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Using Neuroscience to Learn How Consumers Perceive Brands

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Neuroscience has been tapped to help brands understand
consumer purchasing decisions for several years now, with methods from
healthcare and academia such as EEG and biometrics applied to study the
motivations of consumers. Marketing insights company Nielsen, for example, even
has a branch devoted to neuroscience called Consumer Neuroscience headed by
Harvard Medical School neuroscientist Dr. Carl Marci. But what have market
researchers actually learned from all these efforts that can help brands?

Some very interesting research results have come from a
Baylor College of Medicine study. A team of neuroscientists presented 40
subjects with vignettes of actions taken by both humans and corporations to
monitor brain scans of their responses. This research originally stemmed from
the inquiries into the legal implication of 'corporate personhood' and fact
that the American legal system has extended the rights of individuals to
corporations and held corporations, as a collective unit, liable. Funding for this
work came from the 'Initiative on Neuroscience and the Law'.

Our Brains Use Different Areas
to Process People and Objects


The study went like this: The vignettes given to the
participants showed actions that were positive and pro-social such as donating
money, neutral such as purchasing office equipment, or anti-social such as law
breaking. There was also a control of vignettes about inanimate objects such as
fruit or an ironing board. Baylor College's website reported: 'When participants made judgments about
people, specific areas of the brain involved in social reasoning became active.
In contrast, when participants reasoned about an object, activity in these areas
was diminished.' 
The Human
Brain Experiences Corporations as People

The study found that people essentially used similar parts
of the brain to understand corporate and human behavior. This study which
originally had to do with law has applications to how consumers relate to
brands ' if they're using similar parts of the brain to understand corporate
and individual human behavior, they're essentially equating brands with people!
You can read the entire paper 'Are Corporations People Too</a'? written by Mark Plitt, Ricky
R. Savjani and David M. Eagleman 
here.

Companies Need to Work on Reputation,
Loyalty and Trust

This study gives some radical insight into how people view
brands; one author of the study, David Eagleman, says it tells us that
companies need to work on reputation, loyalty and trust. We're excited to say
that Eagleman, host of PBS' The Brain and NYT best selling author will be at The Market Research Event this October. Eagleman's talk is called: 'Emotion, Motivation, and Reputation: What Matters to the Mind
of the Consumer
.' 

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