How Do You Make a Store Feel Premium?

How do you make a store feel premium? Ask that out loud in any retail company and every answer comes back to something you can see. Better lighting. Heavier fixtures. Real wood instead of laminate. Fewer things on the floor, set further apart. Staff in better clothes. All of it good, all of it expensive, and all of it leaves out the one premium signal that is already playing every hour the doors are open. There is real research on this, and the short version is that premium is partly the music, and the music is the part nobody on the team owns.

The Hook

Picture a wine shop. Same shelves, same bottles, same prices, same staff. On some visits the speakers are playing classical music. On other visits the same shelves are playing top-40. Nothing else moves. And researchers stand there and watch which bottles people actually pull down. With the classical playing, shoppers reach for the more expensive wine. Switch to top-40, and that lift goes away. Nobody announced an upgrade. Nobody put a sign up. The room just sounded a certain way, and the bottle people felt comfortable buying climbed. That is the whole experiment, and it is doing something most premium budgets cost a fortune to do.

What We Used to Think / Why It's Tempting

Now, the intuitive story is that premium is a look. You make a place feel expensive by making it look expensive, and the eyes do the whole job. And that is not crazy. We talk about retail almost entirely in visual terms. We say a store looks high-end, looks cheap, looks tired. So when a brand decides its stores should feel more premium, the plan that comes back is always a list of things you can see, because seeing is where we think value gets decided. The music ships on a head-office playlist during the rollout and then sits there for years. The brand spends a year specifying what the customer will see and leaves what she will hear on the default. The temptation is to treat sound as background. The research is about to say it is doing foreground work.

What the Research Actually Found

So let me show you the studies, because there are two, and they teach different halves of the lesson. The first is Areni and Kim, 1993. This is the wine shop I described. Classical music versus top-40, same store, same stock. With the classical playing, shoppers bought more expensive bottles. Here is the part people miss. They did not buy more bottles. The number of bottles did not climb. What changed was the price of the bottle they were willing to pick up. Classical music nudged people up the shelf, toward the pricier wine, without selling them more wine. The music was not making people buy. It was changing which bottle felt like the right one for a person like them, in a room like this.

Then the second study, and this is the one that explains why. North, Hargreaves, and McKendrick, 1999, in a real supermarket wine aisle. They played French music, accordion, the sound you would put under a Paris scene in a film. And French wine outsold German, by about five to one. Then they switched to German music, the oom-pah, beer-hall sound. And the pattern flipped. The German bottles started moving. Same aisle, same wines, same prices. And when they asked shoppers at the register whether the music had anything to do with their choice, almost nobody said yes. People did not feel pushed. They felt like they picked the wine they wanted. The music matched something they already associated with the bottle, and the match made the choice feel obvious.

The Mechanism

So here is the because, and it is one idea doing both jobs. Think of the music as handing your brain a category before your eyes reach the shelf. Classical in the air, and "refined, upscale, expensive" is already loitering at the front of your mind when you look at the wine. So the pricier bottle reads as the natural fit, and you reach for it. French accordion in the air, and "French" is the category sitting ready, so the French bottle is the one that feels right. The music is not persuading anyone. It is pre-loading a frame, and people reach for what fits the frame. Which means the active ingredient was never the genre. Classical did not work because classical is fancy in some universal way. It worked because it agreed with what the shopper already believed about wine. Congruence is the lever. The sound has to fit what you sell and who is standing in the room, or it does nothing. Play classical in a skate shop and you have not made it premium. You have made it confusing.

The Honest Catch + Verdict

Now the catch, and it is the honest one. Both of these are single-store studies. Areni and Kim is one wine shop, a small sample, and as far as the literature goes it has not been cleanly replicated at scale. North's wine study is one supermarket aisle. These are clever, well-run field experiments, and they point the same direction, which counts for a lot. But the size of the effect in your store is not something two wine studies can promise you, and the whole thing is heavily moderated by fit. Change what you sell, change the crowd, and the result can shrink or vanish. The direction holds up better than the magnitude. So where does that leave us? On the evidence, music as a premium signal grades out at a B minus. The effect is real and it has been shown in careful field tests, but it rests on a small number of single-site studies, and it only works when the music genuinely fits the room.

So What for You

So here is what this means if you run stores. Put the music on the same list as the lighting and the materials, as a thing the brand chooses on purpose, because right now most fleets are running a playlist nobody picked for a reason. And then accept the hard part. There is no genre that means premium. What lifts the perceived value of your store depends on the brand it sits inside, on who is on the floor at eleven in the morning versus six at night, and on what those people already associate with what you sell. Fit is the entire game, and fit is specific to your room. The music is also the cheapest premium signal you have, because the speakers are already on and a customer can pull your whole catalog up on her phone, but she cannot get the room through a screen. Before you spec another fixture, pull up what is playing across your stores right now and ask who chose it and what they chose it for. That is the work I do, at danielchristopherfox.com.

Evidence grade. B− — Two well-designed field experiments (North et al. 1999, B-quality; Areni & Kim 1993, C-quality) point the same direction and isolate congruence as the mechanism, but the support is a small set of single-site, largely unreplicated studies with heavy moderation by fit. Strong but bounded, at the low end of the B band.

References

1. Areni, C. S., & Kim, D. (1993). The influence of background music on shopping behavior: Classical versus top-forty music in a wine store. Advances in Consumer Research, 20, 336–340.
2. North, A. C., Hargreaves, D. J., & McKendrick, J. (1999). The influence of in-store music on wine selections. Journal of Applied Psychology, 84(2), 271–276.