What can tobacco addiction teach us about consumer decision making? Consumer behavior, hedonic forecast and reward

Cristina Blanco, Carlos Velasco, Alejandro Salgado-Montejo and Enrique Guarin

Understanding the impact of tobacco addiction on information processing and motivation sheds light on how emotion, anxiety, reward, and hedonic forecast are involved in consumer behavior.

What can tobacco addiction teach us about consumer decision making? Consumer behavior, hedonic forecast and reward

Alejandro Salgado-Montejo, Carlos Velasco, Cristina Blanco and Enrique Guarin FeedBACK-Neurosketch Social Behavior and Consumer Neuroscience Laboratory, Colombia

INTRODUCTION

The decision making process involves biological, cultural and social variables which converge in the brain (Lee, 2008). Recent developments have shed new light on the relationship between economics and psychology and thus on how we decide and select products, brands and why and how our expectations shift (Gigerenzer, 2008). These new developments explain why in some scenarios the effect...

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