IDEAS home Printed from https://ideas.repec.org/a/eee/ijrema/v33y2016i1p213-215.html
   My bibliography  Save this article

Consumer responses to combined arousal-inducing stimuli

Author

Listed:
  • Das, Gopal
  • Hagtvedt, Henrik

Abstract

With a field study and a lab experiment, this research replicates and extends Mattila and Wirtz's (2001) finding that ambient stimuli are perceived more positively when their arousing qualities match versus mismatch. Relying on different in-store stimuli combinations (music, voice, visual images), results reveal a U-shaped pattern in which two high-arousal or two low-arousal stimuli jointly produce a more favorable influence on consumer evaluations of the store environment than do mixes of high-arousal and low-arousal stimuli. The effect is mediated by perceived fit.

Suggested Citation

  • Das, Gopal & Hagtvedt, Henrik, 2016. "Consumer responses to combined arousal-inducing stimuli," International Journal of Research in Marketing, Elsevier, vol. 33(1), pages 213-215.
  • Handle: RePEc:eee:ijrema:v:33:y:2016:i:1:p:213-215
    DOI: 10.1016/j.ijresmar.2015.11.003
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S016781161500138X
    Download Restriction: Full text for ScienceDirect subscribers only

    File URL: https://libkey.io/10.1016/j.ijresmar.2015.11.003?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Theodore J. Noseworthy & Fabrizio Di Muro & Kyle B. Murray, 2014. "The Role of Arousal in Congruity-Based Product Evaluation," Journal of Consumer Research, Oxford University Press, vol. 41(4), pages 1108-1126.
    2. Theodore J. Noseworthy & Fabrizio Di Muro & Kyle B. Murray, 2014. "The Role of Arousal in Congruity-Based Product Evaluation," Journal of Consumer Research, Oxford University Press, vol. 41(4), pages 1108-1126.
    3. Steenkamp, Jan-Benedict E M & Baumgartner, Hans, 1992. "The Role of Optimum Stimulation Level in Exploratory Consumer Behavior," Journal of Consumer Research, Oxford University Press, vol. 19(3), pages 434-448, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Dipayan Biswas & Kaisa Lund & Courtney Szocs, 2019. "Sounds like a healthy retail atmospheric strategy: Effects of ambient music and background noise on food sales," Journal of the Academy of Marketing Science, Springer, vol. 47(1), pages 37-55, January.
    2. Knoeferle, Klemens M. & Paus, Vilhelm Camillus & Vossen, Alexander, 2017. "An Upbeat Crowd: Fast In-store Music Alleviates Negative Effects of High Social Density on Customers’ Spending," Journal of Retailing, Elsevier, vol. 93(4), pages 541-549.
    3. Yan, Li & Murray, Kyle B., 2023. "The motivational dynamics of arousal and values in promoting sustainable behavior: A cognitive energetics perspective," International Journal of Research in Marketing, Elsevier, vol. 40(3), pages 679-699.
    4. Haoying Han & Noman Sahito & Thuy Van Thi Nguyen & Jinsoo Hwang & Muhammad Asif, 2019. "Exploring the Features of Sustainable Urban Form and the Factors that Provoke Shoppers towards Shopping Malls," Sustainability, MDPI, vol. 11(17), pages 1-20, September.
    5. Roy, Rajat & Das, Gopal, 2022. "The role of contextual factors in increasing Pay-What-You-Want payments: Evidence from field experiments," Journal of Business Research, Elsevier, vol. 139(C), pages 1540-1552.
    6. Das, Gopal & Wiener, Hillary J.D. & Kareklas, Ioannis, 2019. "To emoji or not to emoji? Examining the influence of emoji on consumer reactions to advertising," Journal of Business Research, Elsevier, vol. 96(C), pages 147-156.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Halkin Andrii, 2020. "Assessing the Utility of Retailer Based on Generalized Costs of End-Consumers," Foundations of Management, Sciendo, vol. 12(1), pages 31-42, January.
    2. Adam, Marc T.P. & Astor, Philipp J. & Krämer, Jan, 2016. "Affective Images, Emotion Regulation and Bidding Behavior: An Experiment on the Influence of Competition and Community Emotions in Internet Auctions," Journal of Interactive Marketing, Elsevier, vol. 35(C), pages 56-69.
    3. Kyra L Wiggin & Martin Reimann & Shailendra P Jain & Darren W Dahl & Margaret C Campbell & Paul M Herr, 2019. "Curiosity Tempts Indulgence," Journal of Consumer Research, Oxford University Press, vol. 45(6), pages 1194-1212.
    4. Gao, Xin & De Hooge, Ilona E. & Fischer, Arnout R.H., 2022. "Something underneath? Using a within-subjects design to examine schema congruity theory at an individual level," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    5. Darren W Dahl & Eileen Fischer & Gita V Johar & Vicki G Morwitz, 2017. "Making Sense from (Apparent) Senselessness: The JCR Lens," Journal of Consumer Research, Oxford University Press, vol. 44(4), pages 719-723.
    6. Philp, Matthew & Mantonakis, Antonia, 2020. "Guiding the consumer evaluation process and the probability of order-effects-in-choice," Journal of Business Research, Elsevier, vol. 112(C), pages 13-22.
    7. Anne Hamby & Cristel Russell, 2022. "How does ambivalence affect young consumers’ response to risky products?," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 841-863, July.
    8. Chun-Tuan Chang & Xing-Yu (Marcos) Chu, 2020. "The give and take of cause-related marketing: purchasing cause-related products licenses consumer indulgence," Journal of the Academy of Marketing Science, Springer, vol. 48(2), pages 203-221, March.
    9. Ethan Pancer & Lindsay McShane & Theodore J. Noseworthy, 2017. "Isolated Environmental Cues and Product Efficacy Penalties: The Color Green and Eco-labels," Journal of Business Ethics, Springer, vol. 143(1), pages 159-177, June.
    10. Gerrath, Maximilian H.E.E. & Biraglia, Alessandro, 2021. "How less congruent new products drive brand engagement: The role of curiosity," Journal of Business Research, Elsevier, vol. 127(C), pages 13-24.
    11. Dean C. H. Wilkie & Lester W. Johnson & Wynne W. Chin, 2018. "Does the type of attribute matter? Examining whether underlying factors explain product attribute preference," Journal of Brand Management, Palgrave Macmillan, vol. 25(4), pages 305-321, July.
    12. Das, Gopal & Wiener, Hillary J.D. & Kareklas, Ioannis, 2019. "To emoji or not to emoji? Examining the influence of emoji on consumer reactions to advertising," Journal of Business Research, Elsevier, vol. 96(C), pages 147-156.
    13. Bambauer-Sachse, Silke & Heinzle, Priska, 2018. "Comparative advertising for goods versus services: Effects of different types of product attributes through consumer reactance and activation on consumer response," Journal of Retailing and Consumer Services, Elsevier, vol. 44(C), pages 82-90.
    14. Guitart, Ivan A. & Hervet, Guillaume, 2017. "The impact of contextual television ads on online conversions: An application in the insurance industry," International Journal of Research in Marketing, Elsevier, vol. 34(2), pages 480-498.
    15. Shin, Eonyou & Lee, Jung Eun, 2021. "What makes consumers purchase apparel products through social shopping services that social media fashion influencers have worn?," Journal of Business Research, Elsevier, vol. 132(C), pages 416-428.
    16. Theodore J Noseworthy & Kyle B Murray & Fabrizio Di Muro & Gita JoharEditor & Page MoreauAssociate Editor, 2018. "When Two Wrongs Make a Right: Using Conjunctive Enablers to Enhance Evaluations for Extremely Incongruent New Products," Journal of Consumer Research, Oxford University Press, vol. 44(6), pages 1379-1396.
    17. Philp, Matthew & Jacobson, Jenna & Pancer, Ethan, 2022. "Predicting social media engagement with computer vision: An examination of food marketing on Instagram," Journal of Business Research, Elsevier, vol. 149(C), pages 736-747.
    18. Wen, Xiaohan (Hannah) & Kim, Shinhye & Bowen, Melanie, 2023. "Doing good by sharing messages: An investigation of “You Share, We Donate” campaigns and how they can attain viral success," Journal of Business Research, Elsevier, vol. 156(C).
    19. Andrii Galkin & Popova Yuliia & Bodnaruk Oksana & Zaika Yuliia & Chuprina Elena & Denys Shapovalenko & Oleg Kolonataievskyi, 2019. "Attractiveness Modeling of Retail on Emotional Fatigue of Consumers," South East European Journal of Economics and Business, Sciendo, vol. 14(2), pages 106-116, December.
    20. Figueiredo, Bernardo & Larsen, Hanne Pico & Bean, Jonathan, 2021. "The Cosmopolitan Servicescape," Journal of Retailing, Elsevier, vol. 97(2), pages 267-287.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:ijrema:v:33:y:2016:i:1:p:213-215. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/international-journal-of-research-in-marketing/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.