Emotional, Sensory, and Social Dimensions of Consumer Buying Behavior

Emotional, Sensory, and Social Dimensions of Consumer Buying Behavior

Ana Maria Soares (School of Economics and Management, University of Minho, Portugal) and Maher Georges Elmashhara (School of Economics and Management, University of Minho, Portugal)
Copyright: © 2020 |Pages: 424
ISBN13: 9781799822202|ISBN10: 1799822206|ISBN13 Softcover: 9781799822219|EISBN13: 9781799822226
DOI: 10.4018/978-1-7998-2220-2
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MLA

Soares, Ana Maria, and Maher Georges Elmashhara. "Emotional, Sensory, and Social Dimensions of Consumer Buying Behavior." IGI Global, 2020. 1-424. Web. 27 Mar. 2020. doi:10.4018/978-1-7998-2220-2

APA

Soares, A. M., & Elmashhara, M. G. (2020). Emotional, Sensory, and Social Dimensions of Consumer Buying Behavior (pp. 1-424). Hershey, PA: IGI Global. doi:10.4018/978-1-7998-2220-2

Chicago

Soares, Ana Maria, and Maher Georges Elmashhara. "Emotional, Sensory, and Social Dimensions of Consumer Buying Behavior." 1-424 (2020), accessed March 27, 2020. doi:10.4018/978-1-7998-2220-2

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Unprecedented changes in consumer shopping habits pose major challenges for retailers who need to consider the multidimensional nature of shopping in order to design and provide engaging consumer experiences. The intersection between in-store and online shopping is also fundamental to meet the fast-changing consumer behavior. Comprehending how environmental and sensory dimensions, leisure, entertainment, and social interactions influence shopper emotions may enhance the shopping experience.

Emotional, Sensory, and Social Dimensions of Consumer Buying Behavior is an essential reference source that discusses methods for enhancing the shopping experience in an era of competition among shopping offline- and online-destinations, as well as predicting emerging changes in consumer behavior and shopping destinations and new technologies in retailing. Featuring research on topics such as consumer dynamics, experimental marketing, and retail technology, this book is ideally designed for retail managers, designers, advertisers, marketers, customer service representatives, merchandisers, industry professionals, academicians, researchers, students, and practitioners.

Table of Contents

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Front Materials
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Title Page
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Copyright Page
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Advances in Marketing, Customer Relationship Management, and E-Services (AMCRMES) Book Series
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Preface
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Chapters
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Chapter 1
In-Store Experience  (pages 21-21)
In-Store Experience
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Chapter 1
Cristina Calvo-Porral (University of La Coruña, Spain)
Cheap prices are the central positioning criterion of discount stores and the key variable explaining the intention to shop in discounters. Accordingly, discounters design their stores to maximize their efficiency. However, price may...
Ambient Encounters in Retail “Discounters”: How Store Environment Drives Customer Satisfaction
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Chapter 2
Clarinda Rodrigues (Department of Marketing, Linnaeus University, Sweden), Amélia Maria Pinto da Cunha Brandão (Faculdade de Economia, Universidade do Porto, Portugal), António Filipe Teixeira Macedo (Department of Medicine and Optometry, Linnaeus University, Sweden), Karthikeyan Baskaran (Department of Medicine and Optometry, Linnaeus University, Sweden)
Using eye tracking, this chapter investigates if the visual attention varies according to the in-store displays message content (price, sensory, and price-sensory). Results show that participants are more responsive to cognitive...
An Eye Tracking Study of the Effect of Sensory and Price In-Store Displays
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Chapter 3
Diletta Acuti (University of Portsmouth, UK), Virginia Vannucci (Università degli Studi di Firenze, Italy), Gabriele Pizzi (Università di Bologna, Italy)
The chapter contributes to recent debate on retailing and sustainability, addressing the role of atmospherics in affecting consumer perceptions. First, after reviewing the relevant literature about sustainable retailing, this...
The Sensory Dimension of Sustainable Retailing: Analysing In-Store Green Atmospherics
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Chapter 4
Juulia Räikkönen (University of Turku, Finland), Miia Grénman (University of Jyväskylä, Finland)
Previous literature has examined the significance of emotional consumer experiences increasingly pursued by consumers. However, the current knowledge of emotional responses in real-time and real-world consumption settings is still...
Emotion Tracking: Possibilities for Measuring Emotional Consumer Experiences
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Chapter 5
Ali Ihtiyar (Faculty of Management Sciences, Nile University of Nigeria, Nigeria), Osman Nuri Aras (Faculty of Arts and Social Sciences, Nile University of Nigeria, Nigeria)
The purpose of this study is to examine the influence of experiential marketing on experiential values of young customers and respectively on their satisfaction and word of mouth, intention to pay more and revisit. Primary data were...
Experiential Marketing: Understanding the Nature of Experiences in Emerging Markets' Grocery Retailing
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Chapter 6
Maher Georges Elmashhara (School of Economics and Management, University of Minho, Portugal), Nada Elbishbishy (College of Management and Technology, Arab Academy for Science, Technology and Maritime Transport, Egypt)
Although retail atmospherics has been an active field of study, further research is needed to address the role that sensory marketing plays in the retailing sector. This chapter presents a review of previous research and discusses...
Future Research Directions in Sensory Marketing
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Chapter 2
Online Experience  (pages 156-156)
Online Experience
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Chapter 7
Ana Maria Soares (School of Economics and Management, University of Minho, Portugal), José Carlos M. R. Pinho (University of Minho, Portugal), Teresa Heath (University of Minho, Portugal), António Alves (University of Minho, Portugal)
This chapter focuses on the navigation experience in ecommerce. The authors address the impact of a number of hedonic dimensions, specifically perceived visual attractiveness, perceived enjoyment, and sociability, in consumers'...
Can Virtual Customer Service Agents Improve Consumers' Online Experiences?: The Role of Hedonic Dimensions
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Chapter 8
Ayşegül Sağkaya Güngör (Işık University, Turkey), Çiğdem Tütüncü Özgen (KoçSistem, Turkey)
Online customer reviews are the most trustworthy source of information of consumers while determining the value of online retail platforms. They act to convince customers and serve the purpose of formation of trust and emotional...
Did You Read the Customer Reviews Before Shopping?: The Effect of Customer Reviews About Online Retail Platforms on Consumer Behavioral Responses
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Chapter 9
Saleh Mohammed Kutabish (University of Minho, Portugal), Ana Maria Soares (School of Economics and Management, University of Minho, Portugal)
Rapid changes in commerce, technology, and consumer behaviour are leading businesses to shift their online activities. The popularity of social media pushed online merchants to integrate these platforms into their online presence...
The Role of Social Commerce Components on the Consumer Decision-Making Process
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Chapter 10
Carmela Donato (LUISS University, Italy), Maria Antonietta Raimondo (University of Calabria, Italy)
Previous research universally recognized the pivotal role of touch in consumer behavior and considered it as one of the critical factors limiting the adoption of online shopping. In fact, in digital environments, consumers can rely...
Tactile Sensations in E-Retailing: The Role of Web Communities
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Chapter 3
Other Experiences  (pages 248-248)
Other Experiences
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Chapter 11
Sidney Ornelas (Tecnologico de Monterrey, Mexico), Jorge Vera-Martínez (Tecnologico de Monterrey, Mexico)
Certain industries have developed segments in which both consumers and businesses have attitudes, expectations, and behaviors that differ significantly from those of the industries they are part of. Some of these new dynamics include...
Sophisticated Segments of the Market: Changes in Consumer Dynamics and Behaviors
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Chapter 12
Ulrich Juergens (University of Kiel, Germany)
Using a mixed-method approach, the author documents processes of decline in food retail on the spatial meso-scale of a northern German federal state and investigates the attitudes and patterns of demand of households dealing with the...
Food Retail in the Rural Periphery Using the Example of Germany: Identifying Success Factors
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Chapter 13
Cláudio Félix Canguende-Valentim (University of Aveiro, Portugal), Vera Teixeira Vale (University of Aveiro, Portugal)
The main objective of this chapter is to focus on the emotional experience in luxury contexts in emerging economies. Consumer research literature currently lacks studies of consumer emotions in emerging economies, except for some...
Consumer Emotions Research in Luxury Contexts in Emerging Economies
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Chapter 14
Suja Ravindran Nair (Educe Micro Research, Bengaluru, India)
The concept of cause-related marketing (CRM) has been in vogue since the past few decades and involves marketing activities carried out with the purpose ‘to be successful in addressing worthwhile social causes', through...
Cause-Related Marketing and Consumer Buying Behavior: Opportunities and Challenges
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Back Materials
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Compilation of References
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About the Contributors
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Index
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