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Reliability of Consumer Choices for Conflicting Price Promotions

  • Amanda SargentEmail author
  • Jan Watson
  • Yigit Topoglu
  • Hongjun Ye
  • Wenting Zhong
  • Hasan Ayaz
  • Rajneesh Suri
Conference paper
Part of the Advances in Intelligent Systems and Computing book series (AISC, volume 953)

Abstract

Decisional conflict arises when all options of a multiple dimensional decisions task has equal or close to equal expected utility, causing additional mental effort. In this study, we investigated the potential of capturing decisional conflict related mental effort in a realistic complex decision-making task. In a binary choice paradigm, participants made decisions related to electricity supply plans. The study presented in each trial a choice with two different utility plans where variables related to fixed rate or time-of-use plans with peak-rate value and duration were compared against each other. We monitored the anterior prefrontal cortex of participants during binary decision-making, to assess the level of conflict using functional near infrared spectroscopy (fNIRS). Results indicate that fNIRS is able to measure the difference between conflict and no conflict decision making processes consistent with the neural efficiency hypothesis.

Keywords

Functional near infrared spectroscopy Consumer behavior Price promotions Decisional conflict 

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Copyright information

© Springer Nature Switzerland AG 2020

Authors and Affiliations

  • Amanda Sargent
    • 1
    Email author
  • Jan Watson
    • 1
  • Yigit Topoglu
    • 1
  • Hongjun Ye
    • 2
  • Wenting Zhong
    • 2
  • Hasan Ayaz
    • 1
    • 3
    • 4
    • 5
  • Rajneesh Suri
    • 2
    • 3
  1. 1.School of Biomedical Engineering, Science and Health SystemsDrexel UniversityPhiladelphiaUSA
  2. 2.LeBow College of Business, Drexel UniversityPhiladelphiaUSA
  3. 3.Drexel Business Solutions Institute, Drexel UniversityPhiladelphiaUSA
  4. 4.Department of Family and Community HealthUniversity of PennsylvaniaPhiladelphiaUSA
  5. 5.Center for Injury Research and Prevention, Children’s Hospital of PhiladelphiaPhiladelphiaUSA

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