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Reports the findings of a controlled field study examining the effects of background music on shopping behavior in a traditional service environment: a supermarket. Finds that musical preference influenced both the amount of time and money shoppers spent in the service environment, although musical tempo and volume had no observable effects. Provides additional insight into the effects of background music on shopping behavior as well as some important considerations for the design of retail and service environments and ambience.

Reports the results of an exploratory study of the effects of time pressure on consumer supermarket shopping behaviour. Unique to the study are the use of measures of both actual and relative shopping time and purchase amount, and measures of self‐reported perceived time pressure. Measures of relative shopping time and purchase amount potentially provide more accurate methods for measuring time pressure effects in certain shopping situations while the use of self‐reported time pressure makes the results applicable to a wider variety of consumers. Results indicate that time‐pressured shoppers do not necessarily spend any more or less time or money in supermarkets. Instead, supermarket shoppers tend to spend less time making any given purchase and more money in the time available to them. Provides several suggestions for improving future research of time pressure effects as well as several possible retail strategies for dealing with the time‐harried consumer.

Discusses many of the empirical studies relating to the effects of background music on a wide range of consumer behaviours and outlines the relevant features and limitations of these studies. Suggests that, while research has identified relationships between specific behaviours and specific musical characteristics (e.g. tempo, volume, mode), retailers should practice caution when attempting to manipulate specific aspects of their background music. A safer and potentially more effective strategy would be to select background music that reflects the musical preferences of targeted consumer segments. Presents useful information regarding selection of appropriate background music.

This study aims to develop a model to analyze the effect of background music on Islamic consumer purchase behavior regarding to ambiguity in the Islamic texts.

In this experimental design, the population included chain store consumers in Tehran, among whom more than 17,000 consumers were selected during 42 days. ANOVA was used to analyze the collected data.

Based on the results, playing music in a store could significantly influence the total sales and average purchase value, while no positive role was observed on the number of purchases. Furthermore, dual impression form Islam viewpoints regarding music was observed in the present study as it failed to affect the number of sales in spite of influencing the amount of sales. Individuals affected by music buy more expensive goods, which may indicate that those who buy more luxury goods are less inclined to Islamic views or are inclined to those views which regards playing music as legitimate.

Store managers and marketers in Islamic nation are recommended to play pop music in their store to improve total sales. Managers in islamic nation should play some music when they offer more luxury and less ordinary goods. Although the present study attempted to control potential intervening variables to increase validity, controlling intervening variables is a serious limitation for conducting a field study. Uncontrollable intervening variables established by other media are considered as another limitation in this study.

For the first time, this study sheds some light on how the types of background music influences on the Islamic consumers. The study shows the ambiguity in the islamic texts and the differences in the judgments of religious regarding playing music to muslim consumer.

Negotiations are often conducted under stress. Previous studies show that stress can help or hurt negotiation outcomes. This study suggests that individual differences explain these effects, and the purpose of this study is to examine the effect of social value orientation (SVO) and stress on negotiation outcomes.

Two experimental studies and a pilot investigate the influence of stress and SVO (prosocial vs proself) on negotiation offers and outcomes. The authors’ studies are grounded on social interdependence theory and arousal literatures to explain the effects of stress on negotiation.

Stress has a positive influence on integrative offers (S1) and joint outcomes (S2). SVO moderates the effect of stress on joint negotiation outcomes (S2), such that, under stress, prosocials fare better than proselfs.

Managers negotiating under stress should pay attention to their own as well as the others’ SVOs. Managers could also build their negotiation teams considering this individual difference and favor the presence of prosocials in stressful negotiations.

The findings have practical implications for managers who are under stress on a daily basis.

This research contributes to managers that need to understand how to reach integrative agreements under stress. This is especially important when negotiators are representatives of employees or companies, as the outcomes can affect many individuals.

To the best of the authors’ knowledge, this is the first study examining the relationship between stress, SVO and negotiation offers and outcomes.

This study explores the relation between workers' choices of food outlets for lunch during the workday and their time constraints.

A cross-sectional survey was conducted among 1,132 French wage-earners in order to identify the dimensions indicative of lack of time among workers and to examine their associations with the likelihood of different food outlet choices.

Exploratory factor analysis revealed four dimensions indicative of lack of time. Binary logistic regressions revealed that each dimension was linked to at least one food outlet choice. This research suggests that the dietary practices of workers are associated with their time constraints.

Time constraints play a role in attendance of food outlets for lunch and should be taken into account when promoting healthier lunch behaviors among employees.

This is the first research investigating the links between time constraints and attendance of food outlets in the context of lunch during the workday.

The purpose of this paper is to explain how sensory stimuli can influence environments, improve the shopper experience and change the nature of behaviour in ways beyond our consciousness.

This paper reviews research gathered over several years and it considers how significant increases in sales can be achieved by attention to shopper “sightlines” and movement through each retail space; how neuro‐imaging is starting to make sense of our reactions to products; how Virtual Reality can save money and how a well‐designed study is a cost‐effective means of ensuring environments are right for shoppers. The latest sensory approaches are also assessed together with thoughts to ponder for the next decade including a word of caution for all to ensure success does not come at the detriment of our planet.

The current economic gloom need not spell financial disaster for the retail sector. Consumers will simply become more discerning as they spend their limited resources. The savvy retailer will invest in understanding shopper needs and motivations to create an enhanced shopping experience by moving beyond simple POP displays and signage, where “minor plus est”, through to shoppers' sense of sound, sight, smell and touch which will have a clear impact on decision‐making, store choice and spend.

This paper will be of interest to all operating in the retail sector.

Customers can be territorial, which results in reactive behaviors that can hurt firm profitability. This study aims to expand the typology of customer territorial responses previously identified in the environmental psychology and marketing literature.

The authors use a mixture of quantitative and qualitative approaches. The exploratory studies elicit and test a typology of consumer territorial responses using critical incident technique and factor analysis. Two surveys use the typology. Study 1 examines intrusiveness in grocery store settings. Study 2 expands the model with specialty store shoppers to examine how rapport, employee greed, entitlement and time pressure interact with intrusion pressure and relate to customer territorial responses.

The results indicate a new category of territorial responses – deferential verbalizations – and show relationships between intrusion pressure and deferential actions, retaliatory verbalizations, retaliatory actions and abandonment. The relationships are affected by the moderators, including rapport, which interacts with intrusion pressure to increase the likelihood of switching.

Collecting data near closing time restricted observations and consumer time to participate using self-report data. The results should be replicated with other populations and service providers.

Managers should monitor customer treatment during closing time. The results indicate consumer responses to closing time cues not only impact their shopping trip but also affect whether they will patronize the store in the future.

The study provides an expanded typology of territorial responses, identifies moderating factors that may affect responses and links employee intrusiveness and territorial responses to store patronage.

Retailer-brand collaborations (e.g. Target–Lilly Pulitzer) attract media attention and generate excitement, and may encourage buying the product right away rather than waiting until a sale. To clearly establish factors that contribute to consumers' urge to purchase retailer-brand collaborations, the purpose of this study is to test the effects of: (1) collaboration duration (limited edition vs ongoing) and (2) perceived retailer-brand fit (high vs low) on consumers' urgency to buy.

Three experimental studies (n = 499) manipulate and test the effect of collaboration duration (Study 1), perceived retailer-brand fit (Study 2) and the combined effect (Study 3) on consumers' urgency to buy.

Findings indicate that urgency to buy retailer-brand collaborations are favourable when products are offered as limited edition versus ongoing (Study 1), when there is high-perceived fit versus low-perceived fit between retailer and brand partners (Study 2) and when both conditions are true (Study 3).

To enhance consumers' urgency to buy retailer-brand collaborations, the partnerships should be limited in duration (vs collaborating in an ongoing fashion). Additionally brands and retailers need to strategically align with well-fitting partners.

Despite the prevalence and success of retailer-brand collaborations in industry, research on such collaboration is surprising scant. Additionally, while previous studies often measure purchase intentions as consumers' response, an understanding of factors that discourage consumers from delaying their purchase (i.e. factors that lead to urgency to buy) help to identify strategies to cultivate greater profits.

The purpose of this chapter is to provide a framework to guide learning and teaching practice in next generation learning spaces. The framework is informed by both learning and teaching theory and the current context of the sector. The framework provides guidance to those who teach in next generation learning spaces and is illustrated with examples of effective pedagogic practices that use the affordances of spaces while avoiding their limitations. The chapter discusses the tension between next generation learning space design and use. Design is influenced by drivers ranging from a need to accommodate ever-larger student numbers and responding to digital technologies and other developments in educational media, to providing for new approaches to learning. Use is determined by understandings of the teaching task, which can range from presentation by a teacher through to students working individually or in groups to generate meaningful knowledge, useful skills and professional values. In this chapter we identify drivers underpinning the creation and design of next generation learning spaces in universities today and associated expectations of the ways in which the spaces will be used. We reflect on understandings of sound pedagogic practice and work through to implications for learning and teaching in NGLS. In some cases advocated pedagogic practice asks teaching staff to make the most of spaces designed to allow students to engage constructively in their learning. In other cases it involves teaching constructively in spite of the design of the space.