From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation

Stefan Eibl; Thomas Kalischko; Andreas Auinger

doi:10.1007/978-3-031-71385-9_17

From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation

Stefan Eibl
, Thomas Kalischko
, Andreas Auinger

Research output: Chapter in Book/Report/Conference proceedings › Conference contribution › peer-review

Abstract

Understanding the physiological underpinnings of consumer preferences is key to enhancing online decision-making platforms. This research explores whether the attributes traditionally valued in hotel selections also trigger measurable physiological arousal, combining neurophysiological measurements with quantitative analysis to deepen our understanding of consumer behavior in the digital age. This study explores the influence of physiological arousal on online hotel selection decisions, utilizing skin conductance, eye-tracking, and choice-based conjoint analysis to assess the correlation between physiological arousal and attribute importance. Findings of this laboratory experiment reveal a significant positive correlation between arousal levels and the importance of hotel attributes such as review valence, star category, and proximity to town center. Highlighting the impact of cognitive responses on consumer behavior.

Original language	English (American)
Title of host publication	Information Systems and Neuroscience
Subtitle of host publication	NeuroIS Retreat 2024, Vienna, Austria
Editors	Fred D. Davis, René Riedl, Jan vom Brocke, Pierre-Majorique Léger, Adriane B. Randolph, Gernot R. Müller-Putz
Publisher	Springer
Pages	211-221
Volume	LNISO
Edition	66
ISBN (Electronic)	978-3-031-71385-9
ISBN (Print)	978-3-031-71384-2
DOIs	https://doi.org/10.1007/978-3-031-71385-9_17
Publication status	Published - 2 Mar 2025
Event	NeuroIS Retreat 2024 - Hotel Schloss Wilhelminenberg, Vienna, Austria Duration: 9 Jun 2024 → 11 Jun 2024 http://www.neurois.org/neurois-retreat-2024/

Publication series

Name	Lecture Notes in Information Systems and Organisation
Volume	66
ISSN (Print)	2195-4968
ISSN (Electronic)	2195-4976

Conference

Conference	NeuroIS Retreat 2024
Country/Territory	Austria
City	Vienna
Period	09.06.2024 → 11.06.2024
Internet address	http://www.neurois.org/neurois-retreat-2024/

Access to Document

10.1007/978-3-031-71385-9_17

Cite this

Eibl, S., Kalischko, T., & Auinger, A. (2025). From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation. In F. D. Davis, R. Riedl, J. vom Brocke, P.-M. Léger, A. B. Randolph, & G. R. Müller-Putz (Eds.), Information Systems and Neuroscience: NeuroIS Retreat 2024, Vienna, Austria (66 ed., Vol. LNISO, pp. 211-221). (Lecture Notes in Information Systems and Organisation; Vol. 66). Springer. https://doi.org/10.1007/978-3-031-71385-9_17

Eibl, Stefan ; Kalischko, Thomas ; Auinger, Andreas. / From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation. Information Systems and Neuroscience: NeuroIS Retreat 2024, Vienna, Austria. editor / Fred D. Davis ; René Riedl ; Jan vom Brocke ; Pierre-Majorique Léger ; Adriane B. Randolph ; Gernot R. Müller-Putz. Vol. LNISO 66. ed. Springer, 2025. pp. 211-221 (Lecture Notes in Information Systems and Organisation).

@inproceedings{bc04dc601e084386a70aba122320c652,

title = "From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation",

abstract = "Understanding the physiological underpinnings of consumer preferences is key to enhancing online decision-making platforms. This research explores whether the attributes traditionally valued in hotel selections also trigger measurable physiological arousal, combining neurophysiological measurements with quantitative analysis to deepen our understanding of consumer behavior in the digital age. This study explores the influence of physiological arousal on online hotel selection decisions, utilizing skin conductance, eye-tracking, and choice-based conjoint analysis to assess the correlation between physiological arousal and attribute importance. Findings of this laboratory experiment reveal a significant positive correlation between arousal levels and the importance of hotel attributes such as review valence, star category, and proximity to town center. Highlighting the impact of cognitive responses on consumer behavior.",

author = "Stefan Eibl and Thomas Kalischko and Andreas Auinger",

year = "2025",

month = mar,

day = "2",

doi = "10.1007/978-3-031-71385-9\_17",

language = "Englisch (Amerika)",

isbn = "978-3-031-71384-2",

volume = "LNISO",

series = "Lecture Notes in Information Systems and Organisation",

publisher = "Springer",

pages = "211--221",

editor = "Davis, \{Fred D.\} and Ren{\'e} Riedl and \{vom Brocke\}, Jan and Pierre-Majorique L{\'e}ger and Randolph, \{Adriane B.\} and M{\"u}ller-Putz, \{Gernot R.\}",

booktitle = "Information Systems and Neuroscience",

address = "Deutschland",

edition = "66",

note = "NeuroIS Retreat 2024 ; Conference date: 09-06-2024 Through 11-06-2024",

url = "http://www.neurois.org/neurois-retreat-2024/",

}

Eibl, S, Kalischko, T & Auinger, A 2025, From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation. in FD Davis, R Riedl, J vom Brocke, P-M Léger, AB Randolph & GR Müller-Putz (eds), Information Systems and Neuroscience: NeuroIS Retreat 2024, Vienna, Austria. 66 edn, vol. LNISO, Lecture Notes in Information Systems and Organisation, vol. 66, Springer, pp. 211-221, NeuroIS Retreat 2024, Vienna, Austria, 09.06.2024. https://doi.org/10.1007/978-3-031-71385-9_17

From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation. / Eibl, Stefan; Kalischko, Thomas; Auinger, Andreas.
Information Systems and Neuroscience: NeuroIS Retreat 2024, Vienna, Austria. ed. / Fred D. Davis; René Riedl; Jan vom Brocke; Pierre-Majorique Léger; Adriane B. Randolph; Gernot R. Müller-Putz. Vol. LNISO 66. ed. Springer, 2025. p. 211-221 (Lecture Notes in Information Systems and Organisation; Vol. 66).

Research output: Chapter in Book/Report/Conference proceedings › Conference contribution › peer-review

TY - GEN

T1 - From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation

AU - Eibl, Stefan

AU - Kalischko, Thomas

AU - Auinger, Andreas

PY - 2025/3/2

Y1 - 2025/3/2

N2 - Understanding the physiological underpinnings of consumer preferences is key to enhancing online decision-making platforms. This research explores whether the attributes traditionally valued in hotel selections also trigger measurable physiological arousal, combining neurophysiological measurements with quantitative analysis to deepen our understanding of consumer behavior in the digital age. This study explores the influence of physiological arousal on online hotel selection decisions, utilizing skin conductance, eye-tracking, and choice-based conjoint analysis to assess the correlation between physiological arousal and attribute importance. Findings of this laboratory experiment reveal a significant positive correlation between arousal levels and the importance of hotel attributes such as review valence, star category, and proximity to town center. Highlighting the impact of cognitive responses on consumer behavior.

AB - Understanding the physiological underpinnings of consumer preferences is key to enhancing online decision-making platforms. This research explores whether the attributes traditionally valued in hotel selections also trigger measurable physiological arousal, combining neurophysiological measurements with quantitative analysis to deepen our understanding of consumer behavior in the digital age. This study explores the influence of physiological arousal on online hotel selection decisions, utilizing skin conductance, eye-tracking, and choice-based conjoint analysis to assess the correlation between physiological arousal and attribute importance. Findings of this laboratory experiment reveal a significant positive correlation between arousal levels and the importance of hotel attributes such as review valence, star category, and proximity to town center. Highlighting the impact of cognitive responses on consumer behavior.

U2 - 10.1007/978-3-031-71385-9_17

DO - 10.1007/978-3-031-71385-9_17

M3 - Konferenzbeitrag

SN - 978-3-031-71384-2

VL - LNISO

T3 - Lecture Notes in Information Systems and Organisation

SP - 211

EP - 221

BT - Information Systems and Neuroscience

A2 - Davis, Fred D.

A2 - Riedl, René

A2 - vom Brocke, Jan

A2 - Léger, Pierre-Majorique

A2 - Randolph, Adriane B.

A2 - Müller-Putz, Gernot R.

PB - Springer

T2 - NeuroIS Retreat 2024

Y2 - 9 June 2024 through 11 June 2024

ER -

Eibl S, Kalischko T, Auinger A. From Peaks to Preferences: Exploring Skin Conductance in Online Hotel Selection Decisions—A Neurophysiological Investigation. In Davis FD, Riedl R, vom Brocke J, Léger PM, Randolph AB, Müller-Putz GR, editors, Information Systems and Neuroscience: NeuroIS Retreat 2024, Vienna, Austria. 66 ed. Vol. LNISO. Springer. 2025. p. 211-221. (Lecture Notes in Information Systems and Organisation). doi: 10.1007/978-3-031-71385-9_17