How Facial Cues of Models Affect Attention to Websites in Asian and American Cultures

Abstract

Gaze direction and the facial expression of emotion are the two most important facial cues in non-verbal communication. This research involves three eye tracking experiments to investigate the joint effects of facial expression (neutral/happy) and gaze direction (direct/averted) of models on websites on visual attention among American and Chinese participants. They reveal that among both cultures a gaze cue primes initial attention to the product or brand and show that positive affect from the happy expression when a model looks at the viewer carries over to the product or brand. For American participants, a model that looks at the viewer with a happy expression draws more attention to the brand, while for Chinese participants a model that looks at the product with a happy expression draws more attention to the brand. These differences are explained from a cultural difference in using the eyes and mouth as cues to recognize and interpret smiles in Asian and Western cultures, respectively. Further, the match in ethnicity between a model and the viewer exacerbated the attention effects of facial expression.

Keywords: gaze direction, facial expression, attention, e-commerce websites, eye-tracking