Psychological Factors that Influence Decision Making at the Time of Purchase

Carlos Ramos-Galarza; Micaela Silva; Jorge Cruz-Cárdenas; Mónica Bolaños-Pasquel

doi:10.1007/978-981-97-1552-7_36

Psychological Factors that Influence Decision Making at the Time of Purchase

Carlos Ramos-Galarza^*, Micaela Silva, Jorge Cruz-Cárdenas, Mónica Bolaños-Pasquel

^*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

Abstract

In the buying process there are several factors that determine consumer behavior, which is a central topic of interest in the Neuromarketing research line. In this article we reflect on psychological factors that influence this context: Following fashion stereotypes, the role of the frontal lobe, product purchase anxiety, the psychology behind colors, and personality traits that influence the buying process. The methodology followed was the review of classic research and theories that allowed us to analyze the psychological factors involved in the buying process. The article ends by discussing the need to understand the factors discussed in this research in order to better understand consumer behavior.

Original language	English
Title of host publication	Marketing and Smart Technologies - Proceedings of ICMarkTech 2023
Editors	José Luís Reis, José Paulo Marques dos Santos, Jiří Zelený, Beáta Gavurová
Publisher	Springer Science and Business Media Deutschland GmbH
Pages	539-548
Number of pages	10
ISBN (Print)	9789819715510
DOIs	https://doi.org/10.1007/978-981-97-1552-7_36
State	Published - 2024
Event	International Conference on Marketing and Technologies, ICMarkTech 2023 - Prague, Czech Republic Duration: 30 Nov 2023 → 2 Dec 2023

Publication series

Name	Smart Innovation, Systems and Technologies
Volume	386
ISSN (Print)	2190-3018
ISSN (Electronic)	2190-3026

Conference

Conference	International Conference on Marketing and Technologies, ICMarkTech 2023
Country/Territory	Czech Republic
City	Prague
Period	30/11/23 → 2/12/23

Bibliographical note

Publisher Copyright:
© The Author(s), under exclusive license to Springer Nature Singapore Pte Ltd. 2024.

Keywords

Anxiety
Consumer behavior
Personality
Psychological factors
Purchasing process

Access to Document

10.1007/978-981-97-1552-7_36

Cite this

Ramos-Galarza, C., Silva, M., Cruz-Cárdenas, J., & Bolaños-Pasquel, M. (2024). Psychological Factors that Influence Decision Making at the Time of Purchase. In J. L. Reis, J. P. M. D. Santos, J. Zelený, & B. Gavurová (Eds.), Marketing and Smart Technologies - Proceedings of ICMarkTech 2023 (pp. 539-548). (Smart Innovation, Systems and Technologies; Vol. 386). Springer Science and Business Media Deutschland GmbH. https://doi.org/10.1007/978-981-97-1552-7_36

Ramos-Galarza, Carlos ; Silva, Micaela ; Cruz-Cárdenas, Jorge et al. / Psychological Factors that Influence Decision Making at the Time of Purchase. Marketing and Smart Technologies - Proceedings of ICMarkTech 2023. editor / José Luís Reis ; José Paulo Marques dos Santos ; Jiří Zelený ; Beáta Gavurová. Springer Science and Business Media Deutschland GmbH, 2024. pp. 539-548 (Smart Innovation, Systems and Technologies).

@inproceedings{5ec34c29c7ea4f8a86d654834f7067fc,

title = "Psychological Factors that Influence Decision Making at the Time of Purchase",

abstract = "In the buying process there are several factors that determine consumer behavior, which is a central topic of interest in the Neuromarketing research line. In this article we reflect on psychological factors that influence this context: Following fashion stereotypes, the role of the frontal lobe, product purchase anxiety, the psychology behind colors, and personality traits that influence the buying process. The methodology followed was the review of classic research and theories that allowed us to analyze the psychological factors involved in the buying process. The article ends by discussing the need to understand the factors discussed in this research in order to better understand consumer behavior.",

keywords = "Anxiety, Consumer behavior, Personality, Psychological factors, Purchasing process",

author = "Carlos Ramos-Galarza and Micaela Silva and Jorge Cruz-C{\'a}rdenas and M{\'o}nica Bola{\~n}os-Pasquel",

note = "Publisher Copyright: {\textcopyright} The Author(s), under exclusive license to Springer Nature Singapore Pte Ltd. 2024.; International Conference on Marketing and Technologies, ICMarkTech 2023 ; Conference date: 30-11-2023 Through 02-12-2023",

year = "2024",

doi = "10.1007/978-981-97-1552-7\_36",

language = "English",

isbn = "9789819715510",

series = "Smart Innovation, Systems and Technologies",

publisher = "Springer Science and Business Media Deutschland GmbH",

pages = "539--548",

editor = "Reis, \{Jos{\'e} Lu{\'i}s\} and Santos, \{Jos{\'e} Paulo Marques dos\} and Ji{\v r}{\'i} Zelen{\'y} and Be{\'a}ta Gavurov{\'a}",

booktitle = "Marketing and Smart Technologies - Proceedings of ICMarkTech 2023",

}

Ramos-Galarza, C, Silva, M, Cruz-Cárdenas, J & Bolaños-Pasquel, M 2024, Psychological Factors that Influence Decision Making at the Time of Purchase. in JL Reis, JPMD Santos, J Zelený & B Gavurová (eds), Marketing and Smart Technologies - Proceedings of ICMarkTech 2023. Smart Innovation, Systems and Technologies, vol. 386, Springer Science and Business Media Deutschland GmbH, pp. 539-548, International Conference on Marketing and Technologies, ICMarkTech 2023, Prague, Czech Republic, 30/11/23. https://doi.org/10.1007/978-981-97-1552-7_36

Psychological Factors that Influence Decision Making at the Time of Purchase. / Ramos-Galarza, Carlos; Silva, Micaela; Cruz-Cárdenas, Jorge et al.
Marketing and Smart Technologies - Proceedings of ICMarkTech 2023. ed. / José Luís Reis; José Paulo Marques dos Santos; Jiří Zelený; Beáta Gavurová. Springer Science and Business Media Deutschland GmbH, 2024. p. 539-548 (Smart Innovation, Systems and Technologies; Vol. 386).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

TY - GEN

T1 - Psychological Factors that Influence Decision Making at the Time of Purchase

AU - Ramos-Galarza, Carlos

AU - Silva, Micaela

AU - Cruz-Cárdenas, Jorge

AU - Bolaños-Pasquel, Mónica

N1 - Publisher Copyright: © The Author(s), under exclusive license to Springer Nature Singapore Pte Ltd. 2024.

PY - 2024

Y1 - 2024

N2 - In the buying process there are several factors that determine consumer behavior, which is a central topic of interest in the Neuromarketing research line. In this article we reflect on psychological factors that influence this context: Following fashion stereotypes, the role of the frontal lobe, product purchase anxiety, the psychology behind colors, and personality traits that influence the buying process. The methodology followed was the review of classic research and theories that allowed us to analyze the psychological factors involved in the buying process. The article ends by discussing the need to understand the factors discussed in this research in order to better understand consumer behavior.

AB - In the buying process there are several factors that determine consumer behavior, which is a central topic of interest in the Neuromarketing research line. In this article we reflect on psychological factors that influence this context: Following fashion stereotypes, the role of the frontal lobe, product purchase anxiety, the psychology behind colors, and personality traits that influence the buying process. The methodology followed was the review of classic research and theories that allowed us to analyze the psychological factors involved in the buying process. The article ends by discussing the need to understand the factors discussed in this research in order to better understand consumer behavior.

KW - Anxiety

KW - Consumer behavior

KW - Personality

KW - Psychological factors

KW - Purchasing process

UR - http://www.scopus.com/inward/record.url?scp=85196782714&partnerID=8YFLogxK

U2 - 10.1007/978-981-97-1552-7_36

DO - 10.1007/978-981-97-1552-7_36

M3 - Conference contribution

AN - SCOPUS:85196782714

SN - 9789819715510

T3 - Smart Innovation, Systems and Technologies

SP - 539

EP - 548

BT - Marketing and Smart Technologies - Proceedings of ICMarkTech 2023

A2 - Reis, José Luís

A2 - Santos, José Paulo Marques dos

A2 - Zelený, Jiří

A2 - Gavurová, Beáta

PB - Springer Science and Business Media Deutschland GmbH

T2 - International Conference on Marketing and Technologies, ICMarkTech 2023

Y2 - 30 November 2023 through 2 December 2023

ER -

Ramos-Galarza C, Silva M, Cruz-Cárdenas J, Bolaños-Pasquel M. Psychological Factors that Influence Decision Making at the Time of Purchase. In Reis JL, Santos JPMD, Zelený J, Gavurová B, editors, Marketing and Smart Technologies - Proceedings of ICMarkTech 2023. Springer Science and Business Media Deutschland GmbH. 2024. p. 539-548. (Smart Innovation, Systems and Technologies). doi: 10.1007/978-981-97-1552-7_36

Psychological Factors that Influence Decision Making at the Time of Purchase

Abstract

Publication series

Conference

Bibliographical note

Keywords

Access to Document

Other files and links

Fingerprint

Cite this