I might be the only furniture guy with a brain on the bookcase next to my desk. Brain science has changed our understanding of free will, consciousness, memory, motivations and indeed, connections between the mind and the brain.
There is branch of marketing called neuromarketing. Science is attempting to explain why we buy. Books like Buy-ology, Iconoclast, and The Power of Less all take a stab at explaining this emerging field of study.
If you’re interested in how the 3-pounds of soft tissue in your head works, you might want to begin with The Owner’s Manual For The Brain, a fascinating 1007-page technical explanation of why we do the things we do. Or check out this podcast series on the brain which explains how business will be structured, organized and run in the not too distant future.
In a Los Angeles Times article, “Searching for the Why of Buy,” Robert Lee Hotz talks about insights into the human brain made possible by revolutionary new scanning technology. He wrote, “Much of what was traditionally considered the product of logic and deliberation is actually driven by primitive brain systems responsible for emotional responses.” So, what does this mean to you? It means that your customer buys because of emotion, not logic and deliberation.
Consumer behavior studies will never be the same. If you ignore brain research about human behavior, you are risking your future. Your competitors are studying this issue and putting their new knowledge to work daily.
one of my favorite classes at UW was conusmer behaivor. cognitive dissonance is a powerful thing.