attitudes toward window signs, which encourage them to rely on this promotional tool to announce store promotions. Implications of the findings for the role of window signs are discussed.

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Section: Decision-relevant Information In the External Retail Environmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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Beyond window signs: Understanding the affect‐based effects of window signs on store patronage intentions

Velasco

2018

Psychology and Marketing

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“…Literature indicates the main challenge in fashion retail is to attract consumers, transforming them in loyal clients (SORENSEN, 2003;BELL;CORSTEN;KNOX, 2011;LANGE;ROSEN-GREN;BLOM, 2015). However, for this, it is necessary that, between many available options, consumer decide for a specific store.…”

Section: Introductionmentioning

confidence: 99%

Me chama que eu vou: o efeito das vitrines no comportamento de compra do consumidor brasileiro no varejo de moda

et al. 2020

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From a theoretical reference on consumer behavior in traditional retail, this article explores the role of window display as a predictor of store entry and purchase decision. The study carried out in a Brazilian capital is a replication of Sen, Block and Chandran’s (2002) seminal research and had 364 participants. Data were analyzed by structural equation modeling. Results indicate fashion trend, price and sale information as the main drivers of the decision to enter the store, which is the most relevant factor for consumers when deciding to buy a product. These findings confirm not only the relationship between window display and decision making, but they reveal window display as an antecedent of consumer decision making in traditional retail. Additionally, our findings show the sensitivity of Brazilian consumer to novelty and fashion trends, as well as their predisposition to enter stores and purchase products when they are on sale or when payment alternatives are announced. Regarding academic contributions, this is a first step in understanding retail shopping experience, being window display the staring point. Thus, studies on store atmosphere, visual identity construction as well as price strategies can benefit from this content. Considering also the growth of e-commerce and the need to attract consumers to the physical stores, these results contribute to the studies on retail business strategies, suggesting the relationship between the effect provoked by window displays and business performance.

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“…Furthermore, no experiment has examined this variable specifically in the tourism literature. Although the extant literature examines the effects of creative and non creative displays (Lange, Rosengren, & Blom, 2016) and of specific display props and products (Sen, Block, & Chandran, 2002), it has not examined an overarching theoretical framework explaining how to design effective displays and how they effect consumer reactions. In order to respond to these gaps, this paper examines how window-display construal influences internal responses and behavioral intentions.…”

Section: Introductionmentioning

confidence: 99%

The effects of window display construal on internal reactions and behavioral intentions

Lecointre-Erickson

2019

Int. conf. adv. bus. manag. law

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The objective of the study presented in this paper is to examine the effects of window-display construal on cognitive and affective responses as well as on behavioral intentions. A high-construal vs. low-construal design was carried out in a laboratory experiment over the period of one month. The findings suggest positive effects of construal level on behavioral intentions and negative mediation effects of cognition on subsequent responses.

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Store-window creativity's impact on shopper behavior

Cited by 38 publications

References 41 publications

Beyond window signs: Understanding the affect‐based effects of window signs on store patronage intentions

Beyond window signs: Understanding the affect‐based effects of window signs on store patronage intentions

Me chama que eu vou: o efeito das vitrines no comportamento de compra do consumidor brasileiro no varejo de moda

The effects of window display construal on internal reactions and behavioral intentions

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