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A study of the relationships among sensory experience, emotion, and buying behavior in coffeehouse chains

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  • Hsi-Tien Chen

    (National Chin-Yi University of Technology)

  • Yun-Tsan Lin

    (National Chin-Yi University of Technology)

Abstract

Studies that simultaneously explore the effects of sensory experience on consumer emotions and behavior are rare. This paper builds a model of buying behavior based on sensory experience, 570 valid questionnaires were obtained from coffeehouse customers. Using structural equation modeling and multiple regression analysis, this paper validates the concept model and verifies that sensory experience is a significant antecedent to buying behavior. This study indicates that certain sensory experiences significantly influence emotion. Emotion also plays a mediating role in the relationship between sensory experience and behavioral intentions. The findings are theoretically and practically profound as they address the relationships among sensory experience, consumer emotions, behavioral intentions, and buying behavior, as well as explore how the five senses affect emotions and buying behavior. This paper concludes by indicating managerial implications and research limitations.

Suggested Citation

  • Hsi-Tien Chen & Yun-Tsan Lin, 2018. "A study of the relationships among sensory experience, emotion, and buying behavior in coffeehouse chains," Service Business, Springer;Pan-Pacific Business Association, vol. 12(3), pages 551-573, September.
    • Handle: RePEc:spr:svcbiz:v:12:y:2018:i:3:d:10.1007_s11628-017-0354-5
    DOI: 10.1007/s11628-017-0354-5
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    References listed on IDEAS

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    Cited by:

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    4. Ralf C. Buckley, 2022. "Sensory and Emotional Components in Tourist Memories of Wildlife Encounters: Intense, Detailed, and Long-Lasting Recollections of Individual Incidents," Sustainability, MDPI, vol. 14(8), pages 1-12, April.
    5. Edward C. S. Ku & Chun-Der Chen, 2020. "Flying on the clouds: how mobile applications enhance impulsive buying of low cost carriers," Service Business, Springer;Pan-Pacific Business Association, vol. 14(1), pages 23-45, March.
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    8. Wee-Kheng Tan & Chia-Hua Fan, 2023. "Does destination advertisement affect travel motivation, emotion regulation, and visit intention formation?," Service Business, Springer;Pan-Pacific Business Association, vol. 17(2), pages 579-606, June.

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