<p>The civilization has taken a step from the industry society to a service oriented culturewhere the physical differences between different products have decreased in value for the customers. The differentiation is more about senses, esthetical symbols and design. Modern economy is more and more focused on consuming and produce dreams and lifestyles. Maybe are we ready to face a new era; the society of experiences?</p><p>Can the trend that is striving towards experiences really be adapted to all markets? This question started our quest to see how the real-estate market would be able to be adapted to this new economy. The Purpose of this essay is to study how the real-estate market possibilities to be developed within the society of experiences. To get an answer to this question we have been studied literature in the society of experience, home staging and done an empirical study with the help of interviews and one survey.</p><p>In order to get insight in the question from different angels, Interviews where done with both customers and with people that know the real-estate market. The interviewed persons are persons that know the real-estate market i.e. real-estate brokers and decorators. This group of people contributed to this survey by responding on questions about what they believed that buyers would be influenced by when displaying a home and how they thought displaying real-estates in the future would look like. The purpose of these interviews was to get an insight in what the persons that visit a real-estate show values and what effect this might have on the person's total experience and impression of the home. Several persons that where visiting real-estate show's responded to a number of questions in a poll.</p><p>Our investigation showed that many of our questions where complete new thoughts both for customers as well as real-estate brokers, so our interpretation of this study shows that if today's actors will decide then there will be no major changes compared to how a realestate show is preformed today. But if you look at it from the society of experience characteristics then it shows that it's possible to combine a real-estate show and the literatures thoughts on the new economy. There are no real clash of opinion between the parties' thoughts and the researchers belief in the future but our mindset in each of us does most probably need some time to mature in order to get the effect that the literature describes it.</p>

The civilization has taken a step from the industry society to a service oriented culturewhere the physical differences between different products have decreased in value for the customers. The differentiation is more about senses, esthetical symbols and design. Modern economy is more and more focused on consuming and produce dreams and lifestyles. Maybe are we ready to face a new era; the society of experiences? Can the trend that is striving towards experiences really be adapted to all markets? This question started our quest to see how the real-estate market would be able to be adapted to this new economy. The Purpose of this essay is to study how the real-estate market possibilities to be developed within the society of experiences. To get an answer to this question we have been studied literature in the society of experience, home staging and done an empirical study with the help of interviews and one survey. In order to get insight in the question from different angels, Interviews where done with both customers and with people that know the real-estate market. The interviewed persons are persons that know the real-estate market i.e. real-estate brokers and decorators. This group of people contributed to this survey by responding on questions about what they believed that buyers would be influenced by when displaying a home and how they thought displaying real-estates in the future would look like. The purpose of these interviews was to get an insight in what the persons that visit a real-estate show values and what effect this might have on the person's total experience and impression of the home. Several persons that where visiting real-estate show's responded to a number of questions in a poll. Our investigation showed that many of our questions where complete new thoughts both for customers as well as real-estate brokers, so our interpretation of this study shows that if today's actors will decide then there will be no major changes compared to how a realestate show is preformed today. But if you look at it from the society of experience characteristics then it shows that it's possible to combine a real-estate show and the literatures thoughts on the new economy. There are no real clash of opinion between the parties' thoughts and the researchers belief in the future but our mindset in each of us does most probably need some time to mature in order to get the effect that the literature describes it.

The real estate sector in Sweden is characterized as a small market with high competition amongst homes and apartments. With that in mind the real estate companies are forced to be unique in their strategic marketing way to stand out from the competitors. The traditional marketing tools are no longer suitable in order to be successful and new strategic marketing tools are constantly improved. Sensory marketing is a phenomenon which is relatively new and it is all about satisfying the humans five senses: sight, smell, taste, hearing and feeling. A humans five senses are unique and very individual. It is scientifically proven that a human has between six to ten million receptor cells in the nose and with the help of these we can identify 2000- 4000 different types of aromas. It is clear that smell as a sense is very central, since you cannot turn off this sense unlike the four others. A human can recognize around 10 000 different fragrance combinations, although it may diffuse to define a specific scent. The use of the marketing tool is used in varying degrees depending on which sector a company operates in. Within the retail sector many companies use sensory marketing in order to satisfy the customer on a new level. There are a number of clothing and interior stores who work with sense of smell and try to develop a sense that is compatible with the concept they offer. It has been proven that various companies have succeeded with their sensory marketing and have thereby gained market shares. Within the real estate sector the way of working with the senses are relatively limited and undeveloped. Many brokers talk about the visual which means what the eye sees in a home and they also emphasize that the feeling within a home should feel right for the buyer. There are no earlier studies about how added scenes can enhance the experience of a home and this has been our main research question. The purpose of this thesis is to provide a deeper understanding of how Swedish real estate agencies currently work with fragrances and also how they can be improved. By using a qualitative research method a deeper understanding regarding sense linked to the real estate sector has been acquired. The data has been collected from six different real estate companies in Kalmar. Based on the analysis, the outcome of this study shows that senses can not stand as a single element within homes that are for sale. Although, to add the right senses can be seen as a tool to create a extended experience for a speculator who visits a property that is for sale. In combination with homestyling, an added sense can awaken awareness of potential buyers and thereby a more emotional bond to the ii home can occur. The empirical findings shows that the development of fragrances within the real estate sector is interesting as long as it is done in the right way and matches the concept. The study can be compatible for Swedish real estate brokers and agencies who want to extend their way of working and implement sensory marketing.

Uppsatsens bakgrund lyfter fastighetsmäklares främsta uppgift vilket är att marknadsföra och presentera uppdragsgivarens bostad samt beakta dennes ekonomiska intresse genom att nå högsta möjliga slutpris. Flera forskare är överens om att marknadsföringsaktiviteter i dagens samhälle bör sträva efter att nå kunderna på ett djupare plan då kunder numera kan anses förvänta sig en känslobetonad upplevelse i samband med ett köp. I processen av att köpa ett hem är en känslomässig involvering ofrånkomlig. Tidigare forskning visar på hur en medveten stimulering av människans sinnen kan påverka en kunds känslor och följaktligen beteenden och uppfattningar. Sensorisk marknadsföring är den teori som ligger närmast fenomenet om ett hänsynstagande till en människas sinnen. Genomförda studier visar på goda effekter gällande en sinnesinvolvering vid marknadsföring av framför allt upplevelser och konsumtionsvaror. Hur teorin kan användas vid förmedling av bostäder finns inte tidigare presenterat. Syftet med uppsatsen är att beskriva på hur fastighetsmäklare involverar spekulantens sinnen under visning av förmedlingsobjekt samt huruvida det finns en medveten strategisk tanke bakom en sådan involvering. För att besvara uppsatsens syfte användes en kvalitativ forskningsmetod där tio semistrukturerade intervjuer genomfördes. Respondenterna var fastighetsmäklare, vissa med chefspositioner, som arbetar i Stockholmsområdet. Resultatet av insamlade data transkriberades och analyserades sedan med hjälp av kodning, varpå kategorier och teman kopplade till syftet togs fram. Analysen bidrog till en beskrivande bild av på vilket sätt och av vilken avsikt spekulantens sinnen involveras under visningen. Det kunde även presenteras ett bidrag över hur en strategisk tanke bakom en sådan involvering återfinns inom företaget eller inte. Slutsatserna som framkommit är att respondenterna utför flera typer av handlingar inför och under visning vilka kan efterliknas det som inom sensorisk marknadsföring benämns som stimuli. Handlingarna utförs i syfte att skapa en positiv känsla i bostaden och följaktligen nå ett köpbeslut. Många moment utförs även till grund av att det anses vara kutym i arbetet som fastighetsmäklare. Majoriteten av respondenterna arbetar inte efter en strategi inom företaget om en sinnesinvolvering under visning. I de fall respondenterna varit medvetna om en strategi är den förmedlad från det specifika mäklarkontoret snarare än varumärket i stort. / The background of this thesis highlights the real estate agent’s main task, which is to market and present the client’s house and take his financial interest into account by reaching the highest possible price. Several researchers agree that marketing activities in today’s society should strive to reach customers on a deeper level, as customers expect to have an emotional experience when buying a product. In the process of buying a home, it is inevitable not to get emotionally involved. Previous research shows how a conscious integration of a person’s senses can affect a customer’s feelings and consequently behaviors and perceptions. The closest thing to this phenomenon in research is the theory of sensory marketing. Previous studies have resulted in good effects regarding an involvement of the senses in the marketing of, above all, experiences, and consumer goods. In which manner the theory can be used in the real estate industry has not previously been demonstrated. The purpose of this thesis is to how real estate agents involve the customer’s senses during the viewing of a house and whether a conscious strategic idea behind such an integration exists or not. A qualitative research method has been used in which ten semi- structured interviews were conducted. The respondents were real estate agents, some with managerial positions, who work in the Stockholm area. The results of the collected data were transcribed and then analyzed by using coding as an approach. Categories and themes that could be linked to the purpose were developed. The thesis contributed to a description of in what way and for what reason the respondents integrate the senses. It could also contribute with information about how a strategic idea behind such integration exists or not. The conclusions that emerged are that the respondents perform several types of actions before and during the viewing of the house which can be said to be similar to what in sensory marketing is referred to as stimuli. The actions are performed in order to create a positive feeling in the house and consequently attract a potential buyer who hopefully makes a purchase decision. Many steps are also performed due to the fact that it is considered customary in the work as a real estate agent. The majority of the respondents do not work according to a strategic idea about a sensory involvement within the company. In cases where respondents have been aware of a strategy being communicated, the strategy is communicated from the specific office rather than from the brand as a whole.