Person-Place Congruency

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).

[1]  J. Herrington,et al.  Effects of music in service environments: a field study , 1996 .

[2]  J. Chébat,et al.  Impact of ambient odors on mall shoppers' emotions, cognition, and spending: A test of competitive causal theories , 2003 .

[3]  P. Bone,et al.  Olfaction as a cue for product quality , 1992 .

[4]  J. Russell,et al.  An approach to environmental psychology , 1974 .

[5]  J. Steenkamp,et al.  The Role of Optimum Stimulation Level in Exploratory Consumer Behavior , 1992 .

[6]  B. Kahn,et al.  There's Something in the Air: Effects of Congruent or Incongruent Ambient Odor on Consumer Decision Making , 1995 .

[7]  J. Chébat,et al.  Interactive Effects of Musical and Visual Cues on Time Perception: An Application to Waiting Lines in Banks , 1993, Perceptual and motor skills.

[8]  Richard F. Yalch,et al.  Effects of Store Music on Shopping Behavior , 1990 .

[9]  Marsha L. Richins.  Measuring Emotions in the Consumption Experience , 1997 .

[10]  William R. Darden,et al.  Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value , 1994 .

[11]  Radhika Puri,et al.  Measuring and Modifying Consumer Impulsiveness: A Cost-Benefit Accessibility Framework , 1996 .

[12]  Maureen Morrin,et al.  The Impact of Ambient Scent on Evaluation, Attention, and Memory for Familiar and Unfamiliar Brands , 2000 .

[13]  Jochen Wirtz,et al.  Congruency of Scent and Music As a Driver of In-Store Evaluations and Behavior , 2001 .

[14]  Dennis W. Rook.  The Buying Impulse , 1987 .

[15]  S. Beatty,et al.  Impulse buying: Modeling its precursors , 1998 .

[16]  David Sprott,et al.  It's beginning to smell (and sound) a lot like Christmas: the interactive effects of ambient scent and music in a retail setting , 2005 .

[17]  J. Chébat,et al.  Cross-cultural mall shopping values and habitats: A comparison between English- and French-speaking Canadians , 2004 .

[18]  James J. Kellaris,et al.  The influence of music on consumers' temporal perceptions: Does time fly when you're having fun? , 1992 .

[19]  Maureen Morrin,et al.  Does it Make Sense to Use Scents to Enhance Brand Memory? , 2003 .

[20]  J. Beattie,et al.  Gender identity and material symbols: objects and decision considerations in impulse purchases , 1995 .

[21]  P. Bone,et al.  Scents in the marketplace: explaining a fraction of olfaction , 1999 .

[22]  Ronald J. Faber,et al.  Compulsive Buying: A Phenomenological Exploration , 1989 .

[23]  Laurette Dubé,et al.  The effects of background music on consumers' desire to affiliate in buyer‐seller interactions , 1995 .

[24]  Sigfredo A. Hernandez.  The division of housework: Choice and exchange , 1990 .

[25]  I. Bruner.  Music, Mood, and Marketing: , 1990 .

[26]  R. E. Milliman,et al.  The Influence of Background Music on the Behavior of Restaurant Patrons , 1986 .

[27]  Sevgin Eroğlu,et al.  Describing and Measuring Emotional Response to Shopping Experience , 2000 .

[28]  Pamela W. Henderson,et al.  Improving the Store Environment: Do Olfactory Cues Affect Evaluations and Behaviors? , 1996 .

[29]  C. McDaniel,et al.  A profile of browsers in regional shopping malls , 1987 .

[30]  R. E. Milliman,et al.  Atmospheric Effects on Shopping Behavior: A Review of the Experimental Evidence , 2000 .

[31]  A. E. Crowley,et al.  The effects of color in store design. , 1983 .

[32]  Peter Weinberg,et al.  Impulsive consumer buying as a result of emotions , 1982 .

[33]  R. E. Milliman.  Using Background Music to Affect the Behavior of Supermarket Shoppers , 1982 .

[34]  James J. Kellaris,et al.  The influence of tempo, loudness, and gender of listener on responses to music , 1993 .

[35]  P. S. Raju.  Optimum Stimulation Level: Its Relationship to Personality, Demographics, and Exploratory Behavior , 1980 .

[36]  J. Fisher,et al.  Situation-specific variables as determinants of perceived environmental aesthetic quality and perceived crowdedness , 1974 .

[37]  J. Chébat,et al.  Does Background Music in a Store Enhance Salespersons' Persuasiveness? , 2000, Perceptual and motor skills.

[38]  James J. Kellaris,et al.  An exploratory investigation of responses elicited by music varying in tempo, tonality, and texture , 1993 .

[39]  J. Turner.  Human Emotions: A Sociological Theory , 2007 .

[40]  C. W. Park,et al.  Consumer Response to Television Commercials: The Impact of Involvement and Background Music on Brand Attitude Formation , 1986 .

[41]  Mary Jo Bitner,et al.  Servicescapes: The Impact of Physical Surroundings on Customers and Employees: , 1992 .