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In-store music affects product choice

Author

Listed:
  • Adrian C. North

    (Music Research Group, University of Leicester)

  • David J. Hargreaves

    (Music Research Group, University of Leicester)

  • Jennifer McKendrick

    (Music Research Group, University of Leicester)

Abstract

Royalty payments for non-broadcast commercial uses of music in 1995 amounted to £53.8 million in the UK alone1. Research on music and consumer behaviour2,3 has, however, almost completely ignored the potential effect of in-store music on purchasing and particularly on product choice. By investigating the purchasing of German and French wines we have found that musical ‘fit’ has a profound influence on product choice.

Suggested Citation

  • Adrian C. North & David J. Hargreaves & Jennifer McKendrick, 1997. "In-store music affects product choice," Nature, Nature, vol. 390(6656), pages 132-132, November.
    • Handle: RePEc:nat:nature:v:390:y:1997:i:6656:d:10.1038_36484
    DOI: 10.1038/36484
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    Cited by:

    1. 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.
    2. Sunhee Choi & Sangno Lee & Wesley Friske, 2018. "The Effects of Featured Advertising and Package Labeling on Sustainability of Cause-Related Marketing (CRM) Products," Sustainability, MDPI, vol. 10(9), pages 1-12, August.
    3. 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.
    4. 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.
    5. Marion Garaus & Udo Wagner, 2019. "Lost in the Store: Assessing the Confusion Potential of Store Environments," Schmalenbach Business Review, Springer;Schmalenbach-Gesellschaft, vol. 71(4), pages 413-441, October.
    6. Yoganathan, Vignesh & Osburg, Victoria-Sophie & Akhtar, Pervaiz, 2019. "Sensory stimulation for sensible consumption: Multisensory marketing for e-tailing of ethical brands," Journal of Business Research, Elsevier, vol. 96(C), pages 386-396.
    7. Esteky, Sina, 2021. "Chirping birds and barking dogs: The interactive effect of ambient sensory cue source and valence on consumers’ choice of natural products," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    8. Weber, Elke U. & Johnson, Eric J., 2012. "Psychology and behavioral economics lessons for the design of a green growth strategy," Policy Research Working Paper Series 6240, The World Bank.

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