Could a spicy cinnamon scent persuade you to buy a Lexus? A professor from the Fox School of Business thinks so.
Dr. Maureen Morrin, Professor of Marketing at the Fox School, and a collaborative research team found a definitive connection between warm scents, consumer preference for luxury (more expensive items), and an increase in overall spending.
“If there is a warm scent in the room, people perceive the room to be smaller, and more full of other people,” Morrin said, citing the research findings of she and her team. “As a result, they feel a little less socially powerful. In order to restore their feeling of power, they prefer premium or luxury brands.”
Morrin and her research colleagues (Dr. Adriana Madzharov of the Stevens Institute of Technology, and Dr. Lauren Block of Baruch College) published the findings of their scent-power correlation research in the Journal of Marketing in January 2015. Their research also received mention in Science Daily. The study is believed to be the first of its kind to examine how temperature-related associations with smell affect our spatial perceptions and sense of self-importance.
For her most-recent study, Morrin and her colleagues exposed test subjects to two identical retail environments, and then subtly manipulated the scent in each atmosphere to be either warm, like spicy cinnamon, or cool, like minty menthol. They found that consumers exposed to the warm scents felt less socially powerful, finding the room crowded and overwhelming. To assuage their insecurities, they not only purchased more goods, but showed a preference for luxury items assumed to increase one’s social status, Morrin said. Conversely, those participants in cool-scented environments showed no inclination toward or against the luxury items, and bought less overall.
“Cool scents tend to work in an opposite direction than warm scents in terms of their impact on how powerful you feel within a given environment,” Morrin said.
Morrin, whose research interests include sensory processing and consumer decision-making, has always been interested in pioneering studies regarding the correlation between scent and consumer behavior.
The idea of warm and cool scents emerges from learned associations between foods and scents that can influence our conscious perceptions. When one smells menthol, the association is immediately with mint, which to our taste buds is cool, Morrin said, while vanilla and cinnamon evoke opposite reactions.
Morrin’s study revealed that not only can scent prime our emotions, it actually alters our idea of ourselves in space. Morrin’s test subjects reported increased crowding in rooms with warmer scents when the population remained constant. Conversely, the shoppers in cool-scented rooms reported increased spatial perception and a reduced number of people in the room.
Should retailers take advantage of these findings, Morrin said the market for luxury goods can be targeted acutely.
“Retailers of luxury goods might consider how their store’s atmospherics impact shoppers’ spatial perceptions,” she said. “Aspects of the retail environment that elicit power-compensatory consumer responses might lead to a greater preference for and purchasing of luxury brands.”
Morrin said she hopes to continue her investigation, and is currently working with several doctoral students from the Fox School to investigate other ties between scent and consumer behavior. The next step, she said, could be determining how ambient scents, especially those outside of our conscious awareness, could influence our purchase choices.
Human beings are constantly engaging the five senses. But how does this sensory experience impact a consumer’s choice behavior?
This question was explored at the Fox School of Business’ first-ever sensory marketing conference, Understanding the Customer’s Sensory Experience. The conference was held on June 5th and 6th, at Alter Hall, home of Temple University’s Fox School of Business and School of Tourism and Hospitality Management.
The conference focused on the nature of the five human senses, their role in affecting consumer behavior and emotion, and their application within a range of settings, including product and service design.
Fox School of Business marketing professor Maureen Morrin and School of Tourism and Hospitality Management professor Daniel Fesenmaier co-hosted the event.
Attendees included marketing and tourism research experts, doctoral students studying within these disciplines, executives of marketing firms, and industry professionals responsible for developing and improving the consumer experience.
“One of the main goals was to bring together both academics and practitioners who are interested in sensory marketing,” Morrin, Director of the Fox School of Business’ Consumer Sensory Innovation Lab, said. “Just getting industry professionals involved and having them see what we’re working on and researching, and to see what their problems are, I think, is helpful.”
At least one conference attendee plans to take advantage of the partnerships the conference established.
“It was extremely stimulating to bring together academics, people from [the] industry and specialists within each category,” Stephen Gould, a marketing professor at Baruch College, said. “As a professor, I plan to follow up with at least one of the industry presenters who I met at the conference.”
The conference was sponsored by the Fox School of Business, the Department of Marketing and Supply Chain Management, and the National Laboratory for Tourism and eCommerce.
Events included a corporate panel led by executives from firms including Mane USA, Scents Marketing, ScentAir, and HCD Research. Another panel, composed of academic research laboratory directors, led discussions on how they established, operate, and fund their laboratories. Numerous research presentations were given, with topics ranging from multisensory processing, to product and packaging development.
Conference attendees left with many new ideas, thanks to the different perspectives offered by the presenters. Adriana Madzharov, of the Stevens Institute of Technology, felt that the combination of research presentations, corporate panels, and research laboratory discussions offered a unique and fulfilling experience.
“The conference presented a perfect combination and balance between these three very different approaches to studying sensory customer experiences,” Madzharov said. “Personally, the amount of knowledge and valuable contacts that I acquired in such a short time during the conference makes it for me the best professional experience so far.”
Seeing is believing, but smellizing – a new term for prompting consumers to imagine the smell of a product – could be the next step toward more effective advertising.
Researchers came to this conclusion through four studies of products most of us would like to smellize: cookies and cake.
Professor of Marketing Maureen Morrin of Temple University’s Fox School of Business co-authored Smellizing Cookies and Salivating: A Focus on Olfactory Imagery to examine the impact imagining what a food smells like would have on consumer behavior.
“Before we started this project, we looked for print ads that asked consumers to imagine the smell of the product, and we found none,” Morrin said. “We think it’s because advertisers don’t think it’ll actually do anything.”
But researchers found that smellizing — imagining a smell —increased consumers’ desire to consume and purchase advertised food products.
Consumers’ response to advertised food products was measured over several studies that looked at the effect of smellizing on salivation, desire and actual food consumption. The researchers found that imagining what a tasty food smells like increases these types of responses only when the consumer also sees a picture of the advertised product.
Participants who looked at print advertisements were prompted by questions such as: Fancy a freshly baked cookie?; Feel like a chocolate cake?; and Feel like a freshly baked cookie? Look for these in a store near you.
Morrin found that these types of headlines had a positive impact on desire to consume the product, if they were accompanied by a call to also imagine the smell of the food. This positive impact was strongest when the image of the product could be seen at the same time study participants imagined the smell.
According to the study, olfactory imagery processing is different from that of the other senses, especially vision.
“It has been shown, for example, that although individuals can discriminate among thousands of different odors and are reasonably good at detecting odors they have smelled before, they are quite poor at identifying the odors they smell,” the study said. “That is, individuals often have difficulty stating just what it is they happen to be smelling at any particular moment, unless they can see the odor referent.”
This may be why a picture is so important in activating the effects of smellizing.
When asked (versus not being asked) to imagine a scent with a visual, participants’ salivation increased by .36 to .39 grams in two of the studies. In another study, when asked to imagine a scent with a visual, participants consumed 5.3 more grams of the advertised cookies. These effects depended on seeing the advertised food while imaging its smell.
The researchers also found that actually smelling the advertised products was even more effective on the various measures of consumer response than merely imagining the smells. But it’s not always feasible to present consumers with product odors in advertisements.
According to Morrin, advertisers are not adequately tapping into the power of the sense of smell when developing promotional messages to encourage consumers to buy their products.
Morrin’s study, co-authored with Aradhna Krishna of the University of Michigan and Eda Sayin of Koç University in Turkey, appears in the Journal of Consumer Research.
It’s time to get in touch with the five senses.
The Fox School’s first-ever sensory marketing conference, Understanding the Customer’s Sensory Experience, will bring together researchers from marketing, tourism and related fields to share and learn on June 5-6, 2014, at Temple University’s Fox School of Business and School of Tourism and Hospitality Management.
The conference will focus on the nature of senses, their role in affecting consumer behavior and emotion, and their application within a range of settings, including product and service design.
Fox School marketing Professor Maureen Morrin and School of Tourism and Hospitality Management Professor Daniel Fesenmaier will co-host the event.
Morrin, who directs the Fox School’s Consumer Sensory Innovation Lab, hopes this conference will recognize the advances she and her doctoral students are making in terms of sensory marketing research.
Sponsored by the Fox School of Business, Department of Marketing and Supply Chain Management and the National Laboratory for Tourism and eCommerce, the days’ events include corporate panel presentations led by executives from firms including Mane USA, ScentAir, HCD Research, and Monell Chemical Senses. Additionally, a panel of research laboratory directors will explain how they have established, operated and funded their laboratories, and research presentations in the form of papers and posters will be given. Day one of the conference will conclude with the Mural Arts Trolley Tour throughout Philadelphia.
“We’ve invited academics and people from industry,” Morrin said. “I’m hoping that we can set up more collaborative efforts among researchers and also between researchers and industry, who may be interested in having us conduct field studies in their stores.”
To register for the conference, visit http://csil.ticketleap.com/sensoryconference/
As consumers, we may not realize how much our senses influence the type of decisions we make every day. But studying the relationship between sensory perception and consumer behavior has implications for marketers and businesses as they can implement strategies to make an experience enjoyable and memorable. In the same way many establishments use ambient scenting to improve the mood of consumers, studying sensory perception may lead to better understand shop lifting propensity and leniency when evaluating others’ moral behavior. Sensory input is also valuable to understand consumer response towards specific flavors that could strengthen the will power of those following strict diets.