HEDONIC MOTIVATIONS IN THE WEB SITE: EFFECTS OF MUSIC ON CONSUMER RESPONSES IN AN ONLINE SHOPPING ENVIRONMENT

Carlota Lorenzo, Miguel Àngel Gomes, Alejandro Mollá, Javier Garcia

2005

Abstract

Because of the increasing competitive retail industry environment, retailers must be certain that their stores are up-to-date and suggest an image that is appealing to their target markets. In fact, one of the most significant features of the total product is the place where it is bought or consumed. In some cases, the place, or more specifically the place atmosphere, is more influential than the product itself in the purchase decision. A considerable body of literature has been accumulated on atmospheric effects in traditional stores; however, the impact of these factors in online retail environments has not yet been well documented. Some studies posit that although the instrumental qualities or utilitarian elements of online shopping (e.g. ease and convenience) are important predictors of consumers' attitudes and purchase behaviours, the hedonic aspects of the web medium could play an equally important role in shaping these behaviours. This study analyzes the influence of a hedonic atmospheric cue, specifically music, on shoppers' cognitive, emotional and behavioural responses in an online apparel shopping environment. A between-subjects experimental design is used to test our hypotheses. In addition we developed an integrated methodology that allows the simulation, tracking and recording of subjects’ behaviour within an online shopping environment under an atmospheric condition: the music.

Paper Citation

in Harvard Style

Lorenzo C., Àngel Gomes M., Mollá A. and Garcia J. (2005). HEDONIC MOTIVATIONS IN THE WEB SITE: EFFECTS OF MUSIC ON CONSUMER RESPONSES IN AN ONLINE SHOPPING ENVIRONMENT . In Proceedings of the Seventh International Conference on Enterprise Information Systems - Volume 5: ICEIS, ISBN 972-8865-19-8, pages 59-66. DOI: 10.5220/0002523500590066

in Bibtex Style

@conference{iceis05,
author={Carlota Lorenzo and Miguel Àngel Gomes and Alejandro Mollá and Javier Garcia},
title={HEDONIC MOTIVATIONS IN THE WEB SITE: EFFECTS OF MUSIC ON CONSUMER RESPONSES IN AN ONLINE SHOPPING ENVIRONMENT},
booktitle={Proceedings of the Seventh International Conference on Enterprise Information Systems - Volume 5: ICEIS,},
year={2005},
pages={59-66},
publisher={SciTePress},
organization={INSTICC},
doi={10.5220/0002523500590066},
isbn={972-8865-19-8},
}

in EndNote Style

TY - CONF
JO - Proceedings of the Seventh International Conference on Enterprise Information Systems - Volume 5: ICEIS,
TI - HEDONIC MOTIVATIONS IN THE WEB SITE: EFFECTS OF MUSIC ON CONSUMER RESPONSES IN AN ONLINE SHOPPING ENVIRONMENT
SN - 972-8865-19-8
AU - Lorenzo C.
AU - Àngel Gomes M.
AU - Mollá A.
AU - Garcia J.
PY - 2005
SP - 59
EP - 66
DO - 10.5220/0002523500590066