Building on models of crossmodal attention, the present research proposes that brand search is inherently multisensory, in that the consumers' visual search for a specific brand can be facilitated by semantically related stimuli that are presented in another sensory modality. A series of five experiments demonstrates that the presentation of spatially non-predictive auditory stimuli associated with products (e.g., usage sounds or product-related jingles) can crossmodally facilitate consumers' visual search for, and selection of, products. Eye-tracking data (Experiment 2) revealed that the crossmodal effect of auditory cues on visual search manifested itself not only in reaction times, but also in the earliest stages of visual attentional processing, thus suggesting that the semantic information embedded within sounds can modulate the perceptual saliency of the target products' visual representations. Crossmodal facilitation was even observed for newly-learnt associations between unfamiliar brands and sonic logos, implicating multisensory short-term learning in establishing audiovisual semantic associations. The facilitation effect was stronger when searching complex rather than simple visual displays, thus suggesting a modulatory role of perceptual load. : visual attention; product search; crossmodal; sound; learning MULTISENSORY BRAND SEARCH 4 Multisensory Brand Search:
KeywordsHow the Meaning of Sounds Guides Consumers' Visual AttentionSearching for a product, no matter whether in a traditional retail environment or in an online store, can be challenging. A typical shopper may be exposed to as many as 1,000 different products and brands per minute whilst strolling down the aisles of the typical supermarket (Robinson 1999). In light of this overwhelming product choice, reducing the visual search time, and facilitating the customer's search for specific products (or product categories) is of great interest to marketers (see Wedel and Pieters 2007, for a review detailing the importance of visual attention in marketing).One way in which this could be achieved is by engaging/stimulating the customer's other senses. However, these studies have typically used "basic", decontextualized stimuli (e.g., rotated line segments and Gabor patches) and require hundreds of within-participant trials to obtain relatively small effects. It thus remains an open question as to whether multisensory stimulation substantially affects consumers' search behaviour in real-life settings and in the more complex human-made environments of consumer search. Indeed, in the consumer behaviour literature, the potential effects of crossmodal stimulation on visual processing have largely been neglected (but see Hagtvedt and Brasel, in press). In particular, studies examining consumers' brand search have focused on the visual modality (e.g., Atalay, Bodur, and Rasolofoarison 2012;Pieters and Warlop 1999;Van der Lans, Pieters, and Wedel 2008).
MULTISENSORY BRAND SEARCH 5To address this gap in the literature, the present paper examine...