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March 12, 2008

Eye Tracking Shows Cultural Differences

by: Roger Dooley

East Asian subjects process a picture differently than their North American counterparts, according to a study published this week in the Journal of Personality and Social Psychology. The study used both eye tracking and conventional survey techniques to show that the Asian subjects paid attention to the background of the image while the North Americans focused on the principal character.

Continue reading "Eye Tracking Shows Cultural Differences" »

March 11, 2008

Krispy Kremes Light Up The Brain

by: Roger Dooley

krispy_kreme.jpgOK, I admit it... if this story was about rats and food pellets, it wouldn't be particularly compelling. But when scientists decide to see what your brain does while it's looking at Krispy Kreme donuts, that's news!

Continue reading "Krispy Kremes Light Up The Brain" »

March 8, 2008

Placebos, Price, and Marketing

placebo_marketing.jpg

by: Roger Dooley

Hot on the heels of learning that more expensive wine tastes better, we find that more expensive placebos are more effective at controlling pain:

Continue reading "Placebos, Price, and Marketing" »

March 5, 2008

Smell the Productivity: Office Aromatherapy

by: Roger Dooley

Can some scents reduce stress? Brain scientists are now confirming what herbalists and aroma researchers have long believed. Japanese researchers, using near-infrared spectroscopy, tested the effect of a "pleasant, floral green" aroma on subjects performing a mental arithmetic task and found that stress activity in the subjects' prefrontal cortex was reduced compared to a control group.

Continue reading "Smell the Productivity: Office Aromatherapy" »

March 3, 2008

Brain Rules

by: Roger Dooley

Brain Rules: 12 Principles for Surviving and Thriving at Work, Home, and School by John Medina (Pear Press, 320 pages) is a highly readable guide to using the latest neuroscience research to improve your life and work. Medina's prose never overwhelms the lay reader with jargon but still manages to convey the scientific underpinnings of his recommended strategies for enhancing learning, health, memory, and more.

Continue reading "Brain Rules" »

March 2, 2008

Baby Pictures Really Do Grab Our Attention

by: Roger Dooley

Since the early days of advertising, it's been axiomatic that pictures of babies grab the attention of readers more effectively than any other kind of image. This has led to baby pictures being used in ads for just about any kind of product or service, often with a cute caption to tie in the image to the unrelated ad content. As it turns out, decades of advertisers were right on the money: our brains are hardwired to respond to baby faces, and even baby-like characteristics in adults.

Continue reading "Baby Pictures Really Do Grab Our Attention" »

February 29, 2008

Simulating the Coffee Drinker's Nose

by: Roger Dooley

Is Scratch 'n Sniff Starbucks in our future?

No industry focuses as much on olfactory marketing as the coffee business. Starbucks recently dumped its breakfast eggs because their smell didn't pair well with the coffee aroma. Nestlé unit Nespresso has not only modified its home brewing equipment to release more enticing smells, they have even launched a chain of coffee shops after finding that more than half of the coffee drinking experience came from the shop environment (see Sensory Marketing to Jolt Espresso Sales). Now, those clever coffee fanatics at Nestlé have found way to analyze the components of coffee aromas that lets them predict how real human noses will respond to those smells.

Continue reading "Simulating the Coffee Drinker's Nose" »

February 27, 2008

Decoding CEO Faces

by: Roger Dooley

The basic concept of facial coding is that a trained observer can detect fleeting facial movements that indicate the true emotions that the subject is experiencing, even if the subject is trying to conceal those emotions.

Continue reading "Decoding CEO Faces" »

February 25, 2008

Is Consciousness Overrated?

by: Roger Dooley

Evidence continues to pile up demonstrating that our brains process information without our conscious awareness, and that our behavior can be affected by these stimuli.

Continue reading "Is Consciousness Overrated?" »

February 22, 2008

Why the Absolut Campaign Switch Worked

by: Roger Dooley

Last year, Absolut abandoned its classic "bottle" ad campaign. That long-running series of ads featured the shape of an Absolut bottle cleverly concealed in an illustration, and was largely responsible for establishing Absolut vodka as one of the most popular and well-recognized brands in the spirits field. I was surprised by the change, but even wildly successful ad programs eventually have to break with the past.

Continue reading "Why the Absolut Campaign Switch Worked" »

February 20, 2008

Does Irritating Your Customers Work?

by: Roger Dooley

One of the most annoying series of commercials is for HeadOn, an analgesic which one rubs on one's forehead to (supposedly) cure headaches. Does HeadOn work? I have no idea, but it seems doubtful.

Continue reading "Does Irritating Your Customers Work?" »

February 12, 2008

Complete Neuro-Ranking of 2008 Super Bowl Ads

by: Roger Dooley

Yesterday, I commented on Advertising Age's 2008 Super Bowl ad coverage that included neuromarketing firm Sands Research and their EEG-based ad analysis (see Your Brain on Super Bowl Ads.)

Continue reading "Complete Neuro-Ranking of 2008 Super Bowl Ads" »

February 11, 2008

Your Brain on Super Bowl Ads

by: Roger Dooley

For the last few years, while fans have been recovering from an excess of guacamole and sports analysts were explaining why the winning team actually prevailed (scored more points?), small teams of neuroscientists have been at work doing their own post-game analysis: measuring which ads lit up viewers' brains.

Continue reading "Your Brain on Super Bowl Ads" »

February 10, 2008

Comfort Shopping: Sad Customers Buy More

by: Roger Dooley

Most merchants would include "happy customers" as a key part of their mission. Oddly, new research shows that sad customers are likely to spend more money when shopping. Merely watching a sad video clip caused subjects to pay nearly four times as much for a water bottle than subjects who watched an emotionally neutral clip.

Continue reading "Comfort Shopping: Sad Customers Buy More" »

February 9, 2008

Nielsen Buys Into Neuromarketing

by: Roger Dooley

Has neuromarketing arrived? If not, it has reached a new plateau of credibility as the privately held Nielsen Company has invested in NeuroFocus, a firm that uses brainwave, eye-tracking and skin conductance measurements to measure consumer reactions to ads and products. Nielsen, best known for its television viewership ratings, has a diverse portfolio of businesses involved in media and marketing. According to their press info,

Continue reading "Nielsen Buys Into Neuromarketing" »

February 6, 2008

Our Prejudiced Brains

by: Roger Dooley

Years ago, I worked with a group of field representatives selling industrial equipment, and found that many had interesting adaptations to local culture in different parts of the U.S. One based in Texas always kept a Western-cut sheepskin jacket in his car. If he was visiting a plant in a remote location, he'd shed the suit coat he wore in Dallas and put on the rugged-looking jacket.

Continue reading "Our Prejudiced Brains" »

February 5, 2008

Super Bowl Ads: Brain Dead

by: Roger Dooley

While sports analysts pick over the performances of the Colts and Bears, the real work begins for advertising pundits: declaring winners and losers among the Super Bowl commercials. And this year, once again, we have brain scan data to help compare the Super Bowl Ads.

Continue reading "Super Bowl Ads: Brain Dead" »

February 4, 2008

Super Bowl Ads - A Pick for Neuro-Worst

by: Roger Dooley

The Loser. The inevitable fMRI neuromarketing analyses of the 2008 Super Bowl ads hasn't appeared yet, but I've got my pick for the worst: Planters Nuts spot showing a hideous-looking woman who seemed amazingly attractive to those around her. This sounds like a good scenario for a perfume, perhaps... through most of the commercial, one has no clue as to what is being advertised. Then, in the closing seconds, we see how the woman became so magnetic: by rubbing herself with Planters cashews.

Continue reading "Super Bowl Ads - A Pick for Neuro-Worst" »

February 1, 2008

Starbucks Admits Sensory Mistake

by: Roger Dooley

Starbucks understands sensory branding, and in particular olfactory marketing. The wonderful aroma of a good coffee shop is a great selling and branding tool - this is particularly important since research shows that the majority of the experience of drinking espresso comes from the coffee shop experience itself. Now, Starbucks has announced that they will quit serving breakfast. Why? Because the smell of heating egg and cheese sandwiches interferes with the coffee aroma.

Continue reading "Starbucks Admits Sensory Mistake" »

January 25, 2008

Starbucks Trying to Cut Buyer Pain

by: Roger Dooley

thumb_starbucks_2.jpgAs described many times here at Neuromarketing, paying for a product activates the brain's pain center, particularly if the price seems too high to the person making the buying decision. Starbucks is the company that taught us that $5 for a cup of coffee (or at least for a skinny mocha peppermint latte with an extra shot ) isn't too much too pay.

Continue reading "Starbucks Trying to Cut Buyer Pain" »

January 24, 2008

The Brain’s “Aha!” Spot

by: Roger Dooley

Long recognized psychological phenomena and various aspects of human behavior are being localized in the brain daily, it seems, and the latest to be studied is discovery, often referred to as an “Aha!” or “Eureka!” moment. This is the turning point when one realizes that one has found what one is looking for or has solved a vexing problem.

Continue reading "The Brain’s “Aha!” Spot" »

January 21, 2008

Cultural Brain Differences

by: Roger Dooley

arthur_aron.jpgIt appears that neuromarketing practitioners face one more challenge in analyzing brain scans. Research at Stony Brook University, Massachusetts Institute of Technology (MIT) and Stanford University shows that people from East Asian cultures use their brain differently than people raised in the U.S. The study, titled “Cultural Influences on Neural Substrates of Attentional Control,” appeared in the January issue of Psychological Science.

Continue reading "Cultural Brain Differences" »

January 19, 2008

A New Role For Marketing

by: Roger Dooley

Brain studies are providing lots of new insights into consumer behavior, but this post recognizes a new and important role for marketing based on neuroscience research. If you are an occasional Neuromarketing reader (or grazer!), this is one post that you may want to bookmark.

Continue reading "A New Role For Marketing" »

January 16, 2008

Why Expensive Wine Tastes Better

by: Roger Dooley

For Neuromarketing readers, it’s not big news that the perception of wine drinkers is altered by what they know about the wine (see Wine and the Spillover Effect, for example). Now, researchers at Stanford and Caltech have demonstrated that people’s brains experience more pleasure when they think they are drinking a $45 wine instead of a $5 bottle - even when it’s the same stuff.

Continue reading "Why Expensive Wine Tastes Better" »

January 10, 2008

Neuromarketing Shoots Itself in the Foot

by: Roger Dooley

Neuromarketers may be their own worst enemies. Neuromarketing, and its slightly more established sibling, neuroeconomics, are exciting areas in which new research findings pop up every week. Unfortunately, the rush to commercialize the technology seems to lead to an overabundance of hype and claims that are difficult to back up. A good example is the recent New York Times Op-Ed piece This Is Your Brain on Politics which we chronicled in Political Neuromarketing.

Continue reading "Neuromarketing Shoots Itself in the Foot" »

January 7, 2008

Cosmetic Neurology: Brain-Boosting Drugs

by: Roger Dooley

What’s the next big frontier in pharmaceutical marketing? Blockbuster drugs seem harder to develop these days, and it’s getting more difficult to sell minor tweaks to old products as major breakthroughs. It’s even getting more challenging to talk to physicians, as many of the old ploys to get face time (expensive meals, honoraria, etc.) are being abandoned.

Continue reading "Cosmetic Neurology: Brain-Boosting Drugs" »

December 28, 2007

Audio Branding: ‘Tis the Season

by: Roger Dooley

Marketing campaigns often focus primarily on the sense of vision, whether they are purely visual elements like print ads and billboards, or even when they have associated sound, like television commercials or retail environments. I’ve written about olfactory marketing - appealing to the sense of smell - but what about sound?

Continue reading "Audio Branding: ‘Tis the Season" »

December 18, 2007

Cool Products and Neuromarketing

by: Roger Dooley

I’ve often said that the most exciting application of neuromarketing techniques isn’t that of choosing or developing advertisements, but rather designing better products.

Continue reading "Cool Products and Neuromarketing" »

December 15, 2007

Neuromarketing and Election 2008

by: Roger Dooley

Neuromarketing technology is relatively new on the scene, and has been employed primarily by deep-pockets corporate customers. Application to politics has been mostly general and academic; my 2006 piece, The Neuroscience of Political Marketing, discussed research by Emory’s Drew Westen that showed that committed party voters did not process information in a rational or analytical manner. (Not really breaking news…) Now, the massive budgets of the 2008 U.S. presidential election are bringing out the neuromarketers in droves.

Continue reading "Neuromarketing and Election 2008" »

November 26, 2007

Cyber Monday Impulse Buying

by: Roger Dooley

Cyber Monday is one of those recent inventions that seems a bit suspect. Is the Monday after Thanksgiving really the biggest ecommerce sales day? It looks like Cyber Monday will have to work hard to beat Black Friday, when reports indicate that shoppers spent over $500 million online. Just in time for the online sales blitz, Web marketing expert Gord Hotchkiss has written a thoughtful post on Web impulse buying.

Continue reading "Cyber Monday Impulse Buying" »

November 24, 2007

Black Friday Neuromarketing

by: Roger Dooley

Across the U.S., retailers launched massive ad campaigns for the day after Thanksgiving, a.k.a Black Friday. The biggest shopping day of the year offers retailers a major challenge: how to get people into THEIR store, because once there the customers may spend a good part of their holiday gift budget. While most of the stores use the unsubtle approach of marking a small number of items down to ruinously low prices, there’s certainly some psychology at work too.

Continue reading "Black Friday Neuromarketing" »

November 23, 2007

Art, The Golden Mean, and The Brain

by: Roger Dooley

thumb_golden_mean.jpgWhat do mathematicians, architects, sculptors, biologists, and graphic designers have in common? They all use what is perhaps the most interesting number in mathematics: the Golden Mean, also called the Golden Ratio and the Golden Section.

Continue reading "Art, The Golden Mean, and The Brain" »

November 22, 2007

Wine Tasting Trickery

by: Roger Dooley

wine_evaluation.jpgWine and coffee seem to be common topics here at Neuromarketing. Perhaps it’s because I enjoy both, but also because each of these beverages comes in an infinite variety of flavors and is available in varied methods of delivery.

Continue reading "Wine Tasting Trickery" »

November 21, 2007

Starbucks vs. McDonald’s: Coffee War Heating Up

by: Roger Dooley

starbucks_vs_mcdonalds.jpgBurger giant McDonald’s has the lucrative upscale coffee market dominated by Starbucks clearly in its sights. According to an AP report, McDonald’s Eyes Ballooning Coffee Market,

Continue reading "Starbucks vs. McDonald’s: Coffee War Heating Up" »

November 13, 2007

Political Neuromarketing

by: Roger Dooley

thumb_clinton_brains.jpgI’ve been waiting for the first news of neuromarketing in the 2008 U.S. presidential election, and it has arrived a full year before the election itself. The first few conclusions seem so obvious as to not require firing up a multi-millon dollar fMRI machine:
 

Continue reading "Political Neuromarketing" »

November 10, 2007

Better Giving Through Chemistry: Oxytocin Drives Generosity

by: Roger Dooley

There’s more proof that the hormone oxytocin is an important factor in our social behavior. Previously, the brain chemical was shown to be associated with trust (see Building Trust: Chemical Neuromarketing). Now, researcher Paul Zak, a professor of economics and director of the Center for Neuroeconomics Studies at Claremont Graduate University in California, has shown that subjects who inhaled oxytocin gave away 80% more money than subjects who inhaled a placebo.

Continue reading "Better Giving Through Chemistry: Oxytocin Drives Generosity" »

November 7, 2007

When Everyone is Above Average

by: Roger Dooley

Would you be limiting yourself if you targeted advertising only at those who were above average in whatever characteristic related to your product (say, intelligence, good looks, athletic ability, perserverance, etc.)? In a word, NO. Studies show that across a wide spectrum of measures, almost everyone considers themselves to be above average.

Continue reading "When Everyone is Above Average" »

November 5, 2007

Penalty Pain: How to Make Your Customers Hate You

by: Roger Dooley

penalty_pain.jpg Neuromarketing readers are by now familiar with the idea of “buying pain” or “pain of paying” - when we buy something, the pain center in our brain can be activated. Work by Carnegie Mellon’s George Loewenstein and others shows that this effect is greatest when the price is perceived to be high or unfair.

Continue reading "Penalty Pain: How to Make Your Customers Hate You" »

November 3, 2007

Neuromarketing and Diversity

by: Roger Dooley

Advertising Age revisits neuromarketing, this time in the form of a blog post by Jonathon Feit, Neuromarketing and Diversity Go Hand-in-Hand. Writing about the 2007 American Magazine Conference in Boca Raton (nice work, if you can get it…), Feit posits:

Continue reading "Neuromarketing and Diversity" »

November 1, 2007

Sensory Marketing to Jolt Espresso Sales

by: Roger Dooley

One of the keys to the phenomenal success of Starbucks has been that its stores offer a consistent and appealing sensory experience. The music, colors, and lighting are all important, but clearly the wonderful coffee aroma is what dominates one’s senses on entering a Starbucks outlet.

Continue reading "Sensory Marketing to Jolt Espresso Sales" »

October 31, 2007

Trend: Neuroscience Infiltrates Society

by: Roger Dooley

As we understand more about the workings of the brain, neuroscience is starting to impact diverse areas of society. Over time, it will probably touch many more. This has been acknowledged by the Neurotechnology Industry Organization in their Top 10 Neuroscience Trends of 2007.

Continue reading "Trend: Neuroscience Infiltrates Society" »

October 29, 2007

Why Percentages Don't Add Up

by: Roger Dooley

thumb_no_percent.gif

Which is scarier - undergoing a potentially fatal surgical procedure that has a 95% survival rate, or one that causes death in 1 out of 20 patients? If you are like most people, you would find the latter statistic far more worrisome, even though mathematically the two statements are the same. A variety of research shows that marketers should choose carefully when throwing numbers at their customers.

Continue reading "Why Percentages Don't Add Up" »

October 28, 2007

Smiles Really DO Boost Sales

by: Roger Dooley

What’s the first thing a manager teaches a new retail or food service employee? Maybe “Don’t steal the cash!” is first, but right after that is, “Smile at the customer!” It turns out that this is probably even better advice than one might think. Continuing our exploration of subliminal stimuli and their effects on behavior, I wanted to share an intriguing study that shows that exposure to brief images of smiling or frowning faces - too quickly for the subject to consciously process - actually affected the amount test subjects were willing to pay for a drink!

Continue reading "Smiles Really DO Boost Sales" »

October 25, 2007

Subliminal Branding in Milliseconds

by: Roger Dooley

We are subjected to a constant stream of branding messages - company logos, brand emblems, and even distinctive designs are, quite literally, everywhere. In addition to conventional advertising media, it seems that just about every item that can be used to convey a message has been pressed into service. The net effect of this barrage of branding might seem to be “brand blindness.”

Continue reading "Subliminal Branding in Milliseconds" »

October 22, 2007

Emotional Design

by: Roger Dooley

At a conference presentation last week (see Neuromarketing in Montreal), I made the point that the most important frontier for neuromarketers may be product design. Why struggle to make ads more appealing when you could be making the product itself more appealing by tapping into the consumer’s true feelings and reactions?

Continue reading "Emotional Design" »

October 20, 2007

Ignore Your Brain and Get Rich

by: Roger Dooley

The subtitle of Your Money & Your Brain by Jason Zweig (Simon & Schuster, 340pp) is How The New Science of Neuroeconomics Can Make You Rich. No doubt the publishers needed to spice up the cover a bit, because the book might have been better subtitled, “How to stop your brain from screwing up a slow and steady investment strategy.”

Continue reading "Ignore Your Brain and Get Rich" »

October 11, 2007

Study: How People Bond with Products

by: Ilya Vedrashko

UI Garden: "During the doctoral research, Ruth Mugge investigated the topic of product attachment – the strength of the emotional bond a consumer experiences to a specific product.

Continue reading "Study: How People Bond with Products" »

October 10, 2007

Damage Control That Causes More Damage

by: Roger Dooley

Usually marketers concentrate on getting their own message out, but sometimes it seems necessary to respond to the claims of others. The most annoying of these situations are claims or rumors that are totally false. What should one do if, for example, an activist group makes false allegations that your product causes cancer or is made from baby seals? One’s first reaction would be to start a major effort to set the record straight - call a press conference, schedule interviews, and buy ad space . Oddly, those steps may be the worst reaction to the charges, and the reason is the way people’s brains work.

Continue reading "Damage Control That Causes More Damage" »

October 9, 2007

Five Keys to Selling to Spendthrifts

by: Roger Dooley

Neuroeconomics research suggests that roughly 15% of your consumers are “spendthrifts” - they have unusually low sensitivity to the pain of paying, i.e., the neural discomfort associated with parting with money. Selling to people who feel little or no buying pain should be easy, right?

Continue reading "Five Keys to Selling to Spendthrifts" »

October 7, 2007

Find Out If You Are A Tightwad

by: Roger Dooley

We’ve been writing about “tightwads” and “spendthrifts” lately (see Tightwads, Spendthrifts, and Everyone Else and Five Keys to Selling to Tightwads), and thought [Futurelab] readers might be interested in finding out where they fall on the spending scale.

Continue reading "Find Out If You Are A Tightwad" »

October 6, 2007

Negative Shipping, Less Pain, More Gain

by: Roger Dooley

If there’s one persistent theme here at Neuromarketing, it’s that good offers reduce buying pain for consumers, and bad offers increase it.

Continue reading "Negative Shipping, Less Pain, More Gain" »

October 4, 2007

We've Outsourced Brain Functions to Silicon

by: Lynette Webb

This is a bit cyborg-ish but I like it 'cos I'd never thought about it in such blunt terms before.

Continue reading "We've Outsourced Brain Functions to Silicon" »

October 3, 2007

Five Keys to Selling to Tightwads

by: Roger Dooley

One out of four potential customers for your product may not buy it, even if the purchase makes economic sense or is otherwise a good decision.

Continue reading "Five Keys to Selling to Tightwads" »

October 1, 2007

Tightwads, Spendthrifts, and Everyone Else

by: Roger Dooley

tightwad vs spendthriftMarketers love to segment their potential customers, and now there’s a new way to do it: spendthrifts, tightwads, and everyone else. Research at Carnegie Mellon University shows that 40% of consumers can be classified as either spendthrifts or tightwads, while 60% fall into a middle category without strong tendencies in either direction.

Continue reading "Tightwads, Spendthrifts, and Everyone Else" »

September 26, 2007

Halo 3: Brain Games

by: Roger Dooley

brain on halo 3A few weeks ago, WIRED published an interesting story on the massive amount of testing that has gone into producing Halo 3. The biggest part of this has been usability testing to ensure that the game is continuously playable.

Continue reading "Halo 3: Brain Games" »

September 22, 2007

Korean Air Tries Sensory Branding - on TV

by: Roger Dooley

korean air lipsThe company cited by Brand Sense author Martin Lindstrom for doing the best job of sensory branding is Singapore Airlines. Now, Korean Air seems to be making its own major effort to appeal to multiple senses… via the primarily visual medium of television.

Continue reading "Korean Air Tries Sensory Branding - on TV" »

September 21, 2007

Nonprofit Marketing: The Power of Personalization

by: Roger Dooley

one_beats_manyLogic tells us that a bigger problem should get more attention. One person suffering from a disease is certainly bad, but a thousand afflicted individuals should motivate us far more. As is often the case in our odd world of neuromarketing and neuroeconomics, research shows that our brains operate in an illogical and perhaps unexpected manner.

Continue reading "Nonprofit Marketing: The Power of Personalization" »

September 18, 2007

Sensory Appeal: Sight Matters

by: Roger Dooley

Continue reading "Sensory Appeal: Sight Matters" »

September 15, 2007

Bad Intuition: Too-Thin Slicing

by: Roger Dooley

The concept of “thin slicing” was popularized by Malcom Gladwell in is best-selling Blink. In short, thin slicing is the ability for people, based on their past experience, to find patterns in behavior, appearance, etc. with a very small time sample. An expert salesperson, for example, may intuit whether a prospect is a likely buyer within a few seconds of meeting her.

Continue reading "Bad Intuition: Too-Thin Slicing" »

September 13, 2007

Fitness Marketers Need to Get Brainy

by: Roger Dooley

newsweekBack in March, I predicted a fitness boom following a huge Newsweek cover story on exercise and the brain (Brain Improvement to Spark Fitness Boom). I’m still waiting. My own health club hasn’t had an observable influx of older members and, more significantly, I haven’t see any ads that make the link between exercise and brain fitness. Newsweek must be wondering if anyone got the message the first time, because they have returned to the topic with a new, lengthy commentary by Dean Ornish, M.D., Bigger Brains, Better Genes.

Continue reading "Fitness Marketers Need to Get Brainy" »

September 8, 2007

Contest Marketing: Beating the Odds

by: Roger Dooley

In This is Your Brain on Money, I mentioned that I’d visit some of the other neuromarketing-related topics raised in Jason Zweig’s interesting article in Money, Your money and your brain. One of these is that our brains are programmed for “reward anticipation” but aren’t very good at calculating odds.

Continue reading "Contest Marketing: Beating the Odds" »

September 5, 2007

Selling the Unsellable

by: Roger Dooley

Can you imagine a more difficult marketing task than selling books written by long-dead authors like Plutarch or Pliny the Younger to middle-class Americans? To make the challenge even more difficult, the books are priced well above most hardcover books, and you have to sell not just a few volumes to each customer but dozens and dozens.

Continue reading "Selling the Unsellable" »

August 26, 2007

This is Your Brain on Money

by: Roger Dooley

The human mind may be well suited to surviving in dangerous forests and plains, but it doesn’t do as well with modern financial decisions. A lengthy and interesting article in Money by Jason Zweig (read it online at CNNMoney.com - Your money and your brain.) highlights some of the areas where our brain’s decision-making processes yield results that are often less than optimal from an economic standpoint.

Continue reading "This is Your Brain on Money" »

August 24, 2007

Are Women Better At Sales?

by: Roger Dooley

In our recent article on The Mating Mind we described how “romantically primed” men were much more likely to spend lots of money than men who were not so primed, and than women in either condition. Separately, we’ve also noted that female salespeople seem to dominate some areas, and that these women seem to skew toward the attractive end of the spectrum.

Continue reading "Are Women Better At Sales?" »

August 21, 2007

Web ads – what are they for?

by: Dick Stroud

This is an age-neutral blog posting about a couple of bits of research I have just read about the dynamics of Web advertising.

The first research study is from the University of Kentucky's School of Journalism and Telecommunications and claims that just seeing an ad on a Web page can be remembered and doesn't rely on the ad being clicked. The full article is on the Technology Review web site.

Continue reading "Web ads – what are they for?" »

August 19, 2007

Names Disrupt The Brain

by: Roger Dooley

“Remember that a man’s name is to him the sweetest and most important sound in any language.” So said Dale Carnegie, famed author of How to Win Friends and Influence People. As it turns out, Carnegie may have been onto something long before neuromarketing techniques were around to prove it.

Continue reading "Names Disrupt The Brain" »

August 18, 2007

Pheromones Encourage Shopping

by: Ilya Vedrashko

Found this news article back from January 2004 while browsing Live-Scent.com forums:

Continue reading "Pheromones Encourage Shopping " »

August 16, 2007

Facial Coding

by: Roger Dooley

face_400When we wrote our recent review of Emotionomics: Winning Hearts and Minds by Dan Hill, our interest in facial coding was sparked. Or, perhaps, re-sparked; when we read Malcolm Gladwell’s Blink, we found his discussion of facial coding to be quite intriguing.

Click image to enlarge.

Continue reading "Facial Coding" »

August 14, 2007

Emotionomics

by: Roger Dooley

Emotionomics: Winning Hearts and Minds by Dan Hill (Beaver’s Pond Press) builds on the premise that “facial coding,” the inerpreting of the often involuntary expressions our faces make (sometimes called microexpressions), can be used to better understand our real emotions, reactions, and intentions.

Continue reading "Emotionomics" »

August 13, 2007

The Neuroscience of Second Life

by: Roger Dooley

These days, people are spending a lot of time online, much of it in Web communities and social networks. Second Life is a virtual world in which users create avatars to represent themselves and interact with others.

Continue reading "The Neuroscience of Second Life" »

August 10, 2007

Wine and the Spillover Effect

by: Roger Dooley

wine_spill_400Would wine thought to be from California taste better than wine from North Dakota, even if it was poured from the same bottle? It’s no surprise that the answer is “yes” - in Preschool Branding we described how even young children say branded food tastes better than identical unbranded items.

Continue reading "Wine and the Spillover Effect" »

August 8, 2007

Preschool Branding?

by: Roger Dooley

This may not be news to parents of small kids, but branding is a potent force even among preschool children. A new study of preschoolers in California shows that kids will even eat carrot sticks if they come in a McDonald’s wrapper.

Continue reading "Preschool Branding?" »

August 3, 2007

The Mating Mind: Is Boosting Sex Appeal the Brain’s Primary Purpose?

by: Roger Dooley

The Mating Mind. A prof at the University of New Mexico has an interesting suggestion: the evolution of the human brain was largely driven by finding better ways to appeal to the opposite sex.

Continue reading "The Mating Mind: Is Boosting Sex Appeal the Brain’s Primary Purpose?" »

August 1, 2007

Music Changes Grab Attention

by: Roger Dooley

Many forms of marketing incorporate music - often, this is to create a mood or evoke memories of a particular time period. New research shows that changes in the music are what really gets the attention of the listener’s brain:

Continue reading "Music Changes Grab Attention" »

July 31, 2007

Does Your Marketing Smell?

by: Roger Dooley

brand_smell_400What does your marketing program smell like? If you have difficulty answering that question, you need to get up to speed on the powerful impact that’s possible by activating your customers’ olfactory nerves. (Web-only marketers won’t have to worry about this yet, but retail marketers and even those who use print media, direct mail, and the like can read on.)

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July 24, 2007

Marketing and the Placebo Effect

by: Roger Dooley

placebo-marketingWe all know what the placebo effect is - give a group of patients a sugar pill instead of a medication with active ingredients, and some of them will show an improvement in their symptoms.  Drug researchers treat the placebo effect as an annoying artifact that must be eliminated by using double-blind studies. 

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July 19, 2007

How Customers Think

by: Roger Dooley

“About 95% of all thought, emotion, and learning occur in the unconscious mind - that is, without our conscious awareness.”

       -Gerald Zaltman, in How Customers Think

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July 18, 2007

Facebook Eats MySpace’s Cafeteria Lunch

by: Roger Dooley

My fellow FutureLab blogger, danah boyd, wrote an interesting and controversial essay about the social network migration of high school students: Viewing American class divisions through Facebook and MySpace.

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July 17, 2007

Can Moving Images Improve Ad Recall?

by: Roger Dooley

Side-to-side eye movements have been shown to improve memory, according to researchers in the UK and the US. They speculate that the eye movement causes the two hemispheres of the brain to interact with each other more, but a mechanism for the memory enhancement hasn’t been determined conclusively.

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July 14, 2007

“Research says” – don’t you believe it

by: Dick Stroud

A couple of bits of ‘research’ about the 50-plus have recently been published that the press have picked up chewed around, attached a catchy headline and blurted out.

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July 13, 2007

High Testosterone Marketing

by: Roger Dooley

How does marketing to high-testosterone males differ from pitching their lower testosterone counterparts? And who are those testosterone-rich individuals?

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June 28, 2007

Building Trust: Chemical Neuromarketing

by: Roger Dooley

Much of what we write about here at Neuromarketing is research that helps explain behavior. In other words, the neuroscientists take known human behavior and use brain imaging or other tools to help understand why that occurs. Generally, magic “buy buttons” are out of the question. Some work performed by Paul Zak, director of the Center for Neuroeconomic Studies at Claremont Graduate University, and a team of Swiss researchers, suggests that some seemingly magical ways of influencing human behavior may yet be found.

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June 19, 2007

Study: Taxes Aren’t Painful

by: Roger Dooley

Often, neuromarketing and neuroeconomic research seems to mostly confirm what we already knew, but a study at the University of Oregon produced results that are counter to what one might expect: rather than activating pain centers in the brain, paying taxes activates reward centers - the same areas of the brain that fire in response to food and social interaction.

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June 7, 2007

Device Measures Engagement Through Face Recognition

by: Ilya Vedrashko

A piece of news from last year's New Scientist that surfaced on Digg today: Media Lab students built a device that alerts people suffering from autism to social cues. "The "emotional social intelligence prosthetic" device [...] consists of a camera small enough to be pinned to the side of a pair of glasses, connected to a hand-held computer running image recognition software plus software that can read the emotions these images show.

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June 6, 2007

Fruitful Research: Science Boosts Cranberry Ads

by: Roger Dooley

Employing cognitive science to creation of a new ad for cranberry juice may have been a key factor in the ad’s scoring in the top 10% of a recall test of over 8,500 ads.

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May 30, 2007

The Joy of Giving vs. the Pain of Buying

by: Roger Dooley

We’ve covered the concept of buying pain here frequently, but haven’t seen much about how giving away money affects the brain. Two new studies shed some light on the neuroscience of charity and altruism. These studies indicate that the cerebral cortex, the area of the brain responsible for our most advanced cognitive functions, is involved in altruistic behavior.

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May 26, 2007

Wearable Neuromarketing Scanner

by: Roger Dooley

thumb_hitachi_scannerHitachi has introduced a wearable brain scanner targeted at a variety of applications, one of which is neuromarketing. The halo-like device is portable, allowing it to be worn while performing normal activities - perhaps even shopping.

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May 25, 2007

Product Contagion

by: Roger Dooley

product contagionI recall the first mega-store that opened locally - it happened to be a Meijer store, though now Super Wal-Marts, Super Targets, and other stores that sell everything are common.

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May 22, 2007

Send in the NeuroArchitect - Two Feet and The Brain

by: Roger Dooley

We’ve discussed priming - the idea that an attitude or concept can be activated in an individual by subtle cues without conscious awareness - multiple times (e.g., Priming by Order, Priming the Customer, Thinking about Money) and others). Now, researchers have found that something as subtle as a two-foot difference in ceiling height can alter the way the brain works.

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May 18, 2007

Making The Complex Simple

by: Roger Dooley

We recently covered new research that showed an interesting inversion of feelings about decisions in our post, Simple Marketing for Complex Products. Simply put, individuals were happier with decisions about complex issues that were made intuitively, but were also happier with decisions about simple issues that had been carefully analyzed.

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May 9, 2007

Got Smell? Ads Target Customer Noses

Roger Dooley

thumb_coffeeThere’s not much doubt that a multisensory ad approach could, if done well, outperform one that appeal only to one sense. Indeed, the Scent Marketing Institute thinks that business will be increasing spending on aroma-based advertising. One current effort is for some California gas stations to spread the aroma of coffee near the pumps to encourage consumers to fill up their travel mug in addition to their gas tank.

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May 5, 2007

Dissecting Marketing Forensics

by: Joseph Mann

I just came across an intriguing banner ad offer for a webinar titled "Multichannel Forensics: Understanding How Customers Interact with Advertising, Products, Brands and Channels" being given by Kevin Hillstrom and it made me think - what exactly is multichannel or marketing forensics?

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May 2, 2007

Twenty-somethings More Risk Averse Than Seniors

by: Roger Dooley

New neuroscience research shows that older individuals are less affected by the possibility of losing money than younger people. Gains, meanwhile, are equally attractive to both groups.

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April 25, 2007

Simple Marketing for Complex Products

by: Roger Dooley

The more complex a decision is, the more thought and deliberation it requires, right? As intuitive and seemingly obvious as that statement seems, new research shows that it’s not true, at least in some kinds of situations.

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April 16, 2007

Sexy Pictures and Gender Differences

by: Roger Dooley

thumb_modelWhen viewing sexy pictures, will men or women focus more on the faces of the participants? Surprisingly, men tend to look at the faces more than women, according to a new eye-tracking study conducted at the Center for Behavioral Neuroscience (CBN) in Atlanta.

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April 12, 2007

Lexus - Less Pain, More Gain

by: Roger Dooley

lexusLast week we posted about Seth Godin’s Joy/Cash Curve and Buying Pain. We think that at least some marketers already understand the problem Godin raises and are trying to address it. One auto brand, Lexus, goes out of its way to, as Godin might put it, to add joy to the process of buying, not to mention owning, a car. From a neuromarketing point of view, we might view their efforts more as pain reduction.

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March 31, 2007

Science Daily Week

by: Guy Kawasaki

This is the final issue of Science Daily Week. Here’s a three-fer.

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March 28, 2007

Painful Sushi and Other Pricing Blunders

by: Roger Dooley

What’s the worst way to sell something? According to Carnegie Mellon University economics and psychology professor George Loewenstein (see The Pain of Buying and Brain Scans Predict Buying Behavior), selling products in a way that the consumer sees the price increase with every bit of consumption causes the most “pain”.

Continue reading "Painful Sushi and Other Pricing Blunders" »

March 24, 2007

Branding, Customer Engagement, and Neuromarketing

by: Roger Dooley

One of the great buzzwords in recent years has been “customer engagement,” generally taken to mean how emotionally involved customers are with a product or brand.

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March 23, 2007

Pain, Fear, and Vicarious Learning

by: Roger Dooley

Why do people react with fear when they see a snake, even though they have never been bitten by a snake or even had much contact with the reptiles? New research shows that the same areas of the brain that react to a personal experience involving pain or fear also react to watching someone else exhibit fear in response to the stimulus.

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March 18, 2007

Brain Improvement to Spark Fitness Boom

by: Roger Dooley

newsweekMarketers, start your engines… a new fitness boom is about to begin. Neuroscience is back in the spotlight again, this time on the front cover of Newsweek in an article titled Stronger, Faster, Smarter. The article reports on work being done at the University of Illinois, UCLA, Columbia University, and other locations to establish the relationship between physical exercise and improved brain fitness.

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March 14, 2007

Long Tail Neuromarketing

by: Roger Dooley

One of the more interesting marketing books in recent years is The Long Tail: Why the Future of Business Is Selling Less of More by Chris Anderson. The concept is deceptively simple - historically, most efforts have been focused on the relatively small number of very popular products.

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Neuro Study Predicts Viral Success

By: Ilya Vedrashko

OTOInsights: "One to One Interactive and Innerscope Research had 25 individuals observe 11 viral videos that were uploaded to NewGrounds.com. Our hypothesis was that neurological measures of media engagement could accurately predict the ratings that the NewGrounds online community assigned to viral content.

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March 10, 2007

Subliminal Messages Work!

by: Roger Dooley

Exciting new research shows that subliminal messages do reach the brain, although their impact on behavior has yet to be demonstrated.

Continue reading "Subliminal Messages Work!" »

March 8, 2007

Viral Video and Neuromarketing

by: Roger Dooley

One of the hottest marketing techniques in the last year has been viral video - create a clever enough video segment, and with minimal promotion it can reach a Super Bowl ad-sized audience for a tiny-fraction of the cost.

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March 5, 2007

Happy Birthday Futurelab Blog

by: Alain Thys

Exactly a year ago this blog went "live" and we just wanted to thank everyone who's been part of making it something much more successful than we ever thought it would be. Today, we've got about 25,000 regular readers, over 1,400 posts, and more importantly, our base of daily feedburner subscribers keeps growing by the week (currently at 2,500).

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March 2, 2007

Priming by Order

by: Roger Dooley

One of the more intriguing concepts in neuromarketing is priming, i.e., influencing an individual’s behavior by the introduction of various subtle cues.

Continue reading "Priming by Order" »

February 23, 2007

Sex Doesn’t Sell?

by: Roger Dooley

A new study suggests that ads on sexy television shows don’t perform as well as those on tamer fare, and that advertisers need to look beyond the audience size and demographics in planning ad placements. APR’s Marketplace radio show reports,

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February 21, 2007

Price Tag Psychology

by: Roger Dooley

price tagRetail price tags are disappearing, as documented by MSNBC’s Bob Sullivan in Whatever Happened to Price Tags?.

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February 20, 2007

The Pain of Buying

by: Roger Dooley

We recently reported on important new neuroeconomics research in Brain Scans Predict Buying Behavior. This study is the first that attempts to correlate fMRI brain scan data with actual purchasing behavior.

Continue reading "The Pain of Buying" »

February 17, 2007

Neuroethics vs. Neuromarketing

by: Roger Dooley

There has been interest in neuroethics for years - the ethical dilemmas involved in everything from brain scans to cognitive enhancement drugs have been long apparent to neuroscientists.

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February 13, 2007

avatars roam across other people's wii games

by: Lynette Webb

 

Click image to enlarge.

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Brain Scan Mind Reading 70% Accurate

by: Roger Dooley

brain-fmri 1The promise of neuromarketing has been the tantalizing possibility that marketers would be able to understand what consumers really think, not just what they say. We’re a long way from effective mind reading, but researchers have taken a step in that direction by predicting the intention of subjects with reasonable accuracy.

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February 12, 2007

Neuromarketing and Education

by: Roger Dooley

Kathy Sierra wrote an interesting post, Marketing should be education, education should be marketing, that suggests what educators really need is more fMRI data.

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February 9, 2007

Brain Scan Reads Intentions

By: Ilya Vedrashko

Guardian writes: "A team of world-leading neuroscientists has developed a powerful technique that allows them to look deep inside a person's brain and read their intentions before they act.

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February 8, 2007

Shakespeare Copywriting

by: Roger Dooley

Few would argue that Shakespeare is one of the greatest writers in the English language, but we don’t see Madison Avenue putting much of their copy in sonnet form.

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January 24, 2007

Social Perceptions and Altruism Research

by: Roger Dooley

Duke neuroscientist Scott Huettel, whose neuroeconomics work we described in Decision Making, Risk, and Ambiguity, is back in the news with some interesting work on the neuroscience of altruism.

Continue reading "Social Perceptions and Altruism Research" »

January 21, 2007

Libido-Enhancing Scent Patch

By: Ilya Vedrashko

Someone who figures out how to spray stores with this thing will move a lot of merchandise:

Continue reading "Libido-Enhancing Scent Patch" »

January 16, 2007

Neuromarketing in the News

by: Roger Dooley

The last few days have brought some neuromarketing coverage in the mainstream press. If Only I Had a Brain Scan in BusinessWeek describes some recent ad testing:

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January 5, 2007

Brain Scans Predict Buying Behavior

by: Roger Dooley

Only a day ago, in our post Neuro-Hype, we lamented the abundance of brain scan hype and the dearth of research that examines real purchase behavior. As if on cue, Carnegie Mellon University released Researchers Use Brain Scans To Predict When People Will Buy. While we haven’t perused the full study details, which appear in Neuronin Neural Predictors of Purchases, the work seems to be some of the most useful and exciting neuromarketing and neuroeconomics research published to date:

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December 29, 2006

The 21 Strongest Thoughts for 2006

by: Alain Thys

As I compiled the most read posts on this blog, I couldn't shake the feeling that "there was a lot of great stuff missing". That's why I decided to do the "old media" thing and make a selfish editorial selection of what I thought were the twenty strongest thoughts expressed on this blog since its inception (one per contributor). 

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The Ten Most Read Futurelab Articles in 2006

by: Alain Thys

It's the season to make lists and hitparades, so to end the year we'll do our bit as well.  According to Google Analytics, here's a list of the ten most read articles since the launch of this blog on March 5th, 2006. It's an interesting mix, which for me, is also a testimony to the way the Long Tail seems to be working.

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December 28, 2006

NY Times Cautious on Brain Fitness

by: Roger Dooley

The recent publication of a study showing that performing mental exercises improves subjects’ ability to perform those tasks, even years later, has caused a flurry of interest in brain fitness. (See New Evidence for Brain Fitness.) Today, the New York Times reviews the literature on brain fitness in As Minds Age, What’s Next? Brain Calisthenics and strikes a cautious tone overall.

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December 21, 2006

Deal or No Deal

by: Roger Dooley

deal or no dealThe wildly popular television game show, Deal or No Deal, is a televised neuroeconomics experiment (or would be if you could scan the brains of the participants as they played): each week, contestants choose to accept a fixed amount of money, or keep playing with the possibility of a still-higher payoff.

Continue reading "Deal or No Deal" »

December 18, 2006

The Hungry Customer

by: Roger Dooley

Food marketers love hungry customers as they are certainly in a state where tantalizing images may be particularly effective. Oddly, it turns out that hungry people may take in all kinds of information more quickly. The New York Times recently reported on the findings of Yale researchers in Empty-Stomach Intelligence:

Continue reading "The Hungry Customer" »

December 14, 2006

Interactivity May Cause False Memories

By: Ilya Vedrashko

"Although object-interactivity will likely improve memory of associations compared to static pictures and text, it may lead to the creation of vivid internally-generated recollections that pose as real memories. Consequently, compared to information conveyed via static pictures and text, object-interactivity may cause people to falsely recognize more non-presented features."

Continue reading "Interactivity May Cause False Memories" »

December 13, 2006

Comedy and Marketing

by: Roger Dooley

Our recent post, Laughing Matter: Priming and Mirroring, cited new research showing that hearing the sound of laughter produced a response in subject’s brain in the premotor cortical region, triggering an unconscious smile and apparently preparing the subject to laugh.

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Laughing Matter: Priming and Mirroring

by: Roger Dooley

We’re always interested when neuroscience research shows how people respond to external cues, and some new research into the effects of sounds may well have neuromarketing implications.

Continue reading "Laughing Matter: Priming and Mirroring" »

December 12, 2006

Brain Fitness and Selling Neuroscience

by: Roger Dooley

It’s been a while since we posted Marketing Neuroscience: Brain Fitness, and I’ve noticed that interest in the entire brain fitness and cognitive enhancement area seems to be heating up.

Continue reading "Brain Fitness and Selling Neuroscience" »

December 4, 2006

Surprising the Brain

by: Roger Dooley

Neuroscientists are getting closer to understanding how we are surprised by unexpected events. Dharshan Kumaran and Eleanor Maguire at the Wellcome Trust Centre for Neuroimaging at University College London have found that the hippocampus “predicts” what will happen next by automatically recalling an entire sequence of events in response to a single cue.

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December 3, 2006

Must Watch Video: Shopping 2016

by: Alain Thys

We've been a bit quiet over the past few days because of a busy week at the Marketing 3 conference in the Netherlands, yet to make up, we wanted to bring you a few early Christmas presents in the form of key videos from the conference.

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November 30, 2006

Brain Branding Story Grows Legs

by: Roger Dooley

When we wrote Brain Branding post yesterday, most of the mainstream press hadn’t picked up on the unassuming press release from the Radiological Society of North America (RSNA). What a difference a day makes - Google News counted nearly forty related articles by this morning, including:

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November 29, 2006

Brain Branding: The Power of Strong Brands

by: Roger Dooley

coca cola brandHow important is a strong brand image? A new study presented at the Radiological Society of North America (RSNA) shows that people presented with known brand images processed them in areas of the brain associated with positive emotions, while unfamiliar brands took more effort for the brain to process and activated areas of the brain associated with negative emotions.

Continue reading "Brain Branding: The Power of Strong Brands" »

November 28, 2006

Thinking About Money

by: Roger Dooley

Earlier this year, we wrote Priming the Customer, which briefly covered some fascinating research in the area of priming.

Continue reading "Thinking About Money" »

November 23, 2006

DARPA Driving Neuroscience Research

by: Roger Dooley

Those who are fans of commercial technologies spinning off from military or government research will be happy to know that the field of neuroscience is getting plenty of attention and government funding.

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November 22, 2006

Future: Planting False Memories

By: Ilya Vedrashko

New Scientist is celebrating its 50th anniversary with a special compilation of forecasts for the next 50 years gathered from the leading scientists. Among the most directly relevant to advertising is this one from Elizabeth Loftus:

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November 20, 2006

The Thinking Amygdala

by: Roger Dooley

A recurring theme in quite a few of our neuromarketing posts is the apparent contest between the amygdala, a brain structure long thought to be the seat of emotions in the brain, and other brain structures thought to be responsible for higher cognitive functions like reasoning and problem solving. Now, neuroscientists at Yale University have demonstrated that the amygdala plays a role in working memory, a function which plays a key role in higher cognitive functions.

Continue reading "The Thinking Amygdala" »

November 10, 2006

Avoiding Fairness Dissonance

By: Roger Dooley

capuchin monkeysMost of us attempt to treat each other fairly, and react negatively if we feel we are treated unfairly. We may even react negatively if we see someone else being treated in an unfair manner. Research shows that this sense of fairness isn’t something we learn in school or from our parents (though undoubtedly those environmental factors shape our perception of what constitutes fair behavior) - other primates also have a developed sense of fairness.

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November 6, 2006

Pricing, Ego, and Emotion

By: Roger Dooley

Neuromarketing and Pricing. Why do people sometimes set prices that are too high, and then stubbornly stick with them despite evidence from the marketplace that the price is indeed wrong?

Continue reading "Pricing, Ego, and Emotion" »

November 1, 2006

Non-Verbal Communication and the Brain

By: Roger Dooley

Why do spokespeople in ads who aren’t professional actors do so badly most of the time? No doubt we’ve all seen the ads featuring the owner or sales manager of the local car dealer, or the guy who owns the furniture outlet, that seem painfully bad.

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October 27, 2006

Brain Registers Subliminal Nude Images

by: Roger Dooley

This is one of those experiments that must have raised a few eyebrows during the approval process… “Let’s get this straight, you are going to show subjects invisible pictures of naked people and see if they unconsciously remember seeing them…”

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October 16, 2006

Food Ads and Marketing to “Cravers”

by: Roger Dooley

chocolateLast May, we posted Food Ads: How Brains Respond, which discussed research showing that images of food triggered a response in the brain’s reward centers. Now, as reported in the Seattle Times in Chocolate: Love at first bite — or sight, Ciara McCabe and Edmund Rolls of Oxford University in England will present additional food image research at the annual meeting of the Society for Neuroscience later this week.

Continue reading "Food Ads and Marketing to “Cravers”" »

October 14, 2006

“Neuroplanning” and Neuromarketing in the Czech Republic

by: Roger Dooley

The Prague Post, a popular English-language weekly in the Czech Republic, ran both an article, Picking Your Brain, and an opinion piece, On the brains (and ethics) of neuroplanning, on the topic of neuromarketing. The former covers the launch of a neuroscience-based media planning effort being launched by European media planning firm PHD Network.

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October 11, 2006

Warranties, Neuromarketing, and Neuroeconomics

by: Roger Dooley

There’s a neuromarketing lesson in extended warranties. If you have purchased any kind of electronic product in the last few years, you were almost certainly offered an opportunity to extend the product’s warranty.

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October 4, 2006

If You Want To Innovate, Get Some Rest

by: John Caddell

The macho sleep-deprivation culture of global business is dangerous to companies, states Dr. Charles A. Czeisler in an interview from the October issue of Harvard Business Review.

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September 24, 2006

Neuromarketing in Korea

by: Roger Dooley

We ran across this sketchy news item in Digital Chosunilbo, Korean Firms Turn to Neuromarketing. The article describes use of fMRI scans to aid the product development process:

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September 18, 2006

Neuroeconomics, Asymmetric Paternalism, and Marketing

by: Roger Dooley

How can neuroscience inform marketing? One example comes from the increasingly hot field of neuroeconomics: a practice called asymmetric paternalism.

Continue reading "Neuroeconomics, Asymmetric Paternalism, and Marketing" »

September 12, 2006

TIME Europe Bullish on Neuromarketing

by: Roger Dooley

The new issue of Time Europe features an article by Thomas K. Grose, Brain Sells, that neatly sums up some of the work being done to harness fMRI brain scans to improve marketing campaigns.

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September 11, 2006

Marketing to the Teen Brain

by: Roger Dooley

Any parent whose kids have reached teenage years can tell you that teens think differently than adults. Now, neuroscientists are finding just how differently the teen brain works.

Continue reading "Marketing to the Teen Brain" »

September 7, 2006

Mind Reading: Imaging One Thought

by: Roger Dooley

In a development sure to fascinate those interested in neuromarketing, neuroeconomics, and just about any other brain science-related discipline, neuroscientists at the University of New Mexico have developed a technique that can reliably detect a single thought forming in an individual’s brain.

Continue reading "Mind Reading: Imaging One Thought" »

September 6, 2006

Memetics: Why we copy each other by Denis Failly

by: Yann Gourvennec

An interview with Susan Blackmore, author of “The Meme Machine” by Denis Failly, consultant at Nextmodernity.

Continue reading "Memetics: Why we copy each other by Denis Failly" »

September 4, 2006

Creativity + Genius

by: David Armano

The brain

Wow. Just came across an excellent piece relating to how the mind of a genius works and also the relationship between creativity and genius. It’s worth taking a look at, as it covers the topic at a very high-level but also explores it from different angles including biological, and psychological factors. Not all creative people are geniuses just as not all geniuses are creative. Or are they? 

Continue reading "Creativity + Genius" »

August 25, 2006

Nanowires To Monitor Neurons

by: Roger Dooley

Neuroscientists are constantly looking for better ways to measure brain activity, and Harvard researchers have achieved a breakthrough that should significantly advance the state of the art. MIT’s Technology Review, in Nanowires Listen In on Neurons, describes the development of silicon nanowires that are so small that they can be used to measure activity at many places on the same neuron:

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August 22, 2006

Neuroscience, Leadership, and Marketing

by: Roger Dooley

Stephanie West Allen, who writes the Idealawg blog (there are at least a couple of puns in that clever title), forwarded a link to an interesting article, The Neuroscience of Leadership.

Continue reading "Neuroscience, Leadership, and Marketing" »

August 9, 2006

Why Negative Ads Work: Framing, Emotions, and Irrational Decisions

by: Roger Dooley

It’s no great surprise to marketers, or even most semi-aware humans, that people often make decisions based more on emotion than on rational processing of information. Oddly, for decades economists ignored this apparent truth, assuming that business managers strove for maximum profits, buyers and sellers slid smoothly along supply and demand curves until they intersected, and so on.

Continue reading "Why Negative Ads Work: Framing, Emotions, and Irrational Decisions" »

July 28, 2006

Neuromarketing Meets Taguchi?

by: Roger Dooley

You never know who you’ll run into at a trade show. I stopped by Ad:Tech Chicago earlier this week, and in the exhibit hall reception spotted Bob Cringely, PC industry pundit extraordinaire.

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Pr Sutton Delivers Home Truths on Brainstorming and Group Creativity

by: Yann Gourvennec

Brainstorming tipsRobert Sutton is delivering 8 tips to improve your brainstorming sessions in Businessweek.

Continue reading "Pr Sutton Delivers Home Truths on Brainstorming and Group Creativity" »

July 27, 2006

Puzzles Boost Brand Recognition

by: Roger Dooley

The Revelation Effect. If you’ve ever solved word puzzles, such as anagrams in which one must unscramble letters to form a word, you’ve probably experienced the little “aha!” rush when you solve one.

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July 20, 2006

Marketing to the Infovore

by: Roger Dooley

While the term “infovore” has been kicking around for a while as a cute name for a consumer of information, the University of Southern California’s Irving Biederman is using the term to describe humans exhibiting a more specific kind of behavior: an innate desire for information and learning.

Continue reading "Marketing to the Infovore" »

July 17, 2006

The Emotional Computer - Part 2

by: Roger Dooley

Earlier this month in Mood-Sensing Advertisements, we described research being conducted by Cambridge prof Peter Robinson on an “emotionally aware” computer.

Continue reading "The Emotional Computer - Part 2" »

Are We Re-wiring Our Brains?

by: David Armano

A while back, I created a visual titled “Anatomy of the New Creative Mind”. Download creative_mind.pdf 

Continue reading "Are We Re-wiring Our Brains?" »