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

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dc.contributor.authorMunoz, Yaromir
dc.contributor.authorLopez Gallego, Francisco
dc.contributor.authorArias Salazar, Alejandro
dc.contributor.authorSerna Rodriguez, Maribel
dc.date.accessioned2020-12-03T20:23:11Z
dc.date.available2020-12-03T20:23:11Z
dc.date.issued2019-01-01
dc.description.abstractThe 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.eng
dc.identifierhttps://eafit.fundanetsuite.com/Publicaciones/ProdCientif/PublicacionFrw.aspx?id=8807
dc.identifier.doi10.21500/20112084.4089
dc.identifier.issn2011-2084
dc.identifier.issn2011-7922
dc.identifier.otherWOS;000468922900007
dc.identifier.otherPUBMED;32612788
dc.identifier.otherSCOPUS;2-s2.0-85069847857
dc.identifier.urihttp://hdl.handle.net/10784/24586
dc.language.isospaeng
dc.publisherUniversidad San Buenaventura
dc.relation.urihttps://www.scopus.com/inward/record.uri?eid=2-s2.0-85069847857&doi=10.21500%2f20112084.4089&partnerID=40&md5=504202ffd992fc221bbdb7325e4d50ff
dc.rightshttps://v2.sherpa.ac.uk/id/publication/issn/2011-2084
dc.sourceInternational Journal of Psychological Research
dc.subject.keywordSales Techniqueseng
dc.subject.keywordStructured Saleeng
dc.subject.keywordUnstructured Saleeng
dc.subject.keywordAttentioneng
dc.subject.keywordNeurocognitioneng
dc.subject.keywordEEGeng
dc.subject.keywordConsumer Behavioreng
dc.subject.keywordNeurosky Mindwaveeng
dc.titleSelling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavioreng
dc.typeinfo:eu-repo/semantics/articleeng
dc.typearticleeng
dc.typeinfo:eu-repo/semantics/publishedVersioneng
dc.typepublishedVersioneng
dc.type.localArtículospa

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