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When atmospherics lead to inferences of manipulative intent: Its effects on trust and attitude

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  • Lunardo, Renaud
  • Mbengue, Ababacar
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    Abstract

    The atmosphere of a retail store is a powerful marketing tool for influencing consumer behavior to the benefit of the retailer. This article explores the case where consumers perceive the store environment as a manipulative tool in use by the retailer. This article hypothesizes that incongruent store environments urge consumers to make inferences of manipulative intent (IMI) from the retailers, and that those inferences negatively influence consumer's perception of the retailers' integrity, and attitudes toward the atmosphere and the retailers. Empirical results from an experiment confirm the hypotheses.

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    File URL: http://www.sciencedirect.com/science/article/pii/S0148296311001949
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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 66 (2013)
    Issue (Month): 7 ()
    Pages: 823-830

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    Handle: RePEc:eee:jbrese:v:66:y:2013:i:7:p:823-830

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    Web page: http://www.elsevier.com/locate/jbusres

    Related research

    Keywords: Atmospherics; Inferences of manipulative intent; Integrity; Attitude;

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    1. Friestad, Marian & Wright, Peter, 1994. " The Persuasion Knowledge Model: How People Cope with Persuasion Attempts," Journal of Consumer Research, University of Chicago Press, vol. 21(1), pages 1-31, June.
    2. Blomqvist, Kirsimarja, 1997. "The many faces of trust," Scandinavian Journal of Management, Elsevier, vol. 13(3), pages 271-286, September.
    3. Spangenberg, Eric R. & Grohmann, Bianca & Sprott, David E., 2005. "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, Elsevier, vol. 58(11), pages 1583-1589, November.
    4. Cotte, June & Coulter, Robin A. & Moore, Melissa, 2005. "Enhancing or disrupting guilt: the role of ad credibility and perceived manipulative intent," Journal of Business Research, Elsevier, vol. 58(3), pages 361-368, March.
    5. Chebat, Jean-Charles & Michon, Richard, 2003. "Impact of ambient odors on mall shoppers' emotions, cognition, and spending: A test of competitive causal theories," Journal of Business Research, Elsevier, vol. 56(7), pages 529-539, July.
    6. Gardner, Meryl Paula, 1985. " Mood States and Consumer Behavior: A Critical Review," Journal of Consumer Research, University of Chicago Press, vol. 12(3), pages 281-300, December.
    7. Swinyard, William R, 1993. " The Effects of Mood, Involvement, and Quality of Store Experience on Shopping Intentions," Journal of Consumer Research, University of Chicago Press, vol. 20(2), pages 271-80, September.
    8. Turley, L. W. & Milliman, Ronald E., 2000. "Atmospheric Effects on Shopping Behavior: A Review of the Experimental Evidence," Journal of Business Research, Elsevier, vol. 49(2), pages 193-211, August.
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