Surprise, Surprise. Ambient Media as Promotion Tool for Retailers

Katharina Hutter and Stefan Hoffmann

Journal of Retailing, 2014, vol. 90, issue 1, 93-110

Abstract: Ambient media evoke surprise with the aim of gaining the attention of consumers who are overexposed to traditional types of advertising. No study has yet considered the effects of unanticipated ambient media. To bridge this gap, the present article reports a field experiment entailing the manipulation of three types of ambient media that create different levels of surprise. The analysis combines observation data for 2,464 passersby, survey data from 305 respondents, and sales figures for 730 days. The results show that surprising ambient media draw attention, promote positive attitudes toward the ad, and stimulate word of mouth. Most importantly, ambient media increase purchase intention and sales revenue. Robustness checks ensure that the model is stable across several conditions, such as time of day or weather conditions. Follow-up studies further reveal that surprise elicits positive effects via two processes; the amplification of accompanying evaluations and the interplay of attention and incongruence resolution. The paper provides guidance for retailers wishing to design surprising ambient media that improve consumer attitudes and profitability.

Keywords: Surprise; Ambient media; Attention; Advertising efficacy; Guerrilla marketing; Non-traditional retailing (search for similar items in EconPapers)
Date: 2014
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Citations: View citations in EconPapers (9)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jouret:v:90:y:2014:i:1:p:93-110

DOI: 10.1016/j.jretai.2013.08.001

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