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Beyond window signs: Understanding the affect-based effects of window signs on store patronage intentions

Abstract:

Store managers commonly use window signs to decorate their stores and, more importantly, to communicate store-related information to their customers. This research investigates the role window signs play in influencing consumers’ attitudes and store patronage intentions. Empirical evidence from two studies (data from a real-life store environment and from an experimental setting) indicates that window signs generate positive inferences to consumers about the store image and the store promotion value, which ultimately influence consumers’ patronage intentions. Furthermore, this study proposes and tests a model suggesting that window signs represent a diagnostic cue from which consumers infer a sense of place identity. The results show that place identity partially mediates the relationship between consumers’ attitude toward window signs and consumers’ store patronage intentions. Moreover, this study includes the store manager's perspective and finds evidence that retail managers have positive attitudes toward window signs, which encourage them to rely on this promotional tool to announce store promotions. Implications of the findings for the role of window signs are discussed.