The impact of an exciting store environment on consumer pleasure and shopping intentions

Holmqvist, Jonas; Lunardo, Renaud

doi:10.1016/j.ijresmar.2014.12.001

Cited by 61 publications

(52 citation statements)

References 5 publications

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“…To preclude confounding effects, we did not provide product or store brand names. Motivational shopping orientation was manipulated by following the procedure of Kaltcheva and Weitz (2006) since this procedure was successful in a replication study (Holmqvist and Lunardo 2015). In the task-orientation treatment group, the scenario indicated that the respondent was going on a trip that weekend and realized that s/he did not have enough suitable T-shirts, sweaters, and pairs of pants for the trip.…”

Section: Methodsmentioning

confidence: 99%

“…This view of shopping orientation as being situational is widely shared (e.g., Babin et al 1994;Holmqvist and Lunardo 2015;Kaltcheva and Weitz 2006). Research has identified several shopping motives, such as affiliation (e.g., Westbrook and Black 1985), which later research has extended, for example to adventure shopping (Arnold and Reynolds 2003).…”

Section: Research On Motivational Shopping Orientationmentioning

confidence: 99%

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The relationship between consumer shopping stress and purchase abandonment in task-oriented and recreation-oriented consumers

Albrecht

Hattula

Lehmann

2017

J. of the Acad. Mark. Sci.

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Shopping is sometimes a source of stress, leading to avoidance coping behavior by consumers. Prior research suggests that store-induced stress makes shopping an adverse experience and thus negatively affects consumers' purchase likelihood. We propose that consumers' response to shopping stress depends on their motivational orientation. The greater the in-store stress, the more likely task-oriented consumers are to abandon the trip without making purchases. However, recreationoriented consumers will be, up to a point, less likely to end the trip. The results of four studies show that the functional relationship between shopping stress and purchase abandonment changes from monotonic and positive for task-oriented consumers to an inverted U-shape for recreation-oriented consumers. Evidence of goal changes provides a process explanation for the differing functional relationships. The results offer an alternative explanation for why people buy or not and suggest approaches to structuring the shopping environment to appeal to both types of consumers.

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Section: Methodsmentioning

confidence: 99%

Section: Research On Motivational Shopping Orientationmentioning

confidence: 99%

The relationship between consumer shopping stress and purchase abandonment in task-oriented and recreation-oriented consumers

Albrecht

Hattula

Lehmann

2017

J. of the Acad. Mark. Sci.

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“…Pleasantness refers to positive affective states, while excitement is the level of stimulation of an affective state (Mehrabian & Russell, 1974). Atmospheric excitement involves a colourful, saturated, lively and light-filled mall environment (Holmqvist & Lunardo, 2015;Kaltcheva & Weitz, 2006), while a pleasant atmosphere may be colourful, but not saturated, lightly and light-filled. In contrast a pleasant atmosphere is relaxing and peaceful.…”

Section: Atmospheric Cues and Shopping Behaviourmentioning

confidence: 99%

“…These contradictions show that further research is needed on this topic. Some papers have demonstrated that consumer-related characteristics, such as shopping orientation and expectations, can moderate the effects of store characteristics on shopping behaviour (Holmqvist & Lunardo, 2015;Massara, Liu, & Melara, 2010;Vieira & Torres, 2014). However, might there be additional customer-related characteristics that can change the relationship between atmospheric excitement and shopping behaviour?…”

Section: Introductionmentioning

confidence: 99%

Atmospheric excitement, customers’ moods and gender: A study of young shoppers

Lucia‐Palacios

Pérez-López

Polo‐Redondo

2017

Journal of Strategic Marketing

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This paper aims to demonstrate how both incidental moods and gender can moderate the relationship between the level of excitement triggered by a mall environment and shopping behaviour. Our method is based on a 4 × 2 between subjects experiment with a final sample of 377 Spanish undergraduates. The study analyses four incidental moods that differ in the dimensions of valence and arousal, and their interaction effects with two atmospheric scenarios in a mall (exciting versus non-exciting atmospheres). Our findings support mood regulation theory for positive low-arousal individuals, and reject this theory for the rest of mood conditions. Additionally, arousal reduces customers' cognitive capabilities, confirming previous research. This means that high-arousal shoppers are not influenced by a mall environment. Finally, gender differences are only found within more frequent shoppers and for negative low-arousal (NLA) shoppers. Managerial implications are provided regarding the creation of relaxing areas or the stimulation of shoppers.

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“…In task‐orientated shopping environments, consumers prefer low‐arousal environments (Wirtz et al, ). Also in recreation‐oriented shopping trips, shoppers do not always prefer highly arousing shopping environments (Holmqvist and Lunardo, ; Wirtz et al, ). Furthermore, research indicates that complexity, an arousing property, decreases pleasure.…”

Section: Theoretical Backgroundmentioning

confidence: 99%

Atmospheric harmony in the retail environment: Its influence on store satisfaction and re‐patronage intention

Garaus

2016

J of Consumer Behaviour

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To trigger positive consumer responses, retailers spend large sums of money on arousing and entertaining store environment designs that do not always produce the desired positive consumer reactions. The current research provides a theoretical framework that offers an alternate explanation for shopper preferences regarding retail environments. Drawing on consumers' need for an environment that promotes understanding, this study indicates the importance of communicating a coherent store environment to effect store satisfaction and re‐patronage intention. Harmonious store environments facilitate understanding and comprehension; they enhance information processing and pleasure judgment. One laboratory experiment and one field experiment tested the proposed research framework. Insights from evolutionary and aesthetic psychology, consumer behavior research, and the Asian practice of Feng Shui all guided the manipulation of music and aesthetic design variables to create atmospheric harmony. The findings of both studies suggest that harmonious store environments increase pleasure and positively impact shopping satisfaction and re‐patronage intent, as mediated by shopping value. These findings offer a new perspective for creating pleasant store environments. Theoretical and practical implications are discussed. Copyright © 2016 John Wiley & Sons, Ltd.

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The impact of an exciting store environment on consumer pleasure and shopping intentions

Cited by 61 publications

References 5 publications

The relationship between consumer shopping stress and purchase abandonment in task-oriented and recreation-oriented consumers

The relationship between consumer shopping stress and purchase abandonment in task-oriented and recreation-oriented consumers

Atmospheric excitement, customers’ moods and gender: A study of young shoppers

Atmospheric harmony in the retail environment: Its influence on store satisfaction and re‐patronage intention

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