Skip to main content
SpringerLink
Log in

“Hey Dee-Jay Let’s Play that Song and Keep me Shopping All Day Long”. The Effect of Famous Background Music on Consumer Shopping Behavior.

  • Conference paper
  • First Online:
Book cover Ideas in Marketing: Finding the New and Polishing the Old

Abstract

Atmospherics can act as a heuristic cue and guide consumer preference towards immediate choice. Background music is the major element of retail atmospherics, it has been shown to stimulate not only emotions, but also cognition mainly when other cognitive cues are either absent or significantly reduced. However, no studies have analyzed the effect of the notoriety of the music on consumer behavior. This paper aims at analyzing the effect of the type of music, whether or not famous, on the retail patronage, thus covering a gap in the literature. The findings show that a famous music reduces shoppers’ cognitive activity. It is very likely that it distracts their attention from the store cues such as the promotion messages. On the other hand, famous music enhances positive feelings that, in turn, enhance shoppers’ patronage.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 169.00
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 219.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 219.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  • Ailawadi, K.L. and K.L. Keller (2004). “Understanding Retail Branding: Conceptual Insights and Research Priorities”. Journal of Retailing 80: 331–342.

    Google Scholar 

  • Alpert, J.I. and M. Alpert (1990). “Music influences on mood and purchase intentions”. Psychology & Marketing 7: 109–133.

    Google Scholar 

  • Allan, D. (2006). “Effects of Popular Music in Advertising on Attention and Memory”. Journal of Advertising Research 46(4): 434-444.

    Google Scholar 

  • Areni, C.S. (2003). “Exploring Managers Implicit Theories of Atmospheric Music: Comparing Academic Analysis to Industry Insight”. Journal of Services Marketing 17(2): 161-184.

    Google Scholar 

  • Babin, B.J. and J.S. Attaway (2000). “Atmospheric Affect as a Tool for Creating Value and Gaining Share of Customer”. Journal of Business Research 49(2): 91-100.

    Google Scholar 

  • Babin, B.J., Chebat, J.-C. and R. Michon (2004). “Perceived appropriateness and its effect on quality, affect, and behavior”. Journal of Retailing and Consumer services 11(5): 287-299.

    Google Scholar 

  • Babin, B.J., Hardesty, D.M. and T.A. Suter (2003). “Color and shopping intentions: The intervening effect of price fairness and perceived affect”. Journal of Business Research 56: 541-551.

    Google Scholar 

  • Baker, J., Levy, M. and D. Grewal (1992). “An experimental approach to making retail store environmental decisions”. Journal of Retailing 68(4): 445–460.

    Google Scholar 

  • Balch, W.R. and B.S. Lewis (1996). “Music-dependent memory: The roles of tempo change and mood mediation”. Journal of Experimental Psychology: Learning, Memory, and Cognition 22: 1354-1363.

    Google Scholar 

  • Ballantine, P.W., Jack, R. and A.G. Parsons (2010). “Atmospheric cues and their effect on the hedonic retail experience”. International Journal of Retail and Distribution Management 38(8): 641-653.

    Google Scholar 

  • Branaghan, R.J. and E.A. Hildebrand (2011). “Brand personality, self-congruity, and preference: A knowledge structures approach”. Journal of Consumer Behaviour 10(5): 304-312.

    Google Scholar 

  • Broekemier, G., Marquardt, R. and J.W. Gentry (2008). “An Exploration of Happy/Sad and Liked/Disliked Music Effects on Shopping Intentions in a Women’s Clothing Store Service Setting”. Journal of Service Marketing 22(1): 59-67.

    Google Scholar 

  • Caldwell, C. and S.A. Hibbert (2002). “The Influence of Music Tempo and Musical Preference on Restaurant Patrons’ Behavior”. Psychology & Marketing 19(11): 895–917.

    Google Scholar 

  • Cameron, M.A., Baker, J., Peterson, M. and K. Braunsberger (2003). “The Effects of Music, Wait-Length Evaluation, and Mood on a Low-Cost Wait Experience”. Journal of Business Research 56(6): 421-430.

    Google Scholar 

  • Chebat, J.-C., Gelinas Chebat, C. and D. Vaillant (2001). “Environmental Background Music and In- Store Selling”. Journal of Business Research 54: 115-123.

    Google Scholar 

  • Chebat, J.-C., Gelinas Chebat, C. and P. Filiantur (1993). “Interactive Effect of Musical and Visual Cues on Time Perception: An Application to Waiting Lines in Banks”. Perceptual and Motor Skills 77(3): 995-1020.

    Google Scholar 

  • Chebat, J.-C., Sirgy, M.J. and S. Grzeskowiak, (2010). “How can Shopping Mall Management Best Capture Mall Image?” Journal of Business Research 63: 735–740

    Google Scholar 

  • Chernev, A. (2003). “When More Is Less and Less Is More: The Role of Ideal Point Availability and Assortment in Choice”. Journal of Consumer Research 30: 170-183.

    Google Scholar 

  • Demoulin, N.M. (2011). “Music congruency in a service setting: The mediating role of emotional and cognitive responses”. Journal of Retailing and Consumer Services 18(1): 10-18.

    Google Scholar 

  • Di Muro, F. and K.B. Murray (2012). “An Arousal Regulation Explanation of Mood Effects on Consumer Choice”. Journal of Consumer Research 39(3): 574-584.

    Google Scholar 

  • Donovan, R.J., Rossiter, J.R., Marcoolyn, G. and A. Nesdale (1994). “Store Atmosphere and Purchasing Behavior”. Journal of Retailing 70(3): 283-294.

    Google Scholar 

  • Dubé, L. and S. Morin, (2001). “Background Music Pleasure and Store Evaluation: Intensity effects and Psychological Mechanisms”. Journal of Business Research 54(2): 107–113.

    Google Scholar 

  • Erdogan, B.Z. (1999). “Celebrity Endorsement: A Literature Review”. Journal of Marketing Management 15(4): 291-314.

    Google Scholar 

  • Garlin, F.V. and K. Owen (2006). “Setting The Tone With The Tune: A Meta-Analytic Review of the Effects of Background Music in Retail Settings”. Journal of Business Research 59(6): 755-764.

    Google Scholar 

  • Gorn, G.J. (1982). “The effects of music in advertising on choice behavior: a classical conditioning approach”. Journal of Marketing 46: 94–101.

    Google Scholar 

  • Grewal, D., Baker, J., Levy, M. and G.B. Voss (2003). “The Effects of Wait Expectations and Store Atmosphere Evaluations on Patronage Intentions in Service-Intensive Retail Stores”. Journal of Retailing 79: 259–268.

    Google Scholar 

  • Hassan, Y., Muhammad, N.M.N. and H.A. Bakar (2010). “Influence of shopping orientation and store image on patronage of furniture store”. International Journal of Marketing Studies 2(1): 175-184.

    Google Scholar 

  • Herrington. J.D. and L.M. Capella (1996). “Effects of Music in Service Environments: A Field Study”. Journal of Services Marketing 10: 26-41.

    Google Scholar 

  • Herrmann, A., Zidansek, M., Sprott, D.E. and E.R. Spangenberg (2013). “The Power of Simplicity: Processing Fluency and the Effects of Olfactory Cues on Retail Sales”. Journal of Retailing 89(1): 30-43.

    Google Scholar 

  • Hui, M., Dubé, L. and J.-C. Chebat (1997). “The Impact of Music on Consumers’ Reaction to Waiting for Services”. Journal of Retailing 73: 87-104.

    Google Scholar 

  • Husain, G., Thompson, W.F. and E.G. Schellenberg (2002). “Effects of Musical Tempo and Mode on Arousal, Mood, and Spatial abilities”. Music Perception 20(2): 151–71.

    Google Scholar 

  • Iyengar, S.S. and M.R. Lepper (2000). “When Choice is Demotivating: Can One Desire Too Much of a Good Thing?” Journal of Personality and Social Psychology 79(6): 995-1006.

    Google Scholar 

  • Jacoby J., Johar G.V. and M. Morrin (1998). “Consumer psychology: A quadrennium”. Annual Review of Psychology 49: 319–344.

    Google Scholar 

  • Jacobs, S., van der Merwe, D., Lombard, E. and N. Kruger (2010). “Exploring consumers’ preferences with regard to department and specialist food stores”. International Journal Of Consumer Studies 34(2): 169-178.

    Google Scholar 

  • Jain, R. and S. Bagdare (2011). “Music and Consumption Experience: a Review”. International Journal of Retail and Distribution Management 39(4): 289-302.

    Google Scholar 

  • Jiang, J., Scolaro, A.J., Bailey, K. and A. Chen (2011). “The effect of music-induced mood on attentional networks”. International Journal of Psychology 46(3): 214-222.

    Google Scholar 

  • Jefferies, L.N., Smilek, D., Eich, E. and J.T. Enns (2008). “Emotional Valence and Arousal Interact in Attentional Control”. Psychological Science 19(3): 290-295.

    Google Scholar 

  • Kellaris, J.J. and R.J. Kent (1994). “An Exploratory Investigation of Responses Elicited by Music Varying in Tempo, Tonality, and Texture”. Journal of Consumer Psychology 2(4): 381-401.

    Google Scholar 

  • Knoferle K.M., Spangenberg, E.R., Herrmann A. and J.R. Landwehr (2012). “It is all in the mix: The interactive effect of music tempo and mode on in-store sales”. Marketing Letters 23: 325–337.

    Google Scholar 

  • Law, D., Wong, C. and J. Yip (2012). “How does visual merchandising affect consumer affective response?” European Journal of Marketing 46(1): 112-133.

    Google Scholar 

  • Lin, I.Y. (2010). “The Combined Effect of Color and Music on Customer Satisfaction in Hotel Bars”. Journal of Hospitality Marketing and Management 19(1): 22-37.

    Google Scholar 

  • Mano, H. (1992). “Judgments under distress: assessing the role of unpleasantness and arousal in judgment formation”. Organizational Behaviour Human Decision Process 52: 216–245.

    Google Scholar 

  • Mano, H. (1994). “Risk-taking, framing effects, and affect”. Organizational Behaviour Human Decision Process 57: 38–58.

    Google Scholar 

  • McConnell, M.M. and D.I. Shore (2011). “Upbeat and happy: Arousal as an important factor in studying attention”. Cognition and Emotion 25(7): 1184-1195.

    Google Scholar 

  • Mehrabian, A. and J.A. Russell (1974). An approach to environmental psychology. Cambridge (MA): MIT Press.

    Google Scholar 

  • Mehta, A. (1994). “How advertising response modeling (ARM) can increase ad effectiveness”. Journal of Advertising Research 34(3): 62-74.

    Google Scholar 

  • Michon, R., Chebat, J.-C. and L.W. Turley (2003). “Mall atmospherics: the interaction effects of the mall environment o shopping behavior”. Journal of Business Research 8: 576–590.

    Google Scholar 

  • Mick, D.G. (1992). “Levels of subjective comprehension in advertising processing and their relations to ad perceptions”. Journal of Consumer Research 18: 411–424.

    Google Scholar 

  • Milliman, R.E. (1982). “Using Background Music to Affect the Behavior of Supermarket Shoppers”. Journal of Marketing 46: 86-91.

    Google Scholar 

  • Milliman, R.E. (1986). “The Influence of Background Music on the Behavior of Restaurant Patrons”. Journal of Consumer Research 13: 286-289.

    Google Scholar 

  • Morin, M., Dubé, L. and J.-C. Chebat (2007). “The Role of Pleasant Music in Servicescapes: A Test of the Dual Model of Environmental Perception”. Journal of Retailing 83(1): 115–130.

    Google Scholar 

  • Morrison, M. and M. Beverland (2003). “In Search of the Right In-Store Music”. Business Horizons 72(6): 77-82.

    Google Scholar 

  • Morrison, M., Gan, S., Dubelaar, C. and H. Oppewal (2011). “In-store music and aroma influences on shopper behavior and satisfaction”. Journal of Business Research 64(6): 558–564.

    Google Scholar 

  • North, A.C. and D.J. Hargreaves (1996). “The Effects of Music on Responses to a Dining Area”. Journal of Environmental Psychology 16: 55-64.

    Google Scholar 

  • Oakes, S. (2000). “The Influence of the Musicscape within Service Environments”. Journal of Services Marketing 14(7): 539-556.

    Google Scholar 

  • Oakes, S. (2003). “Musical Tempo and Waiting Perceptions”. Psychology & Marketing 20(8): 685–705.

    Google Scholar 

  • Oakes, S. and A.C. North (2008). “Reviewing Congruity Effects in the Service Environment Musicscape”. International Journal of Service Industry Management 19(1): 63-82.

    Google Scholar 

  • Parsons, A.G. (2003). “Assessing the effectiveness of shopping mall promotions: Customer analysis”. International Journal of Retail and Distribution Management 31(2): 74-79.

    Google Scholar 

  • Parsons, A.G. and P.W. Ballantine (2004). “Market dominance, promotions, and shopping mall group performance”. International Journal of Retail and Distribution Management 32(10): 458–463.

    Google Scholar 

  • Pieters, R., Warlop, L. and M. Wedel (2002). “Breaking through the clutter: Benefits of advertisement originality and familiarity for brand attention and memory”. Management Science 48(6): 765-781.

    Google Scholar 

  • Puccinelli, N.M., Goodstein, R.C., Grewal, D., Price, R., Raghubir, P. and D. Stewart (2009). “Customer Experience Management in Retailing: Understanding the Buying Process”. Journal of Retailing 85(1): 15-30.

    Google Scholar 

  • Sanbonmatsu, D.M. and F.R. Kardes (1988). “The effects of physiological arousal on information processing and persuasion”. Journal of Consumer Research 15: 335–344.

    Google Scholar 

  • Shankar, A. (2000). “Lost in music? Subjective personal introspection and popular music consumption”. Qualitative Market Research: An International Journal 3(1): 11-31.

    Google Scholar 

  • Sirgy, M.J. (1982). “Self-concept in consumer behavior: a critical review”. Journal of Consumer Research 9(3): 287–300.

    Google Scholar 

  • Sirgy, M.J., Johar, S., Coskun Samli A. and C.B. Claiborne,(1991). “Self-congruity versus functional congruity: Predictors of consumer behavior”. Journal of the Academy of Marketing Science 19: 363-375.

    Google Scholar 

  • Sirgy, M.J., Grewal, D., Mangleburg, T.F., Park, J.O., Chon, K., Claiborne, C.B., Johar, J.S. and H. Berkman (1997). “Assessing the Predictive Validity of Two Methods of Measuring Self-Image Congruence”. Journal of the Academy of Marketing Science 25(3): 229-241.

    Google Scholar 

  • Sirgy, M.J., Grewal, D. and T.F. Mangleburg (2000). “Retail Environment, Self-congruity, and Retail Patronage: An Integrative Model and a Research Agenda”. Journal of Business Research 49: 127-138.

    Google Scholar 

  • Sweeney, J.C. and F. Wyber (2002). “The Role of Cognitions and Emotions in the Music-Approach-Avoidance Behavior Relationship”. Journal of Services Marketing 16(1): 51-69.

    Google Scholar 

  • Turley, L.W. and R.E. Milliman (2000). “Atmospheric Effects on Shopping Behavior: A Review of the Experimental Evidence”. Journal of Business Research 49: 193-211.

    Google Scholar 

  • Vaccaro V.L., Yucetepe, V., Ahlawat. S. and M. Lee (2011). “The relationship of liked music with music emotion dimensions, shopping experience, and return patronage intentions in retail and service settings”. Journal of the Academy of Business and Economics 11(4): 94-106.

    Google Scholar 

  • Vaccaro, V. L., Yucetepe, V., Torres-Baumgarten, G. and L. Myung-Soo (2009). “The Impact of Atmospheric Scent and Music-Retail Consistency on Consumers in a Retail or Service Environment”. Journal of International Business and Economics 9(4): 185-196.

    Google Scholar 

  • Vida, I., Obadia, C. and M. Kunz, (2007). “The effects of background music on consumer responses in a high-end supermarket”. International Review of Retail, Distribution and Consumer Research 17(5): 469-82.

    Google Scholar 

  • Webster, G. and C. Weir, (2005). “Emotional Responses to Music: Interactive Effects of Mode, Texture, and Tempo”. Motivation and Emotion 29(1): 19-39.

    Google Scholar 

  • Wilson, E.J. and D.J. Sherell, (1993). “Source Effects in Communication and Persuasion Research: A Meta – Analysis of Effect Size”. Journal of the Academy of Marketing Science 21(2): 101-112.

    Google Scholar 

  • Wirtz, J., Mattila, A.S., and R.L.P. Tan (2007). “The role of arousal congruency in influencing consumers’ satisfaction evaluations and in-store behaviors”. International Journal of Service Industry Management 18(1): 6-24.

    Google Scholar 

  • Yalch, R. and E. Spangenberg (1990). “Effects of store music on shopping behavior”. Journal of Consumer Marketing 7: 55–63.

    Google Scholar 

  • Yalch, R. and E. Spangenberg (2000). “The effects of music in a retail setting on real and perceived shopping times”. Journal of Business Research 49: 139–147.

    Google Scholar 

  • Yavas, U. and E. Babakus (2009). “Modeling patronage behavior: a tri-partite conceptualization”. Journal of Consumer Marketing 26(7): 516-526.

    Google Scholar 

  • Zhao, X., Lynch, J. G. jr and Q. Chen (2010). “Reconsidering Baron and Kenny: Myths and truths about mediation analysis”. Journal of Consumer Research 37: 197–206.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Nathan, Australia

    Luca Petruzzellis, Jean-Charles Chebat & Ada Palumbo

Authors
  1. Luca Petruzzellis
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Jean-Charles Chebat
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Ada Palumbo
    View author publications

    You can also search for this author in PubMed Google Scholar

Editor information

Editors and Affiliations

  1. Griffith University, Nathan, Queensland, Australia

    Krzysztof Kubacki

Rights and permissions

Reprints and permissions

Copyright information

© 2015 Academy of Marketing Science

About this paper

Cite this paper

Petruzzellis, L., Chebat, JC., Palumbo, A. (2015). “Hey Dee-Jay Let’s Play that Song and Keep me Shopping All Day Long”. The Effect of Famous Background Music on Consumer Shopping Behavior.. In: Kubacki, K. (eds) Ideas in Marketing: Finding the New and Polishing the Old. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-10951-0_278

Download citation

Publish with us

Policies and ethics

Search

Navigation