Atmospheric Affect as a Tool for Creating Value and Gaining Share of Customer

Document Type

Article

Publication Date

8-1-2000

Department

Marketing and Fashion Merchandising

Abstract

Can the retail atmosphere he useful in developing long-lasting relationships with consumers! This research addresses this question by investigating the impact of positive and negative affect associated with ambient environmental conditions. A hey dependent variable is conceptualized and validated and captures the proportion of business a customer spends in one location relative to a store's direct competitors. Structural equation results suggest that both positive affect and negative affect impact this measure, but the impact is facilitated through both feelings' relationship with hedonic and utilitarian shopping value. (C) 2000 Elsevier Science Inc. All rights reserved.

Publication Title

Journal of Business Research

Volume

49

Issue

2

First Page

91

Last Page

99

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