Psychological Factors that Influence Decision Making at the Time of Purchase

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

Producción científica: Capítulo del libro/informe/acta de congresoContribución de conferenciarevisión exhaustiva

Resumen

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.

Idioma originalInglés
Título de la publicación alojadaMarketing and Smart Technologies - Proceedings of ICMarkTech 2023
EditoresJosé Luís Reis, José Paulo Marques dos Santos, Jiří Zelený, Beáta Gavurová
EditorialSpringer Science and Business Media Deutschland GmbH
Páginas539-548
Número de páginas10
ISBN (versión impresa)9789819715510
DOI
EstadoPublicada - 2024
Publicado de forma externa
EventoInternational Conference on Marketing and Technologies, ICMarkTech 2023 - Prague, República Checa
Duración: 30 nov. 20232 dic. 2023

Serie de la publicación

NombreSmart Innovation, Systems and Technologies
Volumen386
ISSN (versión impresa)2190-3018
ISSN (versión digital)2190-3026

Conferencia

ConferenciaInternational Conference on Marketing and Technologies, ICMarkTech 2023
País/TerritorioRepública Checa
CiudadPrague
Período30/11/232/12/23

Nota bibliográfica

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

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