When atmospherics lead to inferences of manipulative intent: Its effects on trust and attitude

Renaud Lunardo and Ababacar Mbengue

Journal of Business Research, 2013, vol. 66, issue 7, 823-830

Abstract: The atmosphere of a retail store is a powerful marketing tool for influencing consumer behavior to the benefit of the retailer. This article explores the case where consumers perceive the store environment as a manipulative tool in use by the retailer. This article hypothesizes that incongruent store environments urge consumers to make inferences of manipulative intent (IMI) from the retailers, and that those inferences negatively influence consumer's perception of the retailers' integrity, and attitudes toward the atmosphere and the retailers. Empirical results from an experiment confirm the hypotheses.

Keywords: Atmospherics; Inferences of manipulative intent; Integrity; Attitude (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (16)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:66:y:2013:i:7:p:823-830

DOI: 10.1016/j.jbusres.2011.06.007

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