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Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior
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. T...
Autores principales: | , , , |
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Formato: | Online Artículo Texto |
Lenguaje: | English |
Publicado: |
Facultad de Psicología. Universidad de San Buenaventura, Medellín
2019
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Materias: | |
Acceso en línea: | https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7110167/ https://www.ncbi.nlm.nih.gov/pubmed/32612788 http://dx.doi.org/10.21500/20112084.4089 |
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author | Muñoz, Yaromir López-Gallego, Francisco Arias-Salazar, Alejandro Serna-Rodríguez, Maribel |
author_facet | Muñoz, Yaromir López-Gallego, Francisco Arias-Salazar, Alejandro Serna-Rodríguez, Maribel |
author_sort | Muñoz, Yaromir |
collection | PubMed |
description | 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. |
format | Online Article Text |
id | pubmed-7110167 |
institution | National Center for Biotechnology Information |
language | English |
publishDate | 2019 |
publisher | Facultad de Psicología. Universidad de San Buenaventura, Medellín |
record_format | MEDLINE/PubMed |
spelling | pubmed-71101672020-06-30 Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior Muñoz, Yaromir López-Gallego, Francisco Arias-Salazar, Alejandro Serna-Rodríguez, Maribel Int J Psychol Res (Medellin) Research Article 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. Facultad de Psicología. Universidad de San Buenaventura, Medellín 2019 /pmc/articles/PMC7110167/ /pubmed/32612788 http://dx.doi.org/10.21500/20112084.4089 Text en https://creativecommons.org/licenses/by-nc-sa/4.0/ This is an open-access article distributed under the terms of the Creative Commons Attribution License |
spellingShingle | Research Article Muñoz, Yaromir López-Gallego, Francisco Arias-Salazar, Alejandro Serna-Rodríguez, Maribel Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior |
title | Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior |
title_full | Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior |
title_fullStr | Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior |
title_full_unstemmed | Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior |
title_short | Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior |
title_sort | selling of products: the use of single-electrode wireless eeg in consumer behavior |
topic | Research Article |
url | https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7110167/ https://www.ncbi.nlm.nih.gov/pubmed/32612788 http://dx.doi.org/10.21500/20112084.4089 |
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