What the Nose Knows - Avery Gilbert [130]
Today’s merchandisers “Sweet Smell of Sidewalls,” New York Times, February 11, 2007; “A Bowling Ball with Snap (and Scent),” New York Times, May 6, 2007; “Scent and Sensibility,” New York Times, September 9, 2007; “Sniff…and spend,” Los Angeles Times, August 20, 2007.
“perhaps the most powerful” “Starbucks Stirred to Refocus on Coffee,” Wall Street Journal, February 26, 2007.
“the stench of beer and sweat” “Luminar to Fight Smoking Ban with Sex Toys and Scent,” The Independent (London), May 18, 2007.
social psychologist Robert Baron Robert A. Baron, “The sweet smell of…helping: Effects of pleasant ambient fragrance on prosocial behavior in shopping malls,” Personality & Social Psychology Bulletin 23 (1997):498–503.
“We wanted to make” Bijal Trivedi, “Recruiting smell for the hard sell,” New Scientist 2582 (December 16, 2006).
chemist and physicist E. E. Free “Ancestral Memories in Smells,” The Literary Digest, November 1, 1924, pp. 70–71.
scientists continue to offer BBC News, February 19, 2004: news.bbc.co.uk/go/pr/fr/-/2/hi/technology/3502821.stm; Ann Quigley, “Smell, emotion processor in brain may be altered in depressed patients,” Health Behavior News Service, press release March 10, 2003, Center for the Advancement of Health; Emma Cook, “What’s Getting Up Your Nose?: These Days, If It Doesn’t Smell It Doesn’t Sell,” The Independent (London); Marilyn Larkin, “Sniffing out memories of holidays past,” Lancet 354 (1999):2142.
two equally pleasant fragrances A. M. Fiore, X. Yah, and E. Yoh, “Effects of a product display and environmental fragrancing on approach responses and pleasurable experiences,” Psychology & Marketing 17 (2000):27–54.
in an actual gift store A. S. Mattila and J. Wirtz, “Congruency of scent and music as a driver of in-store evaluations and behavior,” Journal of Retailing 77 (2001):273–89.
photos of a store E. R. Spangenberg, B. Grohmann, and D. E. Sprott, “It’s beginning to smell (and sound) a lot like Christmas: The interactive effects of ambient scent and music in a retail setting,” Journal of Business Research 58(2005):1583–89.
“We’re Muzak for your nose” “Muzak Cuts Jobs; Partners with ScentAir,” Fort Mill Times, July 7, 2005.
business professor Eric Spangenberg E. R. Spangenberg, D. E. Sprott, et al., “Gender-congruent ambient scent influences on approach and avoidance behaviors in a retail store,” Journal of Business Research 59 (2006): 1281–87.
manipulated the scent of a mall J.-C. Chebat and R. Michon, “Impact of ambient odors on mall shoppers’ emotions, cognition and spending: A test of competitive causal theories,” Journal of Business Research 56(2003):529–39.
“one of those subliminal things” Tischler, “Smells Like Brand Spirit,” p. 52.
According to the psychologist Anthony Pratkanis Anthony Pratkanis and Elliot Aronson, Age of Propaganda: The Everyday Use and Abuse of Persuasion (New York: W. H. Freeman, 1992); Anthony R. Pratkanis, “The Cargo-cult Science of Subliminal Persuasion,” Skeptical Inquirer, Spring 1992.
Key—now an elderly man Dominic Streatfeild, Brainwash: The Secret History of Mind Control (New York: St. Martin’s Press, 2007).
German researcher Thomas Hummel T. Hummel, J. Mojet, and G. Kobal, “Electro-olfactograms are present when odorous stimuli have not been perceived,” Neuroscience Letters 397 (2006):224–28.
other researchers have observed V. Treyer, H. Koch, et al., “Male subjects who could not perceive the pheromone 5[.alpha]-androst-16-en-3-one, produced similar orbitofrontal changes on PET compared with perceptible phenylethyl alcohol (rose),” Rhinology 44 (2006):278–82.
Psychologists in the Netherlands R. W. Holland, M. Hendriks, and H. Aarts, “Smells like clean spirit: Nonconscious effects of scent on cognition and behavior,” Psychological Science 16 (2005):689–93.
demonstration of covert selling power D. A. Laird, “How the consumer estimates quality by subconscious sensory impressions; with special reference to the role