Consumer neuroscience
Consumer neuroscience is the combination of
Consumer research
Consumer neuroscience is similar to neuroeconomics and neuromarketing, but subtle, yet distinct differences exist between them. Neuroeconomics is more of an academic field while neuromarketing and consumer neuroscience are more of an applied science. Neuromarketing focuses on the study of various marketing techniques and attempts to integrate neuroscience knowledge to help improve the efficiency and effectiveness of said marketing strategies. Consumer neuroscience is unique among the three because the main focus is on the consumer and how various factors affect individual preferences and purchasing behavior.
Advertising
Advertising and emotion
Studies of emotion are crucial to advertising research as it has been shown that emotion plays a significant role in ad memorization.[2][3][4] Classically in advertising research, the theory has been that emotion and ratio are represented in different regions of the brain,[3] but neuroscience may be able to disprove this theory by showing that the ventromedial prefrontal cortex and the striatum play a role in bilateral emotion processing.[5]
The attractiveness of the advertisements correlates with specific changes in brain activity in various brain regions including the
Mental processing of advertisements
There are various studies that have been conducted to research the question of how
Research has shown that there are certain periods of commercials that are far more significant for the consumer in terms of establishing advertising effects. These short segments are referred to as “branding moments” and are thought to be the most engaging parts of the commercial. These moments can be identified using an
In addition, research has also found that a consequence of curiosity, in terms of advertising, is that an unsatisfied curiosity can lead to indulgent consumption in any domain. [13]
Affective vs. cognitive ads
Branding
Brand associations
Much of
Consumer neuroscience explains brand loyalty
In a study of
Brand loyalty has been shown to be the result of changes in
For recently-formed brand relationships, there is greater self-reported emotional arousal. Over time, that self-reported emotional arousal decreases and inclusion increases. When tested through skin conductance, increased emotional arousal for recently formed close relationships was found, but not for already established close brand relationships. Also, an association was found between insula activation (a brain area connected to urging, addiction, loss aversion, and interpersonal love), and established close relationships. [22]
Research shows that brand betrayal is neuro-physiologically different from brand dissatisfaction. Brand betrayal is associated with feelings of psychological loss, self-castigation over previous brand support, anger from indignation, and rumination. Thus, compared with brand dissatisfaction, brand betrayal is likely to be more harmful to both the brand and the person’s relationship with the brand. This makes brand betrayal more difficult for marketers to deflect, with longer-lasting consequences. [23] [24]
In an attempt to model how the brain learns, a temporal difference learning algorithm has been developed which takes into account expected reward, stimuli presence, reward evaluation, temporal error, and individual differences. As yet this is a theoretical equation, but it may be solved in the near future.[25]
How branding affects consumers
A study by McClure et al. investigated the difference in branding between
Packaging
Consumer neuroscience research has also invested in how firms package their goods, how designers apply principles of aesthetics to package design, and how consumers neurophysiologically respond to packaged goods. One such finding is that the reaction time of a consumer's choice is significantly increased when the product has aesthetic packaging. Similarly, aesthetic packaging also leads to a product being chosen over a product in standard packaging, even if the standard-packaged product is from a well-known brand and is less expensive. [29]
When packaging is deemed aesthetic, there is an increase in activation in the nucleus accumbens and the ventromedial prefrontal cortex. [29]
Purchasing
Research in consumer buying has focused on the identification of processes that contribute to an individual making a
Purchasing process
Several
Familiar vs. unfamiliar purchases
When consumers select less well known products or products that are completely unfamiliar, several areas of the brain are activated to help with the decision making process that are not activated when consumers select more well known products. There is an increased synchronization between the right dorsolateral cortices (associated with consideration of multiple sources of information), there is increased activity in the right orbitofrontal cortex (associated with evaluation of rewards) and there is increased activity in the left inferior frontal cortex (associated with silent vocalization). Activation in these brain structures indicates that the decision between less well known products is difficult in some way.[33][26] MEG findings also suggest that even repetitive daily shopping that is apparently simple actually relies on very complex neural mechanisms.[7]
Associated areas of the brain
Ventromedial prefrontal cortex
It has been shown that the ventromedial prefrontal cortex is heavily involved in decisions regarding brand-related preferences and individuals with damage to this region of the brain do not demonstrate normal brand-preference behavior.[1] People with damage to the ventromedial prefrontal cortex have also been found to be more easily influenced by misleading advertisement.[34]
Amygdala and striatum
It is thought that the amygdala and striatum are the two most prominent structures for predicting the outcomes of decisions, and that the brain learns to better make predictions in part by establishing a larger neural network in these structures.[1]
Hippocampus and dorsolateral prefrontal cortex
The hippocampus and dorsolateral prefrontal cortex help consumers recall previous associations with cultural information and cultural expectations. These associations with prior information serve to modify consumer behavior and influence purchasing decisions.[28]
Real-world applications
Limitations
- Most of the consumer neuroscience studies involving brain scanning techniques have been conducted in medical or technological environments where such brain imaging devices are present. This is not a realistic environment for consumer decision making and may serve to skew the data relative to consumer decision making in normal consumer environments.[7]
- Testing underlying neurophysiological principles is extraordinarily difficult from an experimental setup standpoint simply because it is unclear exactly how various factors are perceived in the human mind. An extremely comprehensive understanding of the neuroscientific testing techniques to be used is required to be able to establish proper controls and create an environment such that test subjects are not inadvertently exposed to unwanted stimuli that may bias results.[7]
- There are many concerns over the value and the potential usage of consumer neuroscience data. The potential for enhanced consumer welfare is certainly present but equally present is the potential for the information to be used inappropriately for individual gain. The reaction to emerging study results in both the public and the media remains to be seen.[7]
- In its current state, consumer neuroscience research is a compilation of only loosely related subjects that is unable, at this point, to produce any collective conclusions.[7]
References
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- ^ Ambler T, Ioannides A, Rose S, Brands on the brain: Neuroimages of advertising. Business Strategy Rev. 2000;11(3):17–30.
- ^ a b Delgado MR, Miller MM, Inati S, Rossiter E, Rossiter JR, Silberstein RB, Harris PG, Nield G. Brain-imaging detection of visual scene encoding in long-term memory for TV-commercials. J. Advertising Res. Mar 2001;41:13–22.
- ^ Klucharev V, Smidts A, Fernandez G. Brain mechanisms of persuasion: how expert power modulates memory and attitudes. Social Cognitive and Affective Neuroscience. Dec 2008;3(4):353-366.
- ^ a b Ochsner KN, Gross JJ. The cognitive control of emotion. Trends in Cognitive Sciences. May 2005;9(5):242-249.
- ^ a b Kenning P, Plassmann H, Pieper A, Schwindt W, Kugel H Deppe M. Neural correlates of attractive ads. Working paper. 2006.
- ^ a b c d e f g h i j k l Plassmann H, Ambler T, Braeutigam S, Kenning P. What can advertisers learn from neuroscience? International Journal of Advertising. 2007;26(2):151-175.
- ^ Greene J, Sommerville R, Nystrom L, Darley J, Cohen J. An fMRI investigation of emotional engagement in moral judgment. Science, 2001;293(5537): 2105–2108.
- ^ Rossiter JR, Silberstein RB. Brain-imaging detection of visual scene encoding in long-term memory for TV commercials. Journal of Advertising Research. Mar-Apr 2001;41(2):13-21.
- ^ Crites Jr S, Aikman-Eckenrode S. Making inferences concerning physiological responses: a reply to Rossiter, Silberstein, Harris and Nield. Journal of Advertising Research. 2001;41(2);23–26.
- ^ Kemp A, Gray M, Eide P, Silberstein R, Nathan P. Steady-state visually evoked potential topography during processing of emotional valence in healthy subjects. Neuroimage. Dec 2002;17(4):1684–1692.
- ^ Young C. Brain waves, picture sorts, and branding moments. Journal of Advertising Research. July 2002; 42(4):42–53.
- ^ Wiggin, K., Reimann, M., Jain, S. Curiosity Tempts Indulgence. Journal of Consumer Research. 2019; 45:1194–1212.
- ^ Ioannides A, Liu L, Theofilou D, Dammers J, Burne T, Ambler T, Rose S. Real time processing of affective and cognitive stimuli in the human brain extracted from MEG signals[dead link]. Brain Topography. 2000; 13(1):11–19.
- ^ a b Ambler T, Burne T. The impact of affect on the memory of advertising. Journal of Advertising Research. 1999;39(2):25–34.
- ^ Shapiro Y. Descartes' error: Emotion, reason, and the human brain - Damasio, AT. Theory & Psychology. Dec 1997;7(6):837-856.
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- ^ Plassmann H, Kenning P, Ahlert D. Why companies should make their customers happy: The neural correlates of customer loyalty. Adv. Consumer Rese. – North Amer. Conf. Proc., 2007; 34: 735–39.
- ^ Gottfried JA, O'Doherty J, Dolan RJ. Encoding predictive reward value in human amygdala and orbitofrontal cortex Archived 2017-12-11 at the Wayback Machine. Science. Aug 2003;301(5636):1104-1107.
- ^ Knutson B, Fong GW, Adams CM, Varner JL, Hommer D. Dissociation of reward anticipation and outcome with event-related fMRI. NeuroReport. Dec 2001;12(17):3683-3687.
- ^ Reimann, M., Castaño, R., Zaichkowsky, J., Bechara, A. How We Relate to Brands: Psychological and Neurophysiological Insights into Consumer-Brand Relationships. Journal of Consumer Psychology. 2012; 22:128–142.
- ^ Reimann, M., MacInnis, D., Folkes, V., Uhalde, A., Pol, G. Insights into the Experience of Brand Betrayal: From What People Say and What the Brain Reveals. Journal of the Association for Consumer Research. 2018; 3(2):240–254.
- ^ Reimann, M., MacInnis, D., Folkes, V., Uhalde, A., Pol, G. Web Appendix to the Article: Insights into the Experience of Brand Betrayal: From What People Say and What the Brain Reveals. Journal of the Association for Consumer Research. 2018; 3(2):1-15.
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- ^ Erk S, Kiefer M, Grothe J, Wunderlich AP, Spitzer M, Walter H. Emotional context modulates subsequent memory effect. Neuroimage. Feb 2003;18(2):439-447.
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- ^ a b Reimann, M., Zaichkowsky, J., Neuhaus, C., Bender, T., Weber, B. Aesthetic Package Design: A Behavioral, Neural, and Psychological Investigation. Journal of Consumer Psychology. 2010; 20:431–441.
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- ^ Shiv B, Fedorikhin A. Heart and mind in conflict: The interplay of affect and cognition in consumer decision making. J. Consumer Res. Dec 1999; 26: 278–292.
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- ^ Asp, E., Manzel, K., Koestner, B., Cole, C. A., Denburg, N. L., & Tranel, D. (2012). A neuropsychological test of belief and doubt: damage to ventromedial prefrontal cortex increases credulity for misleading advertising. Frontiers in neuroscience, 6.