Related Experiment Video
Updated: Dec 10, 2025
09:17
Using a Virtual Store As a Research Tool to Investigate Consumer In-store Behavior
Published on: July 24, 2017
11.7K
Consumer Experience and Omnichannel Behavior in Various Sales Atmospheres
María Dolores Reina Paz1, Fernando Jiménez Delgado1
1Department of Business Economics and Accounting, National University of Distance Education (UNED), Madrid, Spain.
Frontiers in Psychology
|August 28, 2020
Summary
This study reviews environmental psychology models for physical stores and adapts them to e-commerce. It analyzes how sales atmospherics influence consumer behavior in both physical and digital retail environments.
Area of Science:
- Environmental Psychology
- Consumer Behavior
- E-commerce Marketing
Background:
- Environmental psychology concepts, first introduced in 1974, were applied to retail in 1982 to understand in-store atmospheric stimuli.
- The rise of e-commerce has prompted research into adapting these theories to virtual retail environments.
Purpose of the Study:
- To analyze widely accepted models of sales atmospherics in physical stores.
- To review the adaptation and application of these models to omnichannel shopper behavior, integrating physical and digital sales atmospheres.
Main Methods:
- Literature review and analysis of existing models.
- Conceptual framework development for omnichannel environments.
Main Results:
- Established models of sales atmospherics in physical retail are adaptable to digital and omnichannel contexts.
- Consumer behavior is influenced by atmospheric stimuli across both physical and virtual sales environments.
Conclusions:
- Sales atmospherics remain a critical factor influencing consumer behavior in modern omnichannel retail.
- Further research is needed to fully understand the nuances of digital sales atmospheres and their impact on consumers.
Related Concept Videos
01:52Persuasion Strategies
42.8K
Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).
42.8K
02:20Routes of Persuasion
68.3K
Persuasion is the process of changing our attitude toward something based on some kind of communication. Much of the persuasion we experience comes from outside forces. How do people convince others to change their attitudes, beliefs, and behaviors? What communications do you receive that attempt to persuade you to change your attitudes, beliefs, and behaviors?
68.3K
01:25Factors Affecting Perception
2.4K
Perception is influenced by perceptual set, context, motivation, and emotion. Perceptual set, or perceptual expectancy, refers to the tendency to perceive things in a particular way, influenced by previous experiences and expectations. This phenomenon affects the interpretation of stimuli, creating a set of mental tendencies and assumptions that impact sensory perceptions of sound, taste, touch, and sight.
An illustrative example of a perceptual set is the scenario where an airline pilot told...
An illustrative example of a perceptual set is the scenario where an airline pilot told...
2.4K
01:27Halo Effect
235
The halo effect is a cognitive bias in which an individual's overall impression influences judgments about their specific traits. This psychological phenomenon leads people to associate positive characteristics with those they perceive as generally good and negative characteristics with those they view as bad. This effect is particularly influential in social perception, professional evaluations, and decision-making processes.The Psychological Basis of the Halo EffectThe halo effect is rooted...
235
02:16Stereotype Content Model
15.2K
The Stereotype Content Model (SCM) was first proposed by Susan Fiske and her colleagues (Fiske, Cuddy, Glick & Xu, 2002; see also Fiske, 2012 and Fiske, 2017). The SCM specifies that when someone encounters a new group, they will stereotype them based on two metrics: warmth—or that group’s perceived intent, and how likely they are to provide help or inflict harm—and competence—or their ability to carry out that objective. Depending on the warmth-competence...
15.2K
01:29Impression Management Techniques III: Aligning Actions
79
Aligning actions are communicative strategies individuals employ to maintain social harmony and preserve personal identity in the face of potential disruptions to social norms. These actions are particularly important in managing social impressions when one's behavior might be seen as inappropriate, incompetent, or morally questionable.Types of Aligning ActionsThe three principal types of aligning actions are disclaimers, accounts, and apologies.DisclaimersDisclaimers are preventive; they are...
79