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The Mere Exposure Effect is Not a Silver Bullet for Marketers

December 2, 2019 0 Comments
The Mere Exposure Effect is Not a Silver Bullet for Marketers

Robert Zajonc first published his findings about the mere exposure effect in 1968. In an article titled “Attitudinal Effects of Mere Exposure,” he described a series of experimental findings that fundamentally challenged the psychological understanding of preferences accepted at the time. According to that understanding, preferences were a result of conscious thinking. Cognitions were believed […]

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How Consistency, Reliability, and Trust Achieve Influence Without Persuasion

November 21, 2019 0 Comments
How Consistency, Reliability, and Trust Achieve Influence Without Persuasion

In the traditional model of persuasive marketing, the purpose of marketing is assumed to be the achievement of short-term transactional persuasion. In the newer model of intuitive marketing, the purpose of marketing is seen as something very different: the achievement of long-term influence through deep and authentic customer relationships. When adopting the intuitive marketing perspective, […]

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What Do Replication Failures Tell Us About Priming?

November 10, 2019 0 Comments
What Do Replication Failures Tell Us About Priming?

Despite extensive evidence for priming in general and behavior priming in particular, there has emerged in recent years a backlash against this research, based largely on the publication of a number of replication failures of highly-cited priming studies.[1] Some observers have suggested these results are symptomatic of a deeper replication crisis (sometimes called a reproducibility […]

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10 mistakes persuasive marketing makes (and intuitive marketing avoids)

September 21, 2019 0 Comments
10 mistakes persuasive marketing makes (and intuitive marketing avoids)

My new book, Intuitive Marketing, challenges a fundamental assumption of traditional marketing—that the purpose of marketing (and advertising) is to persuade. I knew when I started this project five years ago that two things were true: First, marketing and advertising were starting to bug me. They were becoming more disruptive and intrusive every day and […]

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Science under the hood 5: Implicit decisions, Reverse inference

January 3, 2016 0 Comments
Science under the hood 5: Implicit decisions, Reverse inference

This post is part of a series covering the 10 most important scientific principles underlying neuromarketing. Implicit decisions As we establish in Chapter 1 (“What Neuromarketing Is and Isn’t”) and elaborate on throughout this book, human brains are cognitive misers — thinking is hard and we try to avoid it if we can. A particularly […]

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Science under the hood 4: Low attention processing, Implicit memory

December 20, 2015 0 Comments
Science under the hood 4: Low attention processing, Implicit memory

This post is part of a series covering the 10 most important scientific principles underlying neuromarketing. Low attention processing Another counterintuitive finding that is important to neuromarketing is the discovery that attention may not be good for advertising effectiveness. Attention would seem to be a necessary condition for advertising effectiveness, but brain research has shown […]

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Science under the hood 3: Misattribution, Nonconscious goal pursuit

December 6, 2015 0 Comments
Science under the hood 3: Misattribution, Nonconscious goal pursuit

This post is part of a series covering the 10 most important scientific principles underlying neuromarketing. Misattribution One of the things scientists have learned from studying System 1 and System 2 processes separately is that System 1 is sloppy. It makes connections and guides behavior based on simple associations, not logic. When System 1 makes […]

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Science under the hood 2: Emotional “somatic markers,” Processing fluency

November 22, 2015 0 Comments
Science under the hood 2: Emotional “somatic markers,” Processing fluency

This post is part of a series covering the 10 most important scientific principles underlying neuromarketing. Emotional “somatic markers” Emotions operate at two levels in our mental lives: one conscious, the other non- conscious. Conscious emotions are what we usually call feelings. Nonconscious emotions are what psychologists call affective states, and they include emotional somatic […]

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Science under the hood 1: System 1 and System 2, Priming

November 8, 2015 2 Comments
Science under the hood 1: System 1 and System 2, Priming

This post is part of a series covering the 10 most important scientific principles underlying neuromarketing. System 1 and System 2 Daniel Kahneman didn’t invent the System 1–System 2 model of brain processes, but his work over the last several decades has popularized it as one of the most useful overarching frameworks for understanding how […]

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Neuromarketing and entertainment: Immersive games and simulations

October 25, 2015 0 Comments
Neuromarketing and entertainment: Immersive games and simulations

Progress in computing power has enabled game designers to create highly realistic and immersive games. Unlike movies, games give the player direct control over the storyline, combining immersion with both control and interactivity. The degree to which the player feels immersed into the game is called presence. Immersion and “presence” in online and video gaming […]

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