Neuromarketing

Could eating a chocolate treat make you want to buy a TV or a cruise? The surprising answer is YES!

One of the challenges facing marketers is the difficulty in predicting real-world behavior from data captured in less than real circumstances. A horizontal, immobile subject surrounded by a claustrophobic, noisy fMRI tube might…

How do you know that neuromarketing is mainstream? When Dilbert (by Scott Adams) references it...

With news swirling about the probable demise of embattled BP CEO Tony Hayward, one neuromarketing firm, Innerscope Research, has data they say show that even weeks ago women found Hayward less believable than men did. This video tracks…

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).…

Years ago, I attended a keynote speech whose main topic was customer service. The speaker's centerpiece was "the pickle story." To make a long story short, this guy discovered he was out of pickles just before a big Sunday cookout at…

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.…

Zero does have a seemingly magical impact on our brains (see The Power of Free), though zero isn't always a good thing. Zero resources, for example, are generally not good for business! That's exactly what many non-profit organizations…

Most companies think about extending their brand to maximize their exposure and value. That's why we have HUMMER cologne (at least while the vehicles were in production), and Purple Oreos. In many cases, these brand extensions makes…

The power of anecdotes to persuade (see Why Stories Sell and Your Brain on Stories) is established, but there's a dark side to that power. Quite simply, an effective story can take over our brains to the point where we disregard more valid…