The space-to-product ratio effect

How interstitial space influences product aesthetic appeal, store perceptions, and product preference

Julio Sevilla, Claudia Townsend

Research output: Contribution to journalArticle

6 Citations (Scopus)

Abstract

The authors identify and examine the effect of space-To-product ratio on consumer response; very generally, consumers perceive products as more valuable when more space is devoted to their display. In both lab and field studies, the authors find that this phenomenon influences total sales, purchase likelihood, and even perceived product experience (taste perceptions). More interstitial space increases perceptions of individual products as more aesthetically pleasing and the store as more prestigious. The authors find these effects across a variety of product categories and rule out a number of competing alternative explanations that are based on perceptions of product popularity, scarcity, assortment search difficulty, and messiness.

Original languageEnglish (US)
Pages (from-to)665-681
Number of pages17
JournalJournal of Marketing Research
Volume53
Issue number5
DOIs
StatePublished - Oct 1 2016

Fingerprint

Field study
Purchase
Consumer response
Consumer products
Assortment
Product category
Scarcity

Keywords

  • Aesthetics
  • Environmental cues
  • In-store decision making
  • Interstitial space
  • Retailing

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

Cite this

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