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Store environment and consumer purchase behavior: Mediating role of consumer emotions
Author(s) -
Sherman Elaine,
Mathur Anil,
Smith Ruth Belk
Publication year - 1997
Publication title -
psychology and marketing
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.035
H-Index - 116
eISSN - 1520-6793
pISSN - 0742-6046
DOI - 10.1002/(sici)1520-6793(199707)14:4<361::aid-mar4>3.0.co;2-7
Subject(s) - pleasure , psychology , consumer behaviour , advertising , cognition , arousal , marketing , business , social psychology , neuroscience
This article presents a large‐scale cross‐sectional field study of the effectof store environment on consumer emotions and the resulting influenceon aspects of consumer behavior with actual shopping behavior used as anexample. Cast into a stimulus–organism–responseframework, the results suggest that a consumer's emotions can bea mediating factor in the purchase process. In this study, we identifyand explore how store environment and emotional states may influencevarious dimensions of purchase behavior. This research confirms thatalthough cognitive factors may largely account for store selection andfor most planned purchases within the store, the environment in the storeand the emotional state of consumers may be important determinants ofpurchase behavior. This research has many pragmatic applications,because pleasure was associated with the amount of money spent and affinityfor the store, whereas arousal was associated with money spent in the store,time spent in the store, and the number of items purchased in the store. © 1997 John Wiley & Sons, Inc.