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marketers in every industry: fter years of costly R&D, a don't understand how their
why customers don’t buy company launches a new own and their consumers'
products and services that soft drink, only to see it minds interact.
they insist they want.
ignored in the marketplace.
■ Understand...
Focus group participants rave To exploit new opportunities,
how a customer’s buying about a new personal digital managers must know more
decision is influenced by the assistant and say they can't than they now do about how
complex interactions wait to buy it — and then customers think and act.
between his mind, brain, they don't buy it when it goes Fortunately, science has
body, and society in general. on sale two months later. made tremendous progress in
understanding the human
■ Transform... These are just two among mind in recent years. During
insights about buying hundreds of cases in which the 1990s, researchers discov-
decisions from the latest customers said one thing and ered more truths about the
neurological research into did another. All too often, brain in that single decade
products and services that companies ask customers than they had during the
customers truly value. what they want, give it to entire history of psychology
them, and then watch the and neuroscience.
■ Avoid... customers buy competing
the six common marketing products instead. For example, neurological
fallacies that frequently research revealed that people
cause executives to make According to research by the don't think in linear, hierar-
disastrous decisions. Marketing Science Institute, chical ways. That is, they
four out of every five new don't experience a cake by
■ Improve... products or services fail with- sampling a sequence of raw
the effectiveness of your in six months, or fall well ingredients. Instead, they
marketing messages by tap-
short of forecasted profits. experience fully baked cakes.
ping into the unconscious
needs and wants of your
The cost of these mistakes is This insight prompted compa-
customers. high: lost revenues, low cus- nies like Citibank, Disney,
tomer satisfaction, and poor Kraft, McNeil Health Care,
employee morale. and John Deere to change the
■■ ways in which they engaged
Believe it or not, the reasons customers.
Volume 12, No. 2 (2 sections). Section 1, February 2003
© 2003 Audio-Tech Business Book Summaries 12-3. for nearly every one of these
No part of this publication may be used or reproduced failures boil down to a com- To fully understand what
in any manner whatsoever without written permission.
mon, deceptively simple happens when consumers
To order additional copies of this summary, reference truth: Too many marketers evaluate and buy things,
Catalog #2031.
these companies are drawing Currently, more than 80 • Fourth, consumers’ memo-
upon many disciplines — percent of market research is ries accurately reflect their
ranging from zoology to musi- used to reinforce existing con- experience. Research
cology, from neurology to clusions, rather than to test reveals that memory is
anthropology. This research or develop new possibilities, not perfect, and in fact it
is pointing marketers to a according to Harvard changes depending on the
new understanding of how a Business School professor situation. For example,
customer's buying decision is Rohit Desphandé. when people are asked to
influenced by the complex recall an experience, their
interactions between mind, By focusing on their own memories are influenced
brain, body, and society in assumptions, managers by the sequence in which
general. prevent themselves from the questions are asked,
gaining a true understanding and even the color of
Some managers are even of their customers. Too many the paper on which the
importing experts, asking managers make decisions survey is printed.
new questions, discovering based on six common market-
powerful new knowledge, and ing fallacies. These fallacies • Fifth, consumers think
then creating products that are: primarily in words. Yet
offer unprecedented value. brain scans suggest that
• First, consumers think in only a small portion of
Most importantly, these well-reasoned, linear the brain’s neural activity
efforts are paying off with ways as they evaluate ultimately surfaces in
real benefits. For example, products. They don’t. language.
the managers of one company For example, consumers
met for two days with a do not consciously assess • Sixth, consumers can
neurobiologist, a psychiatrist, a car's benefits attribute receive "injections" of com-
an Olympic coach, a special- by attribute and decide pany messages — and
ist in adult intellectual devel- whether to buy it. interpret them correctly.
opment, and a sociologist. Instead, their emotions — However, consumers do
Their mission was to examine the desire for happiness, not passively absorb mes-
new ways to use consumer prestige, and so on — sages. They constantly
incentives. The meeting play a bigger role than reinterpret such messages
generated several innovative logic in the purchase in terms of their unique
ideas, one of which the com- decision. experiences. For
pany implemented within instance, people have long
two weeks. In the next • Second, consumers can heard that they should
seven months, the effective- plausibly explain their visit the dentist every six
ness of its consumer incen- thinking and behavior. months. But research
tive program soared by In reality, however, 95 shows that most individu-
almost 40 percent. percent of thinking takes als are very skeptical
place in our unconscious about the need for such
Marketers are also starting minds. People use con- regular dental visits.
to understand how their scious thought primarily
own minds work, and how as a way to rationalize In falling prey to the six mis-
they distort their perceptions behavior. conceptions listed, marketers
of consumers' responses. make three errors:
When consumers and mar- • Third, consumers’ minds,
keters interact, the result is brains, bodies, and 1. Mistaking descriptive
a concept we'll call the mind surrounding culture can information for real
of the market. That’s be studied independently insight.
what successful managers of one another. In fact,
must understand — and the mind, brain, and 2. Confusing consumer data
leverage creatively — to seize external world interact with understanding.
competitive advantage. with, and help shape, one
another. For example, 3. Focusing on the wrong
This new way of thinking people from different cul- elements of the consumer
about customers is much tures experience physical experience. These errors
different than the way pain differently. can destroy product
marketers usually think. launches.
2 AUDIO-TECH
Most marketers believe mere- Thinking inside the box limits mediates the connection.
ly knowing that consumers the ability to tap into con-
prefer a container with a sumers’ minds. To find out The body senses information
round shape rather than a what they’re really thinking about the world. It then
square one is enough. But — consciously and uncon- generates chemical and
digging more deeply into why sciously — we need to use physical responses that create
consumers lean toward one better research methods. emotions and thoughts. The
shape can produce some real Then, we need to make better body then moves in response
insights. It may even suggest use of our imaginations. to the cerebral activity.
that another shape, such as
rectangular or oblong, would Obviously, such high-quality Traditional market research
spark better sales. thinking can pay dividends over-relies on consciousness
for marketers. But several — in other words, on rational-
Managers can’t achieve truly factors limit its presence in ity, economic logic, and
insightful consumer analysis business. verbalization. However, in
by scratching the surfaces of consumers’ purchasing
thought and behavior. To One reason is that it takes choices, 95 percent of the
understand consumers, it’s time, energy, and unusual decision-making process takes
biological factors that under- openness to new possibilities. place below the conscious
lie mental activity. It is also Also, imaginative thinking level.
essential to grasp the social and bold actions require
and psychological processes people with the rare courage This means that the complex
that affect consumers’ to accept occasional failures. reasons why people buy one
experiences. product and reject another
But an open, active mind can operate well below the mar-
Those steps lead to a fuller help managers win more cus- ket researcher’s "radar
understanding of how mental tomers, and satisfy more of screen" — one traditionally
activity occurs. Then, the them. focused on consciousness.
marketer can gain a more
complete understanding of It’s an arduous process to Note that unconscious
customers. understand the mind of the thought is preverbal. It
market. For instance, the involves mental activity, but
■■ number of known particles in primarily at the level of
the universe is 10, followed impulses and fragmentary
THE MIND OF THE MARKET by approximately 79 zeros. images. Tying our shoes, for
But the number of possible example, obviously involves
The goal for marketers is to neural connections in the a kind of thought, but at a
achieve customer-centricity. human brain is 10, followed subconscious level.
It occurs when: by more than a million zeros.
In terms of consciousness,
• First, the customer hears But even with its vast com- thoughts are ideas or
and fully comprehends plexity, the brain isn’t an concepts. However, more
that a firm’s offerings entity unto itself. It interacts precisely, a thought is an elec-
merit a purchase. with the body, mind, and trochemical "behavior" or
social world. As the brain occurrence that we can’t see
• Second, the company links up with the social and without a neuroimaging
hears and fully under- physical world, the body device.
stands the customers’
deepest thoughts and THE NEW PARADIGM OF AN INTEGRATED MIND-BODY-BRAIN-SOCIETY
strongest yearnings.
4 AUDIO-TECH
consumer decision making experience of the world. messages, those below the
through such means as level of consciousness,
telephone interviews, focus Our degree of consciousness demonstrably influences
groups, and questionnaires. varies over a lifetime — and behavior.
These approaches rely on even during the course of a
self-reflection and awareness. day or an hour. It fades in • The delivery of overnight
and out as we work, move mail gets rated as "fast"
But how does that square about, sleep, and dream. or "slow" not so much on
with estimates that more time of arrival as on the
than nine-tenths of thought, Only a tiny portion of mental recipient’s eagerness to
emotion, and even learning activity occurs as real aware- get it.
occur in the unconscious ness and thought. However,
mind? The obvious answer: it’s that consciousness which • The placebo effect occurs,
It doesn’t. allows us to reflect on for example, when
unconscious events. patients think they’re
Clearly, consciousness, which receiving an analgesic,
expresses itself in carefully Here are some research- but instead are getting
crafted words, regularly verified examples of the a sugar pill. A significant
involves self-censorship. unconscious mind at work: number of placebo recipi-
Consciousness relies less ents experience an easing
on candor than on social • The exact same dinner of pain, apparently
acceptability. tastes better if we like because their brains
the person with whom produce endorphins with
The point is this: Much we’re dining. effects similar to the
potential knowledge about chemicals in the
consumers remains hidden. • The difference between a medicines.
For marketers charged with product costing $10 and
achieving a deep understand- one costing $9.99 is a In other words, when people
ing of consumers, that pre- mere penny — but expect a positive experience,
sents a major problem. The consumers treat it like a they tend to get it. That
remainder of this summary bargain. holds true not only for
examines the techniques medicines but also for other
marketers can use to surface • The participants in blind products.
more of the vast amount of taste tests frequently
consumer information that change their stated pref- These examples call into
lurks in the unconscious. erences, often without sharp question the strongly
awareness of doing so, held notion that consumers
■■ when testers identify are savvy shoppers who
the brand and show the operate rationally.
EXPLORING THE UNCONSCIOUS packaging.
MIND OF THE CUSTOMER But shouldn’t a product’s
• The typical consumer price and demonstrated
To understand how customers realizes that generic med- effectiveness, combined with
think and act, we need to ications are as good as consumers’ own stated beliefs
understand the human mind. expensive national about the product, determine
As we've already discussed, brands, but he or she their buying behavior? Yes,
the greatest influences on generally pays the higher but in many cases, they don’t,
consumer decisions take place price for the comfort of and the answer lies in the
below the surface of conscious the brand name. unconscious.
thought.
• The use of infants or baby The unconscious mind clearly
The term cognitive uncon- animals in ads invariably represents a significant
scious — a synonym for the causes consumers to rank frontier. It’s a place mar-
unconscious mind — refers them high in sincerity, keters must explore if they
to the mental processes perhaps associating want to achieve competitive
operating outside consumer infancy with innocence advantage.
awareness. Together with and honesty.
conscious processes, they The pressing need is to
constitute an individual’s • The use of subliminal establish research methods
6 AUDIO-TECH
customers, the bank found that eight one-hour, one- Researchers generally mea-
these go-getters stressed person interviews produce the sure response times through
vitality. It modified its same number of ideas as the speed of participants’
marketing to emphasize its eight focus groups involving a computer clicks.
energy, resourcefulness, and total of 65 people.
commitment to growth. Response latency distinguish-
What’s more, in validation es between participants'
Understandably, when studies conducted with explicit, or conscious, emo-
marketers seek to elicit Eastman Kodak, DuPont, and tions and thoughts and their
metaphors from consumers, General Motors, these tech- implicit, or unconscious, ones.
the process can be challeng- niques doubled the number of Whenever there's a difference
ing. People get suspicious ideas judged actionable and between explicit and implicit
when questioned by someone relevant to managers com- thoughts, the implicit ones
they don’t know — especially pared with other methods, give better indications of
when the inquiries deal with including focus groups and future behavior.
their deepest thoughts and surveys of more than 30,000
feelings. people. Two of the most effective
response latency techniques
It’s important to conduct ■■ are priming and the Implicit
in-depth interviews, at least Association Test.
one hour long. It’s also help- RESPONSE LATENCY AND
ful to make them one-on-one NEUROIMAGING Priming reflects the fact that
encounters, free from the specific brands "prime" or
social influences of groups. Metaphor elicitation is an elicit certain thoughts. Two
important technique to access different product designs
In conducting effective the content of what con- might get associated with
sessions, it’s essential to sumers think and feel. Other very different concepts, one in
resist the tendency to get par- methods also help us learn line with the positioning
ticipants to give the answers what consumers experience strategy, one not. For
you want to hear. Remember, unconsciously. example, Nike athletic
you’re trying to trigger the footwear generally will elicit
consumers’ thoughts and Two such techniques are a much different response,
feelings, not your own. response latency and especially from teenagers,
neuroimaging. than "sensible shoes."
In other words, don’t
prompt. Instead, probe. Response latency techniques The Implicit Association Test,
Metaphorically speaking, avoid one problem with or IAT, builds on priming
prompting is a mirror traditional approaches: that research. It measures how
reflecting the researcher. consumers’ survey responses consumers associate certain
Conversely, probing is a often contradict what they concepts — for example,
window that looks into the really feel or do. The atmos- "pleasant" or "irritating" —
consumers’ mind. phere of a survey differs with products or experiences.
radically from that surround-
Effective probing requires the ing a purchasing event, and In one case, a "clicks-and-
establishment of trust buying decisions get strongly mortar" company found from
between the interviewer and influenced by context. the IAT that consumers were
participants. At times, par- more likely to buy some
ticipants might become quite To overcome that problem, products at a physical store
emotional as one thought researchers measure respon- and others on the Internet.
triggers another feeling or dents’ response latency — The payoff was greater effi-
thought. how long it takes them to ciency in order processing,
respond to a certain pairing fewer returns, lower shipping
High levels of trust don’t of words or images. The costs, and higher customer
occur immediately, but quickness of response indi- satisfaction.
instead require time, cates the presence or absence
patience, and understanding. of "noise," or barriers to Implicit measures work bet-
action in respondents’ ter than explicit measures,
However, the payoff is worth thoughts and feelings. such as surveys, for two main
the effort. Researchers find reasons. First, the implicit
8 AUDIO-TECH
Such maps represent consensus map are: depend- quality to trace on the map is
widely shared thoughts by ability, honesty, patronage, "dignity." By further analyz-
consumers about products. moral character, dignity, ing the data, they can create
They reflect general concepts responsiveness, and hospitali- a submap around dignity that
gleaned from original data, ty. Each of these circles is shows several other qualities
based on extended interviews connected to some of the that influence it.
with consumers. other circles by lines to show
how consumers link them. A submap for how consumers
Understanding common For example, honesty is view dignity at one company
elements in values, goals, and connected to dependability, is shown below. Customers'
behaviors is essential in mar- patronage, dignity, and moral judgments about how the
keting. The next step for character. It is not directly company respects their
marketers is to determine connected to responsiveness dignity are connected to
which of the shared elements or hospitality. their perceptions of how the
they must acknowledge and company treats its employees,
respect. For many companies, a key whether the company appears
Consensus maps help A SUBMAP OF THOUGHTS ABOUT A COMPANY THAT HAS CONSUMERS’
marketers identify such BEST INTERESTS AT HEART
common features and how
they interact. Using
metaphor-elicitation tech-
niques, researchers can make
consensus maps that show
most of the thinking of most
consumers on a topic.
An example of a consensus
map is shown on the right. It
depicts consumers’ thoughts
about companies that have
their best interests at heart.
The seven qualities in this Source: Mind of the Market Laboratory/Harvard Business School
• Coca-Cola, Bank of
America, J. Walter
Thompson, and Fidelity
Investments use them to
develop communication
strategies.
10 AUDIO-TECH
The upper- and middle- THE MEANING OF SCRUTINY
right figures shown here
depict excerpts from the
electronic version of the
map, as well as the raw
data behind the highlight-
ed constructs. The specif-
ic data relates to two
constructs: "scrutiny"
and "invasion."
Clicking on a construct
enables a user to access
various information about
the construct, including:
its definition, a set of
sample quotations from
which it emerged, and
visual metaphors that par-
ticipants used to express
their thoughts about it.
Gerald Zaltman is the Joseph C. Wilson Professor of Business Administration, a member of Harvard
University’s ‘Mind, Brain, and Behavior Interfaculty Initiative,’ and is Co-Director of the Mind of the
Market Laboratory. He has developed a new market research tool (ZMET) which is now being used by
major corporations for understanding the mental models underlying customer and manager thinking and
behavior.
He is author or co-author of fourteen books and editor or co-editor of twelve other books.
How Customers Think, summarized by arrangement with Harvard Business School Press, from How
Customers think: Essential Insights into the Mind of the Market by Gerald Zaltman. Copyright 2003 by
Gerald Zaltman.
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