Why Do We Buy Things that We Don’t Need: Reflections from Neuropsychology

Carlos Ramos-Galarza; Mónica Bolaños-Pasquel

doi:10.1007/978-981-99-0333-7_31

Why Do We Buy Things that We Don’t Need: Reflections from Neuropsychology

Carlos Ramos-Galarza^*, Mónica Bolaños-Pasquel

^*Corresponding author for this work

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

Abstract

The process that human mind follows to buy any article involves a series of steps. This work reflects from a neuropsychological point of view, the implication that executive functions have in this process. Inhibitory control, emotional regulation, decision making, planning, cognitive flexibility, error correction, and internal language regulating behavior are the executive functions that are analyzed on the possibility of generating an automatic or conscious behavior to make a purchase, for example, when an article is acquired because there is the need versus when a purchase is made only because of impulsive. As conclusion, evidence of the complex dynamics when buying a thing is left, where it is possible to consider executive functions for future marketing campaigns, thus, increase the sales of a specific product.

Original language	English
Title of host publication	Marketing and Smart Technologies - Proceedings of ICMarkTech 2022
Editors	José Luís Reis, José Paulo Marques dos Santos, Marisa Del Rio Araujo, Luís Paulo Reis
Publisher	Springer Science and Business Media Deutschland GmbH
Pages	431-438
Number of pages	8
ISBN (Print)	9789819903320
DOIs	https://doi.org/10.1007/978-981-99-0333-7_31
State	Published - 2024
Event	International Conference on Marketing and Technologies, ICMarkTech 2022 - Santiago De Compostela, Spain Duration: 1 Dec 2022 → 3 Dec 2022

Publication series

Name	Smart Innovation, Systems and Technologies
Volume	344
ISSN (Print)	2190-3018
ISSN (Electronic)	2190-3026

Conference

Conference	International Conference on Marketing and Technologies, ICMarkTech 2022
Country/Territory	Spain
City	Santiago De Compostela
Period	1/12/22 → 3/12/22

Bibliographical note

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

Keywords

Buyer behavior
Consumer behavior
Emotional regulation
Executive functions
Inhibitory control
Neuromarketing

Access to Document

10.1007/978-981-99-0333-7_31

Cite this

Ramos-Galarza, C., & Bolaños-Pasquel, M. (2024). Why Do We Buy Things that We Don’t Need: Reflections from Neuropsychology. In J. L. Reis, J. P. M. dos Santos, M. Del Rio Araujo, & L. P. Reis (Eds.), Marketing and Smart Technologies - Proceedings of ICMarkTech 2022 (pp. 431-438). (Smart Innovation, Systems and Technologies; Vol. 344). Springer Science and Business Media Deutschland GmbH. https://doi.org/10.1007/978-981-99-0333-7_31

Ramos-Galarza, Carlos ; Bolaños-Pasquel, Mónica. / Why Do We Buy Things that We Don’t Need : Reflections from Neuropsychology. Marketing and Smart Technologies - Proceedings of ICMarkTech 2022. editor / José Luís Reis ; José Paulo Marques dos Santos ; Marisa Del Rio Araujo ; Luís Paulo Reis. Springer Science and Business Media Deutschland GmbH, 2024. pp. 431-438 (Smart Innovation, Systems and Technologies).

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abstract = "The process that human mind follows to buy any article involves a series of steps. This work reflects from a neuropsychological point of view, the implication that executive functions have in this process. Inhibitory control, emotional regulation, decision making, planning, cognitive flexibility, error correction, and internal language regulating behavior are the executive functions that are analyzed on the possibility of generating an automatic or conscious behavior to make a purchase, for example, when an article is acquired because there is the need versus when a purchase is made only because of impulsive. As conclusion, evidence of the complex dynamics when buying a thing is left, where it is possible to consider executive functions for future marketing campaigns, thus, increase the sales of a specific product.",

keywords = "Buyer behavior, Consumer behavior, Emotional regulation, Executive functions, Inhibitory control, Neuromarketing",

author = "Carlos Ramos-Galarza and M{\'o}nica Bola{\~n}os-Pasquel",

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doi = "10.1007/978-981-99-0333-7\_31",

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Ramos-Galarza, C & Bolaños-Pasquel, M 2024, Why Do We Buy Things that We Don’t Need: Reflections from Neuropsychology. in JL Reis, JPM dos Santos, M Del Rio Araujo & LP Reis (eds), Marketing and Smart Technologies - Proceedings of ICMarkTech 2022. Smart Innovation, Systems and Technologies, vol. 344, Springer Science and Business Media Deutschland GmbH, pp. 431-438, International Conference on Marketing and Technologies, ICMarkTech 2022, Santiago De Compostela, Spain, 1/12/22. https://doi.org/10.1007/978-981-99-0333-7_31

Why Do We Buy Things that We Don’t Need: Reflections from Neuropsychology. / Ramos-Galarza, Carlos; Bolaños-Pasquel, Mónica.
Marketing and Smart Technologies - Proceedings of ICMarkTech 2022. ed. / José Luís Reis; José Paulo Marques dos Santos; Marisa Del Rio Araujo; Luís Paulo Reis. Springer Science and Business Media Deutschland GmbH, 2024. p. 431-438 (Smart Innovation, Systems and Technologies; Vol. 344).

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

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AU - Bolaños-Pasquel, Mónica

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AB - The process that human mind follows to buy any article involves a series of steps. This work reflects from a neuropsychological point of view, the implication that executive functions have in this process. Inhibitory control, emotional regulation, decision making, planning, cognitive flexibility, error correction, and internal language regulating behavior are the executive functions that are analyzed on the possibility of generating an automatic or conscious behavior to make a purchase, for example, when an article is acquired because there is the need versus when a purchase is made only because of impulsive. As conclusion, evidence of the complex dynamics when buying a thing is left, where it is possible to consider executive functions for future marketing campaigns, thus, increase the sales of a specific product.

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KW - Consumer behavior

KW - Emotional regulation

KW - Executive functions

KW - Inhibitory control

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A2 - Reis, José Luís

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Ramos-Galarza C, Bolaños-Pasquel M. Why Do We Buy Things that We Don’t Need: Reflections from Neuropsychology. In Reis JL, dos Santos JPM, Del Rio Araujo M, Reis LP, editors, Marketing and Smart Technologies - Proceedings of ICMarkTech 2022. Springer Science and Business Media Deutschland GmbH. 2024. p. 431-438. (Smart Innovation, Systems and Technologies). doi: 10.1007/978-981-99-0333-7_31

Why Do We Buy Things that We Don’t Need: Reflections from Neuropsychology

Abstract

Publication series

Conference

Bibliographical note

Keywords

Access to Document

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Cite this