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The Psychology of Beer

6. September 2012

The US football season began this weekend, replete with tailgates, watch parties, and plenty of beer consumption. It’s timely that new research has been released showing that the shape of the glass has a huge effect on how quickly we consume beer.

The Neuromarketing Challenge: First Response

30. August 2012

25 comments

It’s been more than a year since I posted the first Neuromarketing Challenge, and we’ve just now received our first response. The challenge, in case you missed that post, was for neuromarketing firms to submit a detailed case study or white paper that demonstrated a successful application of neuromarketing techniques. There’s very little published academic [...]

Brainy Marketing Update – Forbes

23. August 2012

1 comment

It’s been a few weeks, so here are the latest articles from my Brainy Marketing blog at Forbes.com. Please drop by there and make a comment – Forbes has a cool comment exposure system that lets authors of posts (e.g., me) “call out” quality comments, and the site admins often expose these comments on other [...]

Bigger Brain = Social Media Success

14. August 2012

11 comments

Hiring a social media manager or a salesperson? Maybe you should have the finalists’ brains scanned in an fMRI. A larger orbital prefrontal cortex, an area of the brain associated with decision-making and cognitive processing, has been shown to correlate with greater social skills, according to a study by a team of UK researchers. Among [...]

Make a Crazy Request, Close the Deal

7. August 2012

25 comments

When salespeople hope to close a deal, they may try doing favors for the client. In fact, scientists who study human behavior know that the opposite strategy can work: if you can get someone to do YOU a small favor, they are much more likely to grant a bigger one. This has been shown to [...]

Can Mountain Dew Make You Smarter than Pinot Noir?

1. August 2012

19 comments

When can a Mountain Dew make you smarter than a glass of a nice Pinot Noir? Well, beyond the short-term cognitive boost from the caffeine-rich soft drink, being seen holding a glass of wine can reduce your intelligence – not in real terms, but in the eyes of others. As I posted on Forbes.com the [...]

The Hidden Danger in Product Bundles

10. July 2012

12 comments

$The Hidden Danger in Product Bundles$

Does grouping products together into a single-price bundle increase the perception of value? Most of us would answer “yes,” but surprising new research shows there is at least one condition where such grouping can actually reduce the apparent value. In fact, the bundle may be seen as worth not just less than the sum of [...]

An Easy Way to Make Your Prices Seem Lower

2. July 2012

27 comments

The way you display a price has a surprising effect on how consumers gauge the magnitude of the price. It’s important to read the price aloud as a consumer might, as more syllables in the price make it seem higher.

Can Neuromarketing Revolutionize Education?

15. June 2012

8 comments

While just about every educator would agree that highly engaged students learn more than bored, distracted students, there’s been little effort to measure engagement. The Bill & Melinda Gates Foundation has begun to change that with a $500K grant to Clemson University. The project will,