IDEAS home Printed from https://ideas.repec.org/a/kap/mktlet/v23y2012i1p325-337.html
   My bibliography  Save this article

It is all in the mix: The interactive effect of music tempo and mode on in-store sales

Author

Listed:
  • Klemens Knoferle
  • Eric Spangenberg
  • Andreas Herrmann
  • Jan Landwehr

Abstract

No abstract is available for this item.

Suggested Citation

  • Klemens Knoferle & Eric Spangenberg & Andreas Herrmann & Jan Landwehr, 2012. "It is all in the mix: The interactive effect of music tempo and mode on in-store sales," Marketing Letters, Springer, vol. 23(1), pages 325-337, March.
    • Handle: RePEc:kap:mktlet:v:23:y:2012:i:1:p:325-337
    DOI: 10.1007/s11002-011-9156-z
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1007/s11002-011-9156-z
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1007/s11002-011-9156-z?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. Chebat, Jean-Charles & Chebat, Claire Gelinas & Vaillant, Dominique, 2001. "Environmental background music and in-store selling," Journal of Business Research, Elsevier, vol. 54(2), pages 115-123, November.
    2. Garlin, Francine V. & Owen, Katherine, 2006. "Setting the tone with the tune: A meta-analytic review of the effects of background music in retail settings," Journal of Business Research, Elsevier, vol. 59(6), pages 755-764, June.
    3. Yalch, Richard F. & Spangenberg, Eric R., 2000. "The Effects of Music in a Retail Setting on Real and Perceived Shopping Times," Journal of Business Research, Elsevier, vol. 49(2), pages 139-147, August.
    4. Cryder, Cynthia E. & Lerner, Jennifer & Gross, James J. & Dahl, Ronald E., 2008. "Misery Is Not Miserly," Scholarly Articles 37093805, Harvard Kennedy School of Government.
    5. 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.
    6. 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.
    7. Morrison, Michael & Beverland, Michael, 2003. "In search of the right in-store music," Business Horizons, Elsevier, vol. 46(6), pages 77-82.
    8. Murray, Kyle B. & Di Muro, Fabrizio & Finn, Adam & Popkowski Leszczyc, Peter, 2010. "The effect of weather on consumer spending," Journal of Retailing and Consumer Services, Elsevier, vol. 17(6), pages 512-520.
    9. Morrison, Michael & Gan, Sarah & Dubelaar, Chris & Oppewal, Harmen, 2011. "In-store music and aroma influences on shopper behavior and satisfaction," Journal of Business Research, Elsevier, vol. 64(6), pages 558-564, June.
    10. Noah J. Goldstein & Robert B. Cialdini & Vladas Griskevicius, 2008. "A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(3), pages 472-482, March.
    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. Jack Coffin & Andreas Chatzidakis, 2021. "The Möbius strip of market spatiality: mobilizing transdisciplinary dialogues between CCT and the marketing mainstream," AMS Review, Springer;Academy of Marketing Science, vol. 11(1), pages 40-59, June.
    2. 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.
    3. Jun Lee & Adam Jatowt & Kyoung‐Sook Kim, 2021. "Discovering underlying sensations of human emotions based on social media," Journal of the Association for Information Science & Technology, Association for Information Science & Technology, vol. 72(4), pages 417-432, April.
    4. Roggeveen, Anne L. & Grewal, Dhruv & Schweiger, Elisa B., 2020. "The DAST Framework for Retail Atmospherics: The Impact of In- and Out-of-Store Retail Journey Touchpoints on the Customer Experience," Journal of Retailing, Elsevier, vol. 96(1), pages 128-137.
    5. Doucé, Lieve & Adams, Carmen, 2020. "Sensory overload in a shopping environment: Not every sensory modality leads to too much stimulation," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    6. Errajaa, Karim & Hombourger-Barès, Sabrina & Audrain-Pontevia, Anne-Françoise, 2022. "Effects of the in-store crowd and employee perceptions on intentions to revisit and word-of-mouth via transactional satisfaction: A SOR approach," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    7. Hanks, Andrew S. & Just, David R. & Wansink, Brian, 2012. "Trigger Foods: The Influence of “Irrelevant” Alternatives in School Lunchrooms," Agricultural and Resource Economics Review, Northeastern Agricultural and Resource Economics Association, vol. 41(1), pages 1-10, April.
    8. Michel, Anne & Baumann, Chris & Gayer, Leonie, 2017. "Thank you for the music – or not? The effects of in-store music in service settings," Journal of Retailing and Consumer Services, Elsevier, vol. 36(C), pages 21-32.
    9. 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.
    10. Alberto Mattiacci & Riccardo Resciniti, 2015. "A ciascuno la sua musica. l?effetto della notoriet? della musica di sottofondo sul comportamento d?acquisto nei punti vendita," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2015(3), pages 15-34.
    11. 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.
    12. Imschloss, Monika & Kuehnl, Christina, 2019. "Feel the Music! Exploring the Cross-modal Correspondence between Music and Haptic Perceptions of Softness," Journal of Retailing, Elsevier, vol. 95(4), pages 158-169.

    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. Meda Roxana Burghelea & Ioan Plaias & Jaafar El-Murad, 2015. "The Effects of Music as an Atmospheric Variable on Consumer Behaviour in the Context of Retailing and Service Environments," International Conference on Marketing and Business Development Journal, The Bucharest University of Economic Studies, vol. 1(1), pages 377-392, July.
    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. Michel, Anne & Baumann, Chris & Gayer, Leonie, 2017. "Thank you for the music – or not? The effects of in-store music in service settings," Journal of Retailing and Consumer Services, Elsevier, vol. 36(C), pages 21-32.
    4. Imschloss, Monika & Kuehnl, Christina, 2019. "Feel the Music! Exploring the Cross-modal Correspondence between Music and Haptic Perceptions of Softness," Journal of Retailing, Elsevier, vol. 95(4), pages 158-169.
    5. Helmefalk, Miralem & Hultén, Bertil, 2017. "Multi-sensory congruent cues in designing retail store atmosphere: Effects on shoppers’ emotions and purchase behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 38(C), pages 1-11.
    6. Jacob, Isaac & Khanna, Monica & Rai, Krupa A., 2020. "Attribution analysis of luxury brands: An investigation into consumer-brand congruence through conspicuous consumption," Journal of Business Research, Elsevier, vol. 116(C), pages 597-607.
    7. North, Adrian C. & Sheridan, Lorraine P. & Areni, Charles S., 2016. "Music Congruity Effects on Product Memory, Perception, and Choice," Journal of Retailing, Elsevier, vol. 92(1), pages 83-95.
    8. Demoulin, Nathalie T.M., 2011. "Music congruency in a service setting: The mediating role of emotional and cognitive responses," Journal of Retailing and Consumer Services, Elsevier, vol. 18(1), pages 10-18.
    9. 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.
    10. Puligadda, Sanjay & VanBergen, Noah, 2023. "The influence of sound logo instruments on brand personality perceptions: An investigation of brand ruggedness and sophistication," Journal of Business Research, Elsevier, vol. 156(C).
    11. Beverland, Michael & Lim, Elison Ai Ching & Morrison, Michael & Terziovski, Mile, 2006. "In-store music and consumer-brand relationships: Relational transformation following experiences of (mis)fit," Journal of Business Research, Elsevier, vol. 59(9), pages 982-989, September.
    12. Chandan Parsad & Sanjeev Prashar & Vijay Sai Tata, 2017. "Understanding nature of store ambiance and individual impulse buying tendency on impulsive purchasing behaviour: an emerging market perspective," DECISION: Official Journal of the Indian Institute of Management Calcutta, Springer;Indian Institute of Management Calcutta, vol. 44(4), pages 297-311, December.
    13. Errajaa, Karim & Legohérel, Patrick & Daucé, Bruno, 2018. "Immersion and emotional reactions to the ambiance of a multiservice space: The role of perceived congruence between odor and brand image," Journal of Retailing and Consumer Services, Elsevier, vol. 40(C), pages 100-108.
    14. Doucé, Lieve & Adams, Carmen, 2020. "Sensory overload in a shopping environment: Not every sensory modality leads to too much stimulation," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    15. Muhammad Bilal Gulfraz & Xiong Wei, 2019. "Impact of Sales Person’s Customer Orientation, In-Store Promotions and In-Store Environment on Impulsive Buying Mediated by Urge: The Moderating Role of Impulsive Buying Tendency," International Journal of Science and Business, IJSAB International, vol. 3(6), pages 99-117.
    16. Errajaa, Karim & Hombourger-Barès, Sabrina & Audrain-Pontevia, Anne-Françoise, 2022. "Effects of the in-store crowd and employee perceptions on intentions to revisit and word-of-mouth via transactional satisfaction: A SOR approach," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    17. Diogo Conque Seco Ferreira & Jorge Mendes Oliveira-Castro, 2010. "Effects of background music on consumer behaviour: behavioural account of the consumer setting," The Service Industries Journal, Taylor & Francis Journals, vol. 31(15), pages 2571-2585, September.
    18. Daunfeldt, Sven-Olov & Moradi, Jasmine & Rudholm, Niklas & Öberg, Christina, 2019. "Effects of employees’ opportunities to influence in-store music on sales: Evidence from a field experiment," HFI Working Papers 4, Institute of Retail Economics (Handelns Forskningsinstitut).
    19. José Verissimo & Rui Alves Pereira, 2013. "The Effect Of Ambient Scent On Moviegoers’ Behavior," Portuguese Journal of Management Studies, ISEG, Universidade de Lisboa, vol. 0(2), pages 67-80.
    20. Eliane Schreuder & Jan van Erp & Alexander Toet & Victor L. Kallen, 2016. "Emotional Responses to Multisensory Environmental Stimuli," SAGE Open, , vol. 6(1), pages 21582440166, February.

    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:kap:mktlet:v:23:y:2012:i:1:p:325-337. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    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.