Featured Research

from universities, journals, and other organizations

Closer look at consumers' gazes

Date:
December 6, 2012
Source:
Concordia University
Summary:
How does a product's placement on the storeroom shelf influence which one a consumer ultimately chooses? New research demonstrates that the shopper's eye has a very central focus.

Rows of new toys, endless racks of sweaters on clothing store shelves, long lines of books arranged in the bestsellers section at the bookstore. From mall displays to boutique exhibits, long lines of horizontally arranged products are the norm when it comes to the holiday shopping experience.

But how does a product's placement on the storeroom shelf influence which one a consumer ultimately chooses? It turns out that the shopper's eye has a very central focus.

"Consumers are more likely to purchase products placed in the middle of a display -- without even being aware of it," says Onur Bodur. The associate professor from Concordia's John Molson School of Business is co-author of a recent study in the Journal of Consumer Research, along with marketing researchers at HEC in France and the Aston Business School in England.

Using eye-tracking devices, Bodur and his colleagues investigated how location influences choices for a variety of products, including cosmetics and food items.

They found that consumers would increase their visual focus on the central option in a product display area in the final five seconds of the decision-making process -- and that was the point at which they determined which option to choose.

It turns out that the process is a subconscious one. When asked how they had come to choose which product to buy, consumers did not accurately recall their reasons for their decision. What's more, they were not aware of any conscious visual focus on one area of the display over another.

What does uncovering these unconscious habits mean for the average shopper? Greater awareness of buying behaviours should lead to more informed choices. Says Bodur, "by using this newfound knowledge that visual attention is naturally drawn to the center of a display, consumers can consciously train themselves to make a more thorough visual scan of what's on offer."

When it comes to holiday shopping, the visual equivalent to thinking outside of the box just might lead to savvier selections.


Story Source:

The above story is based on materials provided by Concordia University. Note: Materials may be edited for content and length.


Cite This Page:

Concordia University. "Closer look at consumers' gazes." ScienceDaily. ScienceDaily, 6 December 2012. <www.sciencedaily.com/releases/2012/12/121206131825.htm>.
Concordia University. (2012, December 6). Closer look at consumers' gazes. ScienceDaily. Retrieved April 20, 2014 from www.sciencedaily.com/releases/2012/12/121206131825.htm
Concordia University. "Closer look at consumers' gazes." ScienceDaily. www.sciencedaily.com/releases/2012/12/121206131825.htm (accessed April 20, 2014).

Share This



More Mind & Brain News

Sunday, April 20, 2014

Featured Research

from universities, journals, and other organizations


Featured Videos

from AP, Reuters, AFP, and other news services

Study On Artists' Brain Shows They're 'Structurally Unique'

Study On Artists' Brain Shows They're 'Structurally Unique'

Newsy (Apr. 17, 2014) The brains of artists aren't really left-brain or right-brain, but rather have extra neural matter in visual and motor control areas. Video provided by Newsy
Powered by NewsLook.com
Is Apathy A Sign Of A Shrinking Brain?

Is Apathy A Sign Of A Shrinking Brain?

Newsy (Apr. 17, 2014) A recent study links apathetic feelings to a smaller brain. Researchers say the results indicate a need for apathy screening for at-risk seniors. Video provided by Newsy
Powered by NewsLook.com
Are School Dress Codes Too Strict?

Are School Dress Codes Too Strict?

AP (Apr. 16, 2014) Pushing the limits on style and self-expression is a rite of passage for teens and even younger kids. How far should schools go with their dress codes? The courts have sided with schools in an era when school safety is paramount. (April 16) Video provided by AP
Powered by NewsLook.com
Could Even Casual Marijuana Use Alter Your Brain?

Could Even Casual Marijuana Use Alter Your Brain?

Newsy (Apr. 16, 2014) A new study conducted by researchers at Northwestern and Harvard suggests even casual marijuana use can alter your brain. Video provided by Newsy
Powered by NewsLook.com

Search ScienceDaily

Number of stories in archives: 140,361

Find with keyword(s):
Enter a keyword or phrase to search ScienceDaily for related topics and research stories.

Save/Print:
Share:

Breaking News:
from the past week

In Other News

... from NewsDaily.com

Science News

Health News

Environment News

Technology News



Save/Print:
Share:

Free Subscriptions


Get the latest science news with ScienceDaily's free email newsletters, updated daily and weekly. Or view hourly updated newsfeeds in your RSS reader:

Get Social & Mobile


Keep up to date with the latest news from ScienceDaily via social networks and mobile apps:

Have Feedback?


Tell us what you think of ScienceDaily -- we welcome both positive and negative comments. Have any problems using the site? Questions?
Mobile: iPhone Android Web
Follow: Facebook Twitter Google+
Subscribe: RSS Feeds Email Newsletters
Latest Headlines Health & Medicine Mind & Brain Space & Time Matter & Energy Computers & Math Plants & Animals Earth & Climate Fossils & Ruins