SciELO - Scientific Electronic Library Online

 
vol.12 número1Aplicación del modelo de respuesta graduada a una escala de comportamiento empático índice de autoresíndice de materiabúsqueda de artículos
Home Pagelista alfabética de revistas  

Servicios Personalizados

Revista

Articulo

Indicadores

Links relacionados

  • En proceso de indezaciónCitado por Google
  • No hay articulos similaresSimilares en SciELO
  • En proceso de indezaciónSimilares en Google

Compartir


International Journal of Psychological Research

versión impresa ISSN 2011-2084

Resumen

MUNOZ, Yaromir; LOPEZ-GALLEGO, Francisco; ARIAS-SALAZAR, Alejandro  y  SERNA-RODRIGUEZ, Maribel. Selling of Products: The Use of Single-Electrode Wireless EEG in Consumer Behavior. int.j.psychol.res. [online]. 2019, vol.12, n.1, pp.57-65. ISSN 2011-2084.  https://doi.org/10.21500/20112084.4089.

The results of three different groups of customers, each exposed to a different sales technique, were compared in order to evaluate which sales technique was more effective for achieving higher levels of sustained attention. The study used the Neurosky headband to measure brainwaves in millivolts. The three compared sales techniques were: 1) the training technique for sale, termed as structured by the AIDA model; 2) the traditional sale, here called unstructured; 3) and a structured technique with the help of simultaneous stimulation by several neuroattentional pathways, prescribed by the developments of the neuroscience of consumption (CN). The results showed a statistically significant difference in achieved sustained attention levels, presenting higher levels in clients exposed to the sales training technique and ower scores in those exposed to one of the techniques used by the CN. These results are discussed in relation to the concept of sustained attention in clients when the stimulation of a single neuroattentional pathway is used as compared to the activation of several pathways simultaneously.

Palabras clave : Sales Techniques; Structured Sale; Unstructured Sale; Attention; Neurocognition; EEG; Consumer Behavior; Neurosky Mindwave.

        · resumen en Español     · texto en Inglés     · Inglés ( pdf )