El estudio de las emociones en el contexto del neuromarketing: una aproximación práctica y conceptual

Authors

  • Guillermo Rodríguez-Martínez

DOI:

https://doi.org/10.34117/bjdv10n4-014

Keywords:

emociones, neuromarketing, registro de movimiento ocular, registro facial, electroencefalografía, comportamiento del consumidor

Abstract

La evaluación y medición de las emociones se ha convertido en un pilar esencial para comprender los procesos actitudinales implicados en la exposición y recepción de mensajes publicitarios. Diversos procedimientos e instrumentos se emplean desde el neuromarketing para revisar las emociones elicitadas en las personas cuando se exponen a variados tipos de comunicación de marca, incluyendo, fundamentalmente, técnicas de registro de actividad oculomotora, lectura de expresiones faciales y cotejo de respuestas eléctricas a nivel de conexiones neuronales. El presente artículo busca, desde una revisión puramente teórica, escudriñar las tres técnicas arriba señaladas, cotejando literatura científica por la cual comprender sus alcances y su relevancia en el marco del entendimiento del consumidor en una perspectiva neurocientífica.

References

ALDAYEL, M., YKHLEF, M., & AL-NAFJAN, A. (2020). Deep learning for EEG-based preference classification in neuromarketing. Applied Sciences, 10(4), 1525. https://doi.org/ 10.3390/app10041525

ARANGO, C. A., RODRÍGUEZ-MARTÍNEZ, G., & MARROQUÍN-CIENDÚA, F. (2021). La contaminación visual en Bogotá: análisis de cargas visuales en localidades con alta estimulación publicitaria. Revista de Investigación, Desarrollo e Innovación, 11(2), 373-386. https://doi.org/10.19053/20278306.v11.n2.2021.12762

ALSHARIF, A. H., SALLEH, N. Z. M., & BAHARUN, R. (2021). Neuromarketing: Marketing research in the new millennium. Neuroscience Research Notes, 4(3), 27-35. https://doi.org/10.31117/neuroscirn.v4i3.79

AMARA, K., RAMZAN, N., ACHOUR, N., BELHOCINE, M., LARBES, C., & ZENATI, N. (2018, August). A new method for facial and corporal expression recognition. In 2018 IEEE 16th Intl Conf on Dependable, Autonomic and Secure Computing, 16th Intl Conf on Pervasive Intelligence and Computing, 4th Intl Conf on Big Data Intelligence and Computing and Cyber Science and Technology Congress (DASC/PiCom/DataCom/CyberSciTech) (pp. 446-450). IEEE. https://doi.org/10.1109/DASC/PiCom/DataCom/CyberSciTec.2018.00089

ARENT, K., GAKIS, M., SOBECKI, J., & SZCZEPANOWSKI, R. (2017). Toward emotion recognition embodied in social robots: implementation of laban movement analysis into NAO robot. Journal of Automation Mobile Robotics and Intelligent Systems, 11. https://doi.org/10.14313/JAMRIS_4-2017/31

BABIKER, A., FAYE, I., & MALIK, A. (2013, October). Pupillary behavior in positive and negative emotions. In 2013 IEEE International Conference on Signal and Image Processing Applications (pp. 379-383). IEEE. https://doi.org/10.1109/ICSIPA.2013.6708037

BARRERA, M., & CALDERÓN, L. (2013). Notes for supporting an epistemological neuropsychology: contributions from three perspectives. International Journal of Psychological Research, 6(2), 107-118. http://www.scielo.org.co/scielo.php?pid=S2011-20842013000200012&script=sci_arttext

BOJKO, A., & STEPHENSON, A. (2005). Supplementing conventional usability measures with eye movement data in evaluating visual search performance. In Proceedings of the 11th International Conference on Human-Computer Interaction (HCII 2005) (pp. 117-121). https://cir.nii.ac.jp/crid/1570009751131884800

BRADLEY, M. M., MICCOLI, L., ESCRIG, M. A., & LANG, P. J. (2008). The pupil as a measure of emotional arousal and autonomic activation. Psychophysiology, 45(4), 602-607. https://doi.org/10.1111/j.1469-8986.2008.00654.x

CHANG, H. J., YAN, R. N., & ECKMAN, M. (2014). Moderating effects of situational characteristics on impulse buying. International Journal of Retail & Distribution Management, 42 (4), 298-314. https://doi.org/10.1108/IJRDM-04-2013-0074

CHMIELEWSKI, S., LEE, D. J., TOMPALSKI, P., CHMIELEWSKI, T. J., & WĘŻYK, P. (2016). Measuring visual pollution by outdoor advertisements in an urban street using intervisibilty analysis and public surveys. International Journal of Geographical Information Science, 30 (4), 801-818. https://doi.org/10.1080/13658816.2015.1104316

CLAY, V., KÖNIG, P., & KOENIG, S. (2019). Eye tracking in virtual reality. Journal of Eye Movement Research, 12(1). https://doi.org/10.16910/jemr.12.1.3

COLMENERO, J., CATENA, A., & FUENTES, L. J. (2001). Atención visual: Una revisión sobre las redes atencionales del cerebro. Anales de Psicología/Annals of Psychology, 17(1), 45-67. https://revistas.um.es/analesps/article/view/29081/28141

CUETARA, M. J. A. (1995). Dilatación pupilar. Ciencias de la optometría: Revista trimestral de la Asociación de antiguos alumnos del Centro Boston de Optometría, (8), 6-11. https://dialnet.unirioja.es/servlet/articulo?codigo=4883428

DESMET, P. (2003). A multilayered model of product emotions. The design journal, 6(2), 4-13. Norwegian School of Economics. https://doi.org/10.2752/146069203789355480

DUQUE, A., & VÁZQUEZ, C. (2013). Implicaciones clínicas del uso del tamaño pupilar como indicador de actividad psicológica: una breve revisión. Clínica y Salud, 24(2), 95-101. https://doi.org/10.1016/S1130-5274(13)70011-2

EISMA, Y. B., & de WINTER, J. (2020). How do people perform an inspection time task? An examination of visual illusions, task experience, and blinking. Journal of Cognition, 3(1). https://doi.org/10.5334/joc.123

EKMAN, P., & OSTER, H. (1981). Expresiones faciales de la emoción. Estudios de Psicología, 2(7), 115-144. https://doi.org/10.1080/02109395.1981.10821273

FERRARI, V., DE CESAREI, A., MASTRIA, S., LUGLI, L., BARONI, G., NICOLETTI, R., & CODISPOTI, M. (2016). Novelty and emotion: Pupillary and cortical responses during viewing of natural scenes. Biological Psychology, 113, 75-82. https://doi.org/10.1016/j.biopsycho.2015.11.008

GOLNAR-NIK, P., FARASHI, S., & SAFARI, M. S. (2019). The application of EEG power for the prediction and interpretation of consumer decision-making: A neuromarketing study. Physiology & behavior, 207, 90-98. https://doi.org/10.1016/j.physbeh.2019.04.025

GURGU, E., GURGU, I. A., & TONIS, R. B. M. (2020). Neuromarketing for a better understanding of consumer needs and emotions. Independent Journal of Management & Production, 11(1), 208-235. https://doi.org/10.14807/ijmp.vili1.993

GUTIÉRREZ, J., & RODRÍGUEZ, G. (2020). Generación del concepto creativo publicitario en función del modelo de fases sugerido por Graham Wallas: un estudio cualitativo basado en las teorías asociacionista y gestáltica. Brazilian Journal of Development, 6(1), 1252-1273. https://doi.org/10.34117/bjdv6n1-088

ITTI, L. (2005). Models of bottom-up attention and saliency. In Laurent Itti, Geraint Rees & John K. Tsotsos (eds.), Neurobiology of attention (pp. 576-582). Academic Press. https://doi.org/10.1016/B978-012375731-9/50098-7

JORDÃO, I. L. D. S., SOUZA, M. T. D., OLIVEIRA, J. H. C. D., & GIRALDI, J. D. M. E. (2017). Neuromarketing applied to consumer behaviour: an integrative literature review between 2010 and 2015. International Journal of Business Forecasting and Marketing Intelligence, 3(3), 270-288. https://doi.org/10.1504/IJBFMI.2017.085371

KENNETT, R. (2012). Modern electroencephalography. Journal of neurology, 259(4), 783-789. https://doi.org/10.1007/s00415-012-6425-6

KUCHINKE, L., TRAPP, S., JACOBS, A. M., & LEDER, H. (2009). Pupillary responses in art appreciation: Effects of aesthetic emotions. Psychology of Aesthetics, Creativity, and the Arts, 3(3), 156. https://doi.org/10.1037/a0014464

LIN, M. H. J., CROSS, S. N., JONES, W. J., & CHILDERS, T. L. (2018). Applying EEG in consumer neuroscience. European Journal of Marketing, 52(1/2), 66-91. https://doi.org/10.1108/EJM-12-2016-0805

LIU, Y., SOURINA, O., & HAFIYYANDI, M. R. (2013, September). EEG-based emotion-adaptive advertising. In 2013 Humaine Association Conference on Affective Computing and Intelligent Interaction (pp. 843-848). IEEE. https://doi.org/10.1109/ACII.2013.158

MARROQUÍN-CIENDÚA, F., RODRÍGUEZ-MARTÍNEZ, G., & RODRÍGUEZ-CELIS, H. G. (2020). Modulación de la percepción biestable: estudio basado en estimulación multimodal y registros de actividad oculomotora. Tesis Psicológica, 15(1), 106-124. https://doi.org/10.37511/tesis.v15n1a6

MARTÍNEZ-SELVA, J. M., SÁNCHEZ, J. P., BECHARA, A., & ROMÁN, F. (2006). Mecanismos cerebrales en la toma de decisiones. Revista de Neurologia, 42(7), 411-418. https://pesquisa.bvsalud.org/portal/resource/esSiqueira/ibc-047261

MASTRODOMÉNICO, H. (2011). La influencia persuasiva de los estímulos eróticos en la publicidad sobre las tendencias de consumo de los jóvenes (Parte 1). Panorama, 5(9), 8. https://expeditiorepositorio.utadeo.edu.co/handle/20.500.12010/10265

MATUKIN, M., OHME, R., & BOSHOFF, C. (2016). Toward a better understanding of advertising stimuli processing: exploring the link between consumers' eye fixation and their subconscious responses. Journal of Advertising Research, 56(2), 205-216. https://doi.org/ 10.2501/JAR-2016-017

MELE, M. L., & FEDERICI, S. (2012). Gaze and eye-tracking solutions for psychological research. Cognitive processing, 13(1), 261-265. https://doi.org/10.1007/s10339-012-0499-z

PANDA, D., CHAKLADAR, D. D., & DASGUPTA, T. (2020). Multimodal system for emotion recognition using EEG and customer review. In Proceedings of the Global AI Congress 2019 (pp. 399-410). Springer, Singapore. https://doi.org/10.1007/978-981-15-2188-1_32

PARTALA, T., JOKINIEMI, M., & SURAKKA, V. (2000, November). Pupillary responses to emotionally provocative stimuli. In Proceedings of the 2000 symposium on Eye tracking research & applications (pp. 123-129). https://doi.org/10.1145/355017.355042

PEINKHOFER, C., KNUDSEN, G. M., MORETTI, R., & KONDZIELLA, D. (2019). Cortical modulation of pupillary function: systematic review. PeerJ, 7, e6882. https://doi.org/10.7717/peerj.6882

PLASSMANN, H., RAMSØY, T. Z., & MILOSAVLJEVIC, M. (2012). Branding the brain: A critical review and outlook. Journal of consumer psychology, 22(1), 18-36. https://doi.org/10.1016/j.jcps.2011.11.010

POELS, K., & DEWITTE, S. (2019). The role of emotions in advertising: A call to action. Journal of Advertising, 48(1), 81-90. https://doi.org/10.1080/00913367.2019.1579688

POSNER, M. I. (1980). Orienting of attention. Quarterly journal of experimental psychology, 32(1), 3-25. https://doi.org/10.1080/00335558008248231

RAMOS-ARGÜELLES, F., MORALES, G., EGOZCUE, S., PABÓN, R. M., & ALONSO, M. T. (2009). Técnicas básicas de electroencefalografía: principios y aplicaciones clínicas. In Anales del sistema sanitario de Navarra (Vol. 32, pp. 69-82). Gobierno de Navarra. Departamento de Salud. https://pesquisa.bvsalud.org/portal/resource/pt/ibc-129505

RODRIGUES, F., DIOGO, J., RODRIGUES, C., FIGUEIRA, C., & ROSA, P. J. (2021). Does caffeine matter for arousal? Affective and autonomic responses induced by caffeine in coffee intake: evidence from a double-blind tasting task. Journal of Applied Cognitive Neuroscience, 2(1), e00143322-e00143322. https://doi.org/10.17981/JACN.2.1.2021.02

RODRÍGUEZ, G. (2016). La reconfiguración perceptual de imágenes aplicada al desarrollo del pensamiento divergente en el aula de clase. Revista Q, 11(21), 61-82. https://doi.org/10.18566/revistaq.v11n21.a05

RODRÍGUEZ-MARTÍNEZ, G. (2023a). Publicidad y marketing político: un análisis teórico en función de las categorías persuasión, propaganda y estrategia de marca. Brazilian Journal of Development, 9(3), 12522-12547. https://doi.org/10.34117/bjdv9n3-234

RODRÍGUEZ-MARTÍNEZ, G. (2023b). Perceptual reversals and creativity: is it possible to develop divergent thinking by modulating bistable perception? Revista de Investigación, Desarrollo e Innovación, 13(1), 129-144. https://doi.org/10.19053/20278306.v13.n1.2023.16064

RODRÍGUEZ-MARTÍNEZ, G. (2024). Can ocular fixations modulate the perception of a bistable logo? An eye-tracking study. Revista Gráfica. In Press. https://doi.org/10.5565/rev/grafica.328

RODRÍGUEZ-MARTÍNEZ, G., CASTILLO-PARRA, H. (2018a). Tareas de búsqueda visual: modelos, bases neurológicas, utilidad y prospectiva. Universitas Psychologica, 17(1). https://doi.org/10.11144/Javeriana.upsy17-1.tbvm

RODRÍGUEZ-MARTÍNEZ, G. A., & CASTILLO-PARRA, H. (2018b). Bistable perception: neural bases and usefulness in psychological research. International journal of psychological research, 11(2), 63–76. https://doi.org/10.21500/20112084.3375

RODRÍGUEZ-MARTÍNEZ, G., CASTILLO-PARRA, H., ROSA, P. J., & MARROQUÍN-CIENDÚA, F. (2021). Ocular fixations modulate audiovisual semantic congruency when standing in an upright position. Suma Psicológica, 28(1), 43-51. doi: https://doi.org/10.14349/sumapsi.2021.v28.n1.6

RODRÍGUEZ-MARTÍNEZ, G., MARROQUÍN-CIENDÚA, F., ROSA, P. J., & CASTILLO-PARRA, H. (2022). Perceptual reversals and time-response analyses within the scope of decoding a bistable image. https://doi.org/10.16888/interd.2022.39.1.16

RODRÍGUEZ-MARTÍNEZ, G., & SOJO, J. (2022). Biestabilidad perceptual en rostros andróginos: análisis del efecto de congruencia semántica considerando registros de actividad oculomotora. Revista Ibérica de Sistemas e Tecnologias de Informação, (E52), 133-147. https://www.proquest.com/openview/aa17500f4faeaf59d9d99670f1b5d763/1?pq-origsite=gscholar&cbl=1006393

RÓGORA KAWANO, D. (2022). Skin conductance analysis applied to advertising: challenges and possibilities with low-cost Technologies. Brazilian Journal of Development, 8(7), 48976-48980. https://doi.org/10.34117/bjdv8n7-022

ROSA, P. (2015). What do your eyes say? Bridging eye movements to consumer behavior. International Journal of Psychological Research, 8(2), 90-103. https://doi.org/10.21500/20112084.1513

SAMADIANI, N., HUANG, G., CAI, B., LUO, W., CHI, C. H., XIANG, Y., & HE, J. (2019). A review on automatic facial expression recognition systems assisted by multimodal sensor data. Sensors, 19(8), 1863. https://doi.org/10.3390/s19081863

SATO, F., LAENG, B., NAKAUCHI, S., & MINAMI, T. (2020). Cueing the Necker cube: Pupil dilation reflects the viewing-from-above constraint in bistable perception. Journal of vision, 20(4), 7-7. https://doi.org/10.1167/jov.20.4.7

SCHAAFF, K., & SCHULTZ, T. (2009, September). Towards emotion recognition from electroencephalographic signals. In 2009 3rd international conference on affective computing and intelligent interaction and workshops (pp. 1-6). IEEE. https://doi.org/ 10.1109/ACII.2009.5349316

SIMMONDS, L., BELLMAN, S., KENNEDY, R., NENYCZ-THIEL, M., & BOGOMOLOVA, S. (2020). Moderating effects of prior brand usage on visual attention to video advertising and recall: An eye-tracking investigation. Journal of Business Research, 111, 241-248. https://doi.org/10.1016/j.jbusres.2019.02.062

SKIENDZIEL, T., RÖSCH, A. G., & SCHULTHEISS, O. C. (2019). Assessing the convergent validity between the automated emotion recognition software Noldus FaceReader 7 and Facial Action Coding System Scoring. PloS one, 14(10), e0223905. https://doi.org/10.1371/journal.pone.0223905

SONGSAMOE, S., SAENGWONG-NGAM, R., KOOMHIN, P., & MATAN, N. (2019). Understanding consumer physiological and emotional responses to food products using electroencephalography (EEG). Trends in Food Science & Technology, 93, 167-173. https://doi.org/10.1016/j.tifs.2019.09.018

TIEN, T., PUCHER, P. H., SODERGREN, M. H., SRISKANDARAJAH, K., YANG, G. Z., & DARZI, A. (2014). Eye tracking for skills assessment and training: a systematic review. journal of surgical research, 191(1), 169-178. https://doi.org/10.1016/j.jss.2014.04.032

TINOCO-EGAS, R., JUANATEY-BOGA, Ó., & MARTÍNEZ-FERNÁNDEZ, V. A. (2020). Neuromarketing: Consideraciones teóricas y herramientas de medición. Revista Venezolana de Gerencia, 25(90), 613-631. https://dialnet.unirioja.es/servlet/articulo?codigo=8890286

TO, R. N., & PATRICK, V. M. (2021). How the eyes connect to the heart: The influence of eye gaze direction on advertising effectiveness. Journal of Consumer Research, 48(1), 123-146. https://doi.org/10.1093/jcr/ucaa063

VECCHIATO, G., ASTOLFI, L., DE VICO FALLANI, F., TOPPI, J., ALOISE, F., BEZ, F., WEI, D., KONG, W., DAI, J., CINCOTTI, F., MATTIA, D., & BABILONI, F. (2011). On the use of EEG or MEG brain imaging tools in neuromarketing research. Computational Intelligence and Neuroscience, 2011, Article 643489. https://doi.org/10.1155/2011/643489

YUAN, Y., Xu, F., CAO, H., ZHANG, G., HUI, P., Li, Y., & JIN, D. (2021). Persuade to Click: Context-aware Persuasion Model for Online Textual Advertisement. IEEE Transactions on Knowledge and Data Engineering. https://doi.org/10.1109/TKDE.2021.3110724

ZENG, L., LIN, M., XIAO, K., WANG, J., & ZHOU, H. (2021). Like/Dislike Prediction for Sport Shoes with Electroencephalography: An Application of Neuromarketing. Frontiers in Human Neuroscience, 15. https://doi.org/10.3389/fnhum.2021.793952

Published

2024-04-08

How to Cite

Rodríguez-Martínez, G. (2024). El estudio de las emociones en el contexto del neuromarketing: una aproximación práctica y conceptual. Brazilian Journal of Development, 10(4), e68692. https://doi.org/10.34117/bjdv10n4-014

Issue

Section

Original Papers