[John Laurence] At HeadSpace Neuromarketing we use EEG and eye tracking technology to measure a consumer's neural response to marketing communications. We believe in improving the effectiveness of an advertisement without damaging the creative concept behind it. Below are three common areas where we find television advertising can be made more effective.
[John Laurence] Behavioral Economics is a scientific field that brings together psychology and economics, and makes much of the fact that humans have lousy intuition when it comes to statistics. It postulates that we are much more susceptible to using our emotional systems when estimating the likelihood of an outcome than good old logical reason.
[John Laurence] A recent UCLA psychology study found that people often do not recall things they have seen hundreds of times. In the study, 54 people who worked in an office building were asked whether they knew of the location of their nearest fire extinguisher, but only 13 (24%) were able to correctly identify the location. But when asked to find a fire extinguisher, in other words to physically locate it, they were all able to do so quickly.
[John Laurence] From preparing yourself in the morning and driving to work, to most activities throughout the day, your brain relies on fast and efficient automatic behaviours to minimise the effort of having to consciously weigh-up every decision that is encountered on a repetitive basis. How entrenched is your product in your consumer's habitual repertoire?
[John Laurence] The brain is found to be far more "plastic" than previously thought, able to rewire itself after damage from a stroke or to strengthen neural connections or "maps" when learning, like memorising the dialogue of a play or learning to play the guitar. Brands map themselves in memory structures in a similar manner at various quality and quantity levels.
[John Laurence] In a passage borrowed from Columbia Business School professor, Sheen Inyengar's book, The Art of Choosing, she makes her point that although everyone believes they are unique, we are actually more alike than we think. Barnum Effect statements like this are often used by mentalists, fortune tellers and clairvoyants to make "accurate" predictions about their subjects. And I've seen them used in marketing research.
[John Laurence] In an episode of season 5 of The Simpsons cartoon, the townsfolk of Springfield decided to legalise gambling in order to boost the town's flagging coffers. Marge, the mom, develops a gambling addiction after putting a loose coin in a slot machine. She becomes permanently glued to the machines, feeding in coins in a zombie-like fashion and consequently neglecting her family, who proceed to stir up all sorts of unconstrained mayhem.
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