Atmospheric Affect as a Tool for Creating Value and Gaining Share of Customer
Marketing and Fashion Merchandising
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.
Journal of Business Research
Babin, B. J.,
Attaway, J. S.
(2000). Atmospheric Affect as a Tool for Creating Value and Gaining Share of Customer. Journal of Business Research, 49(2), 91-99.
Available at: http://aquila.usm.edu/fac_pubs/4153