george loewenstein

Ever wonder why handing over cash feels different than swiping a card? Or why tapping your phone to pay barely registers at all? It's not just psychological. Spending money actually activates pain centers in your brain. And here's the…

Pay-per-bite sushi pricing makes economic sense, but brain studies show it 'hurts' your customer's brain.

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…

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…

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…

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…

Scantily clad women have been used to sell products to men for decades, and likely for millennia in one form or another. There's little doubt that the typical male brain is wired to respond to attractive females in revealing attire. But is…

Most scientists have dismissed the idea of reading minds using technology as pure science fiction, but Carnegie Mellon University researchers have moved a step closer to doing so. Not only have they been able to identify which of several…

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…

Marketers 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…