Neuro -Psychological Investigation of Famous Athletes' Endorsement on Decision Purchasing Sport and Non-Sport Products

The purpose of this study was to investigate the role of famous endorsement athletes on decision to purchase of sport and non-sport products. In terms of purpose, the study was an applied and In terms of the methodology it was a Semi-experimental research. The statistical population of this study was a group of 30-40 years old people from witch 30 volunteers (15 men and 15 women) were chosen as sample of the study. In order to provide the research tool, images which were adaptable with both of strategies (fit and unfit in product and endorser). Validity of images was confirmed by 10 sports marketing experts. Enobio, a spanish electroencephalography device, with 20 channels, was used to record the waves. A questionnaire was used to measure  the decision of  purchase  and self-assessment manikin were used to measure arousal. By considering the role of the frontal lobe in attention, the alpha and beta waves in this area of the brain were examined by F3, F4 and FZ channels. Data were analyzed by SPSS 22, Matlab 2013 b softwares, descriptive and  inferential  statistics including Friedman test and logistic regression were used. The results showed that alpha and beta changes in the product – endorser fit strategy were higher than the product - endorser non fit. This strategy involves the brain in frontal lobe greater than the product - endorser non fit strategy. Therefore, marketers and researchers can use this finding to make  more effectiveness their promotional  strategies.