nach oben

Erschienen in:

2024 | OriginalPaper | Buchkapitel

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

verfasst von : Carlos Ramos-Galarza, Mónica Bolaños-Pasquel

Erschienen in: Marketing and Smart Technologies

Verlag: Springer Nature Singapore

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config

KI-gestützte Suche

Aus

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.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

über 102.000 Bücher
über 537 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Finance + Banking
Management + Führung
Marketing + Vertrieb
Maschinenbau + Werkstoffe
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Technik"

Online-Abonnement

Mit Springer Professional "Technik" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 390 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Maschinenbau + Werkstoffe

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 340 Zeitschriften

aus folgenden Fachgebieten:

Bauwesen + Immobilien
Business IT + Informatik
Finance + Banking
Management + Führung
Marketing + Vertrieb
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Vorheriges Kapitel Two Sides of a Pale Colour: Difference in Attractiveness of a Colour and Product Design Colour for Consumers

Nächstes Kapitel Inclusive Advertising Analyzing Commercial Spots Out of Advertising Campaigns from Mexico, Argentina, and Ecuador

Ramos-Galarza, C., Jadán-Guerrero, J., & Gómez-García, A. (2018). Relationship between academic performance and the self-report of the executive performance of Ecuadorian teenagers. Avances en Psicología Latinoamericana, 36(2), 405–417. https://doi.org/10.12804/revistas.urosario.edu.co/apl/a.5481

Ramos-Galarza, C., Cruz-Cárdenas, J., Bolaños-Pasquel, M., & Acosta-Rodas, P. (2021). Factorial structure of the EOCL-1 scale to asess executive functions. Frontiers in Psychology, 12(585145), 1–14. https://doi.org/10.3389/fpsyg.2021.585145CrossRef

Derouesné, C. (2018). AR Luria and the role of frontal lobes in the regulation of higher mental activities and behavior. Revue Neurologique, 174, 739–740. https://doi.org/10.1016/j.neurol.2018.09.007CrossRef

Ramos-Galarza, C. (2018). Secuelas Neuropsicológica en el daño cerebral adquirido: Análisis de casos. Editorial el Conejo.

Ramos-Galarza, C. E. (2018). El pensamiento moral después del daño cerebral adquirido. Revista Ecuatoriana de Neurología, 27(2), 63–69.

Dittmar, H., Beattie, J., & Friese, S. (1996). Objectos, decision considerations and self-image in men’s and women’s impulse purchases. Acta Psychologica, 93(1–3), 187–206.CrossRef

Brodbeck, J., Bötschi, S., Vetsch, N., Berger, T., Schmidt, S., & Marmet, S. (2022). Investigating emotion regulation and social information processing as mechanisms linking adverse childhood experiences with psychosocial functioning in Young Swiss adults: The FACE epidemiological accelerated cohort study. BMC Psychology, 10(1), 99.CrossRef

Damasio, A. (1994). El error de descartes. Ed. Andrés Bello.

Kolling, C., de Medeiros, J., Ribeiro, J., Onwezen, M., & Marcon, A. (2020). Emotions and the purchase decision processes of green products: An exploratory study with consumption emotions set scale (CES). Springer Proceedings in Mathematics and Statistics, 337, 559–571.

10.

Jablonska, K., Stanczyk, M., Piotrowska, M., Szymaszek, A., Lukomska, B., Debnarek, H., & Szelag, E. (2022). Age as a moderator of the relationship between planning and temporal information processing. Scientific Reports, 12(1). https://doi.org/10.1038/s41598-022-05316-6

11.

Luria, L. (1984). Higher cortical functions in man. Springer.

12.

Ramos-Galarza, C., Cruz-Cárdenas, J., & Ramos, V. (2022). Interactive model of executive functions to understand error correction. Emerging Science Journal, 6(2), 356–367.CrossRef

13.

Cruz-Cárdenas, J., Reyes, M., & Núñez, M. (2016). Clothing disposal in a collectivist environment: A mixed methods approach. Journal of Business Research, 69(5), 1765–1768. https://doi.org/10.1016/j.jbusres.2015.10.052CrossRef

14.

Luria, A. (1986). Language and cognition. Wiley-Interscience.

15.

López, M., & Ramos-Galarza, C. (2022). Neuromarketing: Current applications in favor of consumerism. In J. L. Reis, E. P. López, L. Moutinho, & J. P. M. D. Santos (Eds.), Marketing and smart technologies. Smart innovation, systems and technologies, (Vol. 279). Springer.

16.

Ramos-Galarza, C., Paredes, L., Andrade, S., Santillán, W., & González, L. (2016). Focused, sustained and selective attention systems in college students, Quito-Ecuador. Revista Ecuatoriana de Neurología, 25(1–3), 34–38.

17.

Ramos-Galarza, C., Ramos, V., Jadán-Guerrero, J., Lepe-Martínez, N., Paredes-Núñez, L., Gómez-García, A., & Bolaños-Pasquel, M. (2017). Fundamental concepts in the neuropsychological theory. Revista Ecuatoriana de Neurología, 26(1), 53–60.

18.

Viarouge, A., Lee, H., & Borst, G. (2023). Attention to number requires magnitude-specific inhibition. Cognition, 230, 105285.CrossRef

19.

Guerrini-Usubini, A., Cattivelli, R., Scarpa, A., Musetti, A., Varallo, G., Franceschini, C., & Castelnuovo, G. (2023). The interplay between emotion dysregulation, psychological distress, emotional eating, and weight status: A path model. International Journal of Clinical and Health Psychology, 23(19), 100338.CrossRef

20.

Ramos-Galarza, C., & Acosta-Rodas, P. (2019). Stress and productivity in workers of textile companies. Journal of Fashion Marketing and Management, 23(1), 17–29.CrossRef

21.

Eggins, P., Wong, S., Wei, G., Hodges, J., Husain, M., Piguet, O., Irish, M., & Kumfor, F. (2022). A share cognitive and neural basis underpinning cognitive apathy and planning in behavioural variant frontotemporal dementia and Alzheimer’s disease. Cortex, 154, 241–253.CrossRef

22.

Roye, S., Calamia, M., & Robinson, A. (2022). Examining patterns of executive functioning across dimensions of psychopathology. Journal of Behavior Therapy and Experimental Psychiatry, 77, 1017788.CrossRef

Titel: Why Do We Buy Things that We Don’t Need: Reflections from Neuropsychology
verfasst von: Carlos Ramos-Galarza
Mónica Bolaños-Pasquel
Verlag: Springer Nature Singapore
Buch: Marketing and Smart Technologies
Print ISBN: 978-981-9903-32-0

Electronic ISBN: 978-981-9903-33-7

Copyright-Jahr: 2024
DOI: https://doi.org/10.1007/978-981-99-0333-7_31

Springer Professional

Abstract

Bitte loggen Sie sich ein, um Zugang zu Ihrer Lizenz zu erhalten.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Springer Professional "Technik"

Springer Professional "Wirtschaft"

Premium Partner