When products compete for consumers attention : How selective attention affects preferences

Florack, Arnd; Egger, Martin; Hübner, Ronald

When products compete for consumers attention : How selective attention affects preferences

Dateien

Florack_2-14gln0dq129y48.pdfGröße: 917.9 KBDownloads: 326

Datum

2020

Autor:innen

Florack, Arnd

Egger, Martin

Hübner, Ronald

Open Access-Veröffentlichung

Open Access Hybrid

Sammlungen

Psychologie

Publikationstyp

Zeitschriftenartikel

Publikationsstatus

Published

Erschienen in

Journal of Business Research. Elsevier. 2020, 111, pp. 117-127. ISSN 0148-2963. eISSN 1873-7978. Available under: doi: 10.1016/j.jbusres.2019.05.009

Zusammenfassung

A basic idea in vision research is that selective attention determines not only which information is processed, but also how stimuli are evaluated and choices are made. In line with this reasoning, researchers provided initial evidence for effects of selective attention on product choice. However, little is known about the processes that underlie these effects. Hence, we examined several possible mechanisms that are discussed to explain effects of selective attention on product preferences. In three eye tracking experiments, we found that allocating attention to products while neglecting others led to an increase in preferences compared to just looking at products. We showed that this effect could not be explained by learning motor responses that are unrelated to preferences, and we also observed the effect of selective attention on preferences when we controlled for the time participants' gaze actually dwelled on the products.

Fachgebiet (DDC)

150 Psychologie

Schlagwörter

Selective attention, Preference, Consumer choice, Eye tracking

Zitieren

ISO 690

FLORACK, Arnd, Martin EGGER, Ronald HÜBNER, 2020. When products compete for consumers attention : How selective attention affects preferences. In: Journal of Business Research. Elsevier. 2020, 111, pp. 117-127. ISSN 0148-2963. eISSN 1873-7978. Available under: doi: 10.1016/j.jbusres.2019.05.009

BibTex

@article{Florack2020-04produ-45902,
  year={2020},
  doi={10.1016/j.jbusres.2019.05.009},
  title={When products compete for consumers attention : How selective attention affects preferences},
  volume={111},
  issn={0148-2963},
  journal={Journal of Business Research},
  pages={117--127},
  author={Florack, Arnd and Egger, Martin and Hübner, Ronald}
}

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Universitätsbibliographie

Ja

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Ja