Environmental background music and in-store selling
Identifieur interne : 001038 ( Istex/Corpus ); précédent : 001037; suivant : 001039Environmental background music and in-store selling
Auteurs : Jean-Charles Chebat ; Claire Gélinas Chebat ; Dominique VaillantSource :
- Journal of Business Research [ 0148-2963 ] ; 1999.
English descriptors
- KwdEn :
Abstract
Retailers use background music in order to enhance the atmosphere of their stores. The present study shows, as predicted by the proposed model, that the effects of music on attitudes toward the store, the salesperson, and the visit to the store are moderated by cognitive processes (number of thoughts and depth of information processing), whereas previous studies focused on emotional moderators. Soothing music (i.e., both pleasant and low arousing) is shown, as predicted, to increase cognitive activity when other cognitive stimulation is low (mainly when sales arguments are weak). However, retailers are warned that enhancing cognitive activity is no panacea since it is found here that higher cognitive activity is associated with lower attitudes. It is proposed that music fit with the store may explain such results. Music fit and cognitive processed triggered by store music are strongly suggested as avenues of store atmospherics research.
Url:
DOI: 10.1016/S0148-2963(99)00089-2
Links to Exploration step
ISTEX:7F1CEE600A45C33F829F13834A7E9325679C3E45Le document en format XML
<record><TEI wicri:istexFullTextTei="biblStruct"><teiHeader><fileDesc><titleStmt><title xml:lang="en">Environmental background music and in-store selling</title><author><name sortKey="Chebat, Jean Charles" sort="Chebat, Jean Charles" uniqKey="Chebat J" first="Jean-Charles" last="Chebat">Jean-Charles Chebat</name><affiliation><mods:affiliation>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</mods:affiliation></affiliation><affiliation><mods:affiliation>Corresponding author. Tel. +1-514-340-6846; fax: +1-514-340-6432</mods:affiliation></affiliation><affiliation><mods:affiliation>E-mail: jean-charles.chebat@hec.ca</mods:affiliation></affiliation></author><author><name sortKey="Chebat, Claire Gelinas" sort="Chebat, Claire Gelinas" uniqKey="Chebat C" first="Claire Gélinas" last="Chebat">Claire Gélinas Chebat</name><affiliation><mods:affiliation>Department of Linguistics, UQAM, Montreal, Quebec, Canada</mods:affiliation></affiliation></author><author><name sortKey="Vaillant, Dominique" sort="Vaillant, Dominique" uniqKey="Vaillant D" first="Dominique" last="Vaillant">Dominique Vaillant</name><affiliation><mods:affiliation>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</mods:affiliation></affiliation></author></titleStmt><publicationStmt><idno type="wicri:source">ISTEX</idno><idno type="RBID">ISTEX:7F1CEE600A45C33F829F13834A7E9325679C3E45</idno><date when="2001" year="2001">2001</date><idno type="doi">10.1016/S0148-2963(99)00089-2</idno><idno type="url">https://api.istex.fr/document/7F1CEE600A45C33F829F13834A7E9325679C3E45/fulltext/pdf</idno><idno type="wicri:Area/Istex/Corpus">001038</idno></publicationStmt><sourceDesc><biblStruct><analytic><title level="a" type="main" xml:lang="en">Environmental background music and in-store selling</title><author><name sortKey="Chebat, Jean Charles" sort="Chebat, Jean Charles" uniqKey="Chebat J" first="Jean-Charles" last="Chebat">Jean-Charles Chebat</name><affiliation><mods:affiliation>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</mods:affiliation></affiliation><affiliation><mods:affiliation>Corresponding author. Tel. +1-514-340-6846; fax: +1-514-340-6432</mods:affiliation></affiliation><affiliation><mods:affiliation>E-mail: jean-charles.chebat@hec.ca</mods:affiliation></affiliation></author><author><name sortKey="Chebat, Claire Gelinas" sort="Chebat, Claire Gelinas" uniqKey="Chebat C" first="Claire Gélinas" last="Chebat">Claire Gélinas Chebat</name><affiliation><mods:affiliation>Department of Linguistics, UQAM, Montreal, Quebec, Canada</mods:affiliation></affiliation></author><author><name sortKey="Vaillant, Dominique" sort="Vaillant, Dominique" uniqKey="Vaillant D" first="Dominique" last="Vaillant">Dominique Vaillant</name><affiliation><mods:affiliation>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</mods:affiliation></affiliation></author></analytic><monogr></monogr><series><title level="j">Journal of Business Research</title><title level="j" type="abbrev">JBR</title><idno type="ISSN">0148-2963</idno><imprint><publisher>ELSEVIER</publisher><date type="published" when="1999">1999</date><biblScope unit="volume">54</biblScope><biblScope unit="issue">2</biblScope><biblScope unit="page" from="115">115</biblScope><biblScope unit="page" to="123">123</biblScope></imprint><idno type="ISSN">0148-2963</idno></series><idno type="istex">7F1CEE600A45C33F829F13834A7E9325679C3E45</idno><idno type="DOI">10.1016/S0148-2963(99)00089-2</idno><idno type="PII">S0148-2963(99)00089-2</idno></biblStruct></sourceDesc><seriesStmt><idno type="ISSN">0148-2963</idno></seriesStmt></fileDesc><profileDesc><textClass><keywords scheme="KwdEn" xml:lang="en"><term>Background music</term><term>Cognitive activity</term><term>In-store selling</term><term>Stores</term></keywords></textClass><langUsage><language ident="en">en</language></langUsage></profileDesc></teiHeader><front><div type="abstract" xml:lang="en">Retailers use background music in order to enhance the atmosphere of their stores. The present study shows, as predicted by the proposed model, that the effects of music on attitudes toward the store, the salesperson, and the visit to the store are moderated by cognitive processes (number of thoughts and depth of information processing), whereas previous studies focused on emotional moderators. Soothing music (i.e., both pleasant and low arousing) is shown, as predicted, to increase cognitive activity when other cognitive stimulation is low (mainly when sales arguments are weak). However, retailers are warned that enhancing cognitive activity is no panacea since it is found here that higher cognitive activity is associated with lower attitudes. It is proposed that music fit with the store may explain such results. Music fit and cognitive processed triggered by store music are strongly suggested as avenues of store atmospherics research.</div></front></TEI><istex><corpusName>elsevier</corpusName><author><json:item><name>Jean-Charles Chebat</name><affiliations><json:string>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</json:string><json:string>Corresponding author. Tel. +1-514-340-6846; fax: +1-514-340-6432</json:string><json:string>E-mail: jean-charles.chebat@hec.ca</json:string></affiliations></json:item><json:item><name>Claire Gélinas Chebat</name><affiliations><json:string>Department of Linguistics, UQAM, Montreal, Quebec, Canada</json:string></affiliations></json:item><json:item><name>Dominique Vaillant</name><affiliations><json:string>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</json:string></affiliations></json:item></author><subject><json:item><lang><json:string>eng</json:string></lang><value>Background music</value></json:item><json:item><lang><json:string>eng</json:string></lang><value>In-store selling</value></json:item><json:item><lang><json:string>eng</json:string></lang><value>Stores</value></json:item><json:item><lang><json:string>eng</json:string></lang><value>Cognitive activity</value></json:item></subject><language><json:string>eng</json:string></language><abstract>Retailers use background music in order to enhance the atmosphere of their stores. The present study shows, as predicted by the proposed model, that the effects of music on attitudes toward the store, the salesperson, and the visit to the store are moderated by cognitive processes (number of thoughts and depth of information processing), whereas previous studies focused on emotional moderators. Soothing music (i.e., both pleasant and low arousing) is shown, as predicted, to increase cognitive activity when other cognitive stimulation is low (mainly when sales arguments are weak). However, retailers are warned that enhancing cognitive activity is no panacea since it is found here that higher cognitive activity is associated with lower attitudes. It is proposed that music fit with the store may explain such results. Music fit and cognitive processed triggered by store music are strongly suggested as avenues of store atmospherics research.</abstract><qualityIndicators><score>6.74</score><pdfVersion>1.2</pdfVersion><pdfPageSize>594 x 792 pts</pdfPageSize><refBibsNative>true</refBibsNative><keywordCount>4</keywordCount><abstractCharCount>950</abstractCharCount><pdfWordCount>6529</pdfWordCount><pdfCharCount>39335</pdfCharCount><pdfPageCount>9</pdfPageCount><abstractWordCount>145</abstractWordCount></qualityIndicators><title>Environmental background music and in-store selling</title><pii><json:string>S0148-2963(99)00089-2</json:string></pii><genre><json:string>research-article</json:string></genre><serie><volume>Vol. 2</volume><pages><last>266</last><first>219</first></pages><genre><json:string>Book</json:string></genre><language><json:string>unknown</json:string></language><title>Advances in Experimental Psychology</title></serie><host><volume>54</volume><pii><json:string>S0148-2963(00)X0068-9</json:string></pii><pages><last>123</last><first>115</first></pages><issn><json:string>0148-2963</json:string></issn><issue>2</issue><genre></genre><language><json:string>unknown</json:string></language><title>Journal of Business Research</title><publicationDate>2001</publicationDate></host><categories><wos><json:string>BUSINESS</json:string></wos></categories><publicationDate>1999</publicationDate><copyrightDate>2001</copyrightDate><doi><json:string>10.1016/S0148-2963(99)00089-2</json:string></doi><id>7F1CEE600A45C33F829F13834A7E9325679C3E45</id><fulltext><json:item><original>true</original><mimetype>application/pdf</mimetype><extension>pdf</extension><uri>https://api.istex.fr/document/7F1CEE600A45C33F829F13834A7E9325679C3E45/fulltext/pdf</uri></json:item><json:item><original>false</original><mimetype>application/zip</mimetype><extension>zip</extension><uri>https://api.istex.fr/document/7F1CEE600A45C33F829F13834A7E9325679C3E45/fulltext/zip</uri></json:item><istex:fulltextTEI uri="https://api.istex.fr/document/7F1CEE600A45C33F829F13834A7E9325679C3E45/fulltext/tei"><teiHeader><fileDesc><titleStmt><title level="a" type="main" xml:lang="en">Environmental background music and in-store selling</title></titleStmt><publicationStmt><authority>ISTEX</authority><publisher>ELSEVIER</publisher><availability><p>Elsevier Science Inc., ©2001</p></availability><date>2001</date></publicationStmt><notesStmt><note type="content">Fig. 1: Effects of music tempo on the number of thoughts under weak vs. strong arguments.</note><note type="content">Fig. 2: Effects of music tempo on the depth of information processing under weak vs. strong arguments.</note><note type="content">Table A: Cognitive data analysis framework</note></notesStmt><sourceDesc><biblStruct type="inbook"><analytic><title level="a" type="main" xml:lang="en">Environmental background music and in-store selling</title><author><persName><forename type="first">Jean-Charles</forename><surname>Chebat</surname></persName><email>jean-charles.chebat@hec.ca</email><affiliation>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</affiliation><affiliation>Corresponding author. Tel. +1-514-340-6846; fax: +1-514-340-6432</affiliation></author><author><persName><forename type="first">Claire Gélinas</forename><surname>Chebat</surname></persName><affiliation>Department of Linguistics, UQAM, Montreal, Quebec, Canada</affiliation></author><author><persName><forename type="first">Dominique</forename><surname>Vaillant</surname></persName><affiliation>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</affiliation></author></analytic><monogr><title level="j">Journal of Business Research</title><title level="j" type="abbrev">JBR</title><idno type="pISSN">0148-2963</idno><idno type="PII">S0148-2963(00)X0068-9</idno><imprint><publisher>ELSEVIER</publisher><date type="published" when="1999"></date><biblScope unit="volume">54</biblScope><biblScope unit="issue">2</biblScope><biblScope unit="page" from="115">115</biblScope><biblScope unit="page" to="123">123</biblScope></imprint></monogr><idno type="istex">7F1CEE600A45C33F829F13834A7E9325679C3E45</idno><idno type="DOI">10.1016/S0148-2963(99)00089-2</idno><idno type="PII">S0148-2963(99)00089-2</idno></biblStruct></sourceDesc></fileDesc><profileDesc><creation><date>2001</date></creation><langUsage><language ident="en">en</language></langUsage><abstract xml:lang="en"><p>Retailers use background music in order to enhance the atmosphere of their stores. The present study shows, as predicted by the proposed model, that the effects of music on attitudes toward the store, the salesperson, and the visit to the store are moderated by cognitive processes (number of thoughts and depth of information processing), whereas previous studies focused on emotional moderators. Soothing music (i.e., both pleasant and low arousing) is shown, as predicted, to increase cognitive activity when other cognitive stimulation is low (mainly when sales arguments are weak). However, retailers are warned that enhancing cognitive activity is no panacea since it is found here that higher cognitive activity is associated with lower attitudes. It is proposed that music fit with the store may explain such results. Music fit and cognitive processed triggered by store music are strongly suggested as avenues of store atmospherics research.</p></abstract><textClass xml:lang="en"><keywords scheme="keyword"><list><head>Keywords</head><item><term>Background music</term></item><item><term>In-store selling</term></item><item><term>Stores</term></item><item><term>Cognitive activity</term></item></list></keywords></textClass></profileDesc><revisionDesc><change when="1999-05-01">Registration</change><change when="1999">Published</change></revisionDesc></teiHeader></istex:fulltextTEI><json:item><original>false</original><mimetype>text/plain</mimetype><extension>txt</extension><uri>https://api.istex.fr/document/7F1CEE600A45C33F829F13834A7E9325679C3E45/fulltext/txt</uri></json:item></fulltext><metadata><istex:metadataXml wicri:clean="Elsevier, elements deleted: ce:floats; body; tail"><istex:xmlDeclaration>version="1.0" encoding="utf-8"</istex:xmlDeclaration><istex:docType PUBLIC="-//ES//DTD journal article DTD version 4.5.2//EN//XML" URI="art452.dtd" name="istex:docType"><istex:entity SYSTEM="gr1" NDATA="IMAGE" name="gr1"></istex:entity><istex:entity SYSTEM="gr2" NDATA="IMAGE" name="gr2"></istex:entity></istex:docType><istex:document><converted-article version="4.5.2" docsubtype="fla" xml:lang="en"><item-info><jid>JBR</jid><aid>5394</aid><ce:pii>S0148-2963(99)00089-2</ce:pii><ce:doi>10.1016/S0148-2963(99)00089-2</ce:doi><ce:copyright type="full-transfer" year="2001">Elsevier Science Inc.</ce:copyright></item-info><head><ce:title>Environmental background music and in-store selling</ce:title><ce:author-group><ce:author><ce:given-name>Jean-Charles</ce:given-name><ce:surname>Chebat</ce:surname><ce:cross-ref refid="AFF1"><ce:sup>a</ce:sup></ce:cross-ref><ce:cross-ref refid="CORR1">*</ce:cross-ref><ce:e-address>jean-charles.chebat@hec.ca</ce:e-address></ce:author><ce:author><ce:given-name>Claire Gélinas</ce:given-name><ce:surname>Chebat</ce:surname><ce:cross-ref refid="AFF2"><ce:sup>b</ce:sup></ce:cross-ref></ce:author><ce:author><ce:given-name>Dominique</ce:given-name><ce:surname>Vaillant</ce:surname><ce:cross-ref refid="AFF1"><ce:sup>a</ce:sup></ce:cross-ref></ce:author><ce:affiliation id="AFF1"><ce:label>a</ce:label><ce:textfn>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</ce:textfn></ce:affiliation><ce:affiliation id="AFF2"><ce:label>b</ce:label><ce:textfn>Department of Linguistics, UQAM, Montreal, Quebec, Canada</ce:textfn></ce:affiliation><ce:correspondence id="CORR1"><ce:label>*</ce:label><ce:text>Corresponding author. Tel. +1-514-340-6846; fax: +1-514-340-6432</ce:text></ce:correspondence></ce:author-group><ce:date-received day="1" month="5" year="1999"></ce:date-received><ce:date-accepted day="1" month="5" year="1999"></ce:date-accepted><ce:abstract><ce:section-title>Abstract</ce:section-title><ce:abstract-sec><ce:simple-para>Retailers use background music in order to enhance the atmosphere of their stores. The present study shows, as predicted by the proposed model, that the effects of music on attitudes toward the store, the salesperson, and the visit to the store are moderated by cognitive processes (number of thoughts and depth of information processing), whereas previous studies focused on emotional moderators. Soothing music (i.e., both pleasant and low arousing) is shown, as predicted, to increase cognitive activity when other cognitive stimulation is low (mainly when sales arguments are weak). However, retailers are warned that enhancing cognitive activity is no panacea since it is found here that higher cognitive activity is associated with lower attitudes. It is proposed that music <ce:italic>fit</ce:italic> with the store may explain such results. Music fit and cognitive processed triggered by store music are strongly suggested as avenues of store atmospherics research.</ce:simple-para></ce:abstract-sec></ce:abstract><ce:keywords class="keyword"><ce:section-title>Keywords</ce:section-title><ce:keyword><ce:text>Background music</ce:text></ce:keyword><ce:keyword><ce:text>In-store selling</ce:text></ce:keyword><ce:keyword><ce:text>Stores</ce:text></ce:keyword><ce:keyword><ce:text>Cognitive activity</ce:text></ce:keyword></ce:keywords></head></converted-article></istex:document></istex:metadataXml><mods version="3.6"><titleInfo lang="en"><title>Environmental background music and in-store selling</title></titleInfo><titleInfo type="alternative" lang="en" contentType="CDATA"><title>Environmental background music and in-store selling</title></titleInfo><name type="personal"><namePart type="given">Jean-Charles</namePart><namePart type="family">Chebat</namePart><affiliation>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</affiliation><affiliation>Corresponding author. Tel. +1-514-340-6846; fax: +1-514-340-6432</affiliation><affiliation>E-mail: jean-charles.chebat@hec.ca</affiliation><role><roleTerm type="text">author</roleTerm></role></name><name type="personal"><namePart type="given">Claire Gélinas</namePart><namePart type="family">Chebat</namePart><affiliation>Department of Linguistics, UQAM, Montreal, Quebec, Canada</affiliation><role><roleTerm type="text">author</roleTerm></role></name><name type="personal"><namePart type="given">Dominique</namePart><namePart type="family">Vaillant</namePart><affiliation>HEC Montreal School of Management, Montreal, Quebec, Canada H3T 2A7</affiliation><role><roleTerm type="text">author</roleTerm></role></name><typeOfResource>text</typeOfResource><genre type="research-article">Full-length article</genre><originInfo><publisher>ELSEVIER</publisher><dateIssued encoding="w3cdtf">1999</dateIssued><dateValid encoding="w3cdtf">1999-05-01</dateValid><copyrightDate encoding="w3cdtf">2001</copyrightDate></originInfo><language><languageTerm type="code" authority="iso639-2b">eng</languageTerm><languageTerm type="code" authority="rfc3066">en</languageTerm></language><physicalDescription><internetMediaType>text/html</internetMediaType></physicalDescription><abstract lang="en">Retailers use background music in order to enhance the atmosphere of their stores. The present study shows, as predicted by the proposed model, that the effects of music on attitudes toward the store, the salesperson, and the visit to the store are moderated by cognitive processes (number of thoughts and depth of information processing), whereas previous studies focused on emotional moderators. Soothing music (i.e., both pleasant and low arousing) is shown, as predicted, to increase cognitive activity when other cognitive stimulation is low (mainly when sales arguments are weak). However, retailers are warned that enhancing cognitive activity is no panacea since it is found here that higher cognitive activity is associated with lower attitudes. It is proposed that music fit with the store may explain such results. Music fit and cognitive processed triggered by store music are strongly suggested as avenues of store atmospherics research.</abstract><note type="content">Fig. 1: Effects of music tempo on the number of thoughts under weak vs. strong arguments.</note><note type="content">Fig. 2: Effects of music tempo on the depth of information processing under weak vs. strong arguments.</note><note type="content">Table A: Cognitive data analysis framework</note><subject lang="en"><genre>Keywords</genre><topic>Background music</topic><topic>In-store selling</topic><topic>Stores</topic><topic>Cognitive activity</topic></subject><relatedItem type="host"><titleInfo><title>Journal of Business Research</title></titleInfo><titleInfo type="abbreviated"><title>JBR</title></titleInfo><originInfo><dateIssued encoding="w3cdtf">200111</dateIssued></originInfo><identifier type="ISSN">0148-2963</identifier><identifier type="PII">S0148-2963(00)X0068-9</identifier><part><date>200111</date><detail type="issue"><title>Retail Consumer Decision Processes</title></detail><detail type="volume"><number>54</number><caption>vol.</caption></detail><detail type="issue"><number>2</number><caption>no.</caption></detail><extent unit="issue pages"><start>87</start><end>184</end></extent><extent unit="pages"><start>115</start><end>123</end></extent></part></relatedItem><identifier type="istex">7F1CEE600A45C33F829F13834A7E9325679C3E45</identifier><identifier type="DOI">10.1016/S0148-2963(99)00089-2</identifier><identifier type="PII">S0148-2963(99)00089-2</identifier><recordInfo><recordOrigin>ELSEVIER</recordOrigin><recordContentSource>Elsevier Science Inc., ©2001</recordContentSource></recordInfo></mods></metadata><enrichments><istex:catWosTEI uri="https://api.istex.fr/document/7F1CEE600A45C33F829F13834A7E9325679C3E45/enrichments/catWos"><teiHeader><profileDesc><textClass><classCode scheme="WOS">BUSINESS</classCode></textClass></profileDesc></teiHeader></istex:catWosTEI></enrichments></istex></record>Pour manipuler ce document sous Unix (Dilib)
EXPLOR_STEP=$WICRI_ROOT/Wicri/Musique/explor/MozartV1/Data/Istex/Corpus
HfdSelect -h $EXPLOR_STEP/biblio.hfd -nk 001038 | SxmlIndent | more
Ou
HfdSelect -h $EXPLOR_AREA/Data/Istex/Corpus/biblio.hfd -nk 001038 | SxmlIndent | more
Pour mettre un lien sur cette page dans le réseau Wicri
{{Explor lien
|wiki= Wicri/Musique
|area= MozartV1
|flux= Istex
|étape= Corpus
|type= RBID
|clé= ISTEX:7F1CEE600A45C33F829F13834A7E9325679C3E45
|texte= Environmental background music and in-store selling
}}
| This area was generated with Dilib version V0.6.20. |  |