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Virtual Coolness
Evolutionary psychology suggests that we humans are all about conspicuous consumption. Displaying expensive or hard to find items raises our status and may suggest a higher degree of “fitness” as a mate (i.e., health and resources). This drive extends even to the virtual world, according to a study conducted by Spent author Geoffrey [...]
Continue reading...Singing for Sales
15. July 2010
Every experienced sales manager has a trick or two when it comes to hiring the best candidate for an open sales position. After a candidate passes the initial resume screening process, one manager might check out the applicant’s shoes. Another might pay close attention to how well the individual responds to an unexpected [...]
Continue reading...Brain Scans Top Surveys
23. June 2010
What’s more accurate than asking people to predict their behavior? According to a new study at UCLA, the answer is, “Scan their brains.” This may not come as a surprise to those engaged in neuromarketing research, but the newly published research is one step in the process of validating brain scan techniques as a [...]
Continue reading...Unconscious Buying
11. June 2010
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 [...]
Continue reading...Scent Increases Product Recall
28. May 2010
Would you prefer a scented pencil? How about a tennis ball? Tires? You might not care, or even prefer to avoid the olfactory assault altogether, but research shows you’ll remember the product better if it has a scent.
Continue reading...Unconscious Branding: Who Needs Facts?
21. May 2010
Few doubt that branding messages can be powerful, but new research shows that even when consumers don’t recall the specific message, their preferences can be shaped to the point where they reject new information that conflicts with their stored brand association.
Continue reading...Attractive Women Make Men Impatient
19. May 2010
I’ve written a few times about the effects of pictures of attractive women on decision-making by men. In Bikinis, Babes, and Buying, we learned that guys who looked at pictures of bikini-clad women made impulsive decisions. In A Pretty Woman Beats a Good Loan Deal, we found that men accepted higher loan rates [...]
Continue reading...Emotional TV Programming and Ad Effectiveness
18. May 2010
In American Idol, Neuromarketing Style I noted that the Fox show I’d really like to see brain activity for was the ultra-intense drama 24. The combination of suspense, rapid-fire action, and occasional brutality would make for some interesting brain scans. But what of the ads that have to follow, say, a scene where [...]
Continue reading...fMRI, Neuron Data Validated
17. May 2010
Brain scans using fMRI (functional magnetic resonance imaging) don’t always get a lot of respect. They have been accused of being used to produce research that is colorful but not particularly insightful. One study used fMRI to find activity in the brains of dead salmon (Are Brain Scan Findings Fishy?). Some have even [...]
Continue reading...Neurons That Fire Together Wire Together
6. May 2010
One of the key factors in the human brain’s ability to change via neuroplasticity is that neurons form interconnections based on simultaneous firing over a period of time. According to Norman Doidge, author of The Brain That Changes Itself, this theory was first proposed by none other than Sigmund Freud, but was articulated in [...]
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20. July 2010
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