Does the presence of a mannequin head change shopping behavior?

Annika Lindström, Hanna Berg, Jens Nordfält, Anne L. Roggeveen, Dhruv Grewal

Research output: Contribution to journalArticlepeer-review

28 Citations (SciVal)


Mannequins are ubiquitous; this research investigates a specific element of mannequin style, namely, the pres- ence or absence of a humanized head. Study 1 demonstrates that in physical stores, the presence of a humanized head enhances purchase intentions for the merchandise displayed on that mannequin. However, in online stores, mannequin styles with and without humanized heads are equally effective. Study 2 confirms the physical store results among customers with less fashion knowledge (novices), but among customers with more fashion knowledge (experts), the results reverse, such that mannequins without humanized heads enhance purchase intentions. Further, accessories are more likely to be viewed by experts when the mannequin is headless. These results are based on experiments whose dependent measures included both survey and eye-tracking data.
Original languageEnglish
Pages (from-to)517–524
Number of pages8
JournalJournal of Business Research
Issue number2
Early online date10 Jun 2015
Publication statusPublished - Feb 2016


  • Retail atmospherics
  • Mannequin
  • Retail displays
  • In-store displays


Dive into the research topics of 'Does the presence of a mannequin head change shopping behavior?'. Together they form a unique fingerprint.

Cite this