Seeing through the forest: The gaze path to purchase

PLoS One. 2020 Oct 9;15(10):e0240179. doi: 10.1371/journal.pone.0240179. eCollection 2020.

Abstract

Eye tracking studies have analyzed the relationship between visual attention to point of purchase marketing elements (price, signage, etc.) and purchase intention. Our study is the first to investigate the relationship between the gaze sequence in which consumers view a display (including gaze aversion away from products) and the influence of consumer (top down) characteristics on product choice. We conducted an in-lab 3 (display size: large, moderate, small) X 2 (price: sale, non-sale) within-subject experiment with 92 persons. After viewing the displays, subjects completed an online survey to provide demographic data, self-reported and actual product knowledge, and past purchase information. We employed a random forest machine learning approach via R software to analyze all possible three-unit subsequences of gaze fixations. Models comparing multiclass F1-macro score and F1-micro score of product choice were analyzed. Gaze sequence models that included gaze aversion more accurately predicted product choice in a lab setting for more complex displays. Inclusion of consumer characteristics generally improved model predictive F1-macro and F1-micro scores for less complex displays with fewer plant sizes Consumer attributes that helped improve model prediction performance were product expertise, ethnicity, and previous plant purchases.

Publication types

  • Research Support, Non-U.S. Gov't
  • Research Support, U.S. Gov't, Non-P.H.S.

MeSH terms

  • Adult
  • Consumer Behavior*
  • Eye Movements*
  • Female
  • Humans
  • Machine Learning
  • Male
  • Middle Aged
  • Models, Psychological
  • Visual Perception

Grants and funding

The study was funded by the United States Department of Agriculture – Federal State Marketing Improvement Program Grant 16FSMIPMI0007 which was awarded to bkb, pth, and klc. Their website is located at https://www.ams.usda.gov/services/grants/fsmip. Additional funding was provided by the Horticultural Research Institute grant #6012448 and awarded to bkb, pth, and klc. Their website is located at https://www.hriresearch.org/.