Relative visual saliency differences induce sizable bias in consumer choice

By Milica D. Milosavljević, Vidhya Navalpakkam, Christof Koch, Antonio Rangel. 2012

371 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, Experimental and Cognitive Psychology, Sensory Systems

View Paper: https://www.semanticscholar.org/paper/34629acffe56a24ba06a99dc7c0cf06549d9d9a6

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In Cognitive Neuroscience

In Experimental and Cognitive Psychology

In Sensory Systems

Citations in the corpus

Do you like what you see? The role of first fixation and total fixation duration in consumer choice (2015, background): “, for palatable high energy foods, Werthmann, Mogg, Bradley, & Jansen, 2011), while others posit that the location of the first fixation is mainly driven by factors that are uncorrelated with value, such as visual attributes (e.g., Bialkova & van Trijp, 2011; Lohse, 1997; Milosavljevic et al., 2012;”
Attention, emotions and cause-related marketing effectiveness (2015, positive): “When using autonomic physiologic measurements, studies are often carried out under strictly controlled laboratory conditions, rather than in the shop (Lohse, 1997; Pieters et al. , 1999; Van der Lans et al. , 2008; Milosavljevic et al. , 2011; Reimann et al. , 2011).”
Eye Tracking Reveals Processes that Enable Conjoint Choices to Become Increasingly Efficient with Practice (2016, background): “More generally, studies by Milosavljevic et al. (2012) and Towal, Mormann, and Koch (2013) demonstrate that visual saliency influences stimulus-driven attention and, finally, choices. When stimulus-driven attentional effects increase the focus on the ultimate choice, a reinforcing causal cycle has b”
Digital Sensory Marketing: Integrating New Technologies into Multisensory Online Experience (2019, background): “In this context, brands have to attract customers’ attention on their product images in order to increase their chances of selection (Armel, Beaumel, & Rangel 2008; Milosavljevic et al. 2012).”
The Attentional Drift-Diffusion Model Extends to Simple Purchasing Decisions (2012, background): “In particular, they show that sellers may be able to use strategic product and price placement, as well as manipulation of saliency (Milosavljevic et al., 2012), to encourage consumers to purchase their products.”
The neuropsychology of consumer behavior and marketing (2018, background): “, brighter, more colorful) are often attended to more rapidly or for a longer amount of time than those that are not visually salient (Milosavljevic et al., 2012; van Zoest, Donk, & Theeuwes, 2004).”
Neuromarketing and consumer neuroscience: current understanding and the way forward (2015, background): “Consumer neuroscience has helped consumer researchers generate new insights into various facets of branding such as brand perception (Litt and Shiv 2012; Milosavljevic et al. 2012), brand evaluation 458 Decision (December 2015) 42(4):457–462”
Attention and choice: a review on eye movements in decision making. (2013, background): “Milosavljevic et al. (2012) found that utility differences andworkingmemory loadmoderated thedown-streameffect of saliency on choice.”