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Is anticipation delicious? Visceral factors as mediators of the effect of olfactory cues on purchase intentions

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  • Moore, David J.

Abstract

In examining the way olfactory cues influence consumer behavior, this paper pays special attention to the crucial role of visceral factors — generally defined as ‘hot’ overwhelming urges driven by sexual lust, thirst, or hunger. Our investigation is limited to hunger driven visceral impulses, which we call ‘appetitive motivational drive states’. The results indicate that food aroma indirectly influences purchase intentions through the mediation of appetitive drive states such as taste anticipation, subjective expected pleasure, and taste enjoyment. Structural equation modeling demonstrated that food aroma as the predictor variable first activates taste anticipation, which plays a pivotal role in stimulating both subjective expected pleasure and taste enjoyment. Implications for marketing theory and industry practice are also discussed in light of the fact that visceral states can exert an unwelcome influence on purchase intentions and eating behavior.

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  • Moore, David J., 2014. "Is anticipation delicious? Visceral factors as mediators of the effect of olfactory cues on purchase intentions," Journal of Business Research, Elsevier, vol. 67(9), pages 2045-2051.
    • Handle: RePEc:eee:jbrese:v:67:y:2014:i:9:p:2045-2051
    DOI: 10.1016/j.jbusres.2013.10.005
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    Cited by:

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    2. Liu, Stephanie Q. & Bogicevic, Vanja & Mattila, Anna S., 2018. "Circular vs. angular servicescape: “Shaping” customer response to a fast service encounter pace," Journal of Business Research, Elsevier, vol. 89(C), pages 47-56.
    3. Cowan, Kirsten, 2020. "Anything you can imagine is possible: How imagining can overcome visceral drive states elicited in promotional advertising," Journal of Business Research, Elsevier, vol. 120(C), pages 529-538.
    4. Francisco I. Vega-Gómez & Francisco J. Miranda-Gonzalez & Jesús Pérez Mayo & Óscar Rodrigo González-López & Laura Pascual-Nebreda, 2020. "The Scent of Art. Perception, Evaluation, and Behaviour in a Museum in Response to Olfactory Marketing," Sustainability, MDPI, vol. 12(4), pages 1-15, February.
    5. Leenders, Mark A.A.M. & Smidts, Ale & Haji, Anouar El, 2019. "Ambient scent as a mood inducer in supermarkets: The role of scent intensity and time-pressure of shoppers," Journal of Retailing and Consumer Services, Elsevier, vol. 48(C), pages 270-280.

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