The influences of product similarity on consumer preferences: a study based on eye-tracking analysis

摘要

Product similarity plays an important role in affecting consumer preferences. Although the existing literature discusses consumer preferences or product similarity, there are only a few studies investigating their relationship. The current study explored the influences of product similarity on consumer preferences including the underlying cognitive processes by analyzing eye movement data as well as survey data and retrospective interviews. Forty-four participants were invited to take part in the experiment. The results showed that: (1) increases in preference decision time and fixation counts are caused by a higher product similarity; (2) more fixation time is spent on the ultimately chosen options than on the rejected ones and product similarity has no impact on this phenomenon; (3) preference randomness increases with the increase of product similarity; and (4) there is a negative correlation between the mean discrepancy degree of preference rating and the mean similarity rating. Understanding the influences of product similarity on consumer preferences may contribute to better product design and sales. Further studies should quantify the effects of product features on consumer preferences with more diverse stimulus materials and more advanced technologies and methods.