In-store arousal and consumers’ inferences of manipulative intent in the store environment

Renaud Lunardo, Dominique Roux
  • European Journal of Marketing, May 2015, Emerald
  • DOI: 10.1108/ejm-10-2013-0560

How consumers infer manipulative intents from retail atmospheres

What is it about?

The purpose of this article is to show how consumers’ inferences of manipulative intent mediate the effects of in-store arousal on pleasure and approach behavior. Through a qualitative study and the results of an experiment, we show that arousing store environments lead to negative outcomes when consumers infer that such environments are manipulative. The experimental study results show that high in-store arousal increases inferences of manipulative intent, which in turn negatively affect pleasure and approach behaviors. The results also indicate that the effects of in-store arousal on inferences of manipulative intent vary with age.

Why is it important?

This article contributes to extant literature by emphasizing the crucial role of inferences of manipulative intent in the effects of in-store arousal. It also suggests that practitioners carefully design their store environments, such that arousal they create does not lead consumers to believe that the environment is manipulative.

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The following have contributed to this page: Professor Dominique Roux and Professor Dominique Roux-Bauhain