scholarly journals The Effect of Reviewer Profile Photo on Purchase Decision: Evidence from Event-Related Potentials

2021 ◽  
Vol 17 (1) ◽  
pp. 49-57
Author(s):  
Xiaoli Tang ◽  
Zhijie Song

Although the number of studies on online reviews is growing, the impact of reviewer photo on consumer purchase decision-making has not yet been examined systematically. In particular, the underlying neural mechanisms have remained underexplored. Thus, the present study investigated whether and how reviewer photos affects consumers to make a purchase decision by using event-related potentials (ERPs). At the behavioral level, participants demonstrated a higher purchase rate with a shorter RT in situations with reviewer photos compared to situations without reviewer photos. Meanwhile, at the neural level, compared with situations without reviewer photos, situations with reviewer photos attracted more rapid attention resources at the early automatic processing phase, which induced a greater P2 amplitude, then mobilized more sustained attention allocation at the cognitive monitoring phase due to its evolutionary significance which elicited a more negative N2 amplitude, and finally resulted in a better evaluative categorization with higher motivational and emotional arousal due to its social presence which evoked a larger late positive potential (LPP) amplitude at the late elaborate cognitive processing phase. Those results illuminated the neural pathway of purchase decision-making when consumers were exposed in different conditions of reviewer photo. Moreover, the current study provided evidence for the underlying influence of reviewer photo on purchase decision-making in online shopping.

2021 ◽  
Vol 11 (10) ◽  
pp. 1329
Author(s):  
Yong Liu ◽  
Jia Zhao ◽  
Xinqi Zhou ◽  
Xiaolin Liu ◽  
Hong Chen ◽  
...  

Mind-wandering (MW) is a common phenomenon, defined as task-unrelated thoughts. This study is based on event-related potentials (ERPs), using modified sustained attention to response task (modified SART, mSART) to discuss the neural patterns of different types of MW. In the current study, we defined the MW realized by participants as self-caught MW, and the MW measurement acquired by probes as probe-caught MW. The behavioral results showed that the reaction times (RTs) during self-caught MW were greater than those during non-self-caught MW. The ERP results showed that during self-caught MW, the mean amplitudes of N1 decreased significantly, indicating that the participants’ attention had deviated from the current task. The increase in the mean amplitudes of P2 during self-caught MW indicated lower vigilance. We also found that the mean amplitudes of N300 reduced during self-caught MW, which indicated that cognitive control or monitoring might be affected by self-caught MW. The average amplitudes of P300 were significantly lower during probe-caught MW than during on-task, indicating the impact on high-level cognitive processing. In addition, the amplitudes of N1, P2, and N300 in anterior regions were greater than those in posterior regions. P300 amplitudes during probe-caught MW in the right hemisphere were greater than those of the left hemisphere. In summary, our research results demonstrated that alertness and cognitive processing decreased during both self-caught MW and probe-caught MW. ERPs were statistically different under the conditions of self-caught MW and probe-caught MW. The current study provided new insights into the relationship between MW and neural markers. It was the first study exploring the ERP correlates between self-caught MW and probe-caught MW based on mSART.


1995 ◽  
Vol 81 (1) ◽  
pp. 209-210 ◽  
Author(s):  
Steven E. Linnville

Event-related potentials recorded from HIV-infected patients while they detected oddball targets during rapid delivery of dual sequences of tones showed the complete absence of the late, 300-msec, positive (P300) component, suggesting an alteration in the neuronal activity underlying cognitive processing.


2021 ◽  
Vol 11 ◽  
Author(s):  
Jianhua Liu ◽  
Zan Mo ◽  
Huijian Fu ◽  
Wei Wei ◽  
Lijuan Song ◽  
...  

Personal review record, as a form of personally identifiable information, refers to the past review information of a reviewer. The disclosure of reviewers’ personal information on electronic commerce websites has been found to substantially impact consumers’ perception regarding the credibility of online reviews. However, personal review record has received little attention in prior research. The current study investigated whether the disclosure of personal review record influenced consumers’ information processing and decision making by adopting event-related potentials (ERPs) measures, as ERPs allow for a nuanced examination of the neural mechanisms that underlie cognitive processes. At the behavioral level, we found that the purchase rate was higher and that the reaction time was shorter when the review record was disclosed (vs. when it was not), indicating that the disclosed condition was more favorable to the participants. Moreover, ERPs data showed that the disclosed condition induced an attenuated N400 component and an increased LPP component relative to the undisclosed condition, suggesting that the former condition gave rise to less cognitive and emotional conflict and to more positive evaluations. Thus, by elucidating potential cognitive and neural underpinnings, this study demonstrates the positive impact of reviewers’ disclosure of personal review record on consumers’ purchase decisions.


2021 ◽  
Author(s):  
Eve Floriane Fabre ◽  
Rino Rumiati ◽  
Cristina Cacciari ◽  
Sylvie Borau ◽  
Mickael Causse ◽  
...  

The present study was designed to test the impact of frame manipulations on the decision making of responders playing the ultimatum game. Experiment 1 investigated responders event related potentials (ERPs) measured in response to the offers as a function of the frame (i.e., negative: the proposer keeps versus positive the proposer offers). While no difference in acceptation rate was found as a function of the offers frame, electrophysiological results suggest that the stronger negative affective response to the offers in the negative frame (N400) was successfully reappraised by the responders (P600), possibly explaining why the offer frame manipulation did not modulate acceptation rates. No framing effect was found when the ultimatum game was played in its one-shot version (Experiment 2), suggesting that repeated measurements did not affect responders behavior. However, an offer framing effect was found in female (but not in male) responders, when the players cognitive charge was increased using more complex game rules (Experiment 3), presumably reflecting women's greater affective responses to negative outcomes. Taken together, these results suggest that framing manipulations are associated with complex affective and cognitive processes, supporting the cognitive affective tradeoff model.


2020 ◽  
Vol 1 (1) ◽  
pp. 77-108
Author(s):  
Maria Pąchalska

Background. Alexander Romanovich Luria (1902–1977) is a widely recognized authority, attributed with the birth and development of neuropsychology. Reading the list of Luria’s publications makes us aware of the wide range of his interests: from the brain location of mental functions, through methods of rehabilitation and education, cognitive processing, issues of language, intellectual development or the impact of culture on human development, to intercultural research, and consequently to the neuropsychology of creativity. The purpose of this article is to show the link between Luria’s approach and the neuropsychology of creativity, and to demonstrate that a process thinking, taking into account brain/mind state, offers a new way of conceptualizing different approaches to creativity, which can be a step toward their unification, bringing into relation the continuum of passage in nature to a transition from repetition to innovation to genius. Objective. The aim of the present paper is to present the brain mechanisms of creativity. It discusses the neuropsychology of creativity as a subdiscipline developing on the borderline of: (1) medical neuroscience — using clinical and experimental neuroanatomical, neurophysiological, neurobiological, neurosurgical, neurological, neuropsychiatric and (2) social neuroscience — using social psychology and neuropsychology, social linguistics and neurocultural studies to help disabled people. Special focus is placed on the functioning of artists with various forms of brain damage. The relationships between brain damage and the quality of creation are also discussed. In addition, a review of opinions of various authors from around the world on the relationship of the healthy and the damaged brain with creativity is presented in the paper. Case study. Described also are ways to avoid pitfalls in the interpretation of works of art taking into account Luria’s syndrom analysis. While studying the neurological and neuropsychiatric basis of the creativity of people with various brain injuries, one should take into account the possibility of the co-occurrence of syndromes as well as the overlapping of symptoms. The paper presents a case history of the illness of an artist that illustrates the importance of performing a syndrome analysis based on the Lurian approach. It also indicates the significance of supporting any neuropsychological assessment with the use of neuromarkers to avoid arriving at a false diagnosis. In the case of the patient described neurophysiological studies (neuroimaging studies of the brain, quantitative electroencephalography (qEEG), event-related potentials (ERPs) and standardized Low Resolution Electromagnetic Tomography (sLORETA) have proved to be very useful in the confirmation of his neuropsychological and neuropsychiatric diagnosis. Conclusions. The paper has presented data confirming the importance of Luria’s approach in the development of the neuropsychology of creativity. It was also an attempt to explain why we create, and what goes on in our bodies and minds when we begin to explore creative possibilities. Art in all of its manifestations (visual art, music, literature, dance, theater, and more) is an important feature of human societies in both norm and pathology, and therefore deserves further study.


2006 ◽  
Vol 20 (1) ◽  
pp. 21-31 ◽  
Author(s):  
Bruce D. Dick ◽  
John F. Connolly ◽  
Michael E. Houlihan ◽  
Patrick J. McGrath ◽  
G. Allen Finley ◽  
...  

Abstract: Previous research has found that pain can exert a disruptive effect on cognitive processing. This experiment was conducted to extend previous research with participants with chronic pain. This report examines pain's effects on early processing of auditory stimulus differences using the Mismatch Negativity (MMN) in healthy participants while they experienced experimentally induced pain. Event-related potentials (ERPs) were recorded using target and standard tones whose pitch differences were easy- or difficult-to-detect in conditions where participants attended to (active attention) or ignored (passive attention) the stimuli. Both attention manipulations were conducted in no pain and pain conditions. Experimentally induced ischemic pain did not disrupt the MMN. However, MMN amplitudes were larger to difficult-to-detect deviant tones during painful stimulation when they were attended than when they were ignored. Also, MMN amplitudes were larger to the difficult- than to the easy-to-detect tones in the active attention condition regardless of pain condition. It appears that rather than exerting a disruptive effect, the presence of experimentally induced pain enhanced early processing of small stimulus differences in these healthy participants.


2021 ◽  
Vol 16 (4) ◽  
pp. 638-669
Author(s):  
Miriam Alzate ◽  
Marta Arce-Urriza ◽  
Javier Cebollada

When studying the impact of online reviews on product sales, previous scholars have usually assumed that every review for a product has the same probability of being viewed by consumers. However, decision-making and information processing theories underline that the accessibility of information plays a role in consumer decision-making. We incorporate the notion of review visibility to study the relationship between online reviews and product sales, which is proxied by sales rank information, studying three different cases: (1) when every online review is assumed to have the same probability of being viewed; (2) when we assume that consumers sort online reviews by the most helpful mechanism; and (3) when we assume that consumers sort online reviews by the most recent mechanism. Review non-textual and textual variables are analyzed. The empirical analysis is conducted using a panel of 119 cosmetic products over a period of nine weeks. Using the system generalized method of moments (system GMM) method for dynamic models of panel data, our findings reveal that review variables influence product sales, but the magnitude, and even the direction of the effect, vary amongst visibility cases. Overall, the characteristics of the most helpful reviews have a higher impact on sales.


2021 ◽  
Vol 11 (1) ◽  
Author(s):  
Saugat Bhattacharyya ◽  
Davide Valeriani ◽  
Caterina Cinel ◽  
Luca Citi ◽  
Riccardo Poli

AbstractIn this paper we present, and test in two realistic environments, collaborative Brain-Computer Interfaces (cBCIs) that can significantly increase both the speed and the accuracy of perceptual group decision-making. The key distinguishing features of this work are: (1) our cBCIs combine behavioural, physiological and neural data in such a way as to be able to provide a group decision at any time after the quickest team member casts their vote, but the quality of a cBCI-assisted decision improves monotonically the longer the group decision can wait; (2) we apply our cBCIs to two realistic scenarios of military relevance (patrolling a dark corridor and manning an outpost at night where users need to identify any unidentified characters that appear) in which decisions are based on information conveyed through video feeds; and (3) our cBCIs exploit Event-Related Potentials (ERPs) elicited in brain activity by the appearance of potential threats but, uniquely, the appearance time is estimated automatically by the system (rather than being unrealistically provided to it). As a result of these elements, in the two test environments, groups assisted by our cBCIs make both more accurate and faster decisions than when individual decisions are integrated in more traditional manners.


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