IDEAS home Printed from https://ideas.repec.org/p/pra/mprapa/72707.html
   My bibliography  Save this paper

Effect of Store Atmosphere on Consumer Purchase Intention

Author

Listed:
  • Hussain, Riaz
  • Ali, Mazhar

Abstract

This paper aimed at identifying the effects of atmosphere on the consumer purchase intention in international retail chain outlets of Karachi, Pakistan. This was the first study, which investigated the collective impact of atmospheric variables at one point in time on purchase intention. This research was causal in nature. A sample of 300 consumers was taken who usually visited these outlets. Data was collected through a well-structured questionnaire and analyzed through regression analysis. Research findings indicate that atmospheric variables such as cleanliness, scent, lighting, and display/layout have a positive influence on consumers’ purchase intention; whereas music and color have insignificant impact on consumers’ purchase intention. The temperature has almost no impact on the purchase intention of the consumers. This study has important implication for Practitioners and Academicians.

Suggested Citation

  • Hussain, Riaz & Ali, Mazhar, 2015. "Effect of Store Atmosphere on Consumer Purchase Intention," MPRA Paper 72707, University Library of Munich, Germany.
    • Handle: RePEc:pra:mprapa:72707
    as

    Download full text from publisher

    File URL: https://mpra.ub.uni-muenchen.de/72707/1/MPRA_paper_72707.pdf
    File Function: original version
    Download Restriction: no
    ---><---

    Other versions of this item:

    References listed on IDEAS

    as
    1. Yoo, Changjo & Park, Jonghee & MacInnis, Deborah J., 1998. "Effects of Store Characteristics and In-Store Emotional Experiences on Store Attitude," Journal of Business Research, Elsevier, vol. 42(3), pages 253-263, July.
    2. Ridmi Gajanayake Author_Email: ridmig@gmail.com & Sashini Gajanayake & H.A.K.N.S. Surangi, 2011. "The Impact Of Selected Visual Merchandising Techniques On Patronage Intentions In Supermarkets (Study Based On Colombo District)," 2nd International Conference on Business and Economic Research (2nd ICBER 2011) Proceeding 2011-231, Conference Master Resources.
    3. Spangenberg, Eric R. & Sprott, David E. & Grohmann, Bianca & Tracy, Daniel L., 2006. "Gender-congruent ambient scent influences on approach and avoidance behaviors in a retail store," Journal of Business Research, Elsevier, vol. 59(12), pages 1281-1287, November.
    4. Morrin, Maureen & Ratneshwar, S., 2000. "The Impact of Ambient Scent on Evaluation, Attention, and Memory for Familiar and Unfamiliar Brands," Journal of Business Research, Elsevier, vol. 49(2), pages 157-165, August.
    5. Russell Abratt & Stephen Donald Goodey, 1990. "Unplanned buying and in‐store stimuli in supermarkets," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 11(2), pages 111-121, May.
    6. Tarsis Souza Silva & Janaina de Moura Engracia Giraldi, 2010. "The influence of store image on customer satisfaction: a case study of a shoe store," Brazilian Business Review, Fucape Business School, vol. 7(2), pages 60-77, May.
    7. 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.
    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. Phang Ing & Liew Ru Ven Ivan & Zaiton Osman, 2020. "The Relationship Between Malaysian Supermarket In-Store Shopping Experiences and Positive Word-of-Mouth," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 11(2), pages 115-115, March.
    2. Niros, Meletios & Niros, Angelica & Omri, Spyridon, 2022. "Do store atmosphere and playfulness matter during the ongoing pandemic crisis?," MPRA Paper 114026, University Library of Munich, Germany.
    3. Shuai Yang & Lei Li & Jiemin Zhang, 2018. "Understanding Consumers’ Sustainable Consumption Intention at China’s Double-11 Online Shopping Festival: An Extended Theory of Planned Behavior Model," Sustainability, MDPI, vol. 10(6), pages 1-19, May.
    4. Shahzad Nasim & Musarrat Shamshir, 2018. "Consumer Behavior Towards Shopping Malls: A Systematic Narrative Review," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 14(1), pages 81-94.
    5. Ganesh Dash & Debarun Chakraborty, 2021. "Digital Transformation of Marketing Strategies during a Pandemic: Evidence from an Emerging Economy during COVID-19," Sustainability, MDPI, vol. 13(12), pages 1-19, June.
    6. Shahzad Nasim, & Musarrat Shamshir, 2019. "Impact Of Landscaping Of Shopping-Mall On Customer Preferences: A Qualitative Study Of Shopping Malls Located In Karachi," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 15(2), pages 14-24.
    7. Ali, Mazhar & Amir, Dr.Huma & Shamsi, Dr.Aamir, 2021. "Consumer Herding Behavior in Online Buying: A Literature Review," MPRA Paper 107435, University Library of Munich, Germany.
    8. Jalal Rajeh Hanaysha, 2020. "Marketing Mix Elements and Corporate Social Responsibility: Do they Really Matter to Store Image?," Jindal Journal of Business Research, , vol. 9(1), pages 56-71, June.
    9. Shakaib Farid, Dania & Ali, Mazhar, 2018. "Effects of Personality on Impulsive Buying Behavior: Evidence from a Developing Country," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 5(1), pages 31-43.
    10. Jacinta Ana Neves & Ephrem Habtemichael Redda & Natasha de Klerk & Natasha de Klerk, 2018. "External Factors Influencing the Cognitive Response of Impulse Buying Behaviour amongst Generation Y Students," Journal of Economics and Behavioral Studies, AMH International, vol. 10(5), pages 264-273.
    11. Jinjing Yang & Cong Cao & Chensang Ye & Yangyan Shi, 2022. "Effects of Interface Design and Live Atmosphere on Consumers’ Impulse-Buying Behaviour from the Perspective of Human–Computer Interaction," Sustainability, MDPI, vol. 14(12), pages 1-21, June.
    12. Zhang, Lini & Zhao, Haidong, 2019. "Personal value vs. luxury value: What are Chinese luxury consumers shopping for when buying luxury fashion goods?," Journal of Retailing and Consumer Services, Elsevier, vol. 51(C), pages 62-71.
    13. Dan-Cristian Dabija & Veronica Câmpian & Anna-Rebeka Pop & Raluca Bãbu?, 2022. "Generating loyalty towards fast fashion stores: a cross-generational approach based on store attributes and socio-environmental responsibility," Oeconomia Copernicana, Institute of Economic Research, vol. 13(3), pages 891-934, September.
    14. Md. FarhanFaruqui & Fabliha Tasnim Hride, 2019. "Influence of Shelf Space Arrangement on Buying Behavior," International Journal of Business and Social Research, LAR Center Press, vol. 9(3), pages 52-60, March.
    15. Md. FarhanFaruqui & Fabliha Tasnim Hride, 2019. "Influence of Shelf Space Arrangement on Buying Behavior," International Journal of Business and Social Research, MIR Center for Socio-Economic Research, vol. 9(3), pages 52-60, March.
    16. Shahzad Nasim & Musarrat Shamshir, 2018. "Consumer Behavior Towards Shopping Malls: A Systematic Narrative Review," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 14(1), pages 14-17.
    17. Vannucci, Virginia & Dasmi, Costanza & Nechaeva, Olga & Pizzi, Gabriele & Aiello, Gaetano, 2023. "WHY do YOU care about me? The impact of retailers’ customer care activities on customer orientation perceptions and store patronage intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    18. Anastasia S. Saridou & Athanasios P. Vavatsikos & Evangelos Grigoroudis, 2024. "Multi-store consumer satisfaction benchmarking using spatial multiple criteria decision analysis," Operational Research, Springer, vol. 24(2), pages 1-26, June.
    19. Abbas N. Albarq, 2021. "Effect of Web atmospherics and satisfaction on purchase behavior: stimulus–organism–response model," Future Business Journal, Springer, vol. 7(1), pages 1-8, December.
    20. Hassaan Ahmed & Hadiqa Riaz, 2018. "IImpact of Store Environment on Impulse Buying (A case of International Modern Trade Retailers in Karachi)," KASBIT Business Journals (KBJ), Khadim Ali Shah Bukhari Institute of Technology (KASBIT), vol. 11(1), pages 57-76, December.
    21. Shahzad Nasim, & Musarrat Shamshir, 2019. "Impact Of Landscaping Of Shopping-Mall On Customer Preferences: A Qualitative Study Of Shopping Malls Located In Karachi," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 15(2), pages 15-12.

    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. 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.
    2. 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.
    3. 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.
    4. Errajaa, Karim & Daucé, Bruno & Legohérel, Patrick, 2020. "Consumer reactions to olfactory congruence with brand image," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
    5. Shahzad Nasim, & Musarrat Shamshir, 2019. "Impact Of Landscaping Of Shopping-Mall On Customer Preferences: A Qualitative Study Of Shopping Malls Located In Karachi," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 15(2), pages 14-24.
    6. 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.
    7. Haase, Janina & Wiedmann, Klaus-Peter, 2020. "The implicit sensory association test (ISAT): A measurement approach for sensory perception," Journal of Business Research, Elsevier, vol. 109(C), pages 236-245.
    8. Furnham, Adrian & Milner, Rebecca, 2013. "The impact of mood on customer behavior: Staff mood and environmental factors," Journal of Retailing and Consumer Services, Elsevier, vol. 20(6), pages 634-641.
    9. Herrmann, Andreas & Zidansek, Manja & Sprott, David E. & Spangenberg, Eric R., 2013. "The Power of Simplicity: Processing Fluency and the Effects of Olfactory Cues on Retail Sales," Journal of Retailing, Elsevier, vol. 89(1), pages 30-43.
    10. Kechagia, Varvara & Drichoutis, Andreas C., 2017. "The effect of olfactory sensory cues on willingness to pay and choice under risk," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 70(C), pages 33-46.
    11. Just, David R. & Gabrielyan, Gnel, 2018. "Influencing the food choices of SNAP consumers: Lessons from economics, psychology and marketing," Food Policy, Elsevier, vol. 79(C), pages 309-317.
    12. Martin Amsteus & Vidar Hwang, 2015. "Scent in Mail: The Effect of Scented Direct Mailings," Journal of Economics and Behavioral Studies, AMH International, vol. 7(6), pages 24-33.
    13. Roschk, Holger & Loureiro, Sandra Maria Correia & Breitsohl, Jan, 2017. "Calibrating 30 Years of Experimental Research: A Meta-Analysis of the Atmospheric Effects of Music, Scent, and Color," Journal of Retailing, Elsevier, vol. 93(2), pages 228-240.
    14. Andreas C. Drichoutis & Varvara Kechagia, 2016. "The effect of olfactory sensory cues on economic decision making," Working Papers 2016-4, Agricultural University of Athens, Department Of Agricultural Economics.
    15. Dennis, Charles & Newman, Andrew & Michon, Richard & Josko Brakus, J. & Tiu Wright, Len, 2010. "The mediating effects of perception and emotion: Digital signage in mall atmospherics," Journal of Retailing and Consumer Services, Elsevier, vol. 17(3), pages 205-215.
    16. 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.
    17. Sabrina ELBACHIR & Abderrahmane CHENINI, 2016. "The Emotional States of the Consumer in Stores: The PA (Pleasure-Arousal) Adapted to the Algerian Context," Expert Journal of Marketing, Sprint Investify, vol. 4(1), pages 10-19.
    18. Carnevale, Marina & Hadi, Rhonda & Luna, David & Pogacar, Ruth, 2023. "Follow your nose when it sounds right: How brand names influence consumer responses to product scents," Journal of Business Research, Elsevier, vol. 157(C).
    19. Sharma, Varun & Estes, Zachary, 2024. "Seeing is smelling: Pictures improve product evaluations by evoking olfactory imagery," International Journal of Research in Marketing, Elsevier, vol. 41(2), pages 282-307.
    20. Allard, Thomas & Babin, Barry & Chebat, Jean-Charles & Crispo, Martine, 2009. "Reinventing the branch: An empirical assessment of banking strategies to environmental differentiation," Journal of Retailing and Consumer Services, Elsevier, vol. 16(6), pages 442-450.

    More about this item

    Keywords

    store atmosphere; shopping environment; cleanliness; scent; lighting; temperature; music; display/layout; purchase intention;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • M39 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Other

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    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:pra:mprapa:72707. 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: Joachim Winter (email available below). General contact details of provider: https://edirc.repec.org/data/vfmunde.html .

    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.