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Search Results | "loewenstein"

How To Use Product Order To Increase Sales

27. November 2012

Whether we are showing products on a web page or offering them in person, if you have more than one product you have a decision to make – the order of presentation. Should you lead with your best product? Close with it for a strong finish? Research shows us several approaches can be successful.

Neuromarketing Explains Weiner’s Pickle

9. June 2011

5 comments

The latest news on the lewd messaging scandal involving Congressman Anthony Weiner (Democrat, NY) was that he called former President Bill Clinton (who officiated at Weiner’s wedding) to apologize for his behavior. No transcript of the conversation was released, but it must have been an interesting chat. Did the ex-pres say something like, “Dude, I [...]

Closer to the Buy Button?

25. May 2011

10 comments

A specific part of the brain responsible for making decisions about value has been identified by neuroeconomics researchers at the University of Pennsylvania. Using fMRI, psychology professor Joseph Kable has shown that the ventromedial frontal cortex, or VMF, plays a key role in decisions involving value.

The Price of Everything by Eduardo Porter

14. January 2011

8 comments

Book Review – The Price of Everything: Solving the Mystery of Why We Pay What We Do by Eduardo Porter Looking for more novel pricing strategies for business, I picked up a copy of The Price of Everything by Eduardo Porter. Although I didn’t find much practical advice or directly applicable research in the book, [...]

Unconscious Buying

11. June 2010

5 comments

In a fascinating study just published in the Journal of Neuroscience, researchers have shown that we make buying decisions even when we aren’t paying attention to the products, and that fMRI observation of brain activity can predict these decisions. This new work builds on previous research by Stanford’s Knutson and CMU’s Loewenstein which showed that [...]

Sands Research: Faster EEG for Neuromarketing

13. May 2010

3 comments

In what it terms a “neuromarketing breakthrough,” Sands Research has announced the development of a higher speed EEG brain wave monitoring system. The new setup uses a high-density array of EEG sensors capable of measuring activity 10,000 times per second. This hardware is combined with proprietary software to analyze brain activity.

Painful Games Companies Play

11. February 2010

7 comments

Does your company play painful games with your customers? I’m not talking about physical pain, but brain pain. More specifically, what has been termed buying pain or the pain of paying. According to research conducted by George Loewenstein of CMU and others, this pain is triggered when we are presented with a product and price [...]

Brain Fight: Who’s the Decider?

13. October 2009

10 comments

One of my favorite chapters in How We Decide by Jonah Lehrer is The Brain is an Argument. In this chapter, Lehrer highlights how complex our decision-making process really is, and how competing options battle for supremacy.

Five Ways to Sell in a Bad Economy

19. February 2009

9 comments

Some of my more popular posts over time have been those dealing with selling to two different customer groups: spendthrifts, who spend money freely, and tightwads, who don’t part with their money easily. (See Five Keys to Selling to Spendthrifts, Tightwads, Spendthrifts, and Everyone Else and Five Keys to Selling to Tightwads). It’s safe to [...]

Banking Mess: Blame Our Brains

26. September 2008

2 comments

As the current financial chaos moves toward some kind of resolution, there will no doubt be plenty of Monday morning quarterbacking to explain what went wrong. One group that one wouldn’t expect to have explanations are neuroscientists. As it turns out, neuroscience researchers actually can shed some light on why things went so wrong. One [...]

« Older Entries

Search Results | "loewenstein"

How To Use Product Order To Increase Sales

Neuromarketing Explains Weiner’s Pickle

Closer to the Buy Button?

The Price of Everything by Eduardo Porter

Unconscious Buying

Sands Research: Faster EEG for Neuromarketing

Painful Games Companies Play

Brain Fight: Who’s the Decider?

Five Ways to Sell in a Bad Economy

Banking Mess: Blame Our Brains

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