nach oben

Erschienen in:

10.08.2024 | Original Paper

Scent-driven Selective Attention on Gambling Outcome: Implications for Responsible Gambling

verfasst von: Lawrence Hoc Nang Fong, Sunny Zhenzhen Nong, Anise M. S. Wu, Davis Ka Chio Fong

Erschienen in: Journal of Gambling Studies | Ausgabe 4/2024

Einloggen, um Zugang zu erhalten

Abstract

Many casinos diffuse a pleasant ambient scent into their facilities as a customer experience management practice, but the ethics of this scenting process is questionable. Although the effect of a pleasant scent on cognitive, emotional, and behavioral responses has been well-documented, its effect on attention during gambling has yet to be explored. Grounded in the tenets of the top-down control of attention and cross-modal correspondence between vision and olfaction, we conduct two eye-tracking experiments that involve different electronic casino games including video slots and live Cussec. The findings consistently show that pleasant ambient scent prolongs attention and induces more frequent attention to the win/loss areas on the video screen. The findings add to the implications related to responsible gambling by inspiring the stakeholders to consider the use of ambient scent in the gambling environment. Theoretically, the findings offer insights into scent as the catalyst that directs attention to goal-related information, while scent and goal do not need to be congruent in traits.

Air-Scent International (2017). How casinos use scent marketing to attract & retain gamblers. https://www.airscent.com/how-casino-brands-use-scent-marketing-to-attract-retain-gamblers/

Ardelet, C., De Peyrelongue, B., & Mérigot, P. (2022). Within sniffing distance: Impact of ambient scent and physical distancing on consumer comfort with frontline employees. Journal of Personal Selling & Sales Management, 42(3), 265–278. https://doi.org/10.1080/08853134.2022.2049602CrossRef

Ares, G., Giménez, A., Bruzzone, F., Vidal, L., Antúnez, L., & Maiche, A. (2013). Consumer visual processing of food labels: Results from an eye-tracking study. Journal of Sensory Studies, 28(2), 138–153. https://doi.org/10.1111/joss.12031CrossRef

Baluch, F., & Itti, L. (2011). Mechanisms of top-down attention. Trends in Neurosciences, 34(4), 210–224. https://doi.org/10.1016/j.tins.2011.02.003CrossRefPubMed

Biswas, D., & Szocs, C. (2019). The smell of healthy choices: Cross-modal sensory compensation effects of ambient scent on food purchases. Journal of Marketing Research, 56(1), 123–141. https://doi.org/10.1177/0022243718820585CrossRef

Blaszczynski, A., Ladouceur, R., & Shaffer, H. J. (2004). A science-based framework for responsible gambling: The Reno model. Journal of Gambling Studies, 20(3), 301–317. https://doi.org/10.1023/B:JOGS.0000040281.49444.e2CrossRefPubMed

Blaszczynski, A., Collins, P., Fong, D., Ladouceur, R., Nower, L., Shaffer, H. J., Tavares, H., & Venisse, J. L. (2011). Responsible gambling: General principles and minimal requirements. Journal of Gambling Studies, 27(4), 565–573. https://doi.org/10.1007/s10899-010-9214-0CrossRefPubMed

Bourgeois, A., Chelazzi, L., & Vuilleumier, P. (2016). Chapter 14 - How motivation and reward learning modulate selective attention. In B. Studer & S. Knecht (Eds.), Progress in Brain Research (Vol. 229, pp. 325–342). Elsevier. https://doi.org/10.1016/bs.pbr.2016.06.004

Bradford, K. D., & Desrochers, D. M. (2010). The use of scents to influence consumers: The sense of using scents to make cents. Journal of Business Ethics, 90(2), 141–153. https://doi.org/10.1007/s10551-010-0377-5CrossRef

Chelazzi, L., Perlato, A., Santandrea, E., & Della Libera, C. (2013). Rewards teach visual selective attention. Vision Research, 85, 58–72. https://doi.org/10.1016/j.visres.2012.12.005CrossRefPubMed

Connor, C. E., Egeth, H. E., & Yantis, S. (2004). Visual attention: Bottom-up versus top-down. Current Biology, 14(19), R850–R852. https://doi.org/10.1016/j.cub.2004.09.041CrossRefPubMed

Dörtyol, İ. T. (2021). Do consumers need to smell? Scale development and validation. Journal of Sensory Studies, 36(2), e12630. https://doi.org/10.1111/joss.12630CrossRef

Doucé, L., Poels, K., Janseens, W., & De Backer, C. (2013). Smelling the books: The effect of chocolate scent on purchase-related behavior in a bookstore. Journal of Environmental Psychology, 36, 65–69. https://doi.org/10.1016/j.jenvp.2013.07.006CrossRef

Driver, J. (2001). A selective review of selective attention research from the past century. British Journal of Psychology, 92(1), 53–78. https://doi.org/10.1348/000712601162103CrossRefPubMed

Errajaa, K., Legoherel, P., Dauce, B., & Bilgihan, A. (2021). Scent marketing: Linking the scent congruence with brand image. International Journal of Contemporary Hospitality Management, 33(2), 402–427. https://doi.org/10.1108/ijchm-06-2020-0637CrossRef

Fei, M., Tan, H., Peng, X., Wang, Q., & Wang, L. (2021). Promoting or attenuating? An eye-tracking study on the role of social cues in e-commerce livestreaming. Decision Support Systems, 142, 113466. https://doi.org/10.1016/j.dss.2020.113466CrossRef

Fong, L. H. N., So, A. S. I., & Law, R. (2016). Betting decision under break-streak pattern: Evidence from casino gaming. Journal of Gambling Studies, 32(1), 171–185. https://doi.org/10.1007/s10899-015-9550-1CrossRefPubMed

Fong, L. H. N., Lei, S. S. I., Chow, C. W. C., & Lam, L. W. (2023). Sensory marketing in hospitality: A critical synthesis and reflection. International Journal of Contemporary Hospitality Management, 35(8), 2916–2928. https://doi.org/10.1108/IJCHM-06-2022-0764CrossRef

Fredrickson, B. L., & Branigan, C. (2005). Positive emotions broaden the scope of attention and thought-action repertoires. Cognition and Emotion, 19(3), 313–332. https://doi.org/10.1080/02699930441000238CrossRefPubMed

Furst, A., Pecornik, N., & Binder, C. (2021). All or nothing in sensory marketing: Must all or only some sensory attributes be congruent with a product’s primary function? Journal of Retailing, 97(3), 439–458. https://doi.org/10.1016/j.jretai.2020.09.006CrossRef

Gazzaley, A., & Nobre, A. C. (2012). Top-down modulation: Bridging selective attention and working memory. Trends in Cognitive Sciences, 16(2), 129–135. https://doi.org/10.1016/j.tics.2011.11.014CrossRefPubMed

Hernández-García, A., Ramos Gameiro, R., Grillini, A., & König, P. (2020). Global visual salience of competing stimuli. Journal of Vision, 20(7), 27–27. https://doi.org/10.1167/jov.20.7.27CrossRefPubMedPubMedCentral

Hirsch, A. R. (1995). Effects of ambient odors on slot-machine usage in a Las Vegas casino. Psychology & Marketing, 12(7), 585–594. https://doi.org/10.1002/mar.4220120703CrossRef

Hollingshead, S. J., Wohl, M. J. A., & Santesso, D. (2019). Do you read me? Including personalized behavioral feedback in pop-up messages does not enhance limit adherence among gamblers. Computers in Human Behavior, 94, 122–130. https://doi.org/10.1016/j.chb.2019.01.015CrossRef

Hønsi, A., Mentzoni, R. A., Molde, H., & Pallesen, S. (2013). Attentional bias in problem gambling: A systematic review. Journal of Gambling Studies, 29(3), 359–375. https://doi.org/10.1007/s10899-012-9315-zCrossRefPubMed

Hudson, A., Olatunji, B. O., Gough, K., Yi, S., & Stewart, S. H. (2016). Eye on the prize: High-risk gamblers show sustained selective attention to gambling cues. Journal of Gambling Issues, 34, 100–119. https://doi.org/10.4309/jgi.2016.34.6CrossRef

Jacobs, R. H. A. H., Renken, R., Aleman, A., & Cornelissen, F. W. (2012). The amygdala, top-down effects, and selective attention to features. Neuroscience & Biobehavioral Reviews, 36(9), 2069–2084. https://doi.org/10.1016/j.neubiorev.2012.05.011CrossRef

Janiszewski, C., Kuo, A., & Tavassoli, N. T. (2012). The influence of selective attention and inattention to products on subsequent choice. Journal of Consumer Research, 39(6), 1258–1274. https://doi.org/10.1086/668234CrossRef

Katsuki, F., & Constantinidis, C. (2014). Bottom-up and top-down attention: Different processes and overlapping neural systems. The Neuroscientist, 20(5), 509–521. https://doi.org/10.1177/1073858413514136CrossRefPubMed

Kim, S. H., Dong, Z., Xian, H., Upatising, B., & Yi, J. S. (2012). Does an eye tracker tell the truth about visualizations? Findings while investigating visualizations for decision making. IEEE Transactions on Visualization and Computer Graphics, 18(12), 2421–2430. https://doi.org/10.1109/TVCG.2012.215CrossRefPubMed

Krishna, A. (2012). An integrative review of sensory marketing: Engaging the senses to affect perception, judgment and behavior. Journal of Consumer Psychology, 22(3), 332–351. https://doi.org/10.1016/j.jcps.2011.08.003

Krishna, A., Lwin, M. O., & Morrin, M. (2009). Product scent and memory. Journal of Consumer Research, 37(1), 57–67. https://doi.org/10.1086/649909CrossRef

Ladeira, W. J., Nardi, V. A. M., Santini, F. O., & Jardim, W. C. (2019). Factors influencing visual attention: A meta-analysis. Journal of Marketing Management, 35(17–18), 1710–1740. https://doi.org/10.1080/0267257X.2019.1662826CrossRef

Lee, K., & Choo, H. (2013). A critical review of selective attention: An interdisciplinary perspective. Artificial Intelligence Review, 40(1), 27–50. https://doi.org/10.1007/s10462-011-9278-yCrossRef

Lee, H. P., Chae, P. K., Lee, H. S., & Kim, Y. K. (2007). The five-factor gambling motivation model. Psychiatry Research, 150(1), 21–32. https://doi.org/10.1016/j.psychres.2006.04.005CrossRefPubMed

Leenders, M. A. A. M., Smidts, A., & Haji, A. E. (2019). Ambient scent as a mood inducer in supermarkets: The role of scent intensity and time-pressure of shoppers. Journal of Retailing and Consumer Services, 48, 270–280. https://doi.org/10.1016/j.jretconser.2016.05.007CrossRef

Lewkowicz, D. J., & Hansen-Tift, A. M. (2012). Infants deploy selective attention to the mouth of a talking face when learning speech. Proceedings of the National Academy of Sciences, 109(5), 1431–1436. https://doi.org/10.1073/pnas.1114783109

Lloyd, J., Nicklin, L. L., Rhodes, S. K., & Hurst, G. (2021). A qualitative study of gambling, deprivation and monetary motivations. International Gambling Studies, 21(2), 307–325. https://doi.org/10.1080/14459795.2021.1883093CrossRef

Lole, L., Gonsalvez, C. J., Barry, R. J., & Blaszczynski, A. (2014). Problem gamblers are hyposensitive to wins: An analysis of skin conductance responses during actual gambling on electronic gaming machines. Psychophysiology, 51(6), 556–564. https://doi.org/10.1111/psyp.12198CrossRefPubMed

Lole, L., Gonsalvez, C. J., & Barry, R. J. (2015). Reward and punishment hyposensitivity in problem gamblers: A study of event-related potentials using a principal components analysis. Clinical Neurophysiology, 126(7), 1295–1309. https://doi.org/10.1016/j.clinph.2014.10.011CrossRefPubMed

Lwin, M., Morrin, M., Chong, C. S., & Tan, S. X. (2012). Seeing what you smell: An eye tracking analysis of visual attention. NA - advances in Consumer Research volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu (pp. 236–240). Association for Consumer Research.

Madzharov, A. V. (2022). Scents research and its applications in tourism. Annals of Tourism Research, 93, 103309. https://doi.org/10.1016/j.annals.2021.103309CrossRef

Madzharov, A. V., Block, L. G., & Morrin, M. (2015). The cool scent of power: Effects of ambient scent on consumer preferences and choice behavior. Journal of Marketing, 79(1), 83–96. https://doi.org/10.1509/jm.13.0263CrossRef

Maekawa, T., Anderson, S. J., de Brecht, M., & Yamagishi, N. (2018). The effect of mood state on visual search times for detecting a target in noise: An application of smartphone technology. Plos One, 13(4), e0195865. https://doi.org/10.1371/journal.pone.0195865CrossRefPubMedPubMedCentral

Michon, R., Chebat, J. C., & Turley, L. W. (2005). Mall atmospherics: The interaction effects of the mall environment on shopping behavior. Journal of Business Research, 58(5), 576–583. https://doi.org/10.1016/j.jbusres.2003.07.004CrossRef

Moradi, G., Omidi, L., Vosoughi, S., Ebrahimi, H., Alizadeh, A., & Alimohammadi, I. (2019). Effects of noise on selective attention: The role of introversion and extraversion. Applied Acoustics, 146, 213–217. https://doi.org/10.1016/j.apacoust.2018.11.029CrossRef

Morrin, M., & Chebat, J. C. (2005). Person-place congruency: The interactive effects of shopper style and atmospherics on consumer expenditures. Journal of Service Research, 8(2), 181–191. https://doi.org/10.1177/1094670505279420CrossRef

Morrin, M., & Ratneshwar, S. (2000). The impact of ambient scent on evaluation, attention, and memory for familiar and unfamiliar brands. Journal of Business Research, 49(2), 157–165. https://doi.org/10.1016/S0148-2963(99)00006-5

Morrin, M., & Ratneshwar, S. (2003). Does it make sense to use scents to enhance brand memory? Journal of Marketing Research, 40(1), 10–25. https://doi.org/10.1509/jmkr.40.1.10.19128CrossRef

Rimkute, J., Moraes, C., & Ferreira, C. (2016). The effects of scent on consumer behaviour. International Journal of Consumer Studies, 40(1), 24–34. https://doi.org/10.1111/ijcs.12206CrossRef

Roschk, H., & Hosseinpour, M. (2020). Pleasant ambient scents: A meta-analysis of customer responses and situational contingencies. Journal of Marketing, 84(1), 125–145. https://doi.org/10.1177/0022242919881137CrossRef

Roschk, H., Loureiro, S. M. C., & Breitsohl, J. (2017). Calibrating 30 years of experimental research: A meta-analysis of the atmospheric effects of music, scent, and color. Journal of Retailing, 93(2), 228–240. https://doi.org/10.1016/j.jretai.2016.10.001CrossRef

Schneider, R. (2016). Direct application of specially formulated scent compositions (AromaStick^®) prolongs attention and enhances visual scanning speed. Applied Cognitive Psychology, 30(4), 650–654. https://doi.org/10.1002/acp.3237CrossRef

Seo, H. S., & Hummel, T. (2017). Cross-modal integration in olfactory perception. In A. Buettner (Ed.), Springer Handbook of Odor (pp. 115–116). Springer International Publishing. https://doi.org/10.1007/978-3-319-26932-0_47

Seo, H. S., Roidl, E., Müller, F., & Negoias, S. (2010). Odors enhance visual attention to congruent objects. Appetite, 54(3), 544–549. https://doi.org/10.1016/j.appet.2010.02.011CrossRefPubMed

Takahashi, R. E. S., Kim, H. S., Coelho, S. G., & Tavares, H. (2022). A systematic review of eye-tracking studies of gambling-related attentional biases. Journal of Gambling Studies. https://doi.org/10.1007/s10899-022-10161-3CrossRefPubMed

Togawa, T., Park, J., Ishii, H., & Deng, X. (2019). A packaging visual-gustatory correspondence effect: Using visual packaging design to influence flavor perception and healthy eating decisions. Journal of Retailing, 95(4), 204–218. https://doi.org/10.1016/j.jretai.2019.11.001CrossRef

Vanunu, Y., Hotaling, J. M., Pelley, L., M. E., & Newell, B. R. (2021). How top-down and bottom-up attention modulate risky choice. Proceedings of the National Academy of Sciences, 118(39), e2025646118. https://doi.org/10.1073/pnas.2025646118

Veale, R., Hafed, Z. M., & Yoshida, M. (2017). How is visual salience computed in the brain? Insights from behaviour, neurobiology and modelling. Philosophical Transactions of the Royal Society of London Series B Biological Sciences, 372(1714), 20160113. https://doi.org/10.1098/rstb.2016.0113CrossRefPubMedPubMedCentral

Villamayor, P. R., Cifuentes, J. M., Quintela, L., Barcia, R., & Sanchez-Quinteiro, P. (2020). Structural, morphometric and immunohistochemical study of the rabbit accessory olfactory bulb. Brain Structure and Function, 225(1), 203–226. https://doi.org/10.1007/s00429-019-01997-4CrossRefPubMed

Vinitzky, G., & Mazursky, D. (2011). The effects of cognitive thinking style and ambient scent on online consumer approach behavior, experience approach behavior, and search motivation. Psychology & Marketing, 28(5), 496–519. https://doi.org/10.1002/mar.20398CrossRef

Vu, T. M. H., Tu, V. P., & Duerrschmid, K. (2016). Design factors influence consumers’ gazing behaviour and decision time in an eye-tracking test: A study on food images. Food Quality and Preference, 47, 130–138. https://doi.org/10.1016/j.foodqual.2015.05.008CrossRef

Walker, D. M., Litvin, S. W., Sobel, R. S., & St-Pierre, R. A. (2015). Setting win limits: An alternative approach to responsible gambling? Journal of Gambling Studies, 31(3), 965–986. https://doi.org/10.1007/s10899-014-9453-6CrossRefPubMed

Wolfe, J. M., & Horowitz, T. S. (2017). Five factors that guide attention in visual search. Nature Human Behaviour, 1(3), 0058. https://doi.org/10.1038/s41562-017-0058CrossRefPubMedPubMedCentral

Wu, A. M. S., Tao, V. Y. K., Tong, K. K., & Cheung, S. F. (2012). Psychometric evaluation of the inventory of gambling motives, attitudes and behaviours (GMAB) among Chinese gamblers. International Gambling Studies, 12(3), 331–347. https://doi.org/10.1080/14459795.2012.678273CrossRef

Titel: Scent-driven Selective Attention on Gambling Outcome: Implications for Responsible Gambling
verfasst von: Lawrence Hoc Nang Fong
Sunny Zhenzhen Nong
Anise M. S. Wu
Davis Ka Chio Fong
Publikationsdatum: 10.08.2024
Verlag: Springer US
Erschienen in: Journal of Gambling Studies / Ausgabe 4/2024
Elektronische ISSN: 1573-3602
DOI: https://doi.org/10.1007/s10899-024-10346-y

Linking Striatal Dopaminergic Asymmetry with Personality Traits: Insights from Gambling Disorder

Open Access
Original Paper

Responsible Gambling as an Evolving Concept and the Benefits of a Positive Play Approach: A Reply to Shaffer et al

Review Paper

Differential Association of Preadolescent Risk Factors Across Developmental Patterns of Adolescent Concurrent Gambling Participation and Substance Use

Original Paper

Gambling habits and Probability Judgements in a Bayesian Task Environment

Open Access
Original Paper

Facing up to Problem Gambling: Tracing the Emergence of Facial Recognition Technology as a means of Enforcing Voluntary Self-Exclusion

Open Access
Original Paper

Effectiveness of a Systems-Wide Initiative to Address Motivation and Expectations for Treatment on Initial Session Attendance to Outpatient Gambling Treatment

Original Paper

Neu im Fachgebiet Psychiatrie

Digitale Therapie lindert Borderline-Persönlichkeitsstörung

23.04.2025
Borderline-Muster
Nachrichten

Eine rein digitale Therapie ohne therapeutische Unterstützung kann die Symptomatik bei Borderline-Persönlichkeitsstörung bereits etwas lindern, auch scheint sie das Suizidrisiko zu mindern. Darauf deuten Ergebnisse einer großen kontrollierten Studie. Die Effekte sind aber eher gering.

Schadet Schichtarbeit dem Gehirn?

17.04.2025
AAN-Jahrestagung 2025
Kongressbericht

Eine große Registerstudie bestätigt, dass Schichtarbeit mit einem erhöhten Risiko für psychische und neurologische Erkrankungen einhergeht, sowie mit einer Volumenabnahme in Gehirnarealen, die für Depression, Angst und kognitive Funktionen relevant sind.

Starke Menopausensymptome: ein Hinweis auf kognitive Veränderungen?

17.04.2025
Perimenopause
Nachrichten

Stärkere Beschwerden in der Perimenopause sind mit einer reduzierten kognitiven Funktion in den mittleren und späteren Lebensjahren assoziiert. Auch das Verhalten kann sich ändern, wie eine Studie zeigt. Beides steht womöglich für erhöhte Demenzgefährdung.

Was tun, wenn pneumologische Medikamente Psyche und Blutbild verändern?

17.04.2025
DGP 2025
Kongressbericht

Arzneimittel für Patienten mit Mukoviszidose oder pulmonaler arterieller Hypertonie wirken offenbar nicht nur auf die Lunge. Was es in der Praxis zu beachten gilt, wurde beim Pneumologie-Kongress erläutert.

Springer Medizin

Scent-driven Selective Attention on Gambling Outcome: Implications for Responsible Gambling

Abstract

Weitere Artikel der Ausgabe 4/2024

Linking Striatal Dopaminergic Asymmetry with Personality Traits: Insights from Gambling Disorder

Responsible Gambling as an Evolving Concept and the Benefits of a Positive Play Approach: A Reply to Shaffer et al

Differential Association of Preadolescent Risk Factors Across Developmental Patterns of Adolescent Concurrent Gambling Participation and Substance Use

Gambling habits and Probability Judgements in a Bayesian Task Environment

Facing up to Problem Gambling: Tracing the Emergence of Facial Recognition Technology as a means of Enforcing Voluntary Self-Exclusion

Effectiveness of a Systems-Wide Initiative to Address Motivation and Expectations for Treatment on Initial Session Attendance to Outpatient Gambling Treatment

Neu im Fachgebiet Psychiatrie

Digitale Therapie lindert Borderline-Persönlichkeitsstörung

Schadet Schichtarbeit dem Gehirn?

Starke Menopausensymptome: ein Hinweis auf kognitive Veränderungen?

Was tun, wenn pneumologische Medikamente Psyche und Blutbild verändern?

Springer Medizin

Abstract

Bitte loggen Sie sich ein, um Zugang zu diesem Inhalt zu erhalten