Advertising with and without Social Messages: Insights from Neuro Marketing

Presented By:Sharad Agarwal

FPM Student, IIM Ranchi

Flow of Presentation• What is Neuro Marketing• Applications of Neuroscience in Marketing• Advantages of Neuro Marketing• Tools of Neuro Marketing (fMRI, EEG, ERP, P300)• Advantages of ERP• Process of Learning• Framework of our study• Expected Outcomes of our Experiment

Neuro Marketing• Neuro marketing is the branch of neuroscience

research that aims to better understand the consumer through his cognitive processes and has application in marketing, explaining consumer's preferences, motivations and expectations, predicting his behavior and explaining successes or failures of advertising messages

• “Applying the methods of neurology lab to the question of the advertising world” (Thomson, 2003)

Applications of Neuroscience in Marketing

Neuro science can help Marketers by :• Providing confirmatory evidence about the

existence of a phenomenon,• Generating more fundamental (i.e., a neural-

level) conceptualization and understanding of underlying processes,

• Refining existing conceptualizations of various phenomena, and

• Providing methodologies for testing new as well as existing theories

Advantages of Neuro Marketing• It avoids the problem of relying heavily upon

subjects’ self-reports when it is highly unlikely that even the most determined subject could accurately articulate his or her crucial subconscious motives

• Neuro scientific tools take inputs from the processes happening in the brain, and skip all emotion, introspection and ego

• It is difficult for a survey to capture the emotional reasons underlying consumer preferences or decisions

Subjects Self Reported (Survey Method)

MPFC activity from fMRI

Real world Results

Prediction of Ad Campaign through fMRI

Source: Falk et.al. (2012)

Classification of Neuro Marketing Tools

Neuro Marketing Tools

Recording Metabolic Activities in Brain

Positron Emission Tomography (PET)

Functional Magnetic Resonance Imaging (FMRI)

Recording Electrical Activities in Brain

Electroencephalography (EEG)

Magneto encephalography (MEG)

Steady State Topography (SST)

Transcranial Magnetic Stimulation (TMS)

Without recording Brain activities

Eye Tracking

Skin Conductance

Facial Coding

Facial Electromyography

Functional Magnetic Resonance Imaging (fMRI)

• It allows observation of deep brain structures and it is suitable for neuro marketing studies

• It combines magnetic field and radio waves, producing a signal that allows viewing brain structures in detail

• It allows measuring brain activity while subjects perform certain tasks or experience marketing stimuli, searching for patterns

Electroencephalography (EEG)

• EEG measures electric product of the brain activity, when brain undergoes any stimulus.

• It captures variations in brainwaves, and the amplitudes of the recorded brainwaves correspond to certain mental states, such as wakefulness , relaxation, calmness and sleep

• A number of electrodes (up to 256) are placed on the scalp of the subjects, in certain areas, in order to measure and record the electricity for that certain spot.

Electroencephalography (EEG)

• For the analysis, voltage and frequency are measured for each subject and compared to the data that was recorded without using marketing stimuli.

Event Related Potentials (ERP)• Event Related Potentials (ERP) are very small voltages

generated in the brain structures in response to specific events or stimuli.

• ERP in humans can be divided into two categories. 1 The early waves or components peaking roughly within

first 100 milliseconds after stimulus are termed ‘sensory’ or ‘exogenous’ as they depend largely on the physical parameters of the stimulus.

2 ERPs generated in later parts reflect the manner in which the subject evaluates the stimulus and are termed ‘cognitive’ or ‘endogenous’ ERPs as they examine information processing

P 300 Wave

• The P300 (P3) wave is an event related potential (ERP) component elicited in the process of decision making.

• It is considered to be an endogenous potential, as its occurrence links not to the physical attributes of a stimulus, but to a person's reaction to it

• When recordedby electroencephalography (EEG), it surfaces as a positive deflection in voltage with a latency (delay between stimulus and response) of roughly 250 to 500 ms

Oddball Paradigm

• Two different stimuli are presented in a series such that one of them occurs relatively infrequently- that is the oddball

• The subject is instructed to respond to the infrequent or target stimulus and not to the frequently presented or standard stimulus

• Majority of studies have employed stimuli to elicit the P3 wave as it is easy to produce, readily captures the subject’s attention and produces least artifact.

Advantages of ERP

• Event-related potentials constitute a millisecond-by-millisecond record of neural information processing that occurs between presentation of a discrete stimulus and the production of the motor response.

• The level of temporal resolution is vastly greater than other functional neuro imaging techniques

• The instrumentation is potentially portable so studies can be obtained in a variety of settings

• Moreover, while fMRI cannot be performed on some individuals (e.g., if they have implanted metal devices, fear enclosed spaces)

EEG Headsets

Process of Learning

Short Term Memory

(5-6 hours)

Long Term Memory (Lifelong)

The process of learning, or memory formation, involves transferring information from short term memory to long

term memory.

Conceptual Framework of study

Expected Results

• Help to understand the brand recall pattern of individuals after viewing the advertisements with and without social messages (Cause related advertising)

• impact of advertisement with and without social messages on the short term and long term memory of human beings

• Managers would be able to choose better advertising strategy for their advertisements

Thank You !

Questions ??