Skip to main content
SpringerLink
Log in
Book cover

International Workshop on Symbiotic Interaction

Symbiotic 2015: Symbiotic Interaction pp 87–98Cite as

Applying Psychology Research to Shopper Mindsets with Implications for Future Symbiotic Search Systems

  • Conference paper
  • First Online:

  • 856 Accesses

Part of the book series: Lecture Notes in Computer Science ((LNISA,volume 9359))

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.

This is a preview of subscription content, log in via an institution.

Chapter
USD   29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD   34.99
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD   44.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Learn about institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  1. 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

  2. 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)

    Article  Google Scholar 

  3. 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

  4. Schultz, W., Dayan, P., Montague, P.R.: A neural substrate of prediction and reward. Science 275, 15931599 (1997)

    Article  Google Scholar 

  5. Balleine, B.W., Dickinson, A.: Goal directed instrumental action: Contingency and incentive learning and their cortical substrates. Neuropsychopharmacology 37, 407–419 (1998)

    Google Scholar 

  6. 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)

    Google Scholar 

  7. Bannon, M.J., Roth, R.H.: Pharmacology of mesocortical dopamine neurons. Pharmacological Reviews 35(1), 53–68 (1983)

    Google Scholar 

  8. Berridge, K.C.: Food reward: Brain substrates of wanting and liking. Neuroscience and Biobehavioural Reviews 20(1), 1–25 (1996)

    Article  Google Scholar 

  9. 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)

    Article  Google Scholar 

  10. Eysenck, H.J., Eysenck, S.B.J.: Manual of the Eysenck Personality Scales. Hodder and Stoughton (1991)

    Google Scholar 

  11. 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)

    Article  Google Scholar 

  12. Corr, P.J.: The Reinforcement Sensitivity Theory of Personality. Cambridge University Press, Cambridge (2008)

    Book  Google Scholar 

  13. Goldsmith, K., Xu, J., Dhar, R.: The power of customers’ mindsets. Sloan Management Review 52(1), 19–20 (2010)

    Google Scholar 

  14. British Psychological Society. Why we find airports so stressful, July 01, 2011. http://www.bps.org.uk/news/why-we-find-airports-so-stressful

  15. Ratcliffe, E., Freeman, J.: Aircraft views in airport environments: Affective appraisals and relationships with attention restoration (in preparation)

    Google Scholar 

  16. Winterman, D.: The surprising uses for birdsong. BBC News Magazine, May 8, 2013. http://www.bbc.co.uk/news/magazine-22298779

  17. 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)

    Google Scholar 

  18. Hawes, D.K.: The time variable in models of consumer behavior. Advances in Consumer Research 7(1), 442–447 (1980)

    Google Scholar 

  19. 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

    Article  Google Scholar 

  20. 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

  21. 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

  22. 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

    Article  Google Scholar 

  23. James, W.: The Principles of Psychology, vol. 1. Henry Holt and Co., New York (1890)

    Book  Google Scholar 

  24. Posner, M.: Orienting of attention. Quarterly Journal of Experimental Psychology 32, 3–25 (1980)

    Article  Google Scholar 

  25. Eriksen, C., Rohrbaugh, J.: Some factors determining efficiency of selective attention. The American Journal of Psychology 83(3), 330–342 (1970)

    Article  Google Scholar 

  26. Eriksen, C., Hoffman, J.: Temporal and spatial characteristics of selective encoding from visual displays. Perception and Psychophysics 12(2B), 201–204 (1972)

    Article  Google Scholar 

  27. Nideffer, M.: Test of attentional and interpersonal style. Journal of Personality and Social Psychology 34(3), 394–404 (1976)

    Article  Google Scholar 

  28. 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)

    Article  Google Scholar 

  29. Kahneman, D.: Attention and Effort. Prentice-Hall, Inc., Englewood Cliffs (1973)

    Google Scholar 

  30. 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)

    Google Scholar 

  31. 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)

    Article  Google Scholar 

  32. Kuhlthau, C.C.: Seeking Meaning: A Process Approach to Library and Information Services, 2nd edn. Libraries Unlimited, Westport, CT (2004)

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Psychology Department, Goldsmiths University of London, London, UK

    Jane Lessiter, Eva Ferrari, Alessia Eletta Coppi & Jonathan Freeman

Authors
  1. Jane Lessiter
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Eva Ferrari
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Alessia Eletta Coppi
    View author publications

    You can also search for this author in PubMed Google Scholar

  4. Jonathan Freeman
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Jane Lessiter .

Editor information

Editors and Affiliations

  1. Sekr. MAR 4-3, Rm 4.041, TU Berlin, Berlin, Berlin

    Benjamin Blankertz

  2. Dept of Computer Science, University of Helsinki, Helsinki

    Giulio Jacucci

  3. Università di Padova, Padua

    Luciano Gamberini

  4. Università di Padova, Padua

    Anna Spagnolli

  5. Department of Psychology, Goldsmiths University, London

    Jonathan Freeman

Rights and permissions

Reprints 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)

Publish with us

Policies and ethics

Search

Navigation