Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior

Abstract

The results of three different groups of customers, each exposed to a different sales technique, were compared in order to evaluate which sales technique was more effective for achieving higher levels of sustained attention. The study used the Neurosky headband to measure brainwaves in millivolts. The three compared sales techniques were: 1) the training technique for sale, termed as structured by the AIDA model; 2) the traditional sale, here called unstructured; 3) and a structured technique with the help of simultaneous stimulation by several neuroattentional pathways, prescribed by the developments of the neuroscience of consumption (CN). The results showed a statistically significant difference in achieved sustained attention levels, presenting higher levels in clients exposed to the sales training technique and ower scores in those exposed to one of the techniques used by the CN. These results are discussed in relation to the concept of sustained attention in clients when the stimulation of a single neuroattentional pathway is used as compared to the activation of several pathways simultaneously.

Trends in the use of Neurosky Mindwave for the development of Brain Computer Interfaces BCI

“…[6], [10], [11], [1], [12],[6], [13],[5] Discapacidad [14], [15], [16], [17], [18], [19], [20], [22] Educación [23],[24] [25], [26],[27], [28],[29], [12], [30], [31], [32 ],[33], [34] Emoción [35],[36],[37], [38], [13] Ética [39] Internet de las cosas (IO T) [40], [41], [42] Marketing [43], [44], [45], [46] Redes Neuronales…”

“…Estudiar los niveles hedónicos a través de la medición de ondas α mientras se utilizan videojuegos y su correlación con los niveles de excitación [37]. Comparar los niveles de atención en tres metodologías distintas de venta para identificar cual es la más eficiente [44]. También se miden las ondas cerebrales en el día a día de una persona durante 103 días y se caracterizan sus estados emocionales en: aburrido, feliz, horrorizado y relajado [38].…”

“…El resultado arrojó solo 2 artículos aceptados después de PRISMA. Uno de ellos publicado en la revista International Journal of Psychological Research[44] en áreas relacionadas con el marketing y el otro en la revis ta Lámpsakos [65], relacionada con la educación. Por otra parte, se encuentra que el grupo de automatización industrial de la Universidad Cooperativa de Colombia se Jalaly Bidgoly, H. Jalaly Bidgoly, and Z. educación, robótica, bienestar de personas con Arezoumand, "A survey on methods and discapacidades motoras, marketing, análisis de las challenges in EEG based authentication," emociones, domótica y las fronteras del usode las Computers and Security, vol.…”

Neuroergonomics on the Go: An Evaluation of the Potential of Mobile EEG for Workplace Assessment and Design

“…Beside these basic cognitive aspects of work, another group of studies addressed the question of user experience in cognitive neuroergonomics. They deal with economic decisions or more generally with consumer behavior ( Khushaba et al, 2013 ; Muñoz et al., 2019 ; Roberts et al, 2018 ), user interaction ( Sargent et al, 2020 ), or user satisfaction ( Keum et al, 2018 ). On a more macroscopic level, several studies dealt with spatial cognition and sensation in real-life situations in urban environments ( Al-Barrak et al, 2017 ; Djebbara et al, 2019 ; Mavros et al, 2016 ) or while walking through an art museum ( Cruz-Garza et al, 2017 ).…”

Neuroergonomics on the go. A preview of the potential of mobile EEG for work-place evaluation and design

“…Beside these basic cognitive aspects of work, another group of studies addressed the question of user experience in cognitive neuroergonomics. They deal with economic decisions or more generally with consumer behavior (Khushaba et al, 2013;Munoz, Gallego, Salazar, & Rodriguez, 2019;Roberts et al, 2018), user interaction (Sargent, Watson, Ye, Suri, & Ayaz, 2020) or user satisfaction (Keum, Lee, Lee, & In, 2018). On a more macroscopic level, several studies dealt with spatial cognition and sensation in real life situations in urban environments (Al-Barrak, Kanjo, & Younis, 2017;Djebbara, Fich, Petrini, & Gramann, 2019;Mavros, Austwick, & Smith, 2016) or while walking through an art museum (Cruz-Garza et al, 2017).…”