969
Views
6
CrossRef citations to date
0
Altmetric
Articles

Feeling excited and fluent: how consumers respond to the visual appeals of products in an online shopping environment

ORCID Icon & ORCID Icon
Pages 1219-1233 | Received 24 Dec 2020, Accepted 09 Jun 2021, Published online: 02 Jul 2021

References

  • Artacho-Ramiírez, M. A., J. A. Diego-Mas, and J. Alcaide-Marzal. 2008. “Influence of the Mode of Graphical Representation on the Perception of Product Aesthetic and Emotional Features: An Exploratory Study.” International Journal of Industrial Ergonomics 38 (11–12): 942–952.
  • Bakalash, T., and H. Riemer. 2013. “Exploring Ad-Elicited Emotional Arousal and Memory for the Ad Using fMRI.” Journal of Advertising 42 (4): 275–291.
  • Baxter, M. 1995. Product Design: A Practical Guide to Systematic Methods of New Product Development. Boca Raton, FL: CRC Press.
  • Berlyne, D. E. 1971. Aesthetics and Psychobiology. New York, NY: Appleton-Century-Crofts.
  • Blijlevens, J., C. C. Carbon, R. Mugge, and J. P. Schoormans. 2012. “Aesthetic Appraisal of Product Designs: Independent Effects of Typicality and Arousal.” British Journal of Psychology 103 (1): 44–57.
  • Bloch, P. H. 1995. “Seeking the Ideal Form: Product Design and Consumer Response.” The Journal of Marketing 59 (3): 16–29.
  • Bloch, P. H., F. F. Brunel, and T. J. Arnold. 2003. “Individual Differences in the Centrality of Visual Product Aesthetics.” Journal of Consumer Research 29 (4): 551–565.
  • Bornstein, R. F., and P. R. D'Agostino. 1994. “The Attribution and Discounting of Perceptual Fluency: Preliminary Tests of a Perceptual Fluency/Attributional Model of the Mere Exposure Effect.” Social Cognition 12 (2): 103–128.
  • Brown, S. P., and D. M. Stayman. 1992. “Antecedents and Consequences of Attitude Toward the Ad: A Meta-Analysis.” Journal of Consumer Research 19 (1): 34–51.
  • Brown, T. A. 2015. Confirmatory Factor Analysis for Applied Research. New York, NY: Guilford Publications.
  • Byrne, B. M. 1994. Structural Equation Modeling with EQS and EQS/Windows. Thousand Oaks, CA: Sage Publications.
  • Calvo-Porral, C., and J. P. Lévy-Mangin. 2021. “Examining the Influence of Store Environment in Hedonic and Utilitarian Shopping.” Administrative Sciences 11 (6): 1–15.
  • Chang, C. S. 2000. Performance Guarantees in Communication Networks. New York, NY: Springer-Verlag.
  • Chatterjee, P. 2011. “Can Unconscious–Conscious Processing Sequences Enhance Ad Exposure Outcomes?” Journal of Brand Management 18 (7): 506–515.
  • Chevalier, A., A. C. Maury, and N. Fouquereau. 2014. “The Influence of the Search Complexity and the Familiarity with the Website on the Subjective Appraisal of Aesthetics, Mental Effort and Usability.” Behaviour & Information Technology 33 (2): 117–132.
  • Colliander, J., and B. Marder. 2018. “‘Snap Happy’ Brands: Increasing Publicity Effectiveness Through a Snapshot Aesthetic When Marketing a Brand on Instagram.” Computers in Human Behavior 78: 34–43.
  • Coltman, T., T. M. Devinney, D. F. Midgley, and S. Venaik. 2008. “Formative Versus Reflective Measurement Models: Two Applications of Formative Measurement.” Journal of Business Research 61 (12): 1250–1262.
  • Cox, D., and A. D. Cox. 2002. “Beyond First Impressions: The Effects of Repeated Exposure on Consumer Liking of Visually Complex and Simple Product Designs.” Journal of the Academy of Marketing Science 30 (2): 119–130.
  • Crilly, N., J. Moultrie, and P. J. Clarkson. 2004. “Seeing Things: Consumer Response to the Visual Domain in Product Design.” Design Studies 25 (6): 547–577.
  • Csikszentmihalyi, M., and R. E. Robinson. 1993. The Art of Seeing: An Interpretation of the Aesthetic Encounter. Los Angeles, CA: Getty Publications.
  • Curran, P. G. 2016. “Methods for the Detection of Carelessly Invalid Responses in Survey Data.” Journal of Experimental Social Psychology 66: 4–19.
  • Dailey, L. 2004. “Navigational Web Atmospherics Explaining the Influence of Restrictive Navigation Cues.” Journal of Business Research 57 (7): 795–803.
  • Das, G., and H. Hagtvedt. 2016. “Consumer Responses to Combined Arousal-Inducing Stimuli.” International Journal of Research in Marketing 33 (1): 213–215.
  • Deliya, M. M., and B. J. Parmar. 2012. “Role of Packaging on Consumer Buying Behavior–Patan District.” Global Journal of Management and Business Research 12 (10): 49–67.
  • Donovan, R. J., and J. R. Rossiter. 1982. “Store Atmosphere: An Environmental Psychology Approach.” Journal of Retailing 58 (1): 34–57.
  • Donovan, R. J., J. R. Rossiter, G. Marcoolyn, and A. Nesdale. 1994. “Store Atmosphere and Purchasing Behavior.” Journal of Retailing 70 (3): 283–294.
  • Durgee, J. F. 1988. “Product Drama.” Journal of Advertising Research 28 (1): 42–49.
  • Field, A. P. 2009. Discovering Statistics Using SPSS: And Sex and Drugs and Rock ‘N’ Roll. Los Angeles, CA: SAGE Publications.
  • Finn, A., L. Wang, and T. Frank. 2009. “Attribute Perceptions, Customer Satisfaction and Intention to Recommend E-Services.” Journal of Interactive Marketing 23 (3): 209–220.
  • Fisher, H., G. du Rand, and A. Erasmus. 2012. “The Power of Food Images to Communicate Important Information to Consumers.” International Journal of Consumer Studies 36 (4): 440–450.
  • Forster, M., H. Leder, and U. Ansorge. 2016. “Exploring the Subjective Feeling of Fluency.” Experimental Psychology 63 (1): 45–58.
  • Galer, M., and L. Horvat. 2005. Digital Imaging: Essential Skills. Oxford: Taylor and Francis.
  • Ha, Y., and S. J. Lennon. 2010. “Online Visual Merchandising (VMD) Cues and Consumer Pleasure and Arousal: Purchasing Versus Browsing Situation.” Psychology & Marketing 27 (2): 141–165.
  • Hair, J. F., R. E. Anderson, R. L. Tatham, and W. C. Black. 1998. Multivariate Data Analysis. Upper Saddle River, NJ: Prentice Hall.
  • Hannah, G. G. 2002. Elements of Design: Rowena Reed Kostellow and the Structure of Visual Relationship. New York, NY: Princeton Architectural Press.
  • Harper, S., C. Jay, E. Michailidou, and H. Quan. 2013. “Analysing the Visual Complexity of Web Pages Using Document Structure.” Behaviour & Information Technology 32 (5): 491–502.
  • Hartmann, P., and V. Apaolaza-Ibáñez. 2012. “Consumer Attitude and Purchase Intention Toward Green Energy Brands: The Roles of Psychological Benefits and Environmental Concern.” Journal of Business Research 65 (9): 1254–1263.
  • Hooper, D., J. Coughlan, and M. R. Mullen. 2008. “Structural Equation Modelling: Guidelines for Determining Model Fit.” Electronic Journal of Business Research Methods 6 (1): 53–60.
  • Hu, L., and P. M. Bentler. 1999. “Cutoff Criteria for Fit Indexes in Covariance Structure Analysis: Conventional Criteria Versus New Alternatives.” Structural Equation Modeling 6 (1): 1–55.
  • Im, H., S. J. Lennon, and L. Stoel. 2010. “The Perceptual Fluency Effect on Pleasurable Online Shopping Experience.” Journal of Research in Interactive Marketing 4 (4): 280–295.
  • Jacoby, J. 2002. “Stimulus–Organism–Response Reconsidered: An Evolutionary Step in Modeling (Consumer) Behavior.” Journal of Consumer Psychology 12 (1): 51–57.
  • Jacoby, L. L., C. M. Kelley, and J. Dywan. 1989. “Memory Attributions.” In Varieties of Memory and Consciousness: Essays in Honour of Endel Tulving, edited by H. L. Roediger and F. I. M. Craik, 391–422. Hillsdale, NJ: Lawrence Erlbaum Associates.
  • Jeong, S. W., A. M. Fiore, L. S. Niehm, and F. O. Lorenz. 2009. “The Role of Experiential Value in Online Shopping: The Impacts of Product Presentation on Consumer Responses Towards an Apparel Web Site.” Internet Research 19 (1): 105–124.
  • Kirmani, A., and A. R. Rao. 2000. “No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality.” Journal of Marketing 64 (2): 66–79.
  • Kline, R. B. 2015. Principles and Practice of Structural Equation Modeling. New York, NY: Guilford Publications.
  • Lam, S. Y., and A. Mukherjee. 2005. “The Effects of Merchandise Coordination and Juxtaposition on Consumers’ Product Evaluation and Purchase Intention in Store-Based Retailing.” Journal of Retailing 81 (3): 231–250.
  • Lavie, T., and N. Tractinsky. 2004. “Assessing Dimensions of Perceived Visual Aesthetics of Web Sites.” International Journal of Human-Computer Studies 60 (3): 269–298.
  • MacCallum, R. 1998. “Commentary on Quantitative Methods in I/O Research.” The Industrial-Organizational Psychologist 35 (4): 18–30.
  • Mandel, N., and E. J. Johnson. 2002. “When Web Pages Influence Choice: Effects of Visual Primes on Experts and Novices.” Journal of Consumer Research 29 (2): 235–245.
  • Mattila, A. S., and J. Wirtz. 2001. “Congruency of Scent and Music as a Driver of In-Store Evaluations and Behavior.” Journal of Retailing 77 (2): 273–289.
  • Mayer, S., and J. R. Landwehr. 2018. “Quantifying Visual Aesthetics Based on Processing Fluency Theory: Four Algorithmic Measures for Antecedents of Aesthetic Preferences.” Psychology of Aesthetics, Creativity, and the Arts 12 (4): 399–431.
  • Mehrabian, A., and J. A. Russell. 1974. An Approach to Environmental Psychology. Cambridge, MA: The MIT Press.
  • Menon, S., and B. Kahn. 2002. “Cross-Category Effects of Induced Arousal and Pleasure on the Internet Shopping Experience.” Journal of Retailing 78 (1): 31–40.
  • Mitchell, A. A., and J. C. Olson. 1981. “Are Product Attribute Beliefs the Only Mediator of Advertising Effects on Brand Attitude?” Journal of Marketing Research 18 (August): 318–332.
  • Moshagen, M., and M. T. Thielsch. 2010. “Facets of Visual Aesthetics.” International Journal of Human-Computer Studies 68 (10): 689–709.
  • Novemsky, N., R. Dhar, N. Schwarz, and I. Simonson. 2007. “Preference Fluency in Choice.” Journal of Marketing Research 44 (3): 347–356.
  • Palmer, S. E., K. B. Schloss, and J. Sammartino. 2013. “Visual Aesthetics and Human Preference.” Annual Review of Psychology 64 (1): 77–107.
  • Reber, R., N. Schwarz, and P. Winkielman. 2004. “Processing Fluency and Aesthetic Pleasure: Is Beauty in the Perceiver’s Processing Experience?” Personality and Social Psychology Review 8 (4): 364–382.
  • Reimann, M., J. Zaichkowsky, C. Neuhaus, T. Bender, and B. Weber. 2010. “Aesthetic Package Design: A Behavioral, Neural, and Psychological Investigation.” Journal of Consumer Psychology 20 (4): 431–441.
  • Rosnow, R. L., and R. Rosenthal. 1996. “Computing Contrasts, Effect Sizes, and Counternulls on Other People’s Published Data: General Procedures for Research Consumers.” Psychological Methods 1 (4): 331–340.
  • Russell, D. W., J. H. Kahn, R. Spoth, and E. M. Altmaier. 1998. “Analyzing Data from Experimental Studies: A Latent Variable Structural Equation Modeling Approach.” Journal of Counseling Psychology 45 (1): 18–29.
  • Sabanoglu, T. 2020. “Global Retail E-Commerce Sales 2014-2023.” Statista, December 24. https://www.statista.com/statistics/379046/worldwide-retail-e-commerce-sales/.
  • Salgado-Montejo, A., C. Velasco, J. S. Olier, J. Alvarado, and C. Spence. 2014. “Love for Logos: Evaluating the Congruency Between Brand Symbols and Typefaces and Their Relation to Emotional Words.” Journal of Brand Management 21 (7–8): 635–649.
  • Schnurr, B. 2017. “The Impact of Atypical Product Design on Consumer Product and Brand Perception.” Journal of Brand Management 24 (6): 609–621.
  • Sharma, N. 2018. “Decoding the Effects of a Product’s Cast Shadow in Brand Advertising.” Journal of Product & Brand Management 27 (2): 103–114.
  • Sharot, T., and E. A. Phelps. 2004. “How Arousal Modulates Memory: Disentangling the Effects of Attention and Retention.” Cognitive, Affective, & Behavioral Neuroscience 4 (3): 294–306.
  • Solomon, M. R. 1983. “The Role of Products as Social Stimuli: A Symbolic Interactionism Perspective.” Journal of Consumer Research 10 (3): 319–329.
  • Spears, N., and S. N. Singh. 2004. “Measuring Attitude Toward the Brand and Purchase Intentions.” Journal of Current Issues and Research in Advertising 26 (2): 53–66.
  • Strebe, R. 2016. “Aesthetics on the Web: Effects on Approach and Avoidance Behaviour.” Behaviour & Information Technology 35 (1): 4–20.
  • Tabachnick, B. G., and L. S. Fidell. 2007. Using Multivariate Statistics. Boston, MA: Pearson.
  • Underwood, R. L., and N. M. Klein. 2002. “Packaging as Brand Communication: Effects of Product Pictures on Consumer Responses to the Package and Brand.” Journal of Marketing Theory and Practice 10 (4): 58–68.
  • van Der Heide, B., B. K. Johnson, and M. H. Vang. 2013. “The Effects of Product Photographs and Reputation Systems on Consumer Behavior and Product Cost on EBay.” Computers in Human Behavior 29 (3): 570–576.
  • van Rompay, T. J. L., P. W. de Vries, and X. G. van Venrooij. 2010. “More Than Words: On the Importance of Picture–Text Congruence in the Online Environment.” Journal of Interactive Marketing 24 (1): 22–30.
  • van Rompay, T. J. L., K. Tanja-Dijkstra, J. W. M. Verhoeven, and A. F. van Es. 2012. “On Store Design and Consumer Motivation: Spatial Control and Arousal in the Retail Context.” Environment and Behavior 44 (6): 800–820.
  • Voss, K. E., E. R. Spangenberg, and B. Grohmann. 2003. “Measuring the Hedonic and Utilitarian Dimensions of Consumer Attitude.” Journal of Marketing Research 40 (3): 310–320.
  • Walters, G., B. Sparks, and C. Herington. 2007. “The Effectiveness of Print Advertising Stimuli in Evoking Elaborate Consumption Visions for Potential Travelers.” Journal of Travel Research 46 (1): 24–34.
  • Wang, Y. J., M. S. Minor, and J. Wei. 2011. “Aesthetics and the Online Shopping Environment: Understanding Consumer Responses.” Journal of Retailing 87 (1): 46–58.
  • Whitfield, T. W. A., and P. E. Slatter. 1979. “The Effects of Categorization and Prototypicality on Aesthetic Choice in a Furniture Selection Task.” British Journal of Psychology 70 (1): 65–75.
  • Wiecek, A., D. Wentzel, and J. R. Landwehr. 2019. “The Aesthetic Fidelity Effect.” International Journal of Research in Marketing 36 (4): 542–557.
  • Wiedmann, K. P., J. Haase, J. Bettels, and C. Reuschenbach. 2019. “It’s Not All About Function: Investigating the Effects of Visual Appeal on the Evaluation of Industrial Products Using the Example of Product Color.” Journal of Product & Brand Management 28 (1): 15–27.
  • Winkielman, P., N. Schwarz, T. A. Fazendeiro, and R. Reber. 2003. “The Hedonic Marking of Processing Fluency: Implications for Evaluative Judgment.” In The Psychology of Evaluation: Affective Processes in Cognition and Emotion, edited by J. Musch and K. C. Klauer, 195–223. Mahwah, NJ: Lawrence Erlbaum Associates.
  • Yoo, J., and M. Kim. 2014. “The Effects of Home Page Design on Consumer Responses: Moderating Role of Centrality of Visual Product Aesthetics.” Computers in Human Behavior 38: 240–247.
  • Zajonc, R. B. 1968. “Attitudinal Effects of Mere Exposure.” Journal of Personality and Social Psychology 9 (2p2): 1–27.
  • Zieliński, P. 2016. “An Arousal Effect of Colors Saturation: A Study of Self-Reported Ratings and Electrodermal Responses.” Journal of Psychophysiology 30 (1): 9–16.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.