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Live Biofeedback in Electronic Markets

Lux, Ewa

Abstract (englisch):

Decisions in electronic markets are frequently made under time pressure and in competition to others. Both factors can cause the decision maker to experience high levels of arousal. Without sound emotional processing, arousal can have detrimental effects on decision making. In this thesis the use of live biofeedback to support emotion perception and thus, to facilitate emotion regulation during emotionally charged decision making is evaluated.

Based on a systematic literature review existing live biofeedback research is analyzed in Chapter 2. A transmission model for live biofeedback is developed that classifies the main components of live biofeedback applications and the flow of information in form of transmission signals. To address the identified research gaps, three experimental studies (study I-III) are designed that investigate the effects of arousal and the use of live biofeedback in electronic markets.

Study I in Chapter 3 examines how arousal affects purchasing decisions with and without social interaction to analyze the context dependence of the effects of arousal on decision making. The results reveal that in auctions, where social interaction is a key characteristic, arousal increases final prices. ... mehr

Volltext §
DOI: 10.5445/IR/1000072015
Cover der Publikation
Zugehörige Institution(en) am KIT Fakultät für Wirtschaftswissenschaften – Institut für Informationswirtschaft und Marketing (IISM)
Publikationstyp Hochschulschrift
Publikationsjahr 2017
Sprache Englisch
Identifikator urn:nbn:de:swb:90-720157
KITopen-ID: 1000072015
Verlag Karlsruher Institut für Technologie (KIT)
Umfang VII, 213 S.
Art der Arbeit Dissertation
Fakultät Fakultät für Wirtschaftswissenschaften (WIWI)
Institut Fakultät für Wirtschaftswissenschaften – Institut für Informationswirtschaft und Marketing (IISM)
Prüfungsdatum 27.06.2017
Referent/Betreuer Weinhardt, C.
KIT – Die Forschungsuniversität in der Helmholtz-Gemeinschaft
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