Entertainment marketing, experiential consumption and consumer behavior: the determinant of choice of wine in the store

• Main Authors: Marco Platania, Silvia Platania, Giuseppe Santisi
• Format: Article
• Language: English
• Published: Firenze University Press 2016-12-01
• Series: Wine Economics and Policy
• Subjects: Emotions; Purchase; Atmosphere; Wine; Consumers
• Online Access: http://www.sciencedirect.com/science/article/pii/S2212977416300175

The aim of this study is to discover the wine store variables that arouse the desire to purchase in the consumer. Wine is a complex product: its features are better able to be perceived and valued in a suitable sales environment. The store environment contains various stimuli that might be perceived by the customer׳s senses, and each stimulus offers many variable options. Mehrabian and Russell׳s framework specifies that individuals react to their environment along at least three dimensions: Pleasure, Arousal, and Dominance (PAD). Dismissing (avoidance) and approaching are the behavioral responses of the consumer to these dimensions. There were 130 responding participants in the store. The relationship between emotions stimulated in the store and behavioral responses, which was mediated by environmental stimuli, were central in the results.