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....

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Autores principales:	Yaromir Muñoz, Francisco López Gallego, Alejandro Arias Salazar, Maribel Serna Rodríguez
Formato:	article
Lenguaje:	EN ES
Publicado:	Universidad de San Buenaventura 2019
Materias:	Sales Techniques Structured Sale Unstructured Sale Attention Neurocognition EEG Psychology BF1-990
Acceso en línea:	https://doaj.org/article/ca58d5b9546048b085f4a75415e6bdac
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spelling	oai:doaj.org-article:ca58d5b9546048b085f4a75415e6bdac2021-11-17T02:21:23ZSelling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior2011-20842011-7922https://doaj.org/article/ca58d5b9546048b085f4a75415e6bdac2019-05-01T00:00:00Zhttps://revistas.usb.edu.co/index.php/IJPR/article/view/4089https://doaj.org/toc/2011-2084https://doaj.org/toc/2011-7922 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. Yaromir MuñozFrancisco López GallegoAlejandro Arias SalazarMaribel Serna RodríguezUniversidad de San BuenaventuraarticleSales TechniquesStructured SaleUnstructured SaleAttentionNeurocognitionEEGPsychologyBF1-990ENESInternational Journal of Psychological Research, Vol 12, Iss 1 (2019)
institution	DOAJ
collection	DOAJ
language	EN ES
topic	Sales Techniques Structured Sale Unstructured Sale Attention Neurocognition EEG Psychology BF1-990
spellingShingle	Sales Techniques Structured Sale Unstructured Sale Attention Neurocognition EEG Psychology BF1-990 Yaromir Muñoz Francisco López Gallego Alejandro Arias Salazar Maribel Serna Rodríguez Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior
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	article
author	Yaromir Muñoz Francisco López Gallego Alejandro Arias Salazar Maribel Serna Rodríguez
author_facet	Yaromir Muñoz Francisco López Gallego Alejandro Arias Salazar Maribel Serna Rodríguez
author_sort	Yaromir Muñoz
title	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_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_sort	selling of products: the use of single-electrode wireless eeg in consumer behavior
publisher	Universidad de San Buenaventura
publishDate	2019
url	https://doaj.org/article/ca58d5b9546048b085f4a75415e6bdac
work_keys_str_mv	AT yaromirmunoz sellingofproductstheuseofsingleelectrodewirelesseeginconsumerbehavior AT franciscolopezgallego sellingofproductstheuseofsingleelectrodewirelesseeginconsumerbehavior AT alejandroariassalazar sellingofproductstheuseofsingleelectrodewirelesseeginconsumerbehavior AT maribelsernarodriguez sellingofproductstheuseofsingleelectrodewirelesseeginconsumerbehavior
_version_	1718426073306234880

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

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