Exploring international atmospherics: The impact on shopping behaviors based on the language of the lyrics of music played in global apparel retailers’ stores

Abstract

Purpose

Previous research has demonstrated that, in retail settings, music has some of the largest effects on consumer behavior. However, it is still unknown how the language of the lyrics (native vs foreign) affects consumer behavior. In order to address this gap in retail atmospherics, the purpose of this paper is to examine the differential effects of the language of the lyrics of the music played and explain the interactions between the music language and volume.

Design/methodology/approach

The data were obtained from a field study conducted in an apparel store and from 241 shoppers speaking Spanish as their native language. The study involved the manipulation of language of the lyrics of music played in the store (native vs foreign).

Findings

Results indicate that customers in a non-English speaking country are more likely to make purchases when music is played in English, which fits with the store’s global image. This effect is mediated by time spent in the store.

Practical implications

For managers of global apparel brands, the results suggest that English music may be a good option to increase time spent in the store and subsequent purchases. This is especially attractive as music is an atmospheric cue that can be easily modified at less expense than other atmospheric cues.

Originality/value

This work is the first to demonstrate that fitting the language of the lyrics of music in an international retail store to a global brand image affects consumer behavior. Furthermore, it demonstrates that atmospherics research may not directly transfer to non-English speaking countries.

Citation

Toldos, M.P., González, E.M. and Motyka, S. (2019), "Exploring international atmospherics: The impact on shopping behaviors based on the language of the lyrics of music played in global apparel retailers’ stores", International Journal of Retail & Distribution Management, Vol. 47 No. 4, pp. 368-383. https://doi.org/10.1108/IJRDM-12-2017-0297