Journal of Advertising and Sales Management

Journal of Advertising and Sales Management

Presenting and evaluating a conceptual model based on neural marketing in order to investigate the purchase intention of customers from supermarket goods

Document Type : Excerpt from a doctoral dissertation

Authors
1 PhD student, Department of Business Administration, Shahr-e-Qods Branch, Islamic Azad University, Tehran, Iran.
2 Assistant Professor, Department of Business Management, Shahr-e-Qods Branch, Islamic Azad University, Tehran, Iran.
10.52547/JABM.3.2.188.414
Abstract
Neuromarketing with the aim of explaining the role of hidden parameters in a person's subconscious that can lead to purchase decisions will help to improve the advertising and sales approaches of companies and organizations. Due to the fact that fast-moving supermarket products create a high turnover for industry owners, it is especially important to pay attention to the elements of neuromarketing among a huge number of products of the same category. In this research, a conceptual model with dimensions including the role of immediate emotions and emotions stimuli, product visual stimuli, product content stimuli, contrastability and self-centeredness is presented and evaluated. This research is qualitative and peer-reviewed, and it was carried out with the help of defining a questionnaire with 6 dimensions and 30 items, which quantifies the data with the help of a 5-parameter Likert scale. The statistical population of the research consisted of 280 people in the age, occupational, educational, and both gender and work history categories to lead the entire statistical population of supermarket goods consumers. The results of the test showed the effectiveness of the proposed model by proving the dimensions of the emotional visual stimuli and contrast and self-centeredness of the customer, while the effect of stimulating attention to the beginning and end of the presented content was not verified correctly. The results of the evaluations with a significant coefficient and a reliable correlation showed the relationship between the recruitment of the young generation in the age group of 40-20 years and master's and bachelor's degrees as the most effective group of neuromarketing variables.
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