IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v111y2020icp117-127.html
   My bibliography  Save this article

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

Author

Listed:
  • Florack, Arnd
  • Egger, Martin
  • Hübner, Ronald

Abstract

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.

Suggested Citation

  • Florack, Arnd & Egger, Martin & Hübner, Ronald, 2020. "When products compete for consumers attention: How selective attention affects preferences," Journal of Business Research, Elsevier, vol. 111(C), pages 117-127.
    • Handle: RePEc:eee:jbrese:v:111:y:2020:i:c:p:117-127
    DOI: 10.1016/j.jbusres.2019.05.009
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S014829631930311X
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2019.05.009?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Brian Kahin & Hal R. Varian (ed.), 2000. "Internet Publishing and Beyond: The Economics of Digital Information and Intellectual Property," MIT Press Books, The MIT Press, edition 1, volume 1, number 0262611597, April.
    2. KARRH, JAMES A. & McKEE, KATHY BRITTAIN & PARDUN, CAROL J., 2003. "Practitioners' Evolving Views on Product Placement Effectiveness," Journal of Advertising Research, Cambridge University Press, vol. 43(2), pages 138-149, June.
    3. Rik Pieters & Michel Wedel, 2012. "Ad Gist: Ad Communication in a Single Eye Fixation," Marketing Science, INFORMS, vol. 31(1), pages 59-73, January.
    4. Chris Janiszewski & Andrew Kuo & Nader T. Tavassoli, 2013. "The Influence of Selective Attention and Inattention to Products on Subsequent Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(6), pages 1258-1274.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Dawes, John, 2022. "Factors that influence manufacturer and store brand behavioral loyalty," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    2. Huang, Jianping & Zhao, Ping & Wan, Xiaoang, 2021. "From brain variations to individual differences in the color–flavor incongruency effect: A combined virtual reality and resting-state fMRI study," Journal of Business Research, Elsevier, vol. 123(C), pages 604-612.
    3. Voss, Kevin E. & Li, Ying Ying & Song, YoungOk Sunny, 2022. "Competing cues in brand alliance advertisements," Journal of Business Research, Elsevier, vol. 149(C), pages 476-493.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Breuer, Christoph & Boronczyk, Felix & Rumpf, Christopher, 2021. "Message personalization and real-time adaptation as next innovations in sport sponsorship management? How run-of-play and team affiliation affect viewer response," Journal of Business Research, Elsevier, vol. 133(C), pages 309-316.
    2. Michel Wedel & Rik Pieters, 2015. "The Buffer Effect: The Role of Color When Advertising Exposures Are Brief and Blurred," Marketing Science, INFORMS, vol. 34(1), pages 134-143, January.
    3. Ainsworth, Jeremy & Foster, Jamye, 2017. "Comfort in brick and mortar shopping experiences: Examining antecedents and consequences of comfortable retail experiences," Journal of Retailing and Consumer Services, Elsevier, vol. 35(C), pages 27-35.
    4. Häring, Julia, 2005. "The Virtual Location of E-Tailers: Evidence from a B2C E-Commerce Market," ZEW Discussion Papers 05-52, ZEW - Leibniz Centre for European Economic Research.
    5. Thomas, Sunil & Kohli, Chiranjeev S., 2011. "Can brand image move upwards after Sideways? A strategic approach to brand placements," Business Horizons, Elsevier, vol. 54(1), pages 41-49.
    6. Lehu, Jean-Marc & Bressoud, Etienne, 2008. "Effectiveness of brand placement: New insights about viewers," Journal of Business Research, Elsevier, vol. 61(10), pages 1083-1090, October.
    7. Yannis Bakos, 2001. "The Emerging Landscape for Retail E-Commerce," Journal of Economic Perspectives, American Economic Association, vol. 15(1), pages 69-80, Winter.
    8. Cloarec, Julien, 2020. "The personalization–privacy paradox in the attention economy," Technological Forecasting and Social Change, Elsevier, vol. 161(C).
    9. Braouezec, Yann, 2016. "On the welfare effects of regulating the number of discriminatory prices," Research in Economics, Elsevier, vol. 70(4), pages 588-607.
    10. Su, Hung Jen & Huang, Yu-An & Brodowsky, Glen & Kim, Hyun Jeong, 2011. "The impact of product placement on TV-induced tourism: Korean TV dramas and Taiwanese viewers," Tourism Management, Elsevier, vol. 32(4), pages 805-814.
    11. Jong‐Hee Hahn, 2006. "Damaged durable goods," RAND Journal of Economics, RAND Corporation, vol. 37(1), pages 121-133, March.
    12. Komal Nagar, 2016. "Consumer Response to Brand Placement in Movies: Investigating the Brand-Event Fit," Vikalpa: The Journal for Decision Makers, , vol. 41(2), pages 149-167, June.
    13. Mohtadi, Hamid & Kinsey, Jean D., 2002. "A Model Of Information And I.T. Adoption In Food Supply Chains," Working Papers 14299, University of Minnesota, The Food Industry Center.
    14. Zitong Cheng & Yukari Nagai, 2024. "The Effect of Product Placement in Animation on Generation Z Consumers," Societies, MDPI, vol. 14(5), pages 1-14, May.
    15. David Maxwell Chickering & David Heckerman, 2003. "Targeted Advertising on the Web with Inventory Management," Interfaces, INFORMS, vol. 33(5), pages 71-77, October.
    16. Ki-Shik Lee, 2006. "Copyright Behavior Analysis of the Public Officials, Researchers and University Students in Korea: Empirical Investigation of the Theory of Planned Behavior," International Review of Public Administration, Taylor & Francis Journals, vol. 10(2), pages 103-118, January.
    17. Christian Schlereth & Fabian Schulz, 2014. "Schnelle und einfache Messung von Bedeutungsgewichten mit der Restricted-Click-Stream Analyse: Ein Vergleich mit etablierten Präferenzmessmethoden," Schmalenbach Journal of Business Research, Springer, vol. 66(8), pages 630-657, December.
    18. Zsolt Katona & Miklos Sarvary, 2008. "Network Formation and the Structure of the Commercial World Wide Web," Marketing Science, INFORMS, vol. 27(5), pages 764-778, 09-10.
    19. Oz Shy, 2011. "A Short Survey of Network Economics," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 38(2), pages 119-149, March.
    20. Andersson, Tommy, 2004. "Essays on Nonlinear Pricing and Welfare," MPRA Paper 59446, University Library of Munich, Germany.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:111:y:2020:i:c:p:117-127. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.