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Linking atmospherics to shopping outcomes: The role of the desire to stay

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  • Elmashhara, Maher Georges
  • Soares, Ana Maria

Abstract

This study relies on the Stimulus-Organism-Response (S–O-R) paradigm to explore the mediating role of the desire to stay at the shopping mall in the relationship between shopper positive attitudes towards three atmospheric cues (color schemes, lighting, and music) and the shopping outcomes of shopper satisfaction, positive Word-of-Mouth (WOM) and patronage intentions. Moreover, the study elaborates on the path from the desire to stay to positive WOM and patronage intentions by considering the mediating role of shopper satisfaction. A survey-based study comprising a sample size of 451 mall shoppers has been developed to test the proposed research model. The results indicate that the desire to stay mediates the relationship between shoppers’ positive attitudes towards color schemes and music, on one hand, and shopper satisfaction and positive WOM, on the other hand. Although the desire to stay has a direct effect on positive WOM, it does not directly impact patronage intention. However, the latter path becomes significant when considering the mediating role of shopper satisfaction, indicating that satisfying mall stays enhance desirable outcomes. Based on these findings, implications for theory and retailers are discussed.

Suggested Citation

  • Elmashhara, Maher Georges & Soares, Ana Maria, 2022. "Linking atmospherics to shopping outcomes: The role of the desire to stay," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    • Handle: RePEc:eee:joreco:v:64:y:2022:i:c:s0969698921003106
    DOI: 10.1016/j.jretconser.2021.102744
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