Exploring the Effect of Ambient Scent on Consumer Impulsive Buying Behaviour: Theoretical Insights

1. Amos, C., Holmes, G. R., Keneson, W. C. (2014). A Meta-Analysis of Consumer Impulse Buying // Journal of Retailing and Consumer Services. Vol. 21, No. 2, pp. 86–97. doi: doi.org/10.1016/j.jretconser.2013.11.00410.1016/j.jretconser.2013.11.004Open DOISearch in Google Scholar

2. Balaji, M. S., Raghavan, S., Jha, S. (2011). Role of Tactile and Visual Inputs in Product Evaluation: A Multisensory Perspective // Asia Pacific Journal of Marketing and Logistics. Vol. 23, No. 4, pp. 513–530. doi: doi.org/10.1108/1355585111116506610.1108/13555851111165066Open DOISearch in Google Scholar

3. Beatty, S. E., Ferrell, M. E. (1998). Impulse Buying: Modeling Its Precursors // Journal of Retailing. Vol. 74, No. 2, pp. 169–191. doi: doi.org/10.1016/S0022-4359(99)80092-X10.1016/S0022-4359(99)80092-XOpen DOISearch in Google Scholar

4. Bone, P. F., Ellen, P. S. (1999). Scents in the Marketplace: Explaining a Fraction of Olfaction // Journal of Retailing. Vol. 75, pp. 243–262. doi: doi.org/10.1016/S0022-4359(99)00007-X10.1016/S0022-4359(99)00007-XOpen DOISearch in Google Scholar

5. Bosmans, A. (2006). Scents and Sensibility: When Do (In)Congruent Ambient Scents Influence Product Evaluations? // Journal of Marketing. Vol. 70, No. 3, pp. 32–43. doi: doi.org/10.1509%2Fjmkg.70.3.032Search in Google Scholar

6. Chebat, J. C., Michon, R. (2003). Impact of Ambient Odors on Mall Shoppers Emotions, Cognition, and Spending: A Test of Competitive Causal Theories // Journal of Business Research. Vol. 56, No. 7, pp. 529–539. doi.org/10.1016/S0148-2963(01)00247-810.1016/S0148-2963(01)00247-8Open DOISearch in Google Scholar

7. Furnham, A., Milner, R. (2013). The Impact of Mood on Customer Behavior: Staff Mood and Environmental Factors // Journal of Retailing and Consumer Services. Vol. 20, No. 6, pp. 634–641. doi: doi.org/10.1016/j.jretconser.2013.06.00110.1016/j.jretconser.2013.06.001Open DOISearch in Google Scholar

8. Grabauskaitė, O. (2018). Pardavimo vietoje naudojamų reklamos priemonių poveikis vartotojų elgsenai. – PhD diss., Kaunas University of Technology.Search in Google Scholar

9. Goldkuhl, L., Styvén, M. (2007). Sensing the Scent of Service Success // European Journal of Marketing. Vol. 41, No. 11/12, pp. 1297-1305. doi: doi.org/10.1108/0309056071082118910.1108/03090560710821189Open DOISearch in Google Scholar

10. Helmefalk, M., Hultén, B. (2017). Multi-Sensory Congruent Cues in Designing Retail Store Atmosphere: Effects on Shoppers’ Emotions and Purchase Behavior // Journal of Retailing and Consumer Services. Vol. 38, pp. 1–11. doi: doi.org/10.1016/j.jretconser.2017.04.007Search in Google Scholar

11. Hinestroza, N. B., James, P. T. (2014). The Effects of Sensory Marketing on the Implementation of Fast-Food Marketing Campaigns // Journal of Management and Marketing Research, Vol. 14, pp. 1–11.Search in Google Scholar

12. Hirsch, A. R. (1990). Preliminary results of olfaction Nike Study, note dated November 16 distributed by the Smell and Taste Treatment and Research Foundation. Chicago, IL.Search in Google Scholar

13. Hirsch, A. R. (1995). Effects of Ambient Odors on Slot–Machine Usage in a Las Vegas Casino // Psychology & Marketing. Vol. 12, No. 7, pp. 585–594. doi: doi.org/10.1002/mar.422012070310.1002/mar.4220120703Open DOISearch in Google Scholar

14. Hulten, B. (2011). Sensory Marketing: The Multi-Sensory Brand-Experience Concept // European Business Review. Vol. 23, No. 3, pp. 256–273. doi: doi.org/10.1108/0955534111113024510.1108/09555341111130245Open DOISearch in Google Scholar

15. Hulten, B. (2012). Sensory Cues and Shoppers’ Touching Behaviour: The Case of IKEA // International Journal of Retail & Distribution Management. Vol. 40, No. 4, pp. 273–289. doi: doi.org/10.1108/0959055121121177410.1108/09590551211211774Open DOISearch in Google Scholar

16. Hulten, B. (2015). Sensory Marketing: Theoretical and Empirical Grounds. – Routledge.10.4324/9781315690681Search in Google Scholar

17. Hulten, B., Broweus, N., van Dijk, M. (2009). What is Sensory Marketing? – Palgrave Macmillan UK.10.1057/9780230237049Search in Google Scholar

18. Yoon, S. J., Park, J. E. (2012). Do Sensory Ad Appeals Influence Brand Attitude? // Journal of Business Research. Vol. 65, No. 11, pp. 1534–1542. doi: doi.org/10.1016/j.jbusres.2011.02.03710.1016/j.jbusres.2011.02.037Open DOISearch in Google Scholar

19. Jung Chang, H., Yan, R. N., Eckman, M. (2014). Moderating Effects of Situational Characteristics on Impulse Buying // International Journal of Retail & Distribution Management. Vol. 42, No. 4, pp. 298–314. doi: doi.org/10.1108/IJRDM-04-2013-007410.1108/IJRDM-04-2013-0074Open DOISearch in Google Scholar

20. Kotler, P. (1974). Atmospherics as a Marketing Tool // Journal of Retailing. Vol. 49, No. 4, pp. 48–64.Search in Google Scholar

21. Krishna, A. (2011). Sensory Marketing: Research on the Sensuality of Products. – Routledge.Search in Google Scholar

22. Krishna, A. (2012). An Integrative Review of Sensory Marketing: Engaging the Senses to Affect Perception, Judgment and Behavior // Journal of Consumer Psychology, Vol. 22, No. 3, pp. 332–351. doi: doi.org/10.1016/j.jcps.2011.08.00310.1016/j.jcps.2011.08.003Open DOISearch in Google Scholar

23. Krishna, A. (2015). A Commentary on „The Senses in Anthropological and Marketing Research: Investigating a Consumer-Brand Ritual Holistically” // Journal of Business Anthropology. Vol. 4, No. 1, pp. 31–35. doi: doi.org/10.22439/jba.v4i1.4787Search in Google Scholar

24. Krishna, A., Cian, L., Sokolova, T. (2016). The Power of Sensory Marketing in Advertising // Current Opinion in Psychology. Vol. 10, pp. 142–147. doi: doi.org/10.1016/j.copsyc.2016.01.007Search in Google Scholar

25. Laird, D. A. (1932). How the Consumer Estimates Quality by Subconscious Sensory Impressions: With Special Reference to the Role of Smell // Journal of Applied Psychology. Vol. 16, pp. 241–246.Search in Google Scholar

26. Lam, S. Y. (2001). The Effects of Store Environment on Shopping Behaviors: A Critical Review. ACR North American Advances. Internet access: http://acrwebsite.org/volumes/8468/volumes/v28/NA-28Search in Google Scholar

27. Leenders, M. A., Smidts, A., El Haji, A. (2016). Ambient Scent as a mood Inducer in Supermarkets: The Role of Scent Intensity and Time-Pressure of Shoppers // Journal of Retailing and Consumer Services. doi: doi.org/10.1016/j.jretconser.2016.05.00710.1016/j.jretconser.2016.05.007Open DOISearch in Google Scholar

28. Lindstrom, M. (2005). Broad Sensory Branding // Journal of Product & Brand Management. Vol. 14, No. 2, pp. 84–87. doi: doi.org/10.1108/1061042051059255410.1108/10610420510592554Open DOISearch in Google Scholar

29. Lwin, M. O., Morrin, M., Krishna, A. (2010). Exploring the Superadditive Effects of Scent and Pictures on Verbal Recall: An Extension of Dual Coding Theory // Journal of Consumer Psychology. Vol. 20, No. 3, pp. 317–326. doi: doi.org/10.1016/j.jcps.2010.04.00110.1016/j.jcps.2010.04.001Open DOISearch in Google Scholar

30. Mattila, A. S., Wirtz, J. (2001). Congruency of Scent and Music as a Driver of In-Store Evaluations and Behavior // Journal of Retailing. Vol. 77, No. 2, pp. 273–289. doi: doi.org/10.1016/S0022-4359(01)00042-210.1016/S0022-4359(01)00042-2Open DOISearch in Google Scholar

31. Mattila, A. S., Wirtz, J. (2008). The Role of Store Environmental Stimulation and Social Factors on Impulse Purchasing // Journal of Services Marketing. Vol. 22, No. 7, pp. 562–567. doi: doi.org/10.1108/0887604081090968610.1108/08876040810909686Open DOISearch in Google Scholar

32. McDonnell, J. (2007). Music, Scent and Time Preferences for Waiting Lines // International Journal of Bank Marketing. Vol. 25, No. 4, pp. 223–237. doi: doi.org/10.1108/0265232071075401510.1108/02652320710754015Open DOISearch in Google Scholar

33. Mehrabian, A., Russell, J. A. (1974). An Approach to Environmental Psychology. – Cambridge, MA, US: The MIT Press.Search in Google Scholar

34. Mitchell, D. J., Kahn, B. E., Knasko, S. C. (1995). There’s Something in the Air: Effects of Congruent or Incongruent Ambient Odor on Consumer Decision Making // The Journal of Consumer Research. Vol. 22, No. 2, pp. 229–238.Search in Google Scholar

35. Mohan, G., Sivakumaran, B., Sharma, P. (2013). Impact of Store Environment on Impulse Buying Behavior // European Journal of Marketing. Vol. 47, No. 10, pp. 1711–1732. doi: doi.org/10.1108/EJM-03-2011-0110Search in Google Scholar

36. Parboteeah, D. V. (2005). A Model of Online Impulse Buying: An empirical study. – PhD diss., Washington State University.Search in Google Scholar

37. Peng, C., Kim, Y. G. (2014). Application of the Stimuli-Organism-Response (SOR) Framework to Online Shopping Behavior // Journal of Internet Commerce. Vol. 13, No. 3-4, pp. 159–176. doi: doi.org/10.1080/15332861.2014.94443710.1080/15332861.2014.944437Open DOISearch in Google Scholar

38. Rimkute, J., Moraes, C., Ferreira, C. (2016). The Effects of Scent on Consumer Behaviour // International Journal of Consumer Studies. Vol. 40, No. 1, pp. 24–34. doi: doi.org/10.1111/ijcs.1220610.1111/ijcs.12206Open DOISearch in Google Scholar

39. Rodrigues, C., Hulten, B., Brito, C. (2011). Sensorial Brand Strategies for Value Co-Creation // Innovative Marketing. Vol. 7, No. 2, pp. 40–47.Search in Google Scholar

40. Roxanaa, O., Ioan, P. (2013). The Effects of Ambient Scent on consumer Behavior: A Review of the Literature. Annals of the University of Oradea, Economic Science Series. Vol. 22, No. 1, pp. 1797–1806.Search in Google Scholar

41. Schmitt, B. (1999). Experiential Marketing // Journal of Marketing Management. Vol. 15, No. 1-3, pp. 53–67. doi: doi.org/10.1362/02672579978487049610.1362/026725799784870496Open DOISearch in Google Scholar

42. Sharma, P., Sivakumaran, B., Marshall, R. (2010). Exploring Impulse Buying and Variety Seeking by Retail Shoppers: Towards a Common Conceptual Framework // Journal of Marketing Management. Vol. 26, No. 5-6, pp. 473–494. doi: doi.org/10.1080/0267257090348509710.1080/02672570903485097Open DOISearch in Google Scholar

43. Sherman, E., Mathur, A., Smith, R. B. (1997). Store Environment and Consumer Purchase Behavior: Mediating Role of Consumer Emotions // Psychology & Marketing. Vol. 14, No. 4, pp. 361–378. doi: doi.org/10.1002/(SICI)1520-6793(199707)14:4<361::AIDMAR4>3.0.CO;2-710.1002/(SICI)1520-6793(199707)14:4<361::AIDMAR4>3.0.CO;2-7Open DOISearch in Google Scholar

44. Soars, B. (2009). Driving Sales Through Shoppers’ Sense of Sound, Sight, Smell and Touch // International Journal of Retail & Distribution Management. Vo. 37, No. 3, pp. 286–298. doi: doi.org/10.1108/0959055091094153510.1108/09590550910941535Open DOISearch in Google Scholar

45. Spandenberg, E., Crowley, A., Henderson, P. (1996). Improving the Store Environment Do Olfactory Cues Affect Evaluations and Behaviours? // Journal of Marketing USA. Vol. 60 No. 2, pp. 67–80. doi: doi.org/10.1177/00222429960600020510.1177/002224299606000205Open DOISearch in Google Scholar

46. Spangenberg, E. R., Grohmann, B., Sprott, D. E. (2005). It’s Beginning to Smell (and Sound) a Lot Like Christmas: The Interactive Effects of Ambient Scent and Music in a Retail Setting // Journal of Business Research. Vol. 58, No. 11, pp. 1583–1589. doi: doi.org/10.1016/j.jbusres.2004.09.00510.1016/j.jbusres.2004.09.005Open DOISearch in Google Scholar

47. Spence, C. (2012). Managing Sensory Expectations Concerning Products and Brands: Capitalizing on the Potential of Sound and Shape Symbolism // Journal of Consumer Psychology. Vol. 22, No. 1, pp. 37–54. doi: doi.org/10.1016/j.jcps.2011.09.00410.1016/j.jcps.2011.09.004Open DOISearch in Google Scholar

48. Virvilaite, R., Saladiene, V., Bagdonaite, R. (2009). Peculiarities of Impulsive Purchasing in the Market of Consumer Goods // Engineering Economics. Vol. 62, No. 2, pp. 101–108.Search in Google Scholar

49. Vohra, A. V. (2016). Materialism, Impulse Buying and Conspicuous Consumption: A Qualitative Research // Global Business Review. Vol. 17, No. 1, pp. 51–67. doi: doi.org/10.1177/097215091561068210.1177/0972150915610682Open DOISearch in Google Scholar

50. Wade Clarke, D., Perry, P., Denson, H. (2012). The Sensory Retail Environment of Small Fashion Boutiques // Journal of Fashion Marketing and Management: An International Journal. Vol. 16, No. 4, pp. 492–510. doi: doi.org/10.1108/1361202121126587210.1108/13612021211265872Open DOISearch in Google Scholar

51. Xu, Y. (2007). Impact of Store Environment on Adult Generation Y Consumers’ Impulse Buying // Journal of Shopping Center Research. Vol. 14, No. 1, pp. 39–56.Search in Google Scholar