Research Article

The effect of stereotypical music on the customer selection of wine in an online environment

Marlou Damen
Iris van Hest
Bart Wernaart
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The digital transformation of marketing leads to new forms of interaction with consumers. It has been established and well known that auditory stimuli generally affect human behavior. However, in the field of sensory marketing, only limited attention has been paid to the role and effects of audition in online marketing. In this research, we will further explore how sound influences consumer product selection in a digitalized setting. We have designed and performed an experiment in which respondents in a webshop environment were asked to select a bottle of wine from two different countries while hearing stereotypical music samples representing one of these countries. Our conclusion: In an online setting, auditory stimuli strongly influence consumer selection. In the case of constructed preferences, this effect was considerably stronger compared to well-defined preferences. These insights can help to further develop the effective use of sound stimuli in new forms of sensory marketing, such as virtual reality and other digital experiences in the marketing and sales context.

sensory marketing, auditory stimuli, consumer behavior, product selection, digital transformation

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Damen, M., van Hest, I., & Wernaart, B. (2021). The effect of stereotypical music on the customer selection of wine in an online environment. Journal of Innovations in Digital Marketing, 2(2), 29–37.

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