How Does Social Influence Really Affect Consumer Decisions? Insights from an Eye Tracking Study

2014 ◽  
Author(s):  
Ting Li ◽  
Paul A. Pavlou
Keyword(s):  
Eye Tracking ◽  
Social Influence ◽  
Consumer Decisions

Online Traveler Reviews as Social Influence: Price Is No Longer King

2015 ◽  
Vol 42 (3) ◽  
pp. 445-475 ◽  
Author(s):  
Laura A. Book ◽  
Sarah Tanford ◽  
Rhonda Montgomery ◽  
Curtis Love
Keyword(s):  
Experimental Design ◽  
Social Influence ◽  
Cognitive Dissonance ◽  
Major Influence ◽  
Consumer Decisions ◽  
Spring Break ◽  
Student Subjects ◽  
Price Differences ◽  
Insight Into ◽  
Dissonance Reduction

Price is a major influence on travel purchases; however, traveler reviews have also become a prevalent source of influence. Theories of social influence and cognitive dissonance provide insight into consumer decisions. This research investigated the effect of social influence in the form of traveler reviews and price on consumer decisions and postdecision dissonance. Student subjects evaluated two resorts for a Spring Break vacation in Cancun using a 2 (valence: positive or negative) × 2 (unanimity: unanimous or nonunanimous) × 3 (price: same, slightly lower, much lower) experimental design. The results reveal that social influence had a strong effect on both resort evaluations and postdecision dissonance. Nonunanimous reviews reduced the prevailing valence of reviews, but increased dissonance. The lack of results for price suggests that price may not be the predominant influence on decisions, as previously thought. This research provides new insight into the effect of traveler reviews on decisions by evaluating the unanimity of social influence, the effect of price differences, and the extent to which consumers engage in postdecision dissonance reduction.

An Eye-Tracking Study on Audiovisual Speech Perception Strategies Adopted by Normal-Hearing and Deaf Adults Under Different Language Familiarities

2020 ◽  
Vol 63 (7) ◽  
pp. 2245-2254 ◽  
Author(s):  
Jianrong Wang ◽  
Yumeng Zhu ◽  
Yu Chen ◽  
Abdilbar Mamat ◽  
Mei Yu ◽  
...  
Keyword(s):  
Speech Perception ◽  
Eye Tracking ◽  
Normal Hearing ◽  
Audiovisual Speech ◽  
Audiovisual Speech Perception ◽  
Allocation Pattern ◽  
Deaf Adults ◽  
Bilingual Speaker ◽  
Primary Hypothesis ◽  
Standard Chinese

Purpose The primary purpose of this study was to explore the audiovisual speech perception strategies.80.23.47 adopted by normal-hearing and deaf people in processing familiar and unfamiliar languages. Our primary hypothesis was that they would adopt different perception strategies due to different sensory experiences at an early age, limitations of the physical device, and the developmental gap of language, and others. Method Thirty normal-hearing adults and 33 prelingually deaf adults participated in the study. They were asked to perform judgment and listening tasks while watching videos of a Uygur–Mandarin bilingual speaker in a familiar language (Standard Chinese) or an unfamiliar language (Modern Uygur) while their eye movements were recorded by eye-tracking technology. Results Task had a slight influence on the distribution of selective attention, whereas subject and language had significant influences. To be specific, the normal-hearing and the d10eaf participants mainly gazed at the speaker's eyes and mouth, respectively, in the experiment; moreover, while the normal-hearing participants had to stare longer at the speaker's mouth when they confronted with the unfamiliar language Modern Uygur, the deaf participant did not change their attention allocation pattern when perceiving the two languages. Conclusions Normal-hearing and deaf adults adopt different audiovisual speech perception strategies: Normal-hearing adults mainly look at the eyes, and deaf adults mainly look at the mouth. Additionally, language and task can also modulate the speech perception strategy.

The Psychology of Social Influence

2020 ◽  
Author(s):  
Gordon Sammut ◽  
Martin W. Bauer
Keyword(s):  
Social Influence

The Influence of Anticipated Emotions on Consumer Decisions

2011 ◽  
Vol 219 (4) ◽  
pp. 238-245 ◽  
Author(s):  
Maria Pollai ◽  
Erik Hoelzl ◽  
Luise Hahn ◽  
Alexandra Hahn
Keyword(s):  
Consumer Decisions ◽  
Advisory Service ◽  
Intention To Purchase ◽  
Hedonic And Utilitarian Products ◽  
Anticipated Emotions

The present research examined variables moderating the influence of anticipated consumption-related emotions on consumer decisions. Two studies indicated that the intention to purchase a product and the intention to take out a loan were influenced by anticipated emotions. The influence of anticipated emotions was similar for hedonic and utilitarian products. However, the influence was reduced when a belief in adaptation to products was cued. Examining the specific circumstances under which consumers base their decisions on anticipated emotions is relevant for marketing and consumer advisory service.

Activation and Persistence of Implicit Causality Information in Spoken Language Comprehension

2010 ◽  
Vol 57 (1) ◽  
pp. 5-16 ◽  
Author(s):  
Pirita Pyykkönen ◽  
Juhani Järvikivi
Keyword(s):  
Eye Tracking ◽  
Language Comprehension ◽  
Spoken Language ◽  
Visual World ◽  
Implicit Causality ◽  
Causality Information ◽  
Spoken Language Comprehension

A visual world eye-tracking study investigated the activation and persistence of implicit causality information in spoken language comprehension. We showed that people infer the implicit causality of verbs as soon as they encounter such verbs in discourse, as is predicted by proponents of the immediate focusing account ( Greene & McKoon, 1995 ; Koornneef & Van Berkum, 2006 ; Van Berkum, Koornneef, Otten, & Nieuwland, 2007 ). Interestingly, we observed activation of implicit causality information even before people encountered the causal conjunction. However, while implicit causality information was persistent as the discourse unfolded, it did not have a privileged role as a focusing cue immediately at the ambiguous pronoun when people were resolving its antecedent. Instead, our study indicated that implicit causality does not affect all referents to the same extent, rather it interacts with other cues in the discourse, especially when one of the referents is already prominently in focus.

Social Influence and the Social Self

1989 ◽  
Vol 34 (5) ◽  
pp. 450-451
Author(s):  
William P. Smith
Keyword(s):  
Social Influence ◽  
Social Self ◽  
The Social
Sign in / Sign up

Export Citation Format

Share Document