- -

How priming with body odors affects decision speeds in consumer behavior

RiuNet: Repositorio Institucional de la Universidad Politécnica de Valencia

Compartir/Enviar a

Citas

Estadísticas

  • Estadisticas de Uso

How priming with body odors affects decision speeds in consumer behavior

Mostrar el registro sencillo del ítem

Ficheros en el ítem

Thumbnail
Nombre: AlcanizChicchiCar ...
Tamaño: 1.067Mb
Formato: PDF
Descripción: Versión editorial
Abrir
dc.contributor.author Alcañiz Raya, Mariano Luis es_ES
dc.contributor.author Chicchi Giglioli, Irene Alice es_ES
dc.contributor.author Carrasco-Ribelles, Lucia A. es_ES
dc.contributor.author Minissi, Maria Eleonora es_ES
dc.contributor.author Gil López, Cristina es_ES
dc.contributor.author Semin, Gun R. es_ES
dc.date.accessioned 2023-11-17T19:02:23Z
dc.date.available 2023-11-17T19:02:23Z
dc.date.issued 2023-01-12 es_ES
dc.identifier.issn 2045-2322 es_ES
dc.identifier.uri http://hdl.handle.net/10251/199933
dc.description.abstract [EN] To date, odor research has primarily focused on the behavioral effects of common odors on consumer perception and choices. We report a study that examines, for the first time, the effects of human body odor cues on consumer purchase behaviors. The influence of human chemosignals produced in three conditions, namely happiness, fear, a relaxed condition (rest), and a control condition (no odor), were examined on willingness to pay (WTP) judgments across various products. We focused on the speed with which participants reached such decisions. The central finding revealed that participants exposed to human odors reached decisions significantly faster than the no odor control group. The main driving force is that human body odors activate the presence of others during decision-making. This, in turn, affects response speed. The broader implications of this finding for consumer behavior are discussed. es_ES
dc.description.sponsorship This work was supported by the European Commission (Project RHUMBO H2020-MSCA-ITN-2018-813234), by the Generalitat Valenciana funded project "Rebrand", Grant number PROMETEU/2019/105. es_ES
dc.language Inglés es_ES
dc.publisher Nature Publishing Group es_ES
dc.relation.ispartof Scientific Reports es_ES
dc.rights Reconocimiento (by) es_ES
dc.subject.classification EXPRESION GRAFICA EN LA INGENIERIA es_ES
dc.title How priming with body odors affects decision speeds in consumer behavior es_ES
dc.type Artículo es_ES
dc.identifier.doi 10.1038/s41598-023-27643-y es_ES
dc.relation.projectID info:eu-repo/grantAgreement/EC/H2020/813234/EU es_ES
dc.relation.projectID info:eu-repo/grantAgreement/GVA//PROMETEO%2F2019%2F105//REBRAND (MIXED REALITY AND BRAIN DECISION)/ es_ES
dc.rights.accessRights Abierto es_ES
dc.contributor.affiliation Universitat Politècnica de València. Instituto Interuniversitario de Investigación en Bioingeniería y Tecnología Orientada al Ser Humano - Institut Interuniversitari d'Investigació en Bioenginyeria i Tecnologia Orientada a l'Ésser Humà es_ES
dc.contributor.affiliation Universitat Politècnica de València. Escuela Técnica Superior de Ingeniería Agronómica y del Medio Natural - Escola Tècnica Superior d'Enginyeria Agronòmica i del Medi Natural es_ES
dc.description.bibliographicCitation Alcañiz Raya, ML.; Chicchi Giglioli, IA.; Carrasco-Ribelles, LA.; Minissi, ME.; Cristina Gil-López; G. Semin (2023). How priming with body odors affects decision speeds in consumer behavior. Scientific Reports. 13(1):1-9. https://doi.org/10.1038/s41598-023-27643-y es_ES
dc.description.accrualMethod S es_ES
dc.relation.publisherversion https://doi.org/10.1038/s41598-023-27643-y es_ES
dc.description.upvformatpinicio 1 es_ES
dc.description.upvformatpfin 9 es_ES
dc.type.version info:eu-repo/semantics/publishedVersion es_ES
dc.description.volume 13 es_ES
dc.description.issue 1 es_ES
dc.identifier.pmid 36635353 es_ES
dc.identifier.pmcid PMC9834684 es_ES
dc.relation.pasarela S\503611 es_ES
dc.contributor.funder European Commission es_ES
dc.contributor.funder Generalitat Valenciana es_ES
dc.description.references Wertenbroch, K. & Skiera, B. Measuring consumers’ willingness to pay at the point of purchase. J. Mark. Res. 39(2), 228–241 (2002). es_ES
dc.description.references Smeets, M. A. M. & Dijksterhuis, G. B. Smelly primes—When olfactory primes do or do not work. Front. Psychol. 5(February), 96–96 (2014). es_ES
dc.description.references Hirsch, A. R. Preliminary Results of Olfaction Nike Study (Smell and Taste Treatment and Research Foundation Ltd, 1990). es_ES
dc.description.references Fiore, A. M., Yah, X. & Yoh, E. Effects of a product display and environmental fragrancing on approach responses and pleasurable experiences. Psychol. Mark. 17(1), 27–54 (2000). es_ES
dc.description.references Guéguen, N. & Petr, C. Odors and consumer behavior in a restaurant. Int. J. Hosp. Manag. 25(2), 335–339 (2006). es_ES
dc.description.references Spangenberg, E. R., Sprott, D. E., Grohmann, B. & Tracy, D. L. Gender-congruent ambient scent influences on approach and avoidance behaviors in a retail store. J. Bus. Res. 59(12), 1281–1287 (2006). es_ES
dc.description.references Homburg, C., Monika, I., Christina, K. Of dollars and senses-Does multisensory marketing pay off. In Research Insights Paper RI009 of the Institute for Market-Oriented Management (University of Mannheim, 2012). es_ES
dc.description.references Michon, R., Chebat, J. C. & Turley, L. W. Mall atmospherics: The interaction effects of the mall environment on shopping behavior. J. Bus. Res. 58(5), 576–583 (2005). es_ES
dc.description.references Morrison, M., Gan, S., Dubelaar, C. & Oppewal, H. In-store music and aroma influences on shopper behavior and satisfaction. J. Bus. Res. 64(6), 558–564 (2011). es_ES
dc.description.references Bagozzi, R. P., & Verbeke, W. J. An emerging paradigm linking neuroscience, endocrinology and genetics to buyer–seller behavior. In The Routledge Companion to the Future of Marketing, 107–125 (2014). es_ES
dc.description.references He, W., Boesveldt, S., de Graaf, C. & de Wijk, R. A. Dynamics of autonomic nervous system responses and facial expressions to odors. Front. Psychol. 5, 110 (2014). es_ES
dc.description.references Heuberger, E., Hongratanaworakit, T., Böhm, C., Weber, R. & Buchbauer, G. Effects of chiral fragrances on human autonomic nervous system parameters and self-evaluation. Chem. Senses 26(3), 281–292 (2001). es_ES
dc.description.references Toda, M. & Morimoto, K. Effect of lavender aroma on salivary endocrinological stress markers. Arch. Oral Biol. 53(10), 964–968 (2008). es_ES
dc.description.references Li, W., Moallem, I., Paller, K. A. & Gottfried, J. A. Subliminal smells can guide social preferences. Psychol. Sci. 18(12), 1044–1049 (2007). es_ES
dc.description.references Masaoka, Y., Sugiyama, H., Katayama, A., Kashiwagi, M. & Homma, I. Slow breathing and emotions associated with odor-induced autobiographical memories. Chem. Senses 37(4), 379–388 (2012). es_ES
dc.description.references Zaviacic, M., Šišovský, V. & Zaviacic, T. Cosmetic perfumes vs. human pheromones (natural chemical scents) of the human female and male in signalling and performing context of their sexual behaviour. Bratisl. Lek. Listy 110(8), 472–475 (2009). es_ES
dc.description.references de Groot, J. H. B. & Smeets, M. A. M. Human fear chemosignaling: Evidence from a meta-analysis. Chem. Senses 42(8), 663–673 (2017). es_ES
dc.description.references Semin, G. R. & De Groot, J. H. B. The chemical bases of human sociality. Trends Cogn. Sci. 17(9), 427–429 (2013). es_ES
dc.description.references Penn, D. J. et al. Individual and gender fingerprints in human body odour. J. R. Soc. Interface 4(13), 331–340 (2007). es_ES
dc.description.references Mitro, S., Gordon, A. R., Olsson, M. J. & Lundström, J. N. The smell of age: Perception and discrimination of body odors of different ages. PLoS One 7(5), e38110 (2012). es_ES
dc.description.references Olsson, M. J. et al. The scent of disease: Human body odor contains an early chemosensory cue of sickness. Psychol. Sci. 25(3), 817–823 (2014). es_ES
dc.description.references de Groot, J. H. B., Smeets, M. A. M., Kaldewaij, A., Duijndam, M. J. A. & Semin, G. R. Chemosignals communicate human emotions. Psychol. Sci. 23(11), 1417–1424 (2012). es_ES
dc.description.references Allen, C., Havlíček, J. & Craig Roberts, S. Effect of fragrance use on discrimination of individual body odor. Front. Psychol. 6, 1115 (2015). es_ES
dc.description.references Kwak, J., Willse, A., Preti, G., Yamazaki, K. & Beauchamp, G. K. In search of the chemical basis for Mhc Odourtypes. Proc. Biol. Sci. 277(1693), 2417–2425 (2010). es_ES
dc.description.references Kamiloğlu, R. G., Smeets, M. A. M., de Groot, J. H. B. & Semin, G. R. Fear odor facilitates the detection of fear expressions over other negative expressions. Chem. Senses 43(6), 419–426 (2018). es_ES
dc.description.references Pause, B. M., Ohrt, A., Prehn-Kristensen, A. & Ferstl, R. Positive emotional priming of facial affect perception in females is diminished by chemosensory anxiety signals. Chem. Senses 29(9), 797–805 (2004). es_ES
dc.description.references Zernecke, R. et al. Effects of male anxiety chemosignals on the evaluation of happy facial expressions. J. Psychophysiol. 25(3), 116–123 (2011). es_ES
dc.description.references Zhou, W. & Chen, D. Sociochemosensory and emotional functions: Behavioral evidence for shared mechanisms. Psychol. Sci. 20(9), 1118–1124 (2009). es_ES
dc.description.references Herz, R. S. & Inzlicht, M. Sex differences in response to physical and social factors involved in human mate selection. Evol. Hum. Behav. 23(5), 359–364 (2002). es_ES
dc.description.references Liuzza, M. T., Olofsson, J. K., Sabiniewicz, A. & Sorokowska, A. Body odor trait disgust sensitivity predicts perception of sweat biosamples. Chem. Senses 42(6), 479–485 (2017). es_ES
dc.description.references McBurney, D. H., Levine, J. M. & Cavanaugh, P. H. Psychophysical and social ratings of human body odor. Pers. Soc. Psychol. Bull. 3(1), 135–138 (1976). es_ES
dc.description.references Sorokowska, A. Assessing personality using body odor: Differences between children and adults. J. Nonverb. Behav. 37 (2013). es_ES
dc.description.references Sorokowska, A., Sorokowski, P. & Havlíček, J. Body odor based personality judgments: The effect of fragranced cosmetics. Front. Psychol. 7, 530 (2016). es_ES
dc.description.references Vega-Gómez, F. I., Miranda-Gonzalez, F. J., Perez Mayo, J., González-López, Ó. R. & Pascual-Nebreda, L. The scent of art. Perception, evaluation, and behaviour in a museum in response to olfactory marketing. Sustainability. 12(4), 1384 (2020). es_ES
dc.description.references Camps, J., Stouten, J., Tuteleers, C. & van Son, K. Smells like cooperation? Unpleasant body odor and people’s perceptions and helping behaviors. J. Appl. Soc. Psychol. 44(2), 87–93 (2014). es_ES
dc.description.references Chen, D. & Haviland-Jones, J. Human olfactory communication of emotion. Percept. Mot. Skills 91(3), 771–781 (2000). es_ES
dc.description.references de Groot, J. H., Smeets, M. A. & Semin, G. R. Rapid stress system drives chemical transfer of fear from sender to receiver. PLoS One 10(2), e0118211 (2015). es_ES
dc.description.references Cecchetto, C., Lancini, E., Bueti, D., Rumiati, R. I. & Parma, V. Body odors (even when masked) make you more emotional: Behavioral and neural insights. Sci. Rep. 9(1), 1–14 (2019). es_ES
dc.description.references Croijmans, I., Beetsma, D., Aarts, H., Gortemaker, I. & Smeets, M. The role of fragrance and self-esteem in perception of body odors and impressions of others. PLoS One 16(11), e0258773 (2021). es_ES
dc.description.references Lundström, J. N. & Olsson, M. J. Functional neuronal processing of human body odors. Vitam. Horm. 83, 1–23 (2010). es_ES
dc.description.references Mildner, S. & Buchbauer, G. Human body scents: Do they influence our behavior?. Nat. Prod. Commun. 8(11), 19345781300801136 (2013). es_ES
dc.description.references Lundström, J. N., Boyle, J. A., Zatorre, R. J. & Jones-Gotman, M. Functional neuronal processing of body odors differs from that of similar common odors. Cereb. Cortex 18(6), 1466–1474 (2008). es_ES
dc.description.references Zheng, Y. et al. Human chemosignals of disgust facilitate food judgment. Sci. Rep. 8(1), 17006–17106 (2018). es_ES
dc.description.references Guerin, B. Mere presence effects in humans: A review. J. Exp. Soc. Psychol. 22(1), 38–77 (1986). es_ES
dc.description.references Strauss, B. Social facilitation in motor tasks: A review of research and theory. Psychol. Sport Exerc. 3(3), 237–256 (2002). es_ES
dc.description.references Zajonc, R. B. & Sales, S. M. Social facilitation of dominant and subordinate responses. J. Exp. Soc. Psychol. 2(2), 160–168 (1966). es_ES
dc.description.references Mujica-Parodi, L. R. et al. Chemosensory cues to conspecific emotional stress activate amygdala in humans. PLoS ONE 4(7), e6415 (2009). es_ES
dc.description.references Pause, B. M. Processing of body odor signals by the human brain. Chemosens. Percept. 5(1), 55–63 (2012). es_ES
dc.description.references O’Guinn, T. C., Tanner, R. J. & Maeng, A. Turning to space: Social density, social class, and the value of things in stores. J. Consum. Res. 42(2), 196–213 (2015). es_ES
dc.description.references Dietvorst, R. C. et al. A sales force-specific theory-of-mind scale: Tests of its validity by classical methods and functional magnetic resonance imaging. J. Mark. Res. 46(5), 653–668 (2009). es_ES
dc.description.references Efird, J. Blocked randomization with randomly selected block sizes. Int. J. Environ. Res. Public Health 8(1), 15–20 (2011). es_ES
dc.description.references Kobal, G. et al. “Sniffin’sticks”: Screening of olfactory performance. Rhinology 34(4), 222–226 (1996). es_ES
dc.description.references Breidert, C., Hahsler, M., & Reutterer, T. A review of methods for measuring willingness-to-pay. Innov. Mark. 2(4) (2006). es_ES
dc.description.references Schmidt, J. & Bijmolt, T. H. Accurately measuring willingness to pay for consumer goods: A meta-analysis of the hypothetical bias. J. Acad. Mark. Sci. 48(3), 499–518 (2020). es_ES


Este ítem aparece en la(s) siguiente(s) colección(ones)

Mostrar el registro sencillo del ítem