Abstract
Royalty payments for non-broadcast commercial uses of music in 1995 amounted to £53.8 million in the UK alone1. Research on music and consumer behaviour2,3 has, however, almost completely ignored the potential effect of in-store music on purchasing and particularly on product choice. By investigating the purchasing of German and French wines we have found that musical ‘fit’ has a profound influence on product choice.
This is a preview of subscription content, access via your institution
Access options
Subscribe to this journal
Receive 51 print issues and online access
$199.00 per year
only $3.90 per issue
Buy this article
- Purchase on SpringerLink
- Instant access to the full article PDF.
USD 39.95
Prices may be subject to local taxes which are calculated during checkout
References
The Value of Music(Natl Music Council, London, 1996).
North, A. C. & Hargreaves, D. J. in The Social Psychology of Music(eds Hargreaves, D. J. & North, A. C.) 268-289 (Oxford Univ. Press, 1997).
Areni, C. S. & Kim, D. Adv. Consumer Res. 20, 336–340 (1993).
Martindale, C. & Moore, K. J. Exp. Psychol. Hum. Percept. Perform. 14, 661–670 (1988).
Theus, K. T. Psychol. Marketing 11, 271–290 (1994).
Kemp, A. E. in The Social Psychology of Music(eds Hargreaves, D. J. & North, A. C.) 25-45 (Oxford Univ. Press, 1997).
Bodenhausen, G. V. & Wyer, R. S. J. Personal. Social Psychol. 48, 267–282 (1985).
Author information
Authors and Affiliations
Rights and permissions
About this article
Cite this article
North, A., Hargreaves, D. & McKendrick, J. In-store music affects product choice. Nature 390, 132 (1997). https://doi.org/10.1038/36484
Issue date:
DOI: https://doi.org/10.1038/36484
This article is cited by
-
Wine psychology: basic & applied
Cognitive Research: Principles and Implications (2020)
-
Senses of place: architectural design for the multisensory mind
Cognitive Research: Principles and Implications (2020)
-
Lost in the Store: Assessing the Confusion Potential of Store Environments
Schmalenbach Business Review (2019)
