Consumer response to store-related stimuli in a crisis: evidence from Japan and Croatia

Abstract

Purpose

Based on the stimulus-organism-response (S-O-R) model, this study examines how safety measures, related assistance and tangible benefits affect consumers' emotional and cognitive states, leading to behavioural responses in an uncertain store environment.

Design/methodology/approach

The proposed model was tested with the survey data collected from grocery shoppers in Japan and Croatia (n = 314 in each country) and analysed using structural equation modelling.

Findings

Safety measures and related assistance decreased perceived threat in Croatia, enhanced arousal in both countries and caused fear in Japan. Tangible benefits reduced fear in Japan and increased arousal in Croatia. In a crisis, perceived threats push unplanned buying and motivate consumers to protect themselves. Arousal drives unplanned buying but diverts consumers from health-focussed behaviour. Loyalty can be gained if fear is controlled.

Practical implications

To retain consumers, retailers should secure a safe shopping environment that reduces fear and provides enough benefits to outweigh the threat.

Originality/value

Using the S-O-R framework, this study enriches the literature on consumer behaviour in a pandemic by contributing new insights into (1) the impact of safety measures and tangible benefits as stimuli, (2) the organismic response through affective and cognitive states, (3) health-focussed behaviour as a novel outcome and (4) comparing the effects in the two countries.