Influence Of Music On Consumer Behavior

According to conventional knowledge, the four key musical elements that affect our urge to purchase are tempo, mode, genre, and loudness. Brands may leverage this information to boost sales and improve the in-store customer experience by understanding the psychology of music and the products that it produces. The components of music are recycled through several neural pathways in the brain. The cerebellum analyses metre, the right temporal lobe interprets pitch, another area processes timbre (which aids in identifying the instruments being played), and the front lobes interpret the emotional content of the music.

Important music may energise the brain's pleasure centre and elevate our mood. Music may raise our moods, according to Dr. Andrew Budson, a professor of neurology at Harvard Medical School. Our mood might improve when we listen to music that starts off sorrowful and ends strong. He also asserts that music has the power to motivate us. For instance, playing lively, energising music might aid in work completion. Subconsciously, the music we hear affects our bodies and thoughts. Even if music is just playing in the background, the type we listen to affects how we act throughout the day.

The PAD Model

In 1974, Mehrabian and James Russell improved the PAD model to show how visitors will avoid or approach a terrain based on environmental cues (in this case, music). In a more recent model, the terms pleasure and thrill are used to describe how the client feels, thrill is used to describe how stimulated, alert, or active the client feels with the current situation, and dominance is used to describe how the client feels dominated or free to act towards the situation.

Nonetheless, if the music elicits a favourable reaction, stimulates the paperback (thrill), and encourages them to explore (dominance) (pleasure). Yet, if the music has a negative impact, it may discourage customers and in some circumstances cause them to abandon the establishment. Retailers must research the psychology of music in order to play music that appeals to the interests and personalities of their target audience in order to elicit the desired response from customers.

Psychology of Music

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It is the speed at which the beat moves. When a song is played presto, we move briskly. When the tempo of the song is slow, we move pokily. Exploration shows that shoppers match the pace of the game at the supermarket. When high-tempo music is played, consumers spend lower time browsing because they move more snappily through the store. When slower music is played, guests spend further time browsing, which can lead to impulse purchases.


It is the affair position of music ranging from silent to loud. Studies discovered that when noisy music plays in a supermarket, consumers spend lower time in the store; when softer music plays, consumers spend additional time in the store. Advanced volumes in supermarkets harm final ticket deals. More loud volume can beget buyers to reply positively.


It is a type of music similar to a vacation, rap, jazz, pop, etc. Each form of music affects the consumer collectively. Exploration shows that jazz and chesterfield music increase consumer spending. Interestingly, classical music leads to purchasing more precious kinds in liquor stores. Businesses should play in music stripes applicable to the followership and experience the brand is trying to elicit (e.g., an upmarket eatery or an original bar with live music). The music mode can be major or minor. Research has shown that in-store deals increase when fashion and tempo impeccably match. Playing calm music (slow and sad) in a little critical increase in-store shopping. Still, there is no apparent purchase increase when playing down tempo major (slow and happy) music.

Happy or Sad Music

Researchers discovered that while liked/disliked music had a marginally significant direct influence on buying intentions, happy/sad music had a considerable direct effect on those intentions. Although playing upbeat music considerably improved a subject's desire to shop, the subject's want to shop was at its best when the music was also enjoyed. That indicates that mixed cheerful music and customer favorites have a more significant influence than happy music or customer favorites alone. It has been noted that some stores undervalue the critical role that background music plays in determining the entire shopping experience.

An unexpectedly good customer response may result from a thoughtful analysis of music factors. Other researchers claimed that listening to upbeat music should improve one's disposition, leading to more favorable judgments and actions. In addition, the sort of music effects—happy or sad music—can help explain store opinion. When specific musical genres are performed, people prefer to spend more money. These results support the notion that music can affect consumers' purchasing decisions.

The precise effect of sad or joyful music on customers was not studied, despite the assertion that there is a statistically significant association between ambient and social elements in the retail environment. They recommended in their study that merchants look at music-related factors, including volume, pace, and liking or disliking of certain songs. In their investigation, which was pertinent to the retail setting, they examined the musical element that was most beneficial.

Researchers examined how pace, tone, and texture—three significant objective sensory characteristics of music—affect arousal and enjoyment. They discovered that the relationships between pace, tone, and texture impacted pleasure. Faster tempos and necessary consonant signatures boosted the pleasantness of classical (but not pop) music. The way that pace and texture interacted had an impact on arousal. When exposed to pop music (but not classical music), participants responded more arousingly at faster rates.

Tonality impacted feelings of surprise, making less consonant keys (i.e., atonal relative to the minor, minor relative to the major) more startling. The relationship between pleasure intensity and shop rating is not substantial, although pleasure intensity can affect store appraisal just by affect transfer. At the same time, pleasure intensity had a favorable impact on how customers felt about the service environment. They also examined how attitudes towards salespeople and the degree of enjoyment related, but they did not find conclusive evidence of a connection.

Spots in Radio

Radio advertising, known as spots, combines jingles with slogans. They are short, snappy communications that typically last between 10 and 30 seconds. Having a spot that lasts for 60 seconds is frequent. Several commercial radio advertisements had a lasting influence on the audience.

A creative example of using radio voices to emphasize a product's long history is "Woodwards Gripe Water," which features the voices of ladies from various age groups. The influence of places like "Mommy Mummy Modem Bread" and "Horlicks Jyada Shakti Deta Hai" was enormous. Another kind of spot is time check. It takes the shape of a phrase or jingle, often lasting seven seconds, and is delivered by the on-call announcer.

Jingles are commercials with music. These slogans are sometimes used in conjunction with music and songs. Radio advertisements were also blended in. With the help of a well-known radio jingle, Nirma launched its advertising campaign, making it one of the most effective marketing examples. The tune or jingle has the benefits of being both enjoyable and memorable.

The advertiser's distinctive quality as a musical sound distinguishes the advertisement from every other radio ad. An announcer is typically utilized with this adaptable strategy, which may be arranged in numerous ways. The jingle usually follows the announcer's copy at the start of the ad, which is the most typical. The commercial is then finished with a repeat of the full jingle or a section that is complete on its own.

Background Music and Buying Behavior

Background music unexpectedly strongly influences what products consumers buy and how important they are willing to pay for them. Specific songs or musical stripes could high harmonious generalities in a person's memory, eventually shifting people's preferences and buying behavior. Exploration over the once many decades has revealed some intriguing findings. One study of wine purchases showed that when classical music was played in the background, shoppers bought more precious wines, although they did not buy more. This effect passed anyhow of how much the person knew about wine.

A liquor store in the UK turned on French music and set up guests who were buying other French wines. When they played German music, guests bought more German wines. Buyers reported needing to notice this trend. Ambient or Necessary Music A Spanish experimenter tried to replace music with computer-generated abstract background sounds that were not musical. The result was an increase in the number of people in the store, leading to an increase in plutocrats spent there because the shoppers were intrigued by the new and unique sonic experience.


Music plays a subtle and overt part in the daily lives of billions of people, affecting everything from their mood to their physical exertion. Of particular note is that music influences people's purchasing behavior. Studies including the buyer's choice to make a purchase and his time at the point of sale have shown the impact of music on consumer behaviour.

One thing that all of the studies have in common is that when music is viewed as familiar by the customer, it results in more favourable reactions in terms of buy intention, perceived time, approach/remoteness, satisfaction, and average ticket price. The fact that the customer is influenced differently depending on gender is another crucial factor to convey. According to research, women are more genre-sensitive than males when making purchasing decisions.

Updated on: 30-Mar-2023

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