Author

  • Martin Amsteus

    • Linnaeus University, Sweden
    • Sweden

  • Simon de Vries

    • Linnaeus University, Sweden
    • Sweden

  • Vidar Hwang

    • Linnaeus University, Sweden
    • Sweden

Abstract

The purpose of the present study is to test the effect of scent on response time and sales in direct mailings. It is proposed that congruent scent influences response time and sales in direct mailings. A total of 1571 direct mailings were sent out.The hypotheses were tested through a Mann-Whitney U test and a Wilcoxon signed-rank test. The results show that scent influences response time to direct mailings but that it does not influence sales.Future research should perform exploratory studies to test the effect of scent with regard to various forms of direct marketing and offerings as well as in general product and service contexts. Managers may want to consider scenting direct mailings when a fast response is critical. The result provides empirical support for the idea that scent has an effect on response time in direct mailings.

Keywords

References

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How to Cite

Amsteus, M., de Vries, S., & Hwang, V. (2015). Scent in Mail: The Effect of Scented Direct Mailings. Journal of Economics and Behavioral Studies, 7(6(J), 24-33. https://doi.org/10.22610/jebs.v7i6(J).615

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Research Paper

Published in

Vol. 7 No. 6(J) (2015) Entrepreneurship, Finance & Behavioural Studies View issue contents

Published

2015-12-30

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