Redefining neuromarketing as an integrated science of influence


Multiple transformative forces target marketing, many of which derive from new technologies that allow us to sample thinking in real time (i.e., brain imaging), or to look at large aggregations of decisions (i.e., big data). There has been an inclination to refer to the intersection of these technologies with the general topic of marketing as “neuromarketing”. There has not been a serious effort to frame neuromarketing, which is the goal of this paper. Neuromarketing can be compared to neuroeconomics, wherein neuroeconomics is generally focused on how individuals make “choices”, and represent distributions of choices. Neuromarketing, in contrast, focuses on how a distribution of choices can be shifted or “influenced”, which can occur at multiple “scales” of behavior (e.g., individual, group, or market/society). Given influence can affect choice through many cognitive modalities, and not just that of valuation of choice options, a science of influence also implies a need to develop a model of cognitive function integrating attention, memory, and reward/aversion function. The paper concludes with a brief description of three domains of neuromarketing application for studying influence, and their caveats.

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Divisions: College of Business and Social Sciences > Aston Business School > Marketing & Strategy
Additional Information: © 2015 Breiter, Block, Blood, Calder, Chamberlain, Lee, Livengood, Mulhern, Raman, Schultz, Stern, Viswanathan and Zhang. This is an open-access article distributed under the terms of the Creative Commons Attribution License (CC BY). The use, distribution and reproduction in other forums is permitted, provided the original author(s) or licensor are credited and that the original publication in this journal is cited, in accordance with accepted academic practice. No use, distribution or reproduction is permitted which does not comply with these terms. Funding: NIDA (#14118, 026002, 026104,027804) grants (DABK39-03-0098 and DABK39-03-C-0098); Office of National Drug Control Policy; NINDS (#052368).
Uncontrolled Keywords: neuromarketing,neuroeconomics,marketing communications,neuroimaging,scaling,influence,choice
Publication ISSN: 1662-5161
Full Text Link: http://journal. ... .01073/abstract
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PURE Output Type: Article
Published Date: 2015-02-12
Authors: Breiter, Hans C.
Block, Martin
Blood, Anne J.
Calder, Bobby
Chamberlain, Laura (ORCID Profile 0000-0001-8818-1704)
Lee, Nick
Livengood, Sherri
Mulhern, Frank J.
Raman, Kalyan
Schultz, Don
Stern, Daniel B.
Viswanathan, Vijay
Zhang, Fengqing (Zoe)



Version: Published Version

License: Creative Commons Attribution

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