Analyzing the effects of storefront window display transparency on perceived store Attractiveness and Approach behavior

This study evaluated the impact of visual transparency vs. opaqueness in storefront window displays in relation to consumer responses and approach behavior. While there is extensive prior literature analyzing various design features in such exterior-facing displays, the ability to see through or around the window displays to observe the store interior has not received much research attention. Theories of cognitive processing fluency suggest that reductions in environmental “unknowns” are associated with feelings of pleasure, comfort, and environmental affinity. Thus, we hypothesized that more transparent window displays would be associated with higher ratings of store attractiveness, more time spent observing the stores, and a greater likelihood of participants approaching the stores after viewing the displays. The use of a virtual-reality approach made it possible to isolate and adjust the storefront display transparency while holding other environmental variables constant. Our findings confirmed that highly transparent window displays were associated with greater attractiveness ratings and longer durations of observation, and that these effects were mediated by a reduction in perceived visual complexity and increases in feelings of pleasure. We did not find a significant difference in approach behavior, but this may be due to the fact that our participants were aware they could not actually enter the stores in the VR presentation. The results provisionally indicate that retailers should attend to the visibility of the ground-level store interior when designing their window displays.     

Visual attention,buying impulsiveness,and consumer behavior

Buying impulsiveness is frequently triggered by point-of-sale information. In order to impact consumer behavior, this information must be visually noticed. In this study, researchers propose that consumers’ level of buying impulsiveness impacts their visual attention to point-of-sale information (i.e., signs, displays). Specifically, individuals scoring high on the buying impulsiveness scale (BIS) fixate less on point-of-sale information. This was tested in two experiments where participants’ task was to rate their purchase likelihood for ornamental plants. Both experiments demonstrate that consumers with high BIS fixate less on in-store signs but more on displays than low BIS consumers. High BIS participants’ visual attention to informational signs positively impacts their purchasing behavior while their visual attention to the displays does not. Theoretical contributions to consumer behavior literature and implications for retail marketing efforts are discussed.     

Anti-counterfeiting advertisements for luxury brands in the post pandemic era: Roles of message type,visual presentation mode,and self-construal

The COVID-19 pandemic has led to a significant increase in the demand for counterfeit luxury products, and the black market is expected to grow continuously in the post pandemic era. The present research aimed to examine how verbal and visual aspects of anti-counterfeiting advertising affect the purchase of counterfeit luxury brands. For the verbal element, we included two types of anti-counterfeiting messages: value-expressive and social-adjustive. For the visual element, two modes of visual presentation were compared; participants were presented either with images of counterfeit products only, or with images of both counterfeit and genuine products. The results from two experiments demonstrated that both variables interacted with consumers' self-construal in determining the effects of anti-counterfeiting advertising. Participants with independent self-construal expressed a lower intention to purchase counterfeit luxury products when a value-expressive message was used or when only an image of the counterfeit was included. In contrast, participants with interdependent self-construal exhibited a lower purchase intention when a social-adjustive message was utilized or when images of both the counterfeit and authentic brands were presented side-by-side. Moreover, anti-counterfeiting messages influenced participants’ purchase intentions through the perceptions of social-adjustive and value-expressive benefits, whereas the effect of presentation mode was mediated by the fluency experienced by the participants when processing the advertisement. Our research findings contribute theoretically to the literature on social motives, evaluation mode, comparative advertising, and self-construal, and will assist practitioners in developing effective communication strategies to reduce the consumption of counterfeit luxury brands.     

Grocers' window displays: The eclipse of a British tradition

By reference to period retailing narratives, this paper examines the changed significance of shop window displays for British grocers with the transition from counter‐based to self‐service from the late 1940s to the 1960s. The ‘well‐dressed’ window showing a selection of goods and price offers became an early casualty of changed retail practices. Opportunities presented by self‐service for comprehensive stock displays and in‐store promotion proved a decisive challenge to the art of the grocer's window display. These displays had been ubiquitous; large and small shops alike tried to impress passers‐by with examples of their stock range. Self‐service shops had different internal space requirements and soon it was more important that potential customers could see the well‐stocked aisles and activity within.     

Clockwise versus counterclockwise turning bias: Moderation effects of foot traffic and cognitive experience on visual attention

The current research aims to examine how turning bias can affect the attention-capturing of bottom-up factors in endcap displays. In three experimental studies using eye-tracking, this paper contributes to the literature by proposing moderators that shape turning bias effects on retail endcap displays. Studies 1 and 2 demonstrate that consumers' counterclockwise (vs. clockwise) rotation reduces visual attention on endcap displays. Furthermore, Study 3 indicates that longer trips and higher loop diversion increase the number of fixations for clockwise (vs. counterclockwise) turning shoppers. In addition, higher cognitive anchors and shorter shopping lists boost fixation rates when shoppers rotate in a clockwise (vs. counterclockwise) direction. This research has important theoretical and practical implications for understanding shoppers’ visual attention and cognitive experience in retail settings.     

The halo effect created for restaurants that source food locally

This research investigated inferences consumers make about restaurants that market their use of locally sourced food (LSF) ingredients using the halo effect as a theoretical foundation. Food produced and sold within a certain geographical radius (typically under 400 miles) is considered LSF. Hypothesized was that simply labelling a restaurant as using LSF would create a positive halo effect (a positive perceptual bias) and promote beliefs about the restaurant’s attributes that were unrelated to LSF. The results of an experiment with 313 participants suggest that LSF labeling in restaurants produces a positive halo effect. Participants assumed that a restaurant using LSF was more environmentally friendly, served a healthier/more nutritious menu, was more conveniently located, and was more likely to use natural/organic ingredients than was a similar restaurant that did not use LSF. Additionally, participants’ food-related lifestyles were significant moderators, with those most concerned about (1) the healthiness of the food they eat, and (2) the joy they get from eating and socializing over food, being most strongly influenced by the positive LSF-halo. Overall, the results indicate that restaurants may benefit from the positive glow created from the halo effect of sourcing food locally.     

The effect of shelf layout on satisfaction and perceived assortment size: An empirical assessment

This research compares the effect of different shelf visual layouts on decision satisfaction and perceptions of the retailer assortment, with a focus on how (e.g. vertically vs. horizontally) to display products rather than on how many products to display. The combined evidence from three experimental studies shows that displaying assortment breadth horizontally and depth vertically led participants to perceive a larger selection and to be more satisfied. Furthermore, linear displays increase decision satisfaction but decrease perceived assortment size and preference strength for the top brand, whereas visual layouts with the preferred brand in the central position increase decision satisfaction, make the assortment appear larger, and enhance preference strength for the top brand. The findings provide guidelines about how to organize products on the shelves and suggest that – even when actual assortment size is constant – consumer responses to the assortment depend from how the retailer displays the products.     

Effects of human versus virtual human influencers on the appearance anxiety of social media users

The association between social media use and an individual's appearance dissatisfaction has generated broad scholarly interests. This study explored the specific appearance dissatisfaction resulting from the effects of social media influencer images on the appearance anxiety of users, in particular the differences between human influencers (HIs) and emerging virtual influencers (VIs). Women (n = 178) aged 18–35 were randomly assigned to HI images, VI images, and scenic images (control group) and were asked to answer related questionnaires. The results showed that images of both HI and VI induced significantly higher appearance anxiety than in the control group. The participants who were exposed to VI images reported significantly lower appearance anxiety than those who were exposed to HI images. Participants' state appearance comparison played a mediating role between the images of social media influencers and appearance anxiety. In addition, participants who viewed VI images reported significantly lower state appearance comparison than those who viewed HI images. Insights for influencer marketing practice were further discussed based on the results.     

The out-of-region bias: Distance estimations based on geographic category membership

This research addresses estimations of distance, an important factor in numerous consumer decisions (e.g., store choice, willingness to pay for travel). Our central hypothesis is that when two places are located in the same geographic category, individuals estimate them to be closer to each other than when they are located in different categories, a bias we term ??the out-of-region bias.?? In study 1, we demonstrate that participants are more willing to visit a store located in the city in which they live rather than a store located in a neighboring city because they mistakenly think that a store in their city is closer to home. In studies 2a and b, we show that the out-of-region bias leads consumers to express higher willingness to pay for an airline ticket that involves travel across versus within regions because they inaccurately estimate greater distance between cities that are located in different regions (vs. the same region). Study 2a also demonstrates that the out-of-region bias is ameliorated in the presence of a map, indicating that the bias is a conceptual (vs. perceptual) bias, and study 2b rules out an alternative explanation for our results based on consumers?? tendency to exaggerate north?Csouth distances.     

One Vs. Many: who wins? An empirical investigation of online product display

ABSTRACT

This study questions the unharmonious ways of product displays in online grocery retailing and aims to find if visual complexity of the product display has any impact on behavioral outcomes of online grocery shoppers. Our main finding was that visually complex images, i.e. images with a high number of elements have a negative effect on affective and cognitive states resulting in decreased behavioral intentions. However, when the number of elements in the product display was decreased, i.e. the visual complexity of the product display was reduced, shoppers’ cognitive and affective responses and intentions were similar to when they were exposed to noncomplex images. We also found that arousal and pleasure (parallel mediators) absorption, telepresence, utilitarian and hedonic values and perceived ease of use (serial mediators) mediate the effect that the product display has on behavioral intentions.     

Illusory Price Increases after the Euro Changeover in Germany: An Expectancy-Consistent Bias

The aim of the present report is to review research demonstrating the role played by expectations for observed illusory price increases after the euro introduction in Germany. In laboratory experiments when participants are asked to estimate price changes in a restaurant following the euro introduction, the price estimates are found to be biased in the direction of the expectation of rising prices. The research also examines the extent to which a similar judgment bias is evident in other areas and how interventions counteract the bias. A further focus of the research is on the underlying process. In this respect the results show that the bias is based on a selective outcome correction process not previously described. Theoretical implications and practical implications for consumer policy issues are highlighted.

A sound brand identity design: The interplay between sound symbolism and typography on brand attitude and memory

A growing body of research testifies that humans naturally deduce certain images from auditory cues as they do from visual cues. In the context of branding, this paper bridges two streams of research to reveal how the interplay between the auditory and visual images embedded in brand identities influences consumer response. Study participants were exposed to brand logotypes whose brand name and typography either agree or disagree in the images they convey. The results revealed that audiovisual image congruence in brand identity leads to increased brand appeal and quality perception as well as memory. In addition, the effect of auditory images and that of visual images were found to equally influence associative mappings such that neither dominates the other. These findings provide an evidential ground to reason and further explore how business enterprises may effectively communicate their brand images through multisensory channels by providing guidance in the intuitive decision-making process involved in brand naming and visual identity development.     

Just doing it: A visual ethnographic study of spectacular consumption behavior at Nike Town

This paper uses visual ethnographic methods, specifically participant observation and photography supplemented with interviews, in its investigation of the consumption of spectacle at Nike Town, Chicago. Spectacular consumption behavior was participative in nature, involved explicit knowledge of its production, and entailed the consumption of space, cultural meanings and products in this hybrid combination of store and museum. Central aspects of spectacular consumption processes were consumers’ movement through the interspatial architectural design and interactions with intertexual displays of celebrities, products, and corporate narratives. As consumers moved through the site, its design and displays placed them in altered referential positions with images of celebrity athletes and with artifacts. The trajectories of visual fields consumers’ movement formed and animated played a key role in producing cultural meanings of competition, exceptional performance, style and recreation. This research contributes to our theoretical understanding of experiential and spatial dimensions of consumption. Methodological contributions map out the propriety and limitations of visual methods in consumer research.     

Constructing Image-Based Culture Definitions Using Metaphors: Impact of a Cross-Cultural Immersive Experience

This study provides an approach to teaching and learning in the international business (IB) classroom about cultural values, beliefs, attitudes, and norms through the study of cultural metaphor. The methodology is based on established qualitative methods by using participants’ visual pictures and written explanations—representative of their initial perspectives of another culture—as units of analysis. Prior to and after a cross-cultural immersion experience in China, students are asked to contribute a tangible visual image of their impression of Chinese culture and briefly write about it. Upon their return, students are once again asked to submit another image of culture along with an additional written explanation in order to explicate their further understanding of culture’s role in cross-border interactions. Findings point to the increased capacity to construct redefinitions of culture based upon their experiences. They also reveal a glimpse into the ideas, imaginings, and attitudes of students as they attempt to make sense of unfamiliar world views, practices, and norms in light of the increasing interconnection in our world.     

Augment yourself through virtual mirror: the impact of self-viewing and narcissism on consumer responses

Virtual mirror, an increasingly popular application of augmented reality, allows consumers to view their visages overlaid with product images on digital displays. The authors of this study examine how augmented reality technology affects consumers’ brand perceptions and purchase intentions. Study 1, using a real brand, demonstrates that consumers tend to form higher self-brand connections and purchase intention when viewing themselves trying a product via a virtual mirror, rather than when viewing professional models wearing the product. Study 2, using a fictitious brand, reveals that narcissistic participants show pronounced positive self-viewing effects, but non-narcissistic participants show attenuated effects. Implications for digital marketers are discussed.     

Sex Appeal in Advertising: What Consumers Think

This study examined consumers’ attitude toward the use of sexual content in advertisements among there different cultural groups; i.e., individualistic sample (White American), collectivistic sample (US temporal visitors from Asia), and acculturation sample (Asian immigrants). Sixty participants were asked about cultural acceptability of sexual content ads and the favorable attitude toward those ads by using Q-methodology. Asian participants reported less cultural acceptability for sexuality, than either Asian American or North American participants. The findings also revealed that North Americans are more likely to prefer the use of sexual content in advertisement than Asians. Asian-American participants agreed with North American participants in regard to sexually explicit advertising. Implications and limitations were discussed.     

Impact of cause-related marketing on consumer advocacy and cause participation: A causal model based on self-reports and eye-tracking measures

Cause-related marketing improves corporate image and consumer attitudes toward brands. An important research gap is how the visual attention paid to cause-related cues in social media affect consumer attitudes and behaviors. In the present study, we analyze the moderating role of the visual attention paid to Instagram-based, cause-related posts on the impact of consumer perceptions (i.e., corporate image), beliefs (trust), and attitudes (i.e., corporate social responsibility [CSR] support) on behavioral intentions (i.e., cause participation, consumer advocacy, and intention to share posts) for fast-food restaurants. Data for the study were collected in a between-subjects experiment with 123 participants. Visual attention was measured using eye-tracking technology, and consumer attitudes and behavioral intentions through an online survey. The results show that the greater the attention paid to images (amount and duration of fixations) and the more revisits made lead to more positive attitudes and behaviors toward the cause and the company. On the other hand, the more time spent looking at the company's responses to negative user-generated content weakens the relationship between trust and consumer advocacy toward the company. These results can help practitioners design appropriate cause-related marketing strategies in social media.     

What about sustainability? Understanding consumers' conceptual representations through free word association

The United Nations (UN) conceptualizes sustainability as development that meets the current needs of the planet's populations, but without compromising the ability of future generations to meet their own needs. Although the concept of sustainability has been widely discussed in the international political agendas, inconsistent interpretation and ambiguity of the concept by consumers is observed. In this paper, the understanding of the term sustainability amongst Brazilian consumers is reported. Using the word association projective technique, the participants were asked to write down all the words that came to their mind when thinking about “sustainability.” Thematic content analysis was performed by grouping words by similarity of meaning in categories, which were further submitted to correspondence analysis (CA) to create a perceptual map. Brazilian consumers made different associations reflecting the complexity and multidimensionality of the concept amongst different groups of consumers. The most frequently cited categories are related to environment, health and nutrition, behaviour, production and economy and sustenance. CA accounted for 76.7% of the data variance and the perceptual map evidenced that younger individuals with higher education made associations with categories related to the current concept of sustainable development, similar to that proposed by UN. Moreover, consumers with basic education were associated with categories related to food and sustenance. The findings of this study can contribute to the formulation of education strategies directed towards different social groups, besides directing further research on consumer behaviour.     

Interaction effects of mood induction and nominal representation of price on consumer choice

The transition to the euro in several European countries causes consumers to make mistakes in economic transactions. One mistake referred to as the “euro illusion” is the tendency to evaluate prices on the basis of their nominal representation, thus overestimating or underestimating how expensive products are. Investigating effects of the euro illusion on consumer choice as well as moderating effects of mood, three laboratory experiments were conducted employing convenience samples of students. In Experiment 1 a bias toward the nominal representation was demonstrated when participants chose an unfamiliar (fictitious) large-unit currency (small numbers) for paying the price of a consumer product but chose an unfamiliar small-unit currency (large numbers) for obtaining a salary. The bias was larger for participants who were induced to feel positive and deactivated (calm and relaxed) than for participants who were induced to feel negative and activated (anxious and jittery). The difference in frequencies of choice of currency were replicated in Experiment 2. No effects were, however, found of natural mood assessed by self-report ratings. In Experiment 3 choices of more expensive consumer products with additional features were more frequent when the prices were expressed in the large-unit currency than when expressed in the small-unit currency. Neither in this case did self-reported natural mood affect the choices.     

The fluent online shopping experience

Consumers increasingly use various Internet-enabled devices for online shopping; thus, a critical topic for both research and practice is the visual characteristics of the information presented in this medium. This study builds on fluency theory within an environmental psychology framework. Specifically, this research examines how consumers' perceived fluency of the verbal online information affects their perceived cognitive effort and positive affect within a choice context. The experimental results show that (1) perceptual fluency affects both cognitive effort and positive affect experienced during online shopping and (2) cognitive effort and positive affect influence judgments about the perceived decision quality of the choice made. This research is notable in its simultaneous (as opposed to consecutive) examination of the relationship among the three dimensions of processing fluency (perceptual fluency, positive affect, and cognitive effort) and their impact on consumers' choice satisfaction with an online shopping task.