Sensory marketing An effective instrument for libraries?   We are living in a world of constant communication and information and because of that, marketing in general seem to have no distinctive effect. Consumers become overwhelmed by all the advertising messages. Due to this, it is clear that organizations like libraries must create a deeper and more personal connection to increase user satisfaction and foster the use of services, among both users and potential users. One way to achieve this is to make use of all the emotional elements of a product or a service. This make the user perceive the service more as an experience instead of just its functioning. By putting the five senses in focus it´s possible to create an experience and with integration of all five senses more value can be added. Previous studies on this subject are rather thin and therefore the authors found it interesting to investigate whether this phenomenon could be an effective approach for libraries.The purpose of this exploratory study is to investigate how a number of selected libraries are working with stimulation through the five human senses in their marketing. The study consists of a qualitative approach. Four personal interviews with informants from four libraries have been conducted. The conclusion of this study is that the library does not work with sensory marketing, but for some of the library's activity, sensory marketing could further develop the activities and create a greater value for both the visitors and the libraries. There are some difficulties though, when sensory experience is somewhat subjective and the library is a place for everyone.

Title: Sensory Marketing - Does music influence customers? Effects of music on customer behaviour, emotion and perceived atmosphere towards a specific product category Background A new area of research within the field of marketing have grown since the 2010’s. This type of marketing is called Sensory Marketing and it can be used to trigger subconscious emotions within consumers by using the human senses: sight, hearing, smell, feeling and taste. In order to make products more attractive for the customers. Purpose The object of this study is to conduct an experiment where music is added to a specific product category located in specific part of the service environment. The goal of the experiment is to find out if the music changes the customers perceived atmosphere, emotions and actual behaviour when they are being exposed to music near a specific product category. The study aims to increase the understanding of customers emotions, perceived atmosphere, quantity of products bought and how long customers stay in a area of a service environment that is being targeted with music. Method and theory Through reviews of relevant literature within Sensory Marketing twelve hypotheses was created, which either got confirmed or rejected after 4 days of observations and questionnaires done on a sample consisting of 300 customers in a service environment. Results Most of the hypotheses were confirmed and the results shows that there is a significant correlation between music and customers emotions, behaviour and perceived atmosphere of a specific section in a service environment.

Genom åren har köpcentrum skiftat fokuset från att enbart skapa ett köp- och sälj scenario, till en mer gynnsam atmosfär, där kunderna kan umgås och skapa unika upplevelser. Köpcentrum strävar efter att stå ut bland sina konkurrenter och förse sina kunder med olika utbud av produkter och tjänster. För att uppnå detta mål, krävs kreativa marknadsföringsstrategier och kundens åsikter, för att möjliggöra ett framgångsrikt varumärke. Att involvera de mänskliga sinnena har genom åren blivit en allt mer populär strategi när det kommer till marknadsföring. Sinnesmarknadsföring använder de fem mänskliga sinnena för att nå djupt in i konsumenternas känslor och påverka kundupplevelsen. Denna strategi har under åren resulterat i en hel del positiva resultat när den tillämpas i en marknadsföringsplan. Vi anser dock att det finns ett behov av att identifiera de negativa aspekterna av sinnesmarknadsföring, för att minimera och undvika konsekvenserna. Detta intresse har lett oss till vårt forskningsområde om att studera de negativa effekterna av sinnesmarknadsföring i ett köpcentrum och dess konsekvenser på konsument och företag. Vi påbörjade denna uppsats genom att intervjua de tre största köpcentrumen i Kalmar, Sverige för att kunna få ett företagsperspektiv av fenomenet. Dessutom, genomförde vi en enkätundersökning för att få ett konsumentperspektiv och jämföra skillnaderna. Dessa empiriska material gav oss viktig information som lett oss till att identifiera kategorierna av vårt teoretiska ramverk och slutligen nå en slutsats. Resultatet av denna forskning klargjorde skillnaden mellan företag och konsumentperspektivet, gällande de negativa effekterna av sinnesmarknadsföring. Sinnesmarknadsföring har visat oss behovet av att inkludera konsumenterna och förstå de negativa effekterna av fenomenet, för att kunna utveckla de rätta sinnesstrategierna. / Throughout the years, shopping malls have shifted the focus from only creating a buying and selling scenario, to a more conducive atmosphere, where customers can socialize and create unique experiences. Shopping malls strive to stand out amongst its competitors and provide its customers with a different outrange of products and services. In order to achieve this aim, creative marketing strategies and customer inputs are demanded to enable a successful brand. Involving the human senses has along the years, became an increasingly popular strategy when it comes to marketing. Sensory marketing utilizes the five human senses to reach deep into consumers emotions and influence customer experience. This strategy has during the years resulted in a great number of positive outcomes when applied to a marketing plan. However, we believe that there is a need of identifying the negative aspects of sensory marketing, to help minimize and avoid the consequences. This interest has led us to our research area of studying the negative effects of sensory marketing in a shopping mall and its consequences on consumers and corporate. We approached this paper by starting off with interviewing the three main shopping malls in Kalmar, Sweden to obtain a corporate perspective of the phenomenon. Furthermore, we carried out a survey to acquire the consumer perspective in order to compare the differences. These empirical materials gave us essential information that led us to identifying the categories of our theoretical framework and finally reaching a conclusion. The results of this research clarified the dissimilarity between the corporate and the consumer perspective, concerning the negative effects of sensory marketing. Sensory marketing has shown us the need of including consumers and understanding the negative effects of the phenomenon, in order to develop the right sensory strategy.

Vi har i vår studie valt att undersöka hur modebutiker kan påverka kundernas köpbeteende för att öka försäljningen med hjälp av sinnesmarknadsföring.  Syftet med vår studie är att ta reda på hur sinnesmarknadsföring används och kan användas av butiker för att öka försäljningen. I vår slutsatts fann vi att sinnesmarknadsföring har en betydande roll för kundernas köpbeteende och försäljningen i butiken. / We have in our study chose to examine how fashion stores can influence customer buying behavior to increase sales through sensory marketing. The aim of our study is to find out how sensory marketing is used and can be used by stores to increase sales. In our final set, we found that sensory marketing has a significant role in customer behavior and sales in the store.

Since the role of the libraries as merely a place for loans has decreased, the importance of giving the visitors a total experience has increased. The aim of my thesis was to investigate whether a change in the sound environment at the library of Jokkmokk could generate more satisfied visitors, whether they are borrowers or use the library for other purposes. The change in the sound environment was to be effected by means of a background sound experiment in the magazine room at the library. Action research was used as a research strategy and observations and interviews as method to collect data. The experiment was conducted with two selected sounds of nature: birdsong and a rippling brook. The observations and interviews were executeted in three stages: 1. Without any background sound. 2. With birdsong. 3. With the rippling brook. The result showed that over seventy percent of the interviewees were in favour of the background sounds. It is important to consider the overall impression the library conveys to the visitors. As a result of the study we have found some measures that can be taken to improve the sound environment at the library of Jokkmokk. This is a two years master thesis in Archive, Library and Museum studies.

Denna studie är upprättat utefter en kvalitativ branschsektorstudie för att erhålla en djupare förståelse för flygplatsens servicelandskap och kartlägga sinnesmarknadsföringens möjligheter inom sektorn. Syftet är att klarlägga och diskutera värdehöjande faktorer som kan vara betydelsefulla för intressenter på en flygplats. Vidare ämnar studien klargöra vad resenärer uppfattar som specifikt viktigt på en flygplats för att slutligen tydliggöra betydelsen av olika sinnesintryck. I vår studie framkom servicelandskapet, sinnesmarknadsföring och värdeskapande som tre komponenter vars samspel har en inverkan på resenärens helhetsupplevelse i en flygplatsmiljö. Fem tendenser lyfts fram; basfaktorer, sinnesbevis, den regionala prägeln, hinder samt självstyrande passagerarflöden som väsentliga faktorer att beakta på en flygplats. Vi finner klara bevis för att flygplatsen med relativt små medel kan göra stora intryck med avseende att skapa en utökad sinnesupplevelse för resenären och en mer tilltalande servicemiljö. / This study is established on a qualitative industry sector research in order to obtain a deeper understanding of the airport's servicescape, and identify sensory marketing opportunities in the sector. The purpose of this study is to identify and discuss the value-enhancing factors that may be of importance for stakeholders in an airport. Further the study intends to clarify what travellers perceive as particularly important in the airport to finally clear the importance of sensory stimulations. In our study it was revealed that servicescape, sensory marketing and value co-creation as three components whose interaction has an impact on the traveler's overall experience in an airport environment. Five trends are highlighted; basic factors, sensory evidence, the regional character, barriers and self-governing passenger flows as key factors to consider in an airport. We find clear evidence that the airport with limited resources can make big impression with regard to creating an enhanced sensory experience for the traveler and a more attractive service environment.

During the past years, there has been a re-emergence of sensory marketing in the paradigm of marketing. However, there is a lack of empirical studies done on the subject. Furthermore, the previous literature has focused on whether senses affects, rather than how they affect. Therefore, the purpose of this thesis is to study how sensory stimuli affects the consumers’ choice of entering physical fashion stores. This thesis is based on sensory marketing, consumer behaviour, and retail marketing theory. The theoretical framework in this thesis consists of an adapted sensory-stimuli-response model with the five main senses of sensory marketing as stimuli, emotional response of arousal and pleasure as organism, and entering or not entering as response. A qualitative research strategy was used to study the phenomenon. The empirical findings and the analysis showed that touch, sight, and sound were effective in enticing the consumer to enter by affecting their arousal. Furthermore, scent was on the opposite side as it was only affective in creating disinterest when bad. Lastly, taste displayed potential which warrants further research. This thesis might be of value for companies looking to implement sensory marketing as part of their marketing plan.

Background: Every fifth physical electronics store has been closed during the period between 2011 to 2017, and 30 % of all electronic products are now purchased online. As digitalization has affected both the number of physical stores negatively, but also loyalty towards firms among consumers, as price has become a more crucial role in decision making online, there is a need for physical stores to exploit the advantages that cannot be facilitated online to stay competitive. Purpose: The purpose of this study is to extend the understanding of how the valuation of sensory cues is related to consumer types in an electronics retail store context.Research Questions: To what extent are consumers in an electronics retail store utilitarian and hedonic in their needs and behavior? How do these consumers, in comparison to each other, value sensory cues in an electronics retail store environment?Methodology: The study uses a quantitative research approach with a cross-sectional research design and collects data through an online questionnaire. Findings: Consumers in an electronics retail store context tend to possess a higher degree of utilitarian traits and valued the importance of addressing the human senses significantly lower than consumers with a higher degree of hedonic traits. A significant difference between the groups is found for sight, sound and smell. Touch was found to be the most important sense for both groups. Managerial Implications: Contributes to knowledge managers could consider when relating the human senses to the strategic build-up of a store concept or the design of a retail environment.Further Research: Further research could investigate how the relationship, interplay and potential overload of stimuli affect consumers, either based on hedonic and utilitarian characteristics or other factors such as age and gender. Originality: To the best of the author’s knowledge, no other studies is researching the valuation of sensory cues in an electronics retail store environment from the consumers perspective. Keywords: Sensory Marketing, Consumer Types, Utilitarian, Hedonic, Atmospherics, Electronics Store, Retail Marketing

Comunicação e consumo. Design e ponto de venda. O consumo é uma das expressões dinâmicas da sociedade moderna, passou a determinar as relações de produção, acumulação econômica e as relações sociais. O ponto de venda se transformou na configuração do consumo, em função da abundância de novidades no mercado e da contínua re-significação que os objetos são submetidos constantemente. Esta dissertação busca identificar e conhecer, enfocando uma base interpretativa do posicionamento teórico, alguns mecanismos e elementos determinantes que fazem funcionar as engrenagens do consumo no ponto de venda. O problema de estudo se situa na análise teórica de alguns aspectos sociais, mercadológicos e comunicacionais, focando-se no design, no sistema de consumo da sociedade contemporânea, trazendo à luz estudos da Escola de Frankfurt sobre a cultura do consumo. Enfocando os conceitos da comunicação visual nos pontos de venda, subsidiados e permeados pelo levantamento bibliográfico dos campos das Ciências Sociais, Mercadológicas, Design e da Psicologia Cognitiva, apontar-se-á as influências dos elementos estéticos de comunicação sobre o comportamento do consumidor frente ao ponto de venda, servindo como base para reflexão e análise de estudos futuros nas áreas de Comunicação, Marketing e Design. / Communication and consumption. Design and sales point. The consumption has been one of the dynamics expressions of modern society; it has become to define the production relations, economic accumulation and the socials relations. The sales point has become in the configuration of the consumption provide by the great quantity of news in the market and by the continual new signification that the objects are submitted. This research searches to identify and know, focusing the interpretative base of academic view, some tools and issues that make it runs the gear of consumption of the sales point. The study problem is in academic analysis of the social features, marketing and communications, focusing in the design, consumption system of the contemporary society, bringing up to us the studies of the Frankfurt School about the consumption culture. Focusing the concepts of the visual communications in the sales point, subsidize and permeate by the bibliographic of the science social fields, marketing, design and cognitive psychology, will be indicated the influences from the elements aesthetic of communication above the consumer behavior on the sales point, this will be the bases about to reflection and analysis for new researches on the areas of Communication Marketing and Design.

Made available in DSpace on 2016-04-25T16:44:33Z (GMT). No. of bitstreams: 1 Keyla Priscila dos Reis de Almeida.pdf: 2338860 bytes, checksum: d2a882d9e338893c786b64e6cc0017e7 (MD5) Previous issue date: 2013-05-24 / This paper analyzes how sensory marketing applied to the point of sales affects store attractiveness and shopper loyalty and preference levels. Experiential marketing has gained importance in a context in which physical shopping channels are not only increasingly competing with each other, but also being challenged by the online channel, which offers more convenience and, in some cases, better prices. One must bear in mind that shoppers are overwhelmed with visual stimuli and tend to respond better to stimuli involving more than one sense. This dissertation is a multiple case study which aims to compare loyalty and preference rates between two Carrefour hypermarkets: one with a traditional concept and another with the Planet concept. In the light of the ever-growing difficulties in differentiating hypermarkets from other channels, Carrefour Planet is an attempt on Carrefour's part to restructure its hypermarkets through purchase solution centers, in which each department conveys a differentiated atmosphere, focused on exploiting its key items and sensory elements. Despite Carrefour's efforts to differentiate its hypermarkets we conclude from this study that the sensory management approach did not promote an increase in shopper loyalty and preference rates when we compare a Carrefour Planet and a traditional Carrefour store, although the Planet store did stand out as the most attractive. We recommend the development of future studies comparing loyalty and preference rates for the same point of sale (before and after the employment of sensory elements) / O presente trabalho analisa a influência do marketing sensorial aplicado ao ponto de venda na melhoria dos índices de atratividade, lealdade e preferência dos shoppers à loja. O marketing experimental tem ganhado relevância em função da maior concorrência entre os canais de compra físicos e da disputa destes com o canal virtual, que oferece maior conveniência e, em alguns casos, melhores preços. Há que se levar em consideração que os shoppers estão sobrecarregados de estímulos visuais e que tendem a responder melhor a estímulos que envolvam mais de um sentido. Esta dissertação é um estudo de caso múltiplo que visa comparar os índices de lealdade e preferência de dois hipermercados da rede Carrefour, um com conceito tradicional e outro com conceito Planet. O Carrefour Planet é uma tentativa do Grupo Carrefour de reestruturar o hipermercado, através de centros de soluções de compra, no qual cada departamento transmite uma atmosfera diferenciada e centrada na exploração de seus principais itens e elementos sensitivos, pois os hipermercados têm encontrado dificuldades de se diferenciar ante os demais canais. Apesar dos esforços do Carrefour em diferenciar o hipermercado, é possível concluir do presente trabalho que a gestão sensorial do ponto de venda não trouxe aumento nos índices de lealdade e preferência dos shoppers quando comparadas a loja Planet e a loja Carrefour tradicional, embora a loja Planet tenha sobressaído como a mais atrativa. Recomenda-se o desenvolvimento de estudos futuros que comparem os índices de lealdade e preferência de um mesmo ponto de venda (antes e após o uso de elementos sensitivos)