16,130
Views
63
CrossRef citations to date
0
Altmetric
Literature Review Corner

Social Consumer Neuroscience: Neurophysiological Measures of Advertising Effectiveness in a Social Context

, &

REFERENCES

  • Algesheimer, René, Utpal M. Dholakia, and Andreas Herrmann. (2005), “The Social Influence of Brand Community: Evidence from European Car Clubs,” Journal of Marketing, 69 (3), 19–34.
  • Ames, Daniel L., Adrianna C. Jenkins, Mahzarin R. Banaji, and Jason P. Mitchell (2008), “Taking Another Person's Perspective Increases Self-Referential Neural Processing,” Psychological Science, 19 (7), 642–44.
  • Anders, Silke, Jakob Heinzle, Nikolaus Weiskopf, Thomas Ethofer, and John-Dylan Haynes (2011), “Flow of Affective Information between Communicating Brains,” Neuroimage, 54 (1), 439–46.
  • Ariely, Dan, and Gregory S. Berns (2010), “Neuromarketing: The Hope and Hype of Neuroimaging in Business,” Nature Reviews Neuroscience, 11 (4), 284–92.
  • ———, and Jonathan Levav (2000), “Sequential Choice in Group Settings: Taking the Road Less Traveled and Less Enjoyed,” Journal of Consumer Research, 27 (3), 279–90.
  • Babiloni, Fabio, and Laura Astolfi (2014), “Social Neuroscience and Hyperscanning Techniques: Past, Present and Future,” Neuroscience and Biobehavioral Reviews, 44, 76–93.
  • ———, Febo Cincotti, D. Mattia, Fabrizio De Vico Fallani, A. Tocci, Luigi Bianchi, S. Salinari, M.G. Marciani, A. Colosimo, and Laura Astolfi (2007), “High Resolution EEG Hyperscanning during a Card Game,” in Engineering in Medicine and Biology Society, 29th Annual International Conference of the IEEE, 4957–60.
  • Bakalash, Tomer, and Hila Riemer (2013), “Exploring Ad-Elicited Emotional Arousal and Memory for the Ad Using fMRI,” Journal of Advertising, 42 (4), 275–91.
  • Bartra, Oscar, Joseph T. McGuire, and Joseph W. Kable (2013), “The Valuation System: A Coordinate-Based Meta-Analysis of BOLD fMRI Experiments Examining Neural Correlates of Subjective Value,” Neuroimage, 76, 412–27.
  • Bellman, Steven, John R. Rossiter, Anika Schweda, and Duane Varan (2012), “How Coviewing Reduces the Effectiveness of TV Advertising,” Journal of Marketing Communications, 18 (5), 363–78.
  • Boerman, Sophie C., Eva A. Van Reijmersdal, and Peter C. Neijens (2015), “Using Eye Tracking to Understand the Effects of Brand Placement Disclosure Types in Television Programs,” Journal of Advertising, 44 (3), 196–207.
  • Campbell-Meiklejohn, Daniel K., Dominik R. Bach, Andreas Roepstorff, Raymond J. Dolan, and Chris D. Frith (2010), “How the Opinion of Others Affects Our Valuation of Objects,” Current Biology, 20 (13), 1165–70.
  • Chan, Cindy, Jonah Berger, and Leaf Van Boven (2012), “Identifiable But Not Identical: Combining Social Identity and Uniqueness Motives in Choice,” Journal of Consumer Research, 39 (3), 561–73.
  • Chan, Kara, Lyann Li, Sandra Diehl, and Ralf Terlutter (2007), “Consumers' Response to Offensive Advertising: A Cross-Cultural Study,” International Marketing Review, 24 (5), 606–28.
  • Cialdini, Robert B., and Noah J. Goldstein (2004), “Social Influence: Compliance and Conformity,” Annual Review of Psychology, 55, 591–621.
  • Cobb-Walgren, Cathy J., Cynthia A. Ruble, and Naveen Donthu (1995), “Brand Equity, Brand Preference, and Purchase Intent,” Journal of Advertising, 24 (3), 25–40.
  • Csikszentmihalyi, Mihaly, and Robert Kubey (1981), “Television and the Rest of Life: A Systematic Comparison of Subjective Experience,” Public Opinion Quarterly, 45 (3), 317–28.
  • Dahl, Darren W., Rajesh V. Manchanda, and Jennifer J. Argo (2001), “Embarrassment in Consumer Purchase: The Roles of Social Presence and Purchase Familiarity,” Journal of Consumer Research, 28 (3), 473–81.
  • Davey, Christopher G., Nicholas B. Allen, Ben J. Harrison, Dominic B. Dwyer, and Murat Yücel (2010), “Being Liked Activates Primary Reward and Midline Self-Related Brain Regions,” Human Brain Mapping, 31 (4), 660–68.
  • Davidson, Richard J. (2004), “What Does the Prefrontal Cortex ‘Do’ in Affect? Perspectives on Frontal EEG Asymmetry Research,” Biological Psychology, 67 (1), 219–34.
  • De Pelsmacker, Patrick, Maggie Geuens, and Pascal Anckaert (2002), “Media Context and Advertising Effectiveness: The Role of Context Appreciation and Context/Ad Similarity,” Journal of Advertising, 31 (2), 49–61.
  • Dmochowski, Jacek P., Matthew A. Bezdek, Brian P. Abelson, John S. Johnson, Eric H. Schumacher, and Lucas C. Parra (2014), “Audience Preferences are Predicted by Temporal Reliability of Neural Processing,” Nature Communications, 5, art. 4567.
  • ———, Paul Sajda, Joao Dias, and Lucas C. Parra (2012), “Correlated Components of Ongoing EEG Point to Emotionally Laden Attention—A Possible Marker of Engagement?,” Frontiers in Human Neuroscience, 6, 112.
  • Edelson, Micah, Tali Sharot, Raymond J. Dolan, and Yadin Dudai (2011), “Following the Crowd: Brain Substrates of Long-Term Memory Conformity,” Science, 333 (6038), 108–111.
  • eMarketer.com. (2015), “Total Media Ad Spending Growth Slows Worldwide,” September 15, https://www.emarketer.com/Article/Total-Media-Ad-Spending-Growth-Slows-Worldwide/1012981.
  • Falk, Emily B., Elliot T. Berkman, and Matthew D. Lieberman (2012), “From Neural Responses to Population Behavior Neural Focus Group Predicts Population-Level Media Effects,” Psychological Science, 23 (5), 439–45.
  • ———, Matthew Brook O'Donnell, Steve Tompson, Richard Gonzalez, Sonya Dal Cin, Victor Strecher, K. Michael Cummings, and Lawrence An (2015), “Functional Brain Imaging Predicts Public Health Campaign Success,” Social Cognitive and Affective Neuroscience, 11 (2), 204–14.
  • Fisher, Robert J. (1993), “Social Desirability Bias and the Validity of Indirect Questioning,” Journal of Consumer Research, 20 (2), 303–315.
  • ———, and Laurette Dubé (2005), “Gender Differences in Responses to Emotional Advertising: A Social Desirability Perspective,” Journal of Consumer Research, 31 (4), 850–58.
  • Fliessbach, Klaus, Bernd Weber, Peter Trautner, Thomas Dohmen, Uwe Sunde, Christian E. Elger, and Armin Falk (2007), “Social Comparison Affects Reward-Related Brain Activity in the Human Ventral Striatum,” Science, 318 (5854), 1305–308.
  • Han, Young Jee, Joseph C. Nunes, and Xavier Drèze (2010), “Signaling Status with Luxury Goods: The Role of Brand Prominence,” Journal of Marketing, 74 (4), 15–30.
  • Hari, Riitta, and Miiamaaria V. Kujala (2009), “Brain Basis of Human Social Interaction: From Concepts to Brain Imaging,” Physiological Reviews, 89 (2), 453–79.
  • Hasson, Uri, Asif A. Ghazanfar, Bruno Galantucci, Simon Garrod, and Christian Keysers (2012), “Brain-to-Brain Coupling: A Mechanism for Creating and Sharing a Social World,” Trends in Cognitive Sciences, 16 (2), 114–21.
  • ———, Yuval Nir, Ifat Levy, Galit Fuhrmann, and Rafael Malach (2004), “Intersubject Synchronization of Cortical Activity during Natural Vision,” Science, 303 (5664), 1634–40.
  • Hazlett, Richard L., and Sasha Y. Hazlett (1999), “Emotional Response to Television Commercials: Facial EMG vs. Self-report,” Journal of Advertising Research, 39, 7–24.
  • Huettel, Scott A., Allen W. Song, and Gregory McCarthy (2004), Functional Magnetic Resonance Imaging, 2nd ed., Sunderland, MA: Sinauer Associates.
  • Izuma, Keise, Daisuke N. Saito, and Norihiro Sadato (2008), “Processing of Social and Monetary Rewards in the Human Striatum,” Neuron, 58 (2), 284–94.
  • Jayasinghe, Laknath, and Mark Ritson (2013), “Everyday Advertising Context: An Ethnography of Advertising Response in the Family Living Room,” Journal of Consumer Research, 40 (1), 104–21.
  • Jensen, Ole, and Ali Mazaheri (2010), “Shaping Functional Architecture by Oscillatory Alpha Activity: Gating by Inhibition,” Frontiers in Human Neuroscience, 4, 186.
  • Johansson, Petter, Lars Hall, Sverker Sikström, Betty Tärning, and Andreas Lind (2006), “How Something Can Be Said about Telling More Than We Can Know: On Choice Blindness and Introspection,” Consciousness and Cognition, 15 (4), 673–92.
  • Kamins, Michael A., Meribeth J. Brand, Stuart A. Hoeke, and John C. Moe (1989), “Two-Sided versus One-Sided Celebrity Endorsements: The Impact on Advertising Effectiveness and Credibility,” Journal of Advertising, 18 (2), 4–10.
  • Kasai, Kiyoto, Masato Fukuda, Noriaki Yahata, Kentaro Morita, and Naotaka Fujii (2015), “The Future of Real-World Neuroscience: Imaging Techniques to Assess Active Brains in Social Environments,” Neuroscience Research, 90, 65–71.
  • King-Casas, Brooks, Damon Tomlin, Cedric Anen, Colin F. Camerer, Steven R. Quartz, and P. Read Montague (2005), “Getting to Know You: Reputation and Trust in a Two-Person Economic Exchange,” Science, 308 (5718), 78–83.
  • Klimesch, Wolfgang (2012), “Alpha-Band Oscillations, Attention, and Controlled Access to Stored Information,” Trends in Cognitive Sciences, 16 (12), 606–617.
  • Knutson, Brian, Scott Rick, G. Elliott Wimmer, Drazen Prelec, and George Loewenstein (2007), “Neural Predictors of Purchases,” Neuron, 53 (1), 147–56.
  • Kurt, Didem, J. Jeffrey Inman, and Jennifer J. Argo (2011), “The Influence of Friends on Consumer Spending: The Role of Agency-Communion Orientation and Self-Monitoring,” Journal of Marketing Research, 48 (4), 741–54.
  • Langleben, Daniel D., James W. Loughead, Kosha Ruparel, Jonathan G. Hakun, Samantha Busch-Winokur, Matthew B. Holloway, Andrew A. Strasser, Joseph N. Cappella, and Caryn Lerman (2009), “Reduced Prefrontal and Temporal Processing and Recall of High ‘Sensation Value’ Ads,” Neuroimage, 46 (1), 219–25.
  • Lewis, Michael (2000), “Self-Conscious Emotions: Embarrassment, Pride, Shame, and Guilt,” in Handbook of Emotions, Michael Lewis and Jodi M. Haviland-Jones, eds., New York: Guilford Press, 623–36.
  • Lieberman, Matthew D. (2013), Social: Why Our Brains Are Wired to Connect, New York: Crown.
  • ———, and Naomi I. Eisenberger (2008), “The Pains and Pleasures of Social Life: A Social Cognitive Neuroscience Approach,” NeuroLeadership Journal, 1, 38–43.
  • Loewenstein, George, and David Schkade (1999), “Wouldn't It Be Nice? Predicting Future Feelings,” in Well-Being: The Foundations of Hedonic Psychology, Daniel Kahneman, Ed Diener, and Norbert Schwarz, eds., New York: Russell Sage Foundation, 85–105.
  • Malthouse, Edward C., Bobby J. Calder, and Ajit Tamhane (2007), “The Effects of Media Context Experiences on Advertising Effectiveness,” Journal of Advertising, 36 (3), 7–18.
  • Miller, Rowland S. (1996), Embarrassment: Poise and Peril in Everyday Life, New York: Guilford Press.
  • Mitchell, Jason P., Mahzarin R. Banaji, and C. Neil MacRae (2005), “The Link between Social Cognition and Self-Referential Thought in the Medial Prefrontal Cortex,” Journal of Cognitive Neuroscience, 17 (8), 1306–315.
  • Mittal, Vikas, and Wagner A. Kamakura (2001), “Satisfaction, Repurchase Intent, and Repurchase Behavior: Investigating the Moderating Effect of Customer Characteristics,” Journal of Marketing Research, 38 (1), 131–42.
  • Moorman, Marjolein, Lotte M. Willemsen, Peter C. Neijens, and Edith G. Smit (2012), “Program-Involvement Effects on Commercial Attention and Recall of Successive and Embedded Advertising,” Journal of Advertising, 41 (2), 25–38.
  • Mora, José-Domingo (2016), “Social Context and Advertising Effectiveness: A Dynamic Study,” International Journal of Advertising, 35 (2), 325–44.
  • Morelli, Sylvia A., Jared B. Torre, and Naomi I. Eisenberger (2014), “The Neural Bases of Feeling Understood and Not Understood,” Social Cognitive and Affective Neuroscience, 9 (12), 1890–96.
  • Morris, Jon D., Nelson J. Klahr, Feng Shen, Jorge Villegas, Paul Wright, Guojun He, and Yijun Liu (2009), “Mapping a Multidimensional Emotion in Response to Television Commercials,” Human Brain Mapping, 30 (3), 789–96.
  • Northoff, Georg, Alexander Heinzel, Moritz de Greck, Felix Bermpohl, Henrik Dobrowolny, and Jaak Panksepp (2006), “Self-Referential Processing in Our Brain—A Meta-Analysis of Imaging Studies on the Self,” Neuroimage, 31 (1), 440–57.
  • Paulus, Frieder M., Laura Müller-Pinzler, Andreas Jansen, Valeria Gazzola, and Sören Krach (2014), “Mentalizing and the Role of the Posterior Superior Temporal Sulcus in Sharing Others' Embarrassment,” Cerebral Cortex, 25 (8), 2065–75.
  • Pieters, Rik, Edward Rosbergen, and Michel Wedel (1999), “Visual Attention to Repeated Print Advertising: A Test of Scanpath Theory,” Journal of Marketing Research, 36 (4), 424–38.
  • ———, and Michel Wedel (2004), “Attention Capture and Transfer in Advertising: Brand, Pictorial, and Text-Size Effects,” Journal of Marketing, 68 (2), 36–50.
  • ———, and ——— (2007), “Goal Control of Attention to Advertising: The Yarbus Implication,” Journal of Consumer Research, 34 (2), 224–33.
  • Plassmann, Hilke, Tim Ambler, Sven Braeutigam, and Peter Kenning (2007), “What Can Advertisers Learn from Neuroscience?,” International Journal of Advertising, 26 (2), 151–75.
  • Poels, Karolien, and Siegfried Dewitte (2006), “How to Capture the Heart? Reviewing 20 Years of Emotion Measurement in Advertising,” Journal of Advertising Research, 46 (1), 18–37.
  • Pozharliev, Rumen, Willem J.M.I. Verbeke, Jan W. Van Strien, and Richard P. Bagozzi (2015), “Merely Being with You Increases My Attention to Luxury Products: Using EEG to Understand Consumers' Emotional Experience of Luxury Branded Products,” Journal of Marketing Research, 52 (4), 546–58.
  • Puntoni, Stefano, Ilona E. de Hooge, and Willem J.M.I. Verbeke (2015), “Advertising-Induced Embarrassment,” Journal of Advertising, 44 (1), 71–79.
  • ———, and Nader T. Tavassoli (2007), “Social Context and Advertising Memory,” Journal of Marketing Research, 44 (2), 284–96.
  • Raghunathan, Rajagopal, and Kim Corfman (2006), “Is Happiness Shared Doubled and Sadness Shared Halved? Social Influence on Enjoyment of Hedonic Experiences,” Journal of Marketing Research, 43 (3), 386–94.
  • Rossiter, John R., R.S. Silberstein, Philip G. Harris, and Geoff Nield (2001), “Brain-Imaging Detection of Visual Scene Encoding in Long-Term Memory for TV Commercials,” Journal of Advertising Research, 41 (2), 13–22.
  • Rothschild, Michael L., Yong J. Hyun, Bryon Reeves, Esther Thorson, and Robert Goldstein (1988), “Hemispherically Lateralized EEG as a Response to Television Commercials,” Journal of Consumer Research, 15 (2), 185–98.
  • ———, Esther Thorson, Byron Reeves, Judith E. Hirsch, and Robert Goldstein (1986), “EEG Activity and the Processing of Television Commercials,” Communication Research, 13 (2), 182–220.
  • Ruff, Christian C., and Ernst Fehr (2014), “The Neurobiology of Rewards and Values in Social Decision Making,” Nature Reviews Neuroscience, 15 (8), 549–62.
  • Shapiro, Stewart, and H. Shanker Krishnan (2001), “Memory-Based Measures for Assessing Advertising Effects: A Comparison of Explicit and Implicit Memory Effects,” Journal of Advertising, 30 (3), 1–13.
  • Silberstein, Richard B., and Geoffrey E. Nield (2008), “Brain Activity Correlates of Consumer Brand Choice Shift Associated with Television Advertising,” International Journal of Advertising, 27 (3), 359–80.
  • Smit, Edith G., Sophie C. Boerman, and Lex van Meurs (2015), “The Power of Direct Context as Revealed by Eye Tracking,” Journal of Advertising Research, 55 (2), 216–27.
  • Smith, Michael E., and Alan Gevins (2004), “Attention and Brain Activity while Watching Television: Components of Viewer Engagement,” Media Psychology, 6 (3), 285–305.
  • Stanton, Steven J., Michelle M. Wirth, Christian E. Waugh, and Oliver C. Schultheiss (2009), “Endogenous Testosterone Levels Are Associated with Amygdala and Ventromedial Prefrontal Cortex Responses to Anger Faces in Men But Not Women,” Biological Psychology, 81 (2), 118–22.
  • Stoll, Marco, Sebastian Baecke, and Peter Kenning (2008), “What They See Is What They Get? An fMRI-Study on Neural Correlates of Attractive Packaging,” Journal of Consumer Behaviour, 7 (4–5), 342–59.
  • Sundar, S. Shyam, and Sriram Kalyanaraman (2004), “Arousal, Memory, and Impression-Formation Effects of Animation Speed in Web Advertising,” Journal of Advertising, 33 (1), 7–17.
  • Takahashi, Hidehiko, Noriaki Yahata, Michihiko Koeda, Tetsuya Matsuda, Kunihiko Asai, and Yoshiro Okubo (2004), “Brain Activation Associated with Evaluative Processes of Guilt and Embarrassment: An fMRI Study,” Neuroimage, 23 (3), 967–74.
  • Telpaz, Ariel, Ryan Webb, and Dino J. Levy (2015), “Using EEG to Predict Consumers' Future Choices,” Journal of Marketing Research, 52 (4), 511–29.
  • Tognoli, Emmanuelle, Julien Lagarde, Gonzalo C. DeGuzman, and J.A. Scott Kelso (2007), “The Phi Complex as a Neuromarker of Human Social Coordination,” Proceedings of the National Academy of Sciences, 104 (19), 8190–95.
  • Vecchiato, Giovanni, Laura Astolfi, Fabrizio De Vico Fallani, Febo Cincotti, Donatella Mattia, Serenella Salinari, Ramon Soranzo, and Fabio Babiloni (2010), “Changes in Brain Activity during the Observation of TV Commercials by Using EEG, GSR, and HR Measurements,” Brain Topography, 23 (2), 165–79.
  • ———, Jlenia Toppi, Laura Astolfi, Fabrizio De Vico Fallani, Febo Cincotti, Donatella Mattia, Francesco Bez, and Fabio Babiloni (2011), “Spectral EEG Frontal Asymmetries Correlate with the Experienced Pleasantness of TV Commercial Advertisements,” Medical and Biological Engineering and Computing, 49 (5), 579–83.
  • Venkatraman, Vinod, Angelika Dimoka, Paul A. Pavlou, Khoi Vo, William Hampton, Bryan Bollinger, Hal E. Hershfield, Masakazu Ishihara, and Russell S. Winer (2014), “Predicting Advertising Success Beyond Traditional Measures: New Insights from Neurophysiological Methods and Market Response Modeling,” Journal of Marketing Research, 52 (4), 436–52.
  • Verbeke, Willem J.M.I., and Richard P. Bagozzi (2003), “Exploring the Role of Self- and Customer-Provoked Embarrassment in Personal Selling,” International Journal of Research in Marketing, 20 (3), 233–58.
  • ———, Rumen Pozharliev, Jan W. Van Strien, Frank Belschak, and Richard P. Bagozzi (2014), “I Am Resting But Rest Less Well with You: The Moderating Effect of Anxious Attachment Style on Alpha Power during EEG Resting State in a Social Context,” Frontiers in Human Neuroscience, 8, 486.
  • Wedel, Michel, and Rik Pieters (2000), “Eye Fixations on Advertisements and Memory for Brands: A Model and Findings,” Marketing Science, 19 (4), 297–312.
  • ———, and ——— (2008), “A Review of Eye-Tracking Research in Marketing,” Review of Marketing Research, 4, 123–47.
  • Zajonc, Robert B. (1965), “Social Facilitation,” Science, 149, 269–74.
  • ——— (1980), “Feeling and Thinking: Preferences Need No Inferences,” American Psychologist, 35 (2), 151.
  • Zaki, Jamil, Jessica Schirmer, and Jason P. Mitchell (2011), “Social Influence Modulates the Neural Computation of Value,” Psychological Science, 22 (7), 894–900.
  • Zaltman, Gerald (2000), “Consumer Researchers: Take a Hike!,” Journal of Consumer Research, 26 (4), 423–28.