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THE EFFECT OF NEGATIVE INFORMATION ON PURCHASE REJECTION: AN fNIRS STUDY

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Date Issued:
2023
Abstract/Description:
The goal of this study is to determine how negative information affects purchasing decisions and what neurological processes are included in these purchasing decisions. Specifically, this study aims to explore the effect of consumers receiving the same negative attribute twice versus two different negative attributes for a product. The introduction of this study will discuss background concepts like the Controlled Semantic Cognition Framework from Lambon Ralph et al., (2017) and the neural processes behind selection as discussed in Thompson-Schill et al., (1997). The results indicated that there were differences in hemodynamic response between conditions where the same negative attribute was presented with a product twice versus conditions where two different negative attributes were presented with a product. Both behaviorally and hemodynamically, the results provide evidence supporting an inner conflict when dealing with two negative alternative choices. Future research could include realistic advertisements to better mimic everyday scenarios.
Title: THE EFFECT OF NEGATIVE INFORMATION ON PURCHASE REJECTION: AN fNIRS STUDY.
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Name(s): Caudle, Megan, author
Barnhardt, Terrance , Thesis advisor
Florida Atlantic University, Degree grantor
Department of Psychology
Charles E. Schmidt College of Science
Type of Resource: text
Genre: Electronic Thesis Or Dissertation
Date Created: 2023
Date Issued: 2023
Publisher: Florida Atlantic University
Place of Publication: Boca Raton, Fla.
Physical Form: application/pdf
Extent: 85 p.
Language(s): English
Abstract/Description: The goal of this study is to determine how negative information affects purchasing decisions and what neurological processes are included in these purchasing decisions. Specifically, this study aims to explore the effect of consumers receiving the same negative attribute twice versus two different negative attributes for a product. The introduction of this study will discuss background concepts like the Controlled Semantic Cognition Framework from Lambon Ralph et al., (2017) and the neural processes behind selection as discussed in Thompson-Schill et al., (1997). The results indicated that there were differences in hemodynamic response between conditions where the same negative attribute was presented with a product twice versus conditions where two different negative attributes were presented with a product. Both behaviorally and hemodynamically, the results provide evidence supporting an inner conflict when dealing with two negative alternative choices. Future research could include realistic advertisements to better mimic everyday scenarios.
Identifier: FA00014232 (IID)
Degree granted: Thesis (MA)--Florida Atlantic University, 2023.
Collection: FAU Electronic Theses and Dissertations Collection
Note(s): Includes bibliography.
Subject(s): Consumer behavior
Consumer behavior--Psychological aspects
Semantic memory
Persistent Link to This Record: http://purl.flvc.org/fau/fd/FA00014232
Use and Reproduction: Copyright © is held by the author with permission granted to Florida Atlantic University to digitize, archive and distribute this item for non-profit research and educational purposes. Any reuse of this item in excess of fair use or other copyright exemptions requires permission of the copyright holder.
Host Institution: FAU