Skip to main content

Applying Neuroscience and Biometrics to the Practice of Marketing

  • Chapter
  • First Online:
Neuromarketing

Abstract

How do neuroscientific tests help address practical marketing issues is a paramount question. According to this author’s estimates, around the world there are approximately 90 private neuroscience labs contracting with businesses to perform applied studies on consumer behavior, attitudes and related issues. This takes place in addition to so many university centers which on occasion venture into the industry-sponsored research.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

eBook
USD 16.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 199.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 199.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

References

  • Ackerman, J. M., Goldstein, N. J., Shapiro, J. R., & Bargh, J. A. (2009). You wear me out: The vicarious depletion of self-control. Psychological Science, 20, 326–332.

    Article  Google Scholar 

  • Bardzell, J., Bardzell, S., & Pace, T. (2008). Player engagement and in-game advertising, OTOinsights. Accessed on August 7, 2009, from http://www.onetooneinteractive.com/wpcontent/uploads/2009/07/otoinsights_in-game_ad_report.pdf.

  • Baumeister, R. F., Sparks, E. A., & Vohs, K. D. (2007a). Free will in consumer behavior: Rational choice and self-control. In K. D. Vohs, R. F. Baumeister, & G. Loewenstein (Eds.), Do emotions help or hurt decision making? A Hedgefoxian Perspective. New York, NY: Free Press.

    Google Scholar 

  • Baumeister, R. F., & Vohs, K. D. (2003). Willpower, choice, and self-control. In G. F. Loewenstein, D. Read, & R. F. Baumeister (Eds.), Time and decision: Economic and psychological perspectives on intertemporal choice (pp. 201–216). New York, NY: Russel Sage.

    Google Scholar 

  • Berns, G. S., Chappelow, J., Cekic, M., Zink, C. F., Pagnoni, G., & Martin-Skurski, M. E. (2006). Neurobiological substrates of dread. Science, 312, 754–758.

    Article  Google Scholar 

  • Boes, A. D., Bechara, A., Tranel, D., Anderson, S. W., Richman, L., & Nopoulos, P. (2009). Right ventromedial prefrontal cortex: A neuroanatomical correlate of impulse control in boys. Social Cognitive and Affective Neuroscience, 4, 1–9.

    Article  Google Scholar 

  • Brass, M., & Haggard, P. (2007). To do or not to do: The neural signature of self-control. Journal of Neuroscience, 27, 9141–9145.

    Article  Google Scholar 

  • Carver, C. S. (2007). Self-regulation of action and affect. In R. F. Baumeister & K. D. Vohs (Eds.), Handbook of self-regulation. research, theory and applications (pp. 13–39). New York, NY: Guilford.

    Google Scholar 

  • Chung, S-Ch, Sohn, J.-H., Lee, B., Tack, G.-R., Yi, J.-H., You, J.-H., et al. (2006). The effect of transient increase in oxygen level on brain activation and verbal performance. International Journal of Psychophysiology, 62, 103–108.

    Article  Google Scholar 

  • Cohen, J. R., & Lieberman, M. D. (2010). The common neural basis of exerting self-control in multiple domains. In Y. Trope, R. Hassin, & K. N. Ochsner (Eds.), The handbook of self control (pp. 141–160). New York, NY: McGraw-Hill.

    Google Scholar 

  • de Sousa, R. (1987). The rationality of emotion. Cambridge, MA: MIT.

    Google Scholar 

  • Decety, J., & Grèzes, J. (2006). The power of simulation: Imagining one's own and other's behavior. Brain Research, 1079, 4–14.

    Article  Google Scholar 

  • Derryberry, D., & Reed, M. A. (2002). Anxiety-related attentional biases and their regulation by attentional control. Journal of Abnormal Psychology, 111, 225–236.

    Article  Google Scholar 

  • Engelmann, J. B., Capra, C. M., Noussair, C., & Berns, G. S. (2009). Expert financial advice neurobiologically “offloads” financial decision-making under risk. PLoS ONE, 4, e4957.

    Article  Google Scholar 

  • Faber, R. J., & Vohs, K. D. (2007). To buy or not to buy?: Self-control and self-regulatory failure in purchase behavior. In R. F. Baumeister & K. D. Vohs (Eds.), Handbook of self-regulation. Research theory and applications (pp. 509–524). New York, NY: Guilford.

    Google Scholar 

  • Fitzsimons, G. M., & Bargh, J. A. (2007). Automatic Self-Regulation. In R. F. Baumeister & K. D. Vohs (Eds.), Handbook of self-regulation. Research, theory and applications (pp. 151–170). New York, NY: Guilford.

    Google Scholar 

  • Gailliot, M. T., Baumeister, R. F., DeWall, C. N., Maner, J. K., Plant, E. A., Tice, D. M., et al. (2007). Self-control relies on glucose as a limited energy source: Willpower is more than a metaphor. Journal of Personality and Social Psychology, 9, 325–336.

    Article  Google Scholar 

  • Gailliot, M. T., Peruche, B. M., Plant, E. A., & Baumeister, R. F. (2009). Stereotypes and prejudice in the blood: Sucrose drinks reduce prejudice and stereotyping. Journal of Experimental Social Psychology, 45, 288–290.

    Article  Google Scholar 

  • Gailliot, M. T., & Tice, D. M. (2007). Emotion regulation and impulse control: People succumb to their impulses in order to feel better. In K. D. Vohs, R. F. Baumeister, & G. Loewenstein (Eds.), Do emotions help or hurt decision making: A hedgefoxian perspective. New York, NY: Russell Sage.

    Google Scholar 

  • Gentile, D. A. (2009). Pathological video game use among youth 8 to 18: A national study. Psychological Science, 20, 594–602.

    Article  Google Scholar 

  • Gershoff, A. D., Mukherjee, A., & Mukhopadhyay, A. (2003). Consumer acceptance of online agent advice: Extremity and positivity effects. Journal of Consumer Psychology, 13, 161–170.

    Google Scholar 

  • Gupta, S. (2008), Too distracting, or worth the bother? Gaming Insider, May 30.

    Google Scholar 

  • Hammond, D., & Parkinson, C. (2009). The impact of cigarette package design on perceptions of risk. Journal of Public Health, 31, 345–353.

    Article  Google Scholar 

  • Herman, C. P., & Polivy, J. (2007). The self-regulation of eating: Theoretical and practical problems. In R. F. Baumeister & K. D. Vohs (Eds.), Handbook of self-regulation. Research theory and applications (pp. 492–508). New York, NY: Guilford.

    Google Scholar 

  • Hong, T. (2008). Shoot to thrill. Game Developer Magazine, October issue: 21-28

    Google Scholar 

  • Inzlicht, M., & Gutsell, J. N. (2007). Running on empty: Neural signals for self-control failure. Psychological Science, 18, 927–1021.

    Article  Google Scholar 

  • Ioannides, A. A., Liu, L., Theofilou, D., Dammers, J., Burne, T., Ambler, T., et al. (2000). Real time processing of affective and cognitive stimuli in the human brain extracted from MEG signals. Brain Topography, 13, 11–19.

    Article  Google Scholar 

  • Jones, C., & Deeming, A. (2008). Affective human-robotic interaction. In C. Peter & R. Beale (Eds.), Affect and emotion in human-computer interaction (pp. 175–185). Berlin: Springer.

    Chapter  Google Scholar 

  • Jones, C., & Sutherland, J. (2008). Acoustic emotion recognition for affective computer gaming. In C. Peter & R. Beale (Eds.), Affect and emotion in human-computer interaction (pp. 209–219). Berlin: Springer.

    Chapter  Google Scholar 

  • Karnell, J., Berlin, D., & Slama, G. (2009). Implications of user engagement with search engine result pages, OTOinsights. Accessed on July 3, 2009, from http://www.onetooneinteractive.com/wp-content/uploads/2009/05/otoinsights_serp_study_v1.pdf.

  • Keinan, A., & Kivetz, R. (2008). Remedying hyperopia: The effects of self-control regret on consumer behavior. Journal of Marketing Research, 45, 676–689.

    Article  Google Scholar 

  • Kim, S. H., & Hamann, S. (2007). Neural correlates of positive and negative emotion regulation. Journal of Cognitive Neuroscience, 19, 776–9.

    Article  Google Scholar 

  • Langleben, D. D., Loughead, J. W., Ruparel, K., et al. (2009). Reduced prefrontal and temporal processing and recall of high “sensation value” ads. NeuroImage, 46, 219–225.

    Article  Google Scholar 

  • MacCoon, D. G., Wallace, J. F., & Newman, J. F. (2007). Self-Regulation: Context-appropriate balanced attention. In R. F. Baumeister & K. D. Vohs (Eds.), Handbook of self-regulation. Research, theory and applications (pp. 422–446). New York, NY: Guilford.

    Google Scholar 

  • Masicampo, E. J., & Baumeister, R. F. (2008). Toward a physiology of dual-process reasoning and judgment: Lemonade, willpower, and effortful rule-based analysis. Psychological Science, 19, 255–260.

    Article  Google Scholar 

  • McRae, K., Hughes, B., Chopra, S., Gabrieli, J. D. E., Gross, J. J., & Ochsner, K. N. (2010). The neural bases of distraction and reappraisal. Journal of Cognitive Neuroscience, 22, 248–262.

    Article  Google Scholar 

  • Muraven, M., Shmueli, D., & Burkley, E. (2006). Conserving self-control strength. Journal of Personality and Social Psychology, 91, 524–537.

    Article  Google Scholar 

  • Muraven, M., Tice, D. M., & Baumeister, R. F. (1998). Self-control as a limited resource: Regulatory depletion patterns. Journal of Personality and Social Psychology, 74, 774–789.

    Article  Google Scholar 

  • Murray, I., & Arnott, L. (1993). Toward the stimulation of emotion in synthetic speech. Journal of the Acoustical Society of America, 93, 1097–1018.

    Article  Google Scholar 

  • Ochsner, K. N., & Gross, J. J. (2007). Thinking makes it so. A social cognitive neuroscience approach to emotion regulation. In R. F. Baumeister & K. D. Vohs (Eds.), Handbook of self-regulation. Research, theory and applications (pp. 229–258). New York, NY: Guilford.

    Google Scholar 

  • Ophir, E., Nass, C., & Wagner, A. (2009). Cognitive control in media multitaskers. Proceedings of the National Academy of Sciences of the United States of America, 106, 15583–15587.

    Article  Google Scholar 

  • Page, G. (2005). The challenges for neuroscience in ad research. Admap, 464, 36–38.

    Google Scholar 

  • Page, G. (2006). Neuromarketing: Beyond the Buzz, Millward Brown’s POV. April 2006, 4 pages.

    Google Scholar 

  • Page, G., & Raymond, J. E. (2006), Cognitive neuroscience, marketing and research. Separating fact from fiction. Foresight – The predictive power o research. ESOMAR Congress 2006, London, UK, 26 pages.

    Google Scholar 

  • Patrick, V. M., Chun, H.-E., & MacInnis, D. J. (2008). Affective forecasting and self-control: How predicting future feelings influences hedonic consumption. SCP 2008 Proceedings, February 21–23, 2008, New Orleans, LA.

    Google Scholar 

  • Phillips, P., Walton, M., & Jhou, T. (2007). Calculating utility: Preclinical evidence for cost-benefit analysis by mesolimbic dopamine. Psychopharmacology, 191, 483–495.

    Article  Google Scholar 

  • Ramanathan, S., & Williams, P. (2007). Immediate and delayed emotional consequences of indulgence: The moderating influence of personality type on mixed emotions. Journal of Consumer Research, 34, 212–223.

    Article  Google Scholar 

  • Ravaja, N., Turpeinen, M., Saari, T., Puttonen, S., & Keltikangas-Järvinen, L. (2008). The psychophysiology of james bond: Phasic emotional responses to violent video game events. Emotion, 8, 114–120.

    Article  Google Scholar 

  • Raymond, J. E., Fenske, M. J., & Tavassoli, N. T. (2003). Selective attention determines emotional responses to novel visual stimuli. Psychological Science, 14, 537–42.

    Article  Google Scholar 

  • Riccardi, G., & Hakkani-Tür, D. (2005). Grounding emotions in human-machine conversational systems. In M. T. Maybery, O. Stock, & W. Wahlst (Eds.), Intelligent technologies for interactive entertainment. Berlin: Springer.

    Google Scholar 

  • Rothman, A. J., Baldwin, A. S., & Hertel, A. (2007). Self-regulation and behavior change: Disentangling behavioral initiation and behavioral maintenance. In R. F. Baumeister & K. D. Vohs (Eds.), Handbook of self-regulation. Research, theory and applications (pp. 130–148). New York, NY: Guilford.

    Google Scholar 

  • Scamell-Katz, S. (2009, February). Studying shoppers. PPoint Presentation, New Frontiers in Consumer Marketing Conference Cracow, Poland.

    Google Scholar 

  • Silberstein, R. B., & Nield, G. E. (2008). Brain activity correlates of consumer brand choice shift associated with television advertising. International Journal of Advertising, 27, 359–380.

    Article  Google Scholar 

  • Slagter, H. A., Lutz, A., Greischar, L. L., Francis, A. D., Nieuwenhuis, S., Davis, J. M., et al. (2007). Mental training affects distribution of limited brain resources. PLoS Biology, 5(6), e138.

    Article  Google Scholar 

  • Smith, J. W., Clurman, A., & Wood, C. (2004). Coming to concurrencsce: Addressable attitudes and the new model for marketing productivity, Chicago, IL.

    Google Scholar 

  • St. John, M., Kobus, D. A., Morrison, J. G., & Schmorrow, D. (2004). Overview of the DARPA augmented cognition technical integration experiment. International Journal of Human-Computer Interaction, 17, 131–149.

    Article  Google Scholar 

  • Västfjäll, D., & Kleiner, M. (2002). Emotion and product sound design. Proceedings of Journeés Design Sonore, Paris, France, March 20–21.

    Google Scholar 

  • Vohs, K. D., & Schmeichel, J. B. (2003). Self-regulation and the extended now: Controlling the self alters the subjective experience of time. Journal of Personality and Social Psychology, 85, 217–230.

    Article  Google Scholar 

  • Ward, R. D., & Marsden, P. H. (2003). Physiological responses to different WEB page designs. International Journal of Human-Computer Studies, 59, 199–212.

    Article  Google Scholar 

  • Westerman, S. J., Tuck, G. C., Booth, S. A., & Khakzar, K. (2007). Consumer decision support systems: Internet versus in-store application. Computers in Human Behavior, 23, 2928–2944.

    Article  Google Scholar 

  • Wittmann, B. C., Schott, B. H., Guderian, S., Frey, J. U., Heinze, H. J., & Duzel, E. (2005). Reward-related Fmri activation of dopaminergic midbrain is associated with enhanced hippocampus dependent long-term memory formation. Neuron, 45, 459–67.

    Article  Google Scholar 

  • Santella, A., & DeCarlo, D. (2004). Robust Clustering of Eye Movement Recordings for Quantification of Visual Interest, Extra 04, PPoint presentation, Dept. of Computer Science, Center for Cognitive Science Rutgers University.

    Google Scholar 

Download references

Author information

Authors and Affiliations

Authors

Corresponding author

Correspondence to Leon Zurawicki .

Rights and permissions

Reprints and permissions

Copyright information

© 2010 Springer-Verlag Berlin Heidelberg

About this chapter

Cite this chapter

Zurawicki, L. (2010). Applying Neuroscience and Biometrics to the Practice of Marketing. In: Neuromarketing. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-77829-5_5

Download citation

Publish with us

Policies and ethics