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From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation

Author

Listed:
  • Stefan Eibl

    (University of Applied Sciences Wiener Neustadt)

  • Thomas Kalischko

    (University of Applied Sciences Upper Austria)

  • Andreas Auinger

    (University of Applied Sciences Upper Austria)

Abstract

Understanding the physiological underpinnings of consumer preferences is key to enhancing online decision-making platforms. This research explores whether the attributes traditionally valued in hotel selections also trigger measurable physiological arousal, combining neurophysiological measurements with quantitative analysis to deepen our understanding of consumer behavior in the digital age. This study explores the influence of physiological arousal on online hotel selection decisions, utilizing skin conductance, eye-tracking, and choice-based conjoint analysis to assess the correlation between physiological arousal and attribute importance. Findings of this laboratory experiment reveal a significant positive correlation between arousal levels and the importance of hotel attributes such as review valence, star category, and proximity to town center. Highlighting the impact of cognitive responses on consumer preferences, this research underscores the potential of neurophysiological insights to enhance digital booking platforms, contributing to the NeuroIS field by demonstrating the integration of neurophysiological and quantitative measurements to deepen understanding of consumer behavior.

Suggested Citation

  • Stefan Eibl & Thomas Kalischko & Andreas Auinger, 2025. "From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation," Lecture Notes in Information Systems and Organization,, Springer.
    • Handle: RePEc:spr:lnichp:978-3-031-71385-9_17
    DOI: 10.1007/978-3-031-71385-9_17
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