Abstract
Optimising communications to take account of user states is a nascent, huge and growing business opportunity for the retail and advertising worlds. Understanding people’s behaviours, thoughts and emotions to different messages in different contexts at different times, can inform the strategic planning and design of systems promoting positive customer experiences and increasing retail sales. Using theory combined with applied insights from our projects, this paper highlights a number of factors (mindset, attention, focus, time pressure and salience) that drive ‘search’ behaviour in a dynamic retail based environment. The work has implications for developing symbiotic systems.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Ruddick, G.: Waitrose to let shoppers pick discounts in ‘game changing’ move. The Telegraph. www.telegraph.co.uk/finance/newsbysector/retailandconsumer/11681363/Waitrose-to-let-shoppers-pick-discounts-in-game-changing-move.html, June 18, 2015
Dhar, R., Kim, E.Y.: Seeing the forest or the trees: Implications of construal level theory for consumer choice. Journal of Consumer Psychology 17(2), 96–100 (2007)
Gollwitzer, P.M.: Chapter 2. Action phases and mind-sets. In: Higgins, E.T., Sorrentino, R.M., (eds.) Handbook of Motivation and Cognition. Foundations of Social Behavior, vol. 2. The Guilford Press (1990). https://psych.nyu.edu/gollwitzer/90Goll_ActionPhasesMindSets.pdf
Schultz, W., Dayan, P., Montague, P.R.: A neural substrate of prediction and reward. Science 275, 15931599 (1997)
Balleine, B.W., Dickinson, A.: Goal directed instrumental action: Contingency and incentive learning and their cortical substrates. Neuropsychopharmacology 37, 407–419 (1998)
Frith, C.D., Friston, K.J., Liddle, P.F., Fracowiak, R.S.J.: PET imaging and cognition in schiziphrenia. Journal of the Royal Society of Medicine 85, 222–224 (1992)
Bannon, M.J., Roth, R.H.: Pharmacology of mesocortical dopamine neurons. Pharmacological Reviews 35(1), 53–68 (1983)
Berridge, K.C.: Food reward: Brain substrates of wanting and liking. Neuroscience and Biobehavioural Reviews 20(1), 1–25 (1996)
Powell, J., Tait, S., Lessiter, J.: Cigarette smoking and attention to signals of reward and threat in the Stroop paradigm. Addiction 97(9), 1163–1170 (2002)
Eysenck, H.J., Eysenck, S.B.J.: Manual of the Eysenck Personality Scales. Hodder and Stoughton (1991)
Carver, C.S., White, T.L.: Behavioural inhibition, behavioural activation, and affective responses to impending reward and punishment: The BIS/BAS scales. Journal of Personality and Social Psychology 67, 319–333 (1994)
Corr, P.J.: The Reinforcement Sensitivity Theory of Personality. Cambridge University Press, Cambridge (2008)
Goldsmith, K., Xu, J., Dhar, R.: The power of customers’ mindsets. Sloan Management Review 52(1), 19–20 (2010)
British Psychological Society. Why we find airports so stressful, July 01, 2011. http://www.bps.org.uk/news/why-we-find-airports-so-stressful
Ratcliffe, E., Freeman, J.: Aircraft views in airport environments: Affective appraisals and relationships with attention restoration (in preparation)
Winterman, D.: The surprising uses for birdsong. BBC News Magazine, May 8, 2013. http://www.bbc.co.uk/news/magazine-22298779
Stroud, J.: The fine structure of psychological time. In: Quastler, H. (ed.) Information Theory in Psychology: Problems and Methods, pp. 174–207. Free Press, Glencoe (1955)
Hawes, D.K.: The time variable in models of consumer behavior. Advances in Consumer Research 7(1), 442–447 (1980)
Reutskaja, E., Nagel, R., Camerer, C., Rangel, A.: Search Dynamics in Consumer Choice under Time Pressure: An Eye-Tracking Study. American Economic Review 101(2), 900–926 (2011). http://www.rnl.caltech.edu/publications/pdf/reutskaja2011.pdf
Gibridge, T.J., Inman, J.J., Stilley, K.M.: What determines unplanned purchases? A model including shopper purchase history and within-trip dynamics (2013). https://marketing.wharton.upenn.edu/mktg/assets/File/Dynamic%20Effects%20in%20Unplanned%20Purchase%20Behavior%202-18-13.pdf
Johnson, P., Gibson, J., Freeman, J.: The Impact of Lookalikes: Similar packaging and fast-moving consumer goods. Research Report for the Intellectual Property Office (2013). http://webarchive.nationalarchives.gov.uk/20140320154249/http://www.ipo.gov.uk/ipresearch-looklikes-310513.pdf
Facoetti, A., Molteni, M.: Is attentional focusing an inhibitory process at distractor location? Cognitive Brain Research 10, 185–188 (2000). http://decone.psy.unipd.it/De.Co.Ne_LAB_Unipd/A._Facoetti_files/Cogn%20Brain%20Res%20Facoetti%20%26%20Molteni%202001.pdf
James, W.: The Principles of Psychology, vol. 1. Henry Holt and Co., New York (1890)
Posner, M.: Orienting of attention. Quarterly Journal of Experimental Psychology 32, 3–25 (1980)
Eriksen, C., Rohrbaugh, J.: Some factors determining efficiency of selective attention. The American Journal of Psychology 83(3), 330–342 (1970)
Eriksen, C., Hoffman, J.: Temporal and spatial characteristics of selective encoding from visual displays. Perception and Psychophysics 12(2B), 201–204 (1972)
Nideffer, M.: Test of attentional and interpersonal style. Journal of Personality and Social Psychology 34(3), 394–404 (1976)
Grier, R.A., Warm, J.S., Dember, W.M., Matthews, G., Galinski, T.L., Szalma, J.L., Parasuraman, R.: The Vigilance Decrement Reflects Limitations in Effortful Attention. Not Mindlessness. Human Factors 45(3), 349–359 (2003)
Kahneman, D.: Attention and Effort. Prentice-Hall, Inc., Englewood Cliffs (1973)
Barfield, W., Zeltzer, D., Sheridan, T.B., Slater, M.: Presence and performance within virtual environments. In: Barfield, W., Furness, T.A. (eds.) Virtual Environments and Advanced Interface Design, pp. 473–541. Oxford University Press, Oxford (1995)
Lessiter, J., Freeman, J., Keogh, E., Davidoff, J.: A Cross-Media Presence Questionnaire: The ITC-Sense of Presence Inventory. Presence Teleoperators and Virtual Environments 10(3), 282–297 (2001)
Kuhlthau, C.C.: Seeking Meaning: A Process Approach to Library and Information Services, 2nd edn. Libraries Unlimited, Westport, CT (2004)
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2015 Springer International Publishing Switzerland
About this paper
Cite this paper
Lessiter, J., Ferrari, E., Coppi, A.E., Freeman, J. (2015). Applying Psychology Research to Shopper Mindsets with Implications for Future Symbiotic Search Systems. In: Blankertz, B., Jacucci, G., Gamberini, L., Spagnolli, A., Freeman, J. (eds) Symbiotic Interaction. Symbiotic 2015. Lecture Notes in Computer Science(), vol 9359. Springer, Cham. https://doi.org/10.1007/978-3-319-24917-9_9
Download citation
DOI: https://doi.org/10.1007/978-3-319-24917-9_9
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-24916-2
Online ISBN: 978-3-319-24917-9
eBook Packages: Computer ScienceComputer Science (R0)