The processing of price during purchase decision making: Are there neural differences among prosocial and non-prosocial consumers?

Medina, Carlos Alberto Guerrero; Martínez‐Fiestas, Myriam; Viedma-del-Jesús, María I.; Casado‐Aranda, Luis‐Alberto

doi:10.1016/j.jclepro.2020.122648

Cited by 20 publications

(19 citation statements)

References 90 publications

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“…Conversely, the health-oriented target group was essentially characterized by critical consumption behavior, including the consumption of organic products and healthy foods. These consumers were, in fact, not only concerned with the freshness of products, but also considered the consequences of their consumption practices on their health and the environment, highlighting the growing consumer interest in sustainable and socially responsible issues [33,34,61]. For this reason, consumers in this group preferred to buy foods in specialty shops in order to get advice on their decision-making processes, and they were found to attribute significant importance to product information.…”

Section: Discussionmentioning

confidence: 97%

“…Moreover, it is not clear whether the demand for fresh-cut fruit is also characterized by people living health-oriented lifestyles. According to scientific literature, in fact, in recent years, consumers seem to have become increasingly attentive to aspects related to health and environmental sustainability, leading to an important sustainable and socially responsible consumption trend [33,34]. To bridge this gap, this study aims to segment Italian consumers of fresh-cut fruits using the FRLs tool in order to reveal whether and to what extent this fast-growing sector of the Italian agro-food industry is also driven by health-oriented lifestyles.…”

Section: Introductionmentioning

confidence: 99%

“…On the other hand, these findings could help food enterprises develop new products through the identification of specific groups of consumers, their preferences, and their values, which is also valuable for designing marketing strategies [35,36]. Moreover, the knowledge of consumers' lifestyles can help international organizations and governments better address health issues linked to production and consumption systems in order to achieve more efficient consumption of resources and to achieve social and environmental sustainability [33,34].…”

Section: Introductionmentioning

confidence: 99%

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Understanding Consumers’ Convenience Orientation. An Exploratory Study of Fresh-Cut Fruit in Italy

2021

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In Western society, the fresh-cut fruit market is experiencing significant growth, especially in Italy, where, in 2019, the fresh-cut fruit sales volume increased by 35% compared with the previous year. This study aims to understand Italian consumers’ demand for fresh-cut fruits and to explore whether this trend is also affected by the prevalence of healthy lifestyles. Health orientation seems, in fact, to be a growing trend in the food sector. Research has recognized that consumers’ orientation towards products that are ready to be consumed is not only related to saving time. Sociodemographic factors and psychometric variables, including values and lifestyles, play important roles in understanding consumer demand for convenience products. For this purpose, the food-related lifestyles (FRLs) tool was used to profile consumers. The FRLs tool is a useful instrument that describes different ways in which people use food to achieve their values in life. Data were collected by using an online survey carried out with Italian consumers of fresh-cut fruits. By using a cluster analysis technique, four Italian fresh-cut fruit consumer target groups were identified. The largest target group was represented by uninvolved consumers, who are not inclined to cook or plan meals and who are very influenced by the advertising of food products in their buying decisions. An interesting target group, which may represent a challenge for food enterprises in the sector, was health-oriented consumers, who attach great importance to organic certification and to product information. This target group was also characterized by older consumers with higher net monthly household incomes than other target groups.

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Section: Discussionmentioning

confidence: 97%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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Understanding Consumers’ Convenience Orientation. An Exploratory Study of Fresh-Cut Fruit in Italy

2021

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“…More recently, Medina et al [59] assessed the differences in price processing among consumers adopting sustainable habits (prosocial) as opposed to those who have not (non-prosocial). Their findings showed that non-prosocial (vs. prosocial) consumers exhibit greater activation in brain areas involved with reward, valuation, and choice when evaluating price information.…”

Section: Neural Processing Of Message Features: Sustainability and Po...mentioning

confidence: 99%

Consumer Neuroscience Techniques in Advertising Research: A Bibliometric Citation Analysis

2021

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The limitations of self-report techniques (i.e., questionnaires or surveys) in measuring consumer response to advertising stimuli have necessitated more objective and accurate tools from the fields of neuroscience and psychology for the study of consumer behavior, resulting in the creation of consumer neuroscience. This recent marketing sub-field stems from a wide range of disciplines and applies multiple types of techniques to diverse advertising subdomains (e.g., advertising constructs, media elements, or prediction strategies). Due to its complex nature and continuous growth, this area of research calls for a clear understanding of its evolution, current scope, and potential domains in the field of advertising. Thus, this current research is among the first to apply a bibliometric approach to clarify the main research streams analyzing advertising persuasion using neuroimaging. Particularly, this paper combines a comprehensive review with performance analysis tools of 203 papers published between 1986 and 2019 in outlets indexed by the ISI Web of Science database. Our findings describe the research tools, journals, and themes that are worth considering in future research. The current study also provides an agenda for future research and therefore constitutes a starting point for advertising academics and professionals intending to use neuroimaging techniques.

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“…Hasil penelitian dari (Za & Tricahyadinata, 2017), (Dreher et al, 2018), (Pamungkas & Fanani, 2018), (Lee et al, 2018), (Tata et al, 2019), (Upadhyay et al, 2019), (Putra, 2019), (Zia & Rao, 2019), (Rybaczewska et al, 2020) menyatakan bahwa Google Ads mempengaruhi keputusan membeli. Sebaliknya, hasil penelitian dari (Ursu, 2018), (Medina et al, 2020), (Zhang, 2020) menyatakan bahwa Google Ads tidak mempengaruhi keputusan membeli.…”

Section: Bertinus Sijabatunclassified

Analisis Keputusan Membeli Berbasis Brand Awareness sebagai Impak Google Ads dan Facebook Ads (Kajian Pelanggan Lazada)

Sijabat

2021

SLJIL

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Penelitian ini bertujuan untuk menguji analisis keputusan pembelian berbasis Brand Awareness sebagai dampak pada Google Ads dan iklan Facebook. Penelitian dilakukan terhadap 97 responden yang merupakan pelanggan Lazada. Hasil penelitian ini menunjukkan: 1). Variabel Google Ads (X1) dengan brand awareness (Y1) terbukti memiliki efek dan efek yang signifikan terhadap brand awareness, dengan parameter koefisien 0,5081 (P Value <0,05) sebesar 0,0000. Hal ini menunjukkan bahwa variabel Google Ads memiliki efek signifikan pada variabel brand awareness (Y1). 2). Variabel iklan Facebook (X2) dengan brand awareness (Y1) terbukti berpengaruh dan signifikan terhadap brand awareness dengan parameter koefisien 0,3447 dan P Value < 0,05 dari 0,0000. Ini menunjukkan bahwa variabel Iklan Facebook mempengaruhi variabel brand awareness (Y1). 3). Variabel Google Ads (X1) dengan keputusan pembelian (Y2) terbukti memiliki efek signifikan pada keputusan pembelian dengan parameter koefisien 0,2385 dan nilai P<0,05 sebesar 0,0009. Ini menunjukkan bahwa variabel Google Ads mempengaruhi variabel keputusan pembelian (Y2). 4). Variabel iklan Facebook (X2) dengan keputusan pembelian (Y2) terbukti memiliki efek dan efek yang signifikan pada keputusan pembelian yaitu dengan parameter koefisien 0,2761 dan P Value<0,05 dari 0,0020. Ini menunjukkan bahwa variabel iklan Facebook mempengaruhi variabel keputusan pembelian (Y2). 5). Variable brand awareness (Y1) dengan keputusan untuk membeli (Y2) terbukti berpengaruh dan signifikan terhadap keputusan pembelian dengan parameter koefisien 0,4497 dan nilai P < 0,05 dari 0,0000. Ini menunjukkan bahwa variabel Brand Awareness terbukti memiliki efek pada variabel keputusan pembelian (Y2).

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The processing of price during purchase decision making: Are there neural differences among prosocial and non-prosocial consumers?

Cited by 20 publications

References 90 publications

Understanding Consumers’ Convenience Orientation. An Exploratory Study of Fresh-Cut Fruit in Italy

Understanding Consumers’ Convenience Orientation. An Exploratory Study of Fresh-Cut Fruit in Italy

Consumer Neuroscience Techniques in Advertising Research: A Bibliometric Citation Analysis

Analisis Keputusan Membeli Berbasis Brand Awareness sebagai Impak Google Ads dan Facebook Ads (Kajian Pelanggan Lazada)

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