Are there scents that literally make customers stay longer and spend more? Yes. The neuroscience of smell has been proving it for decades. And the smartest brands have been quietly applying it since the 90s.
Dwell Time and Sales: The Direct Correlation
In retail, the correlation between dwell time and sales is well-documented: more time in store = higher likelihood of purchase = higher average ticket. Any tool that increases dwell time has a direct impact on the bottom line. Scent is one of the most effective — and least used.
A study published in the Journal of Business Research involving clothing stores showed that stores with pleasant scents generated 15-20% more dwell time and a proportional increase in sales. Without changing anything else — not prices, not products, not staff.
The Perception of Time and Scent
There is another less known but equally powerful effect: scent affects the perception of waiting time. In studies with waiting rooms, subjects exposed to pleasant scents perceived they had waited significantly less time than those in scent-free rooms, even if the objective time was identical.
For any business with waiting times — restaurant, bank, clinic, beauty center — this has direct implications for customer satisfaction.
Which Scents Work Best and for What
To increase dwell time in retail
Warm, enveloping, and complex scents — vanilla, sandalwood, amber — create a sense of comfort that encourages lingering. Avoid overly stimulating scents that activate the instinct to leave.
To increase appetite in restaurants
Scents that anticipate the gastronomic experience — spices, fresh herbs, bakery — activate the digestive system and increase appetite and willingness to spend on the menu.
To reduce the perception of waiting time
Relaxing scents — lavender, chamomile, bergamot — reduce the anxiety associated with waiting and make time seem shorter.
BENDIS: the system for optimizing customer experience
At BENDIS, we help you choose the right fragrance for your specific goal. Not all fragrances work the same for all businesses — the right choice depends on your customer type, your offering, and the effect you want to achieve.
Free device. From €39.99/month including VAT.
