15-G: the Smell of Selling: Olfactory Cues As a Route For Product Aesthetic Preferences

Ramona De Luca, FGV-EAESP Escola de Administração de Empresas de São Paulo, Brazil
Delane Botelho, FGV-EAESP Escola de Administração de Empresas de São Paulo, Brazil
Olfactory information is not simply emotionally experienced but also cognitively processed by consumers in the marketplace. This theoretical article explores the effect of scent on decision-making. In particular, we propose that scent affects stimulus processing fluency and product aesthetic preferences, especially for atypical and no scent-based products.
[ to cite ]:
Ramona De Luca and Delane Botelho (2017) ,"15-G: the Smell of Selling: Olfactory Cues As a Route For Product Aesthetic Preferences", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research.