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- Background on Strategic Retailing
-
1. An overview of strategically-focused retailing: opportunities and challenges
- Prof. Joel R. Evans
- Globalization and Retailing
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2. Foreign retailers in China: the first ten years
- Dr. Lisa Qixun Siebers
-
3. Global consumers and in-store promotions
- Prof. Don E. Schultz
- Consumer Behavior in Retailing
-
4. Online customer experience in e-retailing
- Ms. Donna M. Iucolano
-
5. Sensory cues and shoppers’ touching behaviour: the case of IKEA
- Prof. Bertil Hultén
- Retail Operations and Merchandising
-
7. The role of logistics within a retailing strategy
- Prof. Leigh Sparks
-
8. Customers, retail agglomerations and urban place marketing
- Prof. Christoph Teller
-
9. Retail buying: better purchasing and inventory control
- Dr. Susan S. Fiorito
- Optimizing a Retail Strategy
-
10. Optimizing a retail strategy: integration, analysis, and adaptation
- Prof. Joel R. Evans
Printable Handouts
Navigable Slide Index
- Introduction
- Research direction
- Sensory marketing in the 21st century
- Mainstream marketing
- Retail personalities
- Retail environments in practice
- Sensory channels
- Research question
- The human senses in theory
- The sense of touch
- The sense of sight
- Good design
- Lighting
- The sense of smell
- The human senses in practice
- Experimental design
- Manipulation of POP
- Data collection
- Manipulation check
- Findings - sensory cues and time at POP
- Findings - time at point-of-purchase & purchasing
- Findings - sensory cues & touching time
- Findings - touch and probability of purchase
- Findings - touching time & total sale
- Theoretical implications
- More theoretical implications
- Managerial implications
- What appeals to the human senses?
- Thank you
This material is restricted to subscribers.
Topics Covered
- Sensory marketing in the 21st century
- Mainstream marketing
- Retail personalities
- Retail environments in practice
- Sensory channels
- The human senses in theory
- The sense of touch
- The sense of sight
- Design and lighting
- The sense of smell
- The human senses in practice
- Experimental design
- Experimental findings
- Theoretical implications
- Managerial implications
Talk Citation
Hultén, B. (2017, April 30). Sensory cues and shoppers’ touching behaviour: the case of IKEA [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved October 16, 2024, from https://doi.org/10.69645/SMZQ4533.Export Citation (RIS)
Publication History
Sensory cues and shoppers’ touching behaviour: the case of IKEA
Transcript
Please wait while the transcript is being prepared...
0:00
Welcome to this presentation,
"Sensory Cues and Shoppers' Touching Behaviour-
The Case of IKEA".
My name is Professor Bertil Hulten,
from the Marketing Department at the School of Business and
Economics at Linnaeus University in Sweden.
I will guide you through this presentation by giving you
both theoretical and practical examples of the study I have conducted.
0:27
My research focus is on sensory marketing and branding,
especially on multi-sensory brand experiences in retailing.
I published articles, books, and research papers,
and some of the articles appear in journal slide,
European Business Review and in National Journal of Retail and Distribution Management.
The book, "Sensory Marketing" by Hulten et al., was published by Palgrave Macmillan,
and has been translated into several languages.
0:59
Sensory marketing and sensory branding
takes its point of departure in the human mind and senses,
where mental flows, processes and psychological reactions take place,
and result in a multi-sensory brand experience.
Sensory marketing has a main focus upon experiential logic,
mind and senses, in order to develop and establish
sensorial strategies among consumers and shoppers.
The assumption made in this research is that,
as a lifestyle individualization expresses the
culture cycles of society through three personal driving forces.
The first one, image building,
is linked to the consumption of brands and experiences which give
individuals an opportunity to create their own unique identity and image.
The second one, self-fulfillment,
is linked to quality of life and welfare in terms of changing consumption patterns.
The third one, sensory experience,
is linked to an individual striving for identity and
image as well as for self-fulfillment.
In this regard, individualization is dependent on cognitive,
emotional, and value-based elements,
which explained by most individuals,
should be seen as active,
participative, and creative actors in brand building.