A cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choices
Ano de defesa: | 2018 |
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Autor(a) principal: | |
Orientador(a): | |
Banca de defesa: | |
Tipo de documento: | Tese |
Tipo de acesso: | Acesso aberto |
Idioma: | eng |
Instituição de defesa: |
Não Informado pela instituição
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Programa de Pós-Graduação: |
Não Informado pela instituição
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Departamento: |
Não Informado pela instituição
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País: |
Não Informado pela instituição
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Palavras-chave em Português: | |
Palavras-chave em Inglês: | |
Link de acesso: | http://hdl.handle.net/10438/20321 |
Resumo: | Academic research on the effect of scent in marketing and consumer behavior have successfully demonstrated how odors improve cognitive, affective, and behavioral responses of consumers in the marketplace. Little attention has been turned to the cognitive mechanism through which scents provide information, and help individuals, and consumers, to attribute a meaning to physical, and psychological phenomena. In this dissertation, I discuss the underlying mechanism through which smell perceptions contribute to consumer decision-making, and preference formation, relying on the connection between smell, cognitive processing, and emotional paths. The dissertation is composed of three articles, which make an initial contribution to scent marketing by exploring the potential of a cognition-based approach to studies on olfaction (Article 1), empirically testing affective and semantic odor priming effects on consumer product and brand choices (Article 2), and empirically demonstrating how olfactory information added to an unscented product contribute to aesthetic preferences formation and processing style (Article 3). In particular, Article 1 consists of a systematic review of the most relevant studies on olfaction published from 1992 to 2017 and presents the current theories and approaches to the investigation of scent effects on consumer behavior, as well as introduces the opportunity of applying a cognitive-based approach to scent marketing studies. The article 2 contributes to olfactory priming literature demonstrating that the incidental exposure to an odor may non-consciously activate information which regulates consumer’s choice of products and brands. Eight experiments demonstrate that odors are primarily perceived through the dimension of their valence and that this process of odor perception and interpretation is an affective-based mechanism (i.e., affective priming) rather than associative-based (i.e., semantic priming). Article 3 explores how olfactory cues added to an unscented product (e.g., pencil) contribute to developing consumers’ aesthetic preferences for the product. I empirically test the PIA Model (Pleasure and Interest Model for Aesthetic Liking) in four experiments and demonstrated that olfactory information is processed across the two routes of heuristic and systematic processing simultaneous, whereas attribute-based information is processed primarily heuristically and then systematically. The final chapter presents the implications that a cognitive-based approach may provide to researchers, managers, and public policies makers to advance in scent marketing theory and practice. |
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De Luca, RamonaEscolas::EAESPVeludo-de-Oliveira, Tania ModestoLopes, Evandro LuizSpers, Eduardo EugênioBotelho, Delane2018-03-02T16:52:41Z2018-03-02T16:52:41Z2018-02-23http://hdl.handle.net/10438/20321Academic research on the effect of scent in marketing and consumer behavior have successfully demonstrated how odors improve cognitive, affective, and behavioral responses of consumers in the marketplace. Little attention has been turned to the cognitive mechanism through which scents provide information, and help individuals, and consumers, to attribute a meaning to physical, and psychological phenomena. In this dissertation, I discuss the underlying mechanism through which smell perceptions contribute to consumer decision-making, and preference formation, relying on the connection between smell, cognitive processing, and emotional paths. The dissertation is composed of three articles, which make an initial contribution to scent marketing by exploring the potential of a cognition-based approach to studies on olfaction (Article 1), empirically testing affective and semantic odor priming effects on consumer product and brand choices (Article 2), and empirically demonstrating how olfactory information added to an unscented product contribute to aesthetic preferences formation and processing style (Article 3). In particular, Article 1 consists of a systematic review of the most relevant studies on olfaction published from 1992 to 2017 and presents the current theories and approaches to the investigation of scent effects on consumer behavior, as well as introduces the opportunity of applying a cognitive-based approach to scent marketing studies. The article 2 contributes to olfactory priming literature demonstrating that the incidental exposure to an odor may non-consciously activate information which regulates consumer’s choice of products and brands. Eight experiments demonstrate that odors are primarily perceived through the dimension of their valence and that this process of odor perception and interpretation is an affective-based mechanism (i.e., affective priming) rather than associative-based (i.e., semantic priming). Article 3 explores how olfactory cues added to an unscented product (e.g., pencil) contribute to developing consumers’ aesthetic preferences for the product. I empirically test the PIA Model (Pleasure and Interest Model for Aesthetic Liking) in four experiments and demonstrated that olfactory information is processed across the two routes of heuristic and systematic processing simultaneous, whereas attribute-based information is processed primarily heuristically and then systematically. The final chapter presents the implications that a cognitive-based approach may provide to researchers, managers, and public policies makers to advance in scent marketing theory and practice.Pesquisas acadêmicas sobre o efeito do cheiro nas áreas de marketing e de comportamento do consumidor demonstram com sucesso como os odores melhoram as respostas cognitivas, afetivas e comportamentais dos consumidores no mercado. Nesta tese discute-se o mecanismo subjacente pelo qual as percepções do cheiro contribuem para a tomada de decisão do consumidor e a formação de preferências, dependendo da conexão entre cheiro, processamento cognitivo e pistas emocionais. A tese, composta de três artigos, faz uma contribuição inicial para o marketing sensorial, explorando o potencial de uma abordagem baseada em cognição para estudos de marketing olfativo (Artigo 1), testando empiricamente os efeitos do odor priming afetivo e semântico nas escolhas dos consumidores para produtos e marcas (Artigo 2); e demonstrando empiricamente como as informações olfativas adicionadas a um produto cujo cheiro não representa um atributo central para sua avaliação, regulam a formação das preferências estéticas e o estilo de processamento (Artigo 3). O Artigo 1 consiste em uma revisão sistemática dos estudos mais relevantes sobre o olfato, apresentando as teorias e as abordagens mais utilizadas para a investigação dos efeitos do cheiro sobre o comportamento do consumidor, bem como introduz a oportunidade de aplicar uma abordagem cognitivista aos estudos de marketing olfativo. O Artigo 2 contribui para a literatura demonstrando que a exposição incidental a um odor pode ativar inconscientemente uma informação capaz de regular a escolha do consumidor de produtos e marcas. Oito experimentos demonstram que os odores são percebidos principalmente pela dimensão de sua valência (ou seja, agradável ou desagradável) e que esse processo de percepção e interpretação de um cheiro é um mecanismo afetivo (affective priming) e não associativo (semantic priming). O Artigo 3 explora como os cheiros adicionados a um produto cujo aroma não é um atributo central para sua avaliação, contribuem para o desenvolvimento das preferências estéticas dos consumidores para o produto. Quatro experimentos testam empiricamente o modelo PIA (Modelo de Prazer e Interesse), demonstrando que a informação olfativa é processada simultaneamente nas duas de processamento heurístico e sistemático, enquanto que a informação baseada em atributos é processada primeiramente de forma heurística e depois de forma sistemática. O capítulo final da tese apresenta as implicações que uma abordagem cognitiva pode fornecer aos pesquisadores, aos gestores de marketing e aos gerentes de políticas públicas para avançar na teoria e na prática de marketing olfativo.engScent MarketingConsumer BehaviorCognitionOdor PrimingAesthetic PreferencesMarketing olfativoComportamento do consumidorCogniçãoPreferências estéticasAdministração de empresasPerfumes - ComercializaçãoMarketing interativoComportamento do consumidorPropaganda - Aspectos psicológicosA cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choicesinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/doctoralThesisinfo:eu-repo/semantics/openAccessreponame:Repositório Institucional do FGV (FGV Repositório Digital)instname:Fundação Getulio Vargas (FGV)instacron:FGVTEXTTESI FINAL.pdf.txtTESI FINAL.pdf.txtExtracted 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ório InstitucionalPRI |
dc.title.eng.fl_str_mv |
A cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choices |
title |
A cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choices |
spellingShingle |
A cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choices De Luca, Ramona Scent Marketing Consumer Behavior Cognition Odor Priming Aesthetic Preferences Marketing olfativo Comportamento do consumidor Cognição Preferências estéticas Administração de empresas Perfumes - Comercialização Marketing interativo Comportamento do consumidor Propaganda - Aspectos psicológicos |
title_short |
A cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choices |
title_full |
A cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choices |
title_fullStr |
A cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choices |
title_full_unstemmed |
A cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choices |
title_sort |
A cognitive approach to scent marketing: the effect of odor priming and processing dynamics on consumer aesthetic preferences and choices |
author |
De Luca, Ramona |
author_facet |
De Luca, Ramona |
author_role |
author |
dc.contributor.unidadefgv.por.fl_str_mv |
Escolas::EAESP |
dc.contributor.member.none.fl_str_mv |
Veludo-de-Oliveira, Tania Modesto Lopes, Evandro Luiz Spers, Eduardo Eugênio |
dc.contributor.author.fl_str_mv |
De Luca, Ramona |
dc.contributor.advisor1.fl_str_mv |
Botelho, Delane |
contributor_str_mv |
Botelho, Delane |
dc.subject.eng.fl_str_mv |
Scent Marketing Consumer Behavior Cognition Odor Priming Aesthetic Preferences |
topic |
Scent Marketing Consumer Behavior Cognition Odor Priming Aesthetic Preferences Marketing olfativo Comportamento do consumidor Cognição Preferências estéticas Administração de empresas Perfumes - Comercialização Marketing interativo Comportamento do consumidor Propaganda - Aspectos psicológicos |
dc.subject.por.fl_str_mv |
Marketing olfativo Comportamento do consumidor Cognição Preferências estéticas |
dc.subject.area.por.fl_str_mv |
Administração de empresas |
dc.subject.bibliodata.por.fl_str_mv |
Perfumes - Comercialização Marketing interativo Comportamento do consumidor Propaganda - Aspectos psicológicos |
description |
Academic research on the effect of scent in marketing and consumer behavior have successfully demonstrated how odors improve cognitive, affective, and behavioral responses of consumers in the marketplace. Little attention has been turned to the cognitive mechanism through which scents provide information, and help individuals, and consumers, to attribute a meaning to physical, and psychological phenomena. In this dissertation, I discuss the underlying mechanism through which smell perceptions contribute to consumer decision-making, and preference formation, relying on the connection between smell, cognitive processing, and emotional paths. The dissertation is composed of three articles, which make an initial contribution to scent marketing by exploring the potential of a cognition-based approach to studies on olfaction (Article 1), empirically testing affective and semantic odor priming effects on consumer product and brand choices (Article 2), and empirically demonstrating how olfactory information added to an unscented product contribute to aesthetic preferences formation and processing style (Article 3). In particular, Article 1 consists of a systematic review of the most relevant studies on olfaction published from 1992 to 2017 and presents the current theories and approaches to the investigation of scent effects on consumer behavior, as well as introduces the opportunity of applying a cognitive-based approach to scent marketing studies. The article 2 contributes to olfactory priming literature demonstrating that the incidental exposure to an odor may non-consciously activate information which regulates consumer’s choice of products and brands. Eight experiments demonstrate that odors are primarily perceived through the dimension of their valence and that this process of odor perception and interpretation is an affective-based mechanism (i.e., affective priming) rather than associative-based (i.e., semantic priming). Article 3 explores how olfactory cues added to an unscented product (e.g., pencil) contribute to developing consumers’ aesthetic preferences for the product. I empirically test the PIA Model (Pleasure and Interest Model for Aesthetic Liking) in four experiments and demonstrated that olfactory information is processed across the two routes of heuristic and systematic processing simultaneous, whereas attribute-based information is processed primarily heuristically and then systematically. The final chapter presents the implications that a cognitive-based approach may provide to researchers, managers, and public policies makers to advance in scent marketing theory and practice. |
publishDate |
2018 |
dc.date.accessioned.fl_str_mv |
2018-03-02T16:52:41Z |
dc.date.available.fl_str_mv |
2018-03-02T16:52:41Z |
dc.date.issued.fl_str_mv |
2018-02-23 |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/doctoralThesis |
format |
doctoralThesis |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://hdl.handle.net/10438/20321 |
url |
http://hdl.handle.net/10438/20321 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.source.none.fl_str_mv |
reponame:Repositório Institucional do FGV (FGV Repositório Digital) instname:Fundação Getulio Vargas (FGV) instacron:FGV |
instname_str |
Fundação Getulio Vargas (FGV) |
instacron_str |
FGV |
institution |
FGV |
reponame_str |
Repositório Institucional do FGV (FGV Repositório Digital) |
collection |
Repositório Institucional do FGV (FGV Repositório Digital) |
bitstream.url.fl_str_mv |
http://bibliotecadigital.fgv.br:80/dspace/bitstream/10438/20321/4/TESI%20FINAL.pdf.txt http://bibliotecadigital.fgv.br:80/dspace/bitstream/10438/20321/1/TESI%20FINAL.pdf http://bibliotecadigital.fgv.br:80/dspace/bitstream/10438/20321/2/license.txt http://bibliotecadigital.fgv.br:80/dspace/bitstream/10438/20321/3/TESI%20FINAL.pdf.jpg |
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