Excerpted from The World: Advertisers should rethink their methods in view of the findings of Martin Lindstrom. Subliminal factor is more important than it seems, according to the new book he exposes sales expert, ‘Buyology‘, a study of how consumers react to the impacts of brands.
For example, and an anti-smoking campaign warns the public of the dangers of smoking, the message, rationally, it makes perfect sense. However, thesis for Lindstrom, It is counterproductive: Get that smokers have more desire to smoke rather than less.
The book 'Buyology: truths and lies about what we buy’ He has needed a three-year and invesigación of ‘neuromarketing’ which it reached seven million dollars (5.436.000 euros), as indicated by the publication 'Advertising Age'. Lindstrom and his team have used the latest neurological techniques 2.000 five different people to decipher the behavior of human beings countries when buying is.
Among its findings, It notes that consumers are not only guided by conscious motivations; also by the subconscious. “Most of the decisions we make every day are performed on a part of the brain in which we are not even aware”, Lindstrom explained.
Responsible for the book and the study wanted to find out “What makes a brand be attractive”, but the response has been complicated. In the case of cigarettes especially. When the the tested subjects were asked whether the warnings of the dangers of snuff work, most of them answered without hesitation: “Why not”. It was the conscious side… your subconscious contradicts.
Actually, The results conclude that, When this question was accompanied by images, smokers were more eager to get a cigarette from his pack.
Fallos del ‘product placment’
Another of the most llamtivos research results Lindstrom downplays brand logos, since the book ensures that other senses, as smell or hearing, more often they mark the final decision of consumers.
The study also demystifies the power of 'product placement', the advertising technique consisting of placing a product of a brand in a TV show. In the 'reality' American Idol ', Coke and Ford spent the same amount, but consumers retained much more the image of the beverage company, as it was much more integrated into the action.
The author, whose book has just been published, recommends the 'neuromarketing’ to decipher these secrets, that surely will mark future advertising research.