Millennial Generation's Music, Moods, and Impulsive Buying: empirical studies in minimarkets

Ivon Sandya Sari Putri; Sri Raharso; Tintin Suhaeni

doi:10.33633/jpeb.v6i2.4311

Authors

Ivon Sandya Sari Putri Business Administration Departement, Bandung State Polytechnic, Indonesia
Sri Raharso Business Administration Departement, Bandung State Polytechnic, Indonesia http://orcid.org/0000-0003-1105-9430
Tintin Suhaeni Business Administration Departement, Bandung State Polytechnic, Indonesia

DOI:

https://doi.org/10.33633/jpeb.v6i2.4311

Abstract

The purpose of this paper is to examine the influence of in-store music on impulsive buying among college students (as a millennial generation) in Bandung State Polytechnic, employed customer mood as mediator. Data from 200 respondents were received and analyzed using a regression for testing the hypotheses developed. The results show that the music is significantly affecting the customer's mood and impulsive buying. However, the customer mood does not play significantly affecting impulsive buying. Future research and managerial implications are addressed. Keywords: in-store music, mood, impulsive buying

References

Abrahams, B. (1997). It's all in the mind. Marketing, 27, 31-33.

Ahmad, N. & Rana, A. (2015). Impact of music on mood: an empirical investigation. Research on Humanities and Social Sciences, 5(21), 98-101.

Amiri, F., Jasour, J., Shirpour, M., & Alizadeh, T. (2012). Evaluation of effective fashionism involvement factors effects on impulse buying of customers and condition of interrelation between these factors. Journal of Basic and Applied Scientific Research, 2(9), 9413-9419.

Amos, C., Holmes, G.R., & Keneson, W.C. (2014). A meta-analysis of consumer impulse buying. Journal of Retailing and Consumer Services, 21(2), 86-97.

Applebaum, W. (1951). Studying consumer behavior in retail stores. Journal of Marketing, 16(2), 72-178.

Areni, C.S. (2003). Examining managers' theories of how atmospheric music affects perception, behavior, and financial performance. Journal Retail Consumer Service, 10(5), 263–74.

Babin, B.J., Darden, W.R., & Babin, L.A. (1998). Negative emotions in marketing research: Affect or artifact? Journal of Business Research, 42, 271-285.

Baumeister, R.F. (2002). Yielding to temptation: self-control failure, impulsive purchasing, and consumer behavior. Journal of Consumer Research, 28(4), 670–676.

Baumeister, R.F., Sparks, E.A., Stillman, T.F., & Vohs, K.D. (2008). Free will in consumer behavior: self-control, ego depletion, and choice. Journal of Consumer Psychology, 18(1), 4–13.

Beatty, S.E., & Ferrell, M.E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing, 74(2), 169-19.

Bell, P.A., Greene, T.C., Fisher, J.D., & Baum, A. (2001). Environmental psychology (5th ed.). Fort Worth: Harcourt College Publishers.

Bigné, J.E., Andreu, L., & Gnoth, J. (2005). The theme park experience: An analysis of pleasure, arousal, and satisfaction. Tourism Management, 26(6), 833–844.

Bitner, M.J. (1992). Servicescapes: the impact of physical surroundings on customers and employees. Journal of Marketing, 56, 57-71.

BPS (Badan Pusat Statistik). (2018). Statistik gender tematik: profil generasi milenial Indonesia. Jakarta: Kementerian Pemberdayaan Perempuan dan Perlindungan Anak.

Bruner, G.C. (1990). Music, mood, and marketing. Journal of Marketing, 54(4), 94- 104.

Caro, L.M., & Garcia, J.A.M. (2007). Measuring perceived service quality in urgent transport service. Journal of Retailing and Consumer Services, 14, 60-72.

Chang, H.J., Yan, R.N. & Eckman, M. (2013). Moderating effect of situational characteristics on impulse buying. International Journal of Retail, 42(4), 298- 314.

Chebat, J.C., & Michon, R. (2003). Impact of ambient odors on mall shoppers' emotions, cognition, and spending: A test of competitive causal theories. Journal of Business Research, 56(7), 529-539.

Chebat, J.C., Gelinas, C.C., & Filiatrault, P. (1993). Interactive effects of musical and visual cues on time perception: An application to waiting lines in banks. Perceptual and Motor Skills, 77, 995-1020.

Clarke, D., Perry, P., & Denson, H. (2012). The sensory retail environment of small fashion boutiques. Journal of Fashion Marketing and Management, 16(4), 492-510.

Coloma, D., & Kleiner, B. (2005). How can music be used in business? Management Research News, 28(11/12), 115-120.

Das, A., Paul, H., & Swierczek, F.W. (2008). Developing and validating total quality management (TQM) constructs in the context of Thailand's manufacturing industry. Benchmarking: an International Journal, 15(1), 52-72.

Davis, R., & Sajtos, L. (2009). Anytime, anywhere: measuring the ubiquitous consumer's impulsive purchase behavior. International Journal of Mobile Marketing, 4(1), 15-22.

Deloitte Indonesia. (2019). Generasi Milenial dalam Industri 4.0: Berkah Bagi Sumber Daya Manusia Indonesia atau Ancaman? Deloitte Indonesia Perspectives, Edisi Pertama, September, 24-36.

Demoulin, N.T. (2011). Music congruency in a service setting: The mediating role of emotional and cognitive responses. Journal of Retailing and Consumer Services, 18(1), 10-18.

Dholakia, U.M. (2000). Temptation and resistance: an integrated model of consumption impulse formation and enactment. Psychology & Marketing, 17(11), 955–982.

Donovan, R.J. & Rossiter, J.R. (1982). Store atmosphere: an environmental psychology approach. Journal of Retailing, 58(1), 34-57.

Donovan, R.J., Rossiter, J.R., Marcoolyn, G. & Nesdale, A. (1994). Store atmosphere and purchasing behavior. Journal of Retailing, 70(3), 283-294.

Dubé, L. & Morin, S. (2001). Background music pleasure and store evaluation: intensity effects and psychological mechanisms. Journal of Business Research, 54, 107-113.

Dube. L., Chebat, J-C., & Morin, S. (1995). The effects of background music on consumer's desire to an affiliate in buyer selling. Psychology & Marketing, 12(4), 305–19.

Ekman, P. (1992). An argument for basic emotion. Cognition and Emotion, 6(3/4), 169-200.

Eroglu, S.A., & Machleit, K.A. (1993) Atmospheric in the retail environment: sights, sounds and smells. Advances in Consumer Research, 20, 34-55.

Eroglu, S.A., & Machleit, K.A. (2008). Theory in consumer – environment research. In C. P. Haugtvedt, P. M. Herr, & F. R. Kardes (Eds.), Handbook of Consumer Psychology (pp. 823-835). New York, London: Taylor & Francis Group.

Eroglu, S.A., Machleit, K.A., & Davis, L. A. (2003). Empirical testing of a model of online store atmospherics and shopper responses. Psychology & Marketing, 20 (2), 139–150.

Fiegel, A., Meullenet, J.F., Harrington, R.J., Humble, R., & Seo, H.S. (2014). Background music genre can modulate flavor pleasantness and overall impression of food stimuli. Appetite, 76, 144-152.

Fiske, S.T., & Taylor, S.E. (2008). Social cognition: from brains to culture. NY: McGraw-Hill.

Fulberg, P. (2003). Using sonic branding in the retail environment: an easy and effective way to create consumer brand loyalty while enhancing the in-store experience. Journal Consumer Behavior, 3(2), 193–8.

Gabrielsson, A. (2001). Emotions in strong experiences with music. In P. N. Juslin & J. A. Sloboda (Eds.). Music and emotion: Theory and research (pp. 431–449). New York: Oxford University Press.

Gancer, J. & Huda, F. (2010). Music's Effect on Mood and Helping Behavior. UW-L Journal of undergraduate research, XIII, 1-5.

Garlin, F.V. & Owen, K. (2006). Setting the tone with the tune: a meta-analytic review of the effects of background music in retail settings. Journal of Business Research, 59(6), 755-764.

Gifford, R. (2001). Environmental psychology, principles, and practice (3rd ed.). Boston: Allyn and Bacon.

Gopal, V. & Gopal, V.V. (2010). Impact of in-store music on shopper behavior. Journal of Business and Retail Management Research (JBRMR), 5(1), 1-31.

Graa, A., Dani-Elkebir, M. & Bensaid, M. (2014). The impact of environmental factors on impulse buying behavior using the Mehrabian and Russell's framework. Leonardo Journal of Sciences, 24, 101-114.

Hair, Jr., Joseph F., Anderson, R.E., Tatham, R.L., & Black, W.C. (1998). Multivariate data analysis with reading. New Jersey: Prentice-Hall.

Hair, Jr., Joseph F., Black, William C., Babin, Barry J., & Anderson, Rolph E. (2010). Multivariate Data Analysis: a global perspective. New Jersey: Pearson.

Hofmann, W., Baumeister, R.F., Förster, G., & Vohs, K.D. (2012). Everyday temptations: an experience sampling study of desire, conflict, and self-control. Journal of Personality and Social Psychology, 102(6), 1318–1325.

Hui, M.K., Dube, L. & Chebat, J. (1997). The impact of music on consumers' reaction to waiting for services. Journal of Retailing, 73(1), 87-105.

Iyer, G.R., Blut, M., Xiao, S.H., & Grewal, D. (2020). Impulse buying: a meta-analytic review. Journal of the Academy of Marketing Science, 48, 384–404.

Jain, R. & Bagdare, S. (2011). Music and consumption experience: a review. International Journal of Retail and Distribution Management, 39(4), 289-302.

Jang, S., & Namkung, Y. (2009). Perceived quality, emotions, and behavioral intentions: Application of an extended Mehrabian–Russell model to restaurants. Journal of Business Research, 62, 451-460.

Kacen, J.J., Hess, J.D., & Walker, D. (2012). Spontaneous selection: the influence of product and retailing factors on consumer impulse purchases. Journal of Retailing and Consumer Services, 19(6), 578-588.

Kaltcheva, V.D., & Weitz, B.A. (2006). When should a retailer create an exciting store environment? Journal of Marketing, 70(1), 107-118.

Kellaris, J.J. (2008). Music and consumers. In C.P. Haugtvedt, P.M. Herr, & F.R. Kardes (Eds.), Marketing and consumer psychology series: Vol. 4. Handbook of consumer psychology (p. 837–856). New York: Taylor & Francis Group/Lawrence Erlbaum Associates.

Kim, D., & Ammeter, A.P. (2008). Examining shifts in online purchasing behavior: Decoding the 'net generation. Academy of Information and Management Sciences, 12(1), 7-12.

Kim, J-H. (2006). The Effect of the Amount of Information and Music on Consumer Shopping Behaviors in an Online Apparel Retailing Setting. Unpublished Dissertation. Ohio: Graduate School, The Ohio State University.

Krotz, J.L. (2005). Tough customers: How to reach Gen Y. Redmond, WA: Microsoft Small Business Center.

Krumhansl, C.L. (1997). An exploratory study of musical emotions and psychophysiology. Canadian Journal of Experimental Psychology, 51, 336–352.

Kueh, K. & Voon, B.H. (2007). Culture and service quality expectations: evidence from generation Y consumers in Malaysia. Managing Service Quality, 17(6), 656–680.

Lee, N., & Kotler, P. (2016). Social Marketing: Changing Behaviors for Good. (S. Publications, Ed., 5th ed.). The United States of America.

Lee, Y.K., Lee, C.K., Lee, S.K., & Babin, B.J. (2008). Festivalscapes and patrons' emotions, satisfaction, and loyalty. Journal of Business Research, 61, 56-64.

Lucas, M., & Koff, E. (2014). The role of impulsivity and of self-perceived attractiveness in impulse buying in women. Personality and Individual Differences, 56, 111-115.

Luo, X. (2005). How Does Shopping With Others Influence Impulsive Purchasing? Journal of Consumer Psychology, 15, 288-294.

Ma, Y.J., & Niehm, L.S. (2006). Service expectations of older Generation Y customers: an examination of apparel retail settings. Managing Service Quality, 16(6), 620-640. http://dx.doi.org/10.1108/09604520610711936

Maghnati, F., Ling, K.C. & Nasermoadeli, A. (2012). Exploring the relationship between experiential marketing and experiential value in the smartphone industry. International Business Research, 5(11), 169-177.

Mattila, A. S. & Wirtz, J. (2001). Congruency of scent and music as a driver of in-store evaluations and behavior. Journal of Retailing, 77(2), 273-89.

Mattila, A.S. & Wirtz, J. (2008). The role of store environmental stimulation and social factors on impulse purchasing. Journal of Services Marketing, 22(7), 562–567.

Mattila, A.S., & Wirtz, J. (2000). The role of preconsumption affects in the postpurchase evaluation of services. Psychology & Marketing, 17(7), 587-605.

Mayer, J.D., & Gaschke, Y.N. (1988). The experience and meta-experience of mood. Journal of Personality and Social Psychology, 55, 102-111.

Mehrabian, A., & Russell, J.A. (1974). An Approach to Environmental Psychology. Cambridge, MA: MIT Press.

Meng, B. & Choi, K. (2017). Theme restaurants' servicescape in developing the quality of life: the moderating effect of perceived authenticity. International Journal of Hospitality Management, 65, 89-99.

Mick, D.G., & Demoss, M. (1990). Self-gifts: Phenomenological insights from four contexts. Journal of Consumer Research, 17(3), 322–332.

Milliman, R.E. (1982). Using background music to affect the behaviour of supermarket shoppers. Journal of Marketing, 46 (Summer), 86-91.

Milliman, R.E. (1986). The influence of background music on the behavior of restaurant patrons. Journal of Consumer Research, 13(2), 286-89.

Mohan, G., Sivakumaran, B., & Sharma, P. (2013). Impact of store environment on impulse buying behavior. European Journal of Marketing, 47(10), 1711–1732.

Moreno, F.M., Lafuente, J.G., Carreón, F.A., & Moreno, S.M. (2017). The characterization of the millennials and their buying behavior. International Journal of Marketing Studies, 9(5), 135-144.

Morrin, M., & Chebat, J.C. (2005). Person–place congruency: the interactive effects of shopper style and atmospherics on consumer expenditures. Journal Service Research, 8(2), 181–91.

Morrison, M., Gan, S., Dubelaar, C., & Oppewal, H. (2011). In-store music and aroma influences on shopper behavior and satisfaction. Journal of Business Research, 64(6), 558-564.

Moscardo, G., Murphy, L., & Benckendorff, P. (2011). Generation Y and travel futures. In: Yeoman I, Smith K, Hsu C and Watson S (eds). Tourism and Demography. Oxford: Goodfellow Publishers, pp. 87–100.

Nunnally, J.C., & Bernstein, I.H. (1994). Psychometric Theory (3rd ed.). New York, NY: McGraw-Hill.

Oakes, S. (2000). The Influence of the musicscape within service environments. Journal of Services Marketing, 14(7), 539-556.

O'Guinn, T.C., & Faber, R.J. (1989). Compulsive buying: A phenomenological exploration. Journal of Consumer Research, 16(2), 147– 157.

Park, E.J., Kim, E.Y., & Forney, J.C. (2006). A structural model of fashion-oriented impulse buying behavior. Journal of Fashion Marketing and Management: An International Journal, 10(4), 433-446.

Pendergast, D. (2010). Getting to know the Y generation. In: Benckendorff P, Moscardo G and Pendergast D (eds). Tourism and Generation Y. Cambridge: CABI, pp. 1–15.

Peretz, I. (2001). Listen to the brain: A biological perspective on musical emotions. In P.N. Juslin & J.A. Sloboda (Eds.). Music and emotion: Theory and research (pp. 105–134). New York: Oxford University Press.

Petra, K.K. (2016). Generation Y attitudes towards shopping: a comparison of the Czech Republic and Slovakia. Journal of Competitiveness, 8(1), 38-54.

Robinson, J.P., Shaver, P.R., & Wrightsman, L.S. (1991). Criteria for scale selection and evaluation. In Robinson, J. P., Shaver, P. R., & Wrightsman, L. S. (eds.) 1991. Measures of personality and social psychological attitudes. San Diego, CA.: Academic Press.

Rook, D.W., & Gardner, M.P. (1993). In the mood: impulse buying's affective antecedents. Research in Consumer Behavior, 6, 1-28.

Rostoks, L. (2003). Tapping into the shopper impulse. Canadian Grocer, 117 (October), 34–35.

Russel, J.A. (1980). A circumplex model of affect. Journal of Personality and Social Psychology, 39(6), 1161-1178.

Russell, J.A. & Mehrabian, A. (1976). Environmental variables in consumer research. Journal of Consumer Research, 3, 62-63.

Russell, J.A., & Pratt, G. (1980). A description of the affective quality attributed to environments. Journal of Personality and Social Psychology, 38(2), 311-322.

Russell, J.A., Ward, L.M., & Pratt, G. (1981). Affective quality attributed to environments. A factor analytic study. Environment and Behavior, 13(3), 259–288.

Ryu, K. & Jang, S.S. (2007). The effect of environmental perceptions on behavioral intentions through emotions: the case of upscale restaurants. Journal of Hospitality & Tourism Research, 31(1), 56-72.

Saini, M.C. (2015). Visual merchandising and impulse buying behavior: a case of retail industry. International Journal of Advance Research In Science and Engineering, 4(2), 621-627.

Santoso, S. (2002). Buku Latihan SPSS Statistik Multivariat. Jakarta: Elex Media Komputindo.

Schiffman, L.G. & Kanuk, L.L. (2009). Consumer Behaviour. 9th ed. Upper Saddle River, New Jersey: Pearson Education International.

Schmidt, L.A., & Trainor, L.J. (2001). Frontal brain electrical activity (EEG) distinguishes valence and intensity of musical emotions. Cognition and Emotion, 15, 487–500.

Sekaran, U. (2007). Metode Penelitian untuk Bisnis. Jilid 1 & 2. Diterjemahkan oleh Kwan Men Yon. Jakarta: Salemba Empat.

Sharma, P., Sivakumaran, B. & Marshal, R. (2010). Impulse buying and variety seeking: a trait-correlates perspective. Journal of Business Research, 63(3), 276-283.

Sherman, E., Mathus, A., & Smith, R. (1997). Store environment and consumer purchase behavior: mediating role of consumer emotions. Psychology Marketing, 14(4), 361–79.

Sloboda, J.A., & Juslin, P.N. (2001). Psychological perspectives on music and emotion. In P.N. Juslin & J.A. Sloboda (Eds.). Music and emotion: Theory and research (pp. 71– 104). New York: Oxford University Press.

Smith, K.T. (2011). Digital marketing strategies that Millennials find appealing, motivating, or just annoying. Journal of Strategic Marketing, 19(6), 489-499.

Soedibjo, B.S. (2013). Pengantar Metode Penelitian. Bandung: Unas Pasim.

Soh, K-L., Jayaraman, K., Choo, L-P., & Kiumarsi, S. (2015). The impact of background music on the duration of consumer stay at stores: an empirical study in malaysia. International Journal of Business and Society, 16(2), 247–260.

Spangenberg, E., Grohmann, B., & Sprott, D. (2005). It's beginning to smell (and sound) a lot like Christmas: the interactive effects of ambient sent and music in a retail setting. Journal of Business Research, 58, 1583-1589.

Sweeney, J.C., & Wyber, F. (2002). The role of cognitions and emotions in the musicapproach-avoidance behavior relationship. Journal of Service Marketing, 16(1), 51-69.

Tai, S.H.C., & Fung, A.M.C. (1997). Application of an environmental psychology model to in-store buying behavior. International Review Retail, Distribution & Consumer Research, 7, 311–337.

Tice, D.M., Bratslavsky, E., & Baumeister, R.F. (2001). Emotional distress regulation takes precedence over impulse control: if you feel bad, do it! Journal of Personality and Social Psychology, 80(1), 53–67.

Tirmizi, M.A., Rehman, K-U., & Saif, M.I. (2009). An empirical study of consumer impulse buying behavior in local markets. European Journal of Scientific Research, 28(4), 522-532.

Turley, L.W. & Milliman, R.E. (2000). Atmospheric effects on shopping behavior: a review of the experimental evidence. Journal of Business Research, 49(2), 193-211.

Tuttle, B. (2012). Millennials are biggest suckers for selfish impulse buys. Available at: https://business.time.com/2012/04/27/millennials-are-biggest-suckers-for-selfish-impulse-buys/. Retrieved 10 Jan 2020).

Venter, M., Chinomona, R., & Chuchu, T. (2016). The influence of store environment on brand trust, brand satisfaction and brand loyalty among the black middle class. The Retail and Marketing Review, 12(2), 46-58.

Verplanken, B., & Herabadi, A. (2001). Individual differences in impulse buying tendency: Feeling and no thinking. European Journal of Personality, 15(1), 71–83.

Verplanken, B., & Sato, A. (2011). The psychology of impulse buying: An integrative self-regulation approach. Journal of Consumer Policy, 34(2), 197–210.

Verplanken, B., Herabadi, A.G., Perry, J.A., & Silvera, D.H. (2005). Consumer style and health: The role of impulsive buying in unhealthy eating. Psychology & Health, 20(4), 429–441.

Vida, I. (2008). The impact of atmospherics on consumer behaviour: The case of the music fit in retail stores. Economic and Business Review for Central and South-Eastern Europe, 10(1), 21-35.

Vohs, K.D., & Faber, R.J. (2007). Spent resources: Self-regulatory resource availability affects impulse buying. Journal of Consumer Research, 33(4), 537–547.

Weun, S., Jones, M.A., & Beatty, S.E. (1998). The development and validation of the impulse buying tendency scale. Psychological Reports, 82(3), 1123-1133.

Xu, Y. (2007). Impact of Store Environment on Adult Generation Y Consumers' Impulse Buying. Journal of Shopping Center Research, 14(1), 39-56.

Yalch, R.F. & Spangenberg, E.R. (2000). The effects of music in a retail setting on real and perceived shopping times. Journal of Business Research, 49(2), 139-147.

Yalch, R.F., & Spangenberg, E.R. (1993). Using store music for retail zoning: a field experiment. Advances in Consumer Research, 20, 632-635.

Yüksel, A. (2007). Tourist shopping habitat: effects on emotions, shopping value and behaviours. Tourism Management, 28(1), 58-69.

Zhou, L., & Wong, A. (2003). Consumer impulse buying and in-store stimuli in Chinese supermarkets. Journal of International Consumer Marketing, 16, 37-53.