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How In-Store Music Influences Product Selection

The music volume, tempo, and genre are the controlling factors on how a customer behaves while shopping. Other things that make us change while shopping are our age, gender, and what type of music we like to listen to. Stores take all of these into consideration to make sure that they attract the right customers for their store.


  • It affects the amount of time a person will be in the store
  • Influences the decisions of purchasing things by sending signals on what should be bought
  • Younger kids like to shop to the Top 40 music while older people like to shop to easy listening music
  • If the music is not appropriate for the type of customers shopping, the outcome will be negative

Genre Examples

In a wine store, playing classical music led to the customers buying more expensive stuff. Playing the Top 40 pop didn't increase or decrease the amount being bought.

Playing Christmas music leads to more holiday purchases.

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  • Changes how long a person thinks they are in the store
  • Loud Music makes a person believe that they were in the store longer than they were and it leads to a quicker traffic flow.
  • Loud music is used as an arousal inducer instead of a distraction since it is more stimulating.
  • If the music is too loud or too quiet, the customers will not spend much time in the store
  • Slow music leads to a slower traffic flow
  • People will also stay in the store longer making an increase in sales by 32% because the music is more relaxing

Volume Example

In a restaurant, people spent more money on alcohol and more time eating when slower music is playing. They ate faster and had a shorter waiting time for people coming in when loud music was playing.


  • Effects the brand and product that are bought
  • Also affects the time spent in the store
  • Changes pace of shoppers walking around
  • if the music is in a higher key, the customers will feel happier
  • This enhances the alpha waves in the brain making it more stimulating

Atmosphere Around/Music

  • The atmosphere brings out emotions making the customers stay longer and purchase more
  • The music is the most controllable factor bringing out feeling from inside. It affects the mood of a person and a certain mood is needed to increase the chances of purchasing.
  • Stores use certain music for noticing, recognition, involvement, and remembrance of items.
  • Music has a positive impact on time and money spent in the store by increasing positive attitudes and sales towards the store.
  • Music communicates with mind, heart, and memory which will lead to an exciting or relaxing experience.
  • It acts like a motivator to the subconscious creating first and last impressions
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Music Statistics In Stores

A survey was taken by customers shopping, the results were:

91% said music influences the shopping outcome

86% said it adds to the atmosphere of the store

33% said it influences purchase decisions



  • Like to shop to Top 40
  • Spend more time shopping when music is playing in the foreground


  • Like to shop to easy listening music
  • Spend more time shopping when music is playing in the background


  • Have selective processes
  • Buy from one cue


  • Process things comprehensively with everything around them
  • Need to process numerous pieces of data

Stores take all of these factors into consideration including preferences, lifestyles, personalities, and attitudes

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Happy/Sad, Liked/Disliked

  • Happy music increases the intentions to shop
  • Liked music increases it even more, preference is also increased
  • Disliked music will make a person not like the brand they are looking at

In conclusion...

The main points are the genre, tempo, and volume. These make the shoppers either want to shop in a certain store or leave right away depending on how their brain stimulates the music. Music effects girls differently then guys and older people have different preferences on songs while shopping then younger people do.