Shining in the Center: Central Gaze Cascade Effect on Product Choice

Abstract : Consumers' tendency to choose the option in the center of an array and the process underlying this effect is explored. Findings from two eye-tracking studies suggest that brands in the horizontal center receive more visual attention. They are more likely to be chosen. Investigation of the attention process revealed an initial central fixation bias, a tendency to look first at the central option, and a central gaze cascade effect, progressively increasing attention focused on the central option right prior to decision. Only the central gaze cascade effect was related to choice. An offline study with tangible products demonstrated that the centrally located item within a product category is chosen more often, even when it is not placed in the center of the visual field. Despite widespread use, memory-based attention measures were not correlated with eye-tracking measures. They did not capture visual attention and were not related to choice.
Type de document :
Article dans une revue
Journal of Consumer Research, Oxford University Press (OUP), 2012, 39 (4), pp.848-866. 〈10.1086/665984〉
Liste complète des métadonnées

https://hal-hec.archives-ouvertes.fr/hal-00758534
Contributeur : Amaury Bouvet <>
Soumis le : mercredi 28 novembre 2012 - 18:19:51
Dernière modification le : jeudi 11 janvier 2018 - 06:19:31

Lien texte intégral

Identifiants

Collections

Citation

Selin Atalay, H. Onur Bodur, Dina Rasolofoarison. Shining in the Center: Central Gaze Cascade Effect on Product Choice. Journal of Consumer Research, Oxford University Press (OUP), 2012, 39 (4), pp.848-866. 〈10.1086/665984〉. 〈hal-00758534〉

Partager

Métriques

Consultations de la notice

239