Social-servicescape conceptual model

There is considerable evidence that environmental variables can substantially influence consumer behavior in service settings (cf. Turley and Milliman, 2000). However, research to date has focused on the effects of the physical elements (‘atmospherics’), with the social aspects (customers and service providers) of the environment largely ignored. First, we provide a review of the extant literature drawing on four major streams of research from (1) previous marketing (servicescapes); (2) environmental psychology (approach–avoidance theory, behavior setting theory); (3) social psychology (social facilitation theory); and (4) organizational behavior (affective events theory). Second, we present a new conceptual model, the ‘Social-servicescape’. In this paper we argue that the social environment and purchase occasion dictates the desired social density which influences customers’ affective and cognitive responses, including repurchase intentions. Furthermore, we argue that customers play a key role in influencing the emotions of others either positively or negatively, and this largely determines whether they intend to return to the service setting. Implications of this conceptual model for theory and practice are discussed.

Customers as spatial and social influencers on other customers in the social-servicescape

In marketing, considerable attention has been devoted both to the understanding of consumer behaviour and the impact of the physical environment on the behaviour of consumers within these settings. Yet surprisingly, little attention has been given to the influence of customers on other customers in such settings. But within the environment it could be argued that social stimuli are likely to receive more attention than non-social or physical stimuli (Guerin, 1993). Psychologists have asserted that the mere presence (or absence) of people will affect the behaviour of others. Thus we argue in this paper that customers impact on other customers within the social servicescape. This paper presents the findings of an observational study of 225 episodes which took place within a selected servicescape - four cafes. We found that the presence of other customers appeared to positively influence duration of the stay (social influence), and that customers appeared to exhibit a desire for the presence of other customers in this social setting in that customers appeared to be drawn spatially to where customers were already seated (spatial influence). We draw from psychology, in particular, social facilitation theory (Platania and Morin, 2001; Zajonc, 1965), affiliative conflict theory (Argyle and Dean 1965; Knowles 1980, 1989) and from psychology and sociology in terms of the basic emotional need for a “sense of belonging” (Hagerty, Williams and Oe 2002) in order to develop the conceptual framework for this study. Theoretical and managerial implications of our findings are discussed, as well as directions for further research.

The Influence of Servicescape and Local Food Attributes on Pleasure and Revisit Intention in an Upscale-Casual Dining Restaurant

The current study looks at the relationship between servicescape, emotional product involvement, perceived quality of local foods, the positive emotion of pleasure, and revisit intention in an upscale buffet style restaurant on a university campus in the Southeastern U.S. Test results show positive relationships between all of the constructs in the proposed conceptual model. The study also gives practitioners and academics insights into practices that can help to market the use of local foods through the restaurant environment in order to engage emotionally involved customers. This marketing can illicit pleasurable feelings and increase perceived product quality of local foods with the purpose of getting customers to revisit the restaurant. Suggestions for further research on the subject are proposed.

Changing the servicescape : The influence of music, self-disclosure and eye gaze on service encounter experience and approach-avoidance behavior

The purpose of this thesis is to investigate and understand the effect of a servicescape’s ambient and social conditions on consumers’ service encounter experience and their approach/avoidance behavior in a retail context. In three papers, with a total sample of over 1600 participants (including 550 actual consumers) and seven experiments, the author investigates the effect of music (ambient stimuli), employees’ self-disclosure (verbal social stimuli) and employees’ gazing behavior (nonverbal social stimuli) on consumers’ service encounter experience and approach/avoidance behavior in a retail store. Paper I comprised two experiments, and the aim was to investigate the influence of music on emotions, approach/avoidance behavior. Paper II comprised two experiments, and the aim was to investigate the effect of frontline employees’ personal self-disclosure on consumers’ reciprocal behavior. Paper III comprised three experiments, and the aim was to investigate the influence of employee’s direct eye gaze/ averted eye gaze on consumer emotions, social impression of the frontline employee and encounter satisfaction in different purchase situations. The results in this thesis show that music affects consumers in both positive and negative ways (Paper I). Self-disclosure affects consumers negatively, in such a way that it decreases encounter satisfaction  (Paper II) and, finally, eye gaze affects consumers by regulating both positively – and in some cases also negatively – consumers’ social impression of the frontline employee and their encounter satisfaction (Paper III). The conclusions of this thesis are that both ambient and social stimuli in a servicescape affect consumers’ internal responses, which in turn affect their behavior. Depending on the purchase situation, type of retail, and stimuli, the internal and behavioral responses are different.

Kundernas behov i butiksmiljöer : Skillnaderna mellan handlares och kunders uppfattning av kundernas behov i klädbutiker

Konkurrensen inom detaljhandeln blir allt hårdare, både från andra butiker men även från e-handeln, vilket sätter press på fysiska butiker att ha nöjda kunder som fortsätter handla i butiken. Ett tillvägagångssätt för att möta den hårdnande konkurrensen är att ha en butiksmiljö s.k. servicescape som är utformad efter kundernas behov, vilket dock förutsätter att handlarna vet vilka behov sina kunder har. Har handlarna en felaktig uppfattning om kundernas behov föreligger det ett gap som minskar chansen att kunderna blir nöjda och därmed butikens konkurrenskraft. En avgränsning gjordes till klädbutiker, då klädbutiker är bland de butikstyper som är mest konkurrensutsatt. Syftet med uppsatsen var att kartlägga hur kundernas behov överensstämmer eller skiljer sig från handlarnas uppfattning om deras behov. För att uppfylla syftet tillämpades en kvalitativ metod men med en statistisk bearbetning dvs. en kvantitativ bearbetning då resultatet redovisades med hjälp av frekvenser och värden på en skala. Datainsamlingsverktyget som användes var enkäter och utformades efter de tio faktorerna som sammanställdes i den teoretiska referensramen. Enkäterna delades ut till både kunder och handlare i Borlänges stadskärna och Faluns stadskärna. Resultatet av uppsatsen visade att det för faktorerna ljus (4,2), trängsel (4.5) (4.6), Ljud (4.7), toaletter (4.9), (4.10) finns en skillnad ett s.k. gap mellan handlarnas uppfattning om kundernas behov och vad kundernas behov egentligen är. Det framkom även att handlarna ansåg att kunderna har större behov av att faktorerna rent & städat (4.3), (4.4) in & utgångar (4.8) är tillfredsställande än vad kunderna egentligen har. Det framkom precis som behandlades i den teoretiska referensramen att kundernas behov tenderar att variera utifrån deras demografiska faktorer ålder och kön. Om handlarna har en låg, medel eller hög prisnivå påverkade även det hur viktigt det är för kunderna att faktorerna är tillfredsställande. Slutsatsen som författarna identifierade var att det föreligger ett gap mellan handlarnas uppfattning om kundernas behov och vad kunderna anser att deras behov är gällande flera av faktorerna. Detta är dock något som kunderna säger vilket inte behöver stämma överrens med hur de verkligen tycker. Det är dock svårt att urskilja något mönster gällande gapen utan det är nästan enbart tendenser man kan urskilja, vilket gör att varje faktor bör analyseras individuellt.