An overstimulated consumer in a highly visual world: the moderating effect of the highly sensitive person trait on the attitude towards the ad

Electronic Commerce Research - Tập 23 - Trang 1429-1458 - 2022
Ana Cláudia Amaro1, Luisa M. Martinez1,2, Filipe R. Ramos3, Karla Menezes4,5, Silvio Menezes4,6
1Instituto Português de Administração de Marketing - IPAM Lisboa, Lisboa, Portugal
2UNIDCOM/IADE, Unidade de Investigação em Design e Comunicação, Lisboa, Portugal
3Centro de Estatística e Aplicações da Universidade de Lisboa (CEAUL), Faculdade de Ciências da Universidade de Lisboa, Lisboa, Portugal
4Faculty of Economics, Universidade de Coimbra, CeBER, Coimbra, Portugal
5Instituto Politécnico de Setúbal, Setúbal, Portugal
6Instituto Português de Administração de Marketing - IPAM Porto, Porto, Portugal

Tóm tắt

Brands are striving for attention and seeking to attract the right customer, therefore online advertisements have become their big new showroom. Generally, advertisements combine colored imagery and strong movements to encourage and capture the consumer’s attention. However, research shows that people may react differently to similar stimuli depending on their personality traits. This research focuses on how people with a higher sensitivity to external stimuli – commonly defined as Highly Sensitive Persons (HSPs) – react when exposed to ads with excessive visual stimuli (i.e., colors, dynamic imagery, complex layouts). Results from two studies – (1) an experiment conducted online (n = 149); and (2) a biometric data collection using Mind Wave, a brain wave-reading device from NeuroSky (n = 18) – showed that the HSP trait affects ads perception and leads to a negative reaction toward overstimulating advertisements. This study sheds some light on the literature about personality traits and online consumer behavior.

Tài liệu tham khảo

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