Factors influencing consumer behavior, such as cognitive biases, attitudes, perception, and heuristics.
Every day, we make thousands of decisions — some conscious, others automatic. Many of these choices are guided by mental shortcuts, known as heuristics. These cognitive shortcuts help us process information quickly, but they can also lead to biases and errors. Understanding heuristics is essential for marketers, as they shape consumer behavior, decision-making, and brand perception.
Pupil dilation is an involuntary physiological response controlled by the autonomic nervous system. It occurs in reaction to changes in light, cognitive load, or emotional stimuli. When a person sees something exciting, intriguing, or attractive, their pupils widen as part of the fight-or-flight response, governed by the sympathetic nervous system. This dilation is linked to increased dopamine levels, which enhance focus and emotional engagement.
Did you know that 95% of our brain’s activity happens unconsciously? The moment we become aware of our existence, we are only engaging a mere 5% of our cognitive resources. This means that the vast majority of our thoughts, decisions, and actions occur without us even realizing it.
Fear is one of the most powerful motivators in the human brain. While negative emotions are often avoided in everyday communication, they can become strategic assets in marketing when used subtly and ethically. Not all fear creates the same effect: it’s unconscious fear that embeds itself deeply into memory, driving consumer attention and brand recall.
Human behavior is deeply shaped by the brain’s tendency to seek rewards and avoid punishment. This fundamental mechanism influences nearly every consumer decision from the products we crave to the services we stay loyal to. At the core of this process lies the reward circuit, a system of brain structures that evaluates, anticipates and responds to positive or negative experiences.
In marketing, capturing and sustaining attention is only half the battle. The real challenge lies in accelerating the message, delivering it in a way that resonates instantly with the primal brain and drives immediate responses. From direct language to emotional triggers and visual credibility cues, these strategies can shape how consumers react.
In today’s hyperconnected world, attention has become a rare and precious commodity. Our primal brain, responsible for instinctive survival reactions, is hardwired to scan for threats and rewards and it’s especially alert at the beginning and end of any interaction. That’s why the opening and closing moments of your message are critical.
The primal brain—our most ancient and instinct-driven part of the brain—plays a crucial role in decision-making. Marketers can leverage this by crafting messages that speak directly to this part of the brain, triggering impulsive actions and driving consumer behavior. But how exactly do you sell to the primal brain? Here are the six key messages you need to send to influence it effectively.
In the fast-paced world of marketing, standing out from the competition requires more than just having a good product. Understanding consumer psychology and tapping into the right stimuli can give your brand the edge it needs. This is where the FRAP method comes into play—a simple, four-step approach that helps marketers connect with consumers on a deeper level, driving action and influencing decision-making.
The FRAP method stands for Frustrations, Relevance, Affirmation, and Push, and it builds on principles from neuromarketing’s key stimuli. Let’s break down each step.
Did you know that the decisions we make as consumers are deeply influenced by our primal brain? This part of our brain, often called the “all or nothing brain” by neuromarketing expert Patrick Renvoisé, plays a crucial role in ensuring our survival. But what does that have to do with marketing? A lot, as it turns out.