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Stimuli–organism-response framework: A meta-analytic review in the store environment


  • Vieira, Valter Afonso


The authors conduct a meta-analysis that aggregates empirical findings from the stimuli–organism–response (S–O–R) framework. In the retail field, research relies on the S–O–R paradigm to explain and present evidence pertaining to numerous environmental cues and their related effects on consumers' responses. However, the literature review provides positive, negative, and even null results in the S–O–R model, producing doubts about its generalization capacity in the retail field. The study provides a quantitative summary of the bivariate findings regarding the antecedents and the consequences of organism trait (i.e., emotions). The study here corroborates the generalizability of the results into S–O and O–R stages. The authors also confirm the emotions' dependency in the organism factor. The results show that the relationship between arousal and pleasure was significant and positive. Both emotions are responsible for much variation on hedonic and utilitarian motivation for shopping. Arousal-hedonic and pleasure-hedonic relationships have stronger effects from the 28 relationships, indicating that consumer emotions and recreational motivation for shopping are strongly associated. In addition, the study examines all identified studies in terms of the following relevant moderator-variables. Some of them were significant. The paper concludes with a discussion of the implications for practice and further research.

Suggested Citation

  • Vieira, Valter Afonso, 2013. "Stimuli–organism-response framework: A meta-analytic review in the store environment," Journal of Business Research, Elsevier, vol. 66(9), pages 1420-1426.
  • Handle: RePEc:eee:jbrese:v:66:y:2013:i:9:p:1420-1426
    DOI: 10.1016/j.jbusres.2012.05.009

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    References listed on IDEAS

    1. Ladhari, Riadh, 2007. "The movie experience: A revised approach to determinants of satisfaction," Journal of Business Research, Elsevier, vol. 60(5), pages 454-462, May.
    2. 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.
    3. Oliver, Richard L, 1993. " Cognitive, Affective, and Attribute BAses of the Satisfaction Response," Journal of Consumer Research, Oxford University Press, vol. 20(3), pages 418-430, December.
    4. Hui, Michael K & Bateson, John E G, 1991. " Perceived Control and the Effects of Crowding and Consumer Choice on the Service Experience," Journal of Consumer Research, Oxford University Press, vol. 18(2), pages 174-184, September.
    5. Wirtz, Jochen & Bateson, John E. G., 1999. "Consumer Satisfaction with Services: Integrating the Environment Perspective in Services Marketing into the Traditional Disconfirmation Paradigm," Journal of Business Research, Elsevier, vol. 44(1), pages 55-66, January.
    6. 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.
    7. John U. Farley & Donald R. Lehmann & Alan Sawyer, 1995. "Empirical Marketing Generalization Using Meta-Analysis," Marketing Science, INFORMS, vol. 14(3_supplem), pages 36-46.
    8. Mano, Haim & Oliver, Richard L, 1993. " Assessing the Dimensionality and Structure of the Consumption Experience: Evaluation, Feeling, and Satisfaction," Journal of Consumer Research, Oxford University Press, vol. 20(3), pages 451-466, December.
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    1. repec:eee:joreco:v:21:y:2014:i:5:p:764-772 is not listed on IDEAS
    2. repec:spr:infosf:v:17:y:2015:i:3:d:10.1007_s10796-014-9508-3 is not listed on IDEAS
    3. repec:eee:jbrese:v:85:y:2018:i:c:p:514-522 is not listed on IDEAS
    4. repec:eee:joreco:v:21:y:2014:i:5:p:851-859 is not listed on IDEAS
    5. Malhotra, Neeru & Sahadev, Sunil & Purani, Keyoor, 2017. "Psychological contract violation and customer intention to reuse online retailers: Exploring mediating and moderating mechanisms," Journal of Business Research, Elsevier, vol. 75(C), pages 17-28.
    6. repec:eee:joinma:v:28:y:2014:i:3:p:225-236 is not listed on IDEAS

    More about this item


    Arousal; Meta-analysis; Organism; Pleasure; Response; Stimulus;


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