Showroom Mind Trick Uncovered by Research

Science Sensei: "As the researchers wrote in the December issue of the Journal of Consumer Research, 'Salespersons may increase the likelihood of making a sale by inducing customers to consider which of several products they prefer while at the same time distracting them from making a decision of whether they really want to buy anything at all.'"

(Via www.sciencentral.com.)

Nueromarketing becoming widespread

This Is Your Brain on Advertising: "This Is Your Brain on Advertising
Neuromarketers use sophisticated brain-imaging technology to test consumer response and help clients fine-tune their strategies. Do you ever get the creepy feeling that advertisers know how to put a lump in your throat, inspire subconscious brand loyalty, or make your mouth water? Just wait: It could get worse. An emerging technique called neuromarketing that uses brain scans to measure human response to promotional messages is starting to catch on in Europe—and soon ads may become even more effective at prompting you to pull out your wallet. "

(Via Agenda Inc.)

Formula for Deceiving Mothers Online

The Formula for Deceiving Mothers Online | Center for Media and Democracy: "Source: Mothering Magazine, September/October 2007

Peggy O'Mara, the editor of Mothering Magazine, reports that 'in addition to the inaccurate information on breastfeeding' by the media, the 'marketing practices of the formula companies continue to undermine breastfeeding.' She notes the existence of several 'stealth' websites 'that appear to be grassroots advocacy sites, but are actually mouthpieces for the formula industry.' One of the websites, MomsFeedingFreedom.com, is campaigning against proposed restrictions on the free bags of infant formula being given to new parents by hospitals. The website, which was registered by the web-based marketing company ENilsson LLC, is funded by the International Formula Council and run by Kate Kahn. 'A sister site, Babyfeedingchoice.org, is licensed to Kellen Communications, a public relations firm whose clients include the International Formula Council,' O'Mara writes. BantheBags, which supports a ban on free samples, argues that the 'sites use classic formula company strategies, paying lip service to benefits of breastfeeding even as they promote formula.'

"

(Via PR WATCH.)

Upselling you - Cheat Sheet Leaked

LEAKS: Enterprise Store's Insurance Upsell Cheat Sheet - Consumerist: "At least one Enterprise rental place has a cheat sheet for manipulating buyers into buying what is sometimes unnecessary car insurance. Here's a transcript of the document one of our readers snagged from an Enterprise in Fort Lee, NJ .

I. Initial Sales Pitches
A. 'I assume you want us to protect you bumper to bumper on the car, right?' (assumption makes the customer feel like everyone takes it)
B. 'You've rented from us before?' (if yes) 'Then, I'm sure you took our coverage last time, right?' (customer will feel silly for having not taken it)
C. 'How long do you need the car?' -three days- 'Three days? That's only $60 and protects you the full value of the car!' '...it's only $19.99/day and protects you of the full value of the car!!!' (make sure the customer feels your excitement)"

(Via Consumerist.)

Recruiting smell for the hard sell

Recruiting smell for the hard sell - New Scientist: "THE AIR in Samsung's flagship electronics store on the upper west side of Manhattan smells like honeydew melon. It is barely perceptible but, together with the soft, constantly morphing light scheme, the scent gives the store a blissfully relaxed, tropical feel. The fragrance I'm sniffing is the company's signature scent and is being pumped out from hidden devices in the ceiling. Consumers roam the showroom unaware that they are being seduced not just via their eyes and ears but also by their noses.

"

(Via Mind Hacks.)

How Propaganda Works in the West

This summary is not available. Please click here to view the post.

Persuasive Casino Design

Ten things 2007 - a class with Michael Shanks about design: Analysis of Casino Design: "A prodigious amount of thought goes into the design and layout of a casino’s gambling floor. The layout of slot machines and card tables is carefully designed in order to maximize the casino’s profits and lure customers into the games. Casinos are generally designed so that patrons must walk through or at least around the periphery of several slot machine blocks to move around the casino, to maximize the customers’ exposure to the exciting sights and sounds of the slot machines, and especially of others winning on the machines.

"

Book: Product Placement Everywhere

Amazon.com: Branded Entertainment: Product Placement & Brand Strategy in the Entertainment Business: Books: Jean-Marc Lehu: "Branded Entertainment explains how product placement, a long-time phenomenon in films, has gone beyond this to now embrace all media. Citing examples from film, music videos, and computer games, the author explains the history and development of product placement, advantages of this form of brand advertising, and methods employed by different brands. Most importantly, Branded Entertainment discusses the future possibilities for using this form of promotion to recreate an emotional connection with customers and to spread the message across multimedia channels."

PR Tricks for a Dictator

Putting Lipstick On A Dictator: "Putting Lipstick On A Dictator
News: Rogue states hire PR firms to change public perception and win audiences with American leaders. Whatever happened to old fashioned diplomacy?...last spring, Secretary of State Condoleezza Rice stood before a pack of reporters for a briefing, one of Africa's most notorious dictators at her side. ... The man with her—Teodoro Obiang, president of the tiny, oil-rich nation of Equatorial Guinea—seemed less comfortable. As the journalists peppered Rice with questions, he clenched his hands against his suit coat and stared at her with a tight, puzzled grin. During his two-decade reign of torture and terror, Obiang has never faced such meddlesome media; Equatoguinean radio has declared that Obiang has 'permanent contact with the Almighty' and therefore can 'kill anyone without being called to account.' Rice turned to Obiang. 'Thank you very much for your presence here,' she cooed. 'You are a good friend, and we welcome you.'"

(Via PR Watch.)

Recruiting Young Smokers with Buzz Marketing

Quit Smoking Support > Tobacco Giant's 'School Of Cool' Recruits Young Smokers: "British American Tobacco executives gather to celebrate a 'good year' at their annual shareholders' meeting in London. But health charity Action on Smoking and Health believes the company is profiting from a new generation of young smokers, recruited by global use of radical 'buzz marketing' techniques... According to BAT's own publicists, BAT has promoted its 'Lucky Strike' brand through a strategy 'to re-launch and grow the brand by targeting the underground youth community – a community that is left of centre, which sets the trends rather than follows them.'"

(Via Agenda Inc.)

The marketers have your ear - Agenda Inc. LiveFeed

The marketers have your ear - Agenda Inc. LiveFeed: "Advertisers have a new way to get into your head. Marketers around the world are using innovative audio technology that sends sound in a narrow beam, just like light, making it possible to direct messages right into consumers' ears while they shop or sit in waiting rooms. The audio spotlight device, created by Watertown firm Holosonic Research Labs Inc., has been used to hawk everything from cereals in supermarket aisles to glasses at doctor's offices. The messages are often quick and targeted -- and a little creepy to the uninitiated."

(Via Agenda Inc .)

15 ways stores trick you into spending - MSN Money

15 ways stores trick you into spending - MSN Money: "Ever notice how you can go to a store to pick up just one thing and then, by the time you get to the check stand, you have five or six things in your cart and a bigger bill than you had anticipated?

This happens over and over because department stores use an array of techniques (grocery stores use many of the same tactics) to get you to pick up these items. By itself, each technique isn't very strong -- it's the use of them in combination that is powerful."

Product placement you can't escape it

USATODAY.com - Product placement you can't escape it: "To hype the fall TV season, CBS plastered pictures of its shows' stars on postage stamps and across the insides of elevator doors. It laser-coated its eye logo on more than 35 million eggs, and carved the name of a new program, Jericho, into a 40-acre Kansas cornfield.
CBS (CBS) added those blips to the marketing storm sweeping the nation. Advertising is intruding on more previously untouched corners of life, including novels, hotel shower curtains, school buses and the bellies of pregnant women. Golfer Fred Couples is often followed around the course by a gaggle of woman paid to wear the name Bridgestone Golf, his sponsor.
It's advertising ad nauseam. And it's getting worse."

Disease Mongering

Scary Evidence - Center for Media and Democracy: "British Columbia's Deputy Minister of Health, Gordon Macatee, ordered a lunchtime presentation on disease mongering cancelled until a drug industry speaker could be added. University of Victoria health researcher Alan Cassels was surprised that the ministry was so sensitive about a discussion on the book he co-authored, Selling Sickness: How the World's Biggest Pharmaceutical Companies Are Turning Us All Into Patients."

(Via PR Watch.)

Architecural Tricks To Control Users

Architecural Tricks To Control Users: "Ever wandered into a shop looking to buy a few things on your list, only to find yourself coming out with twice as much? You may not be aware, but the reason for this is not sheer chance, or that you were just feeling frivolous. The retail industry spends hard time and money into creating all sorts of devious little means to make you shop that bit extra. Every penny you spend in their shop is not being spent at their rivals, and in the high stakes of today%u2019s competitive market, every penny counts.... an A-Z of retail tricks that we have compiled to empower you before you go out shopping, so that you can buy what you need and collapse our economy!"

(Via Consumerist.)

MediaCart Shopping-Cart Ad System

Advertising Age - Research Team Develops Shopping-Cart Ad System: " Each video screen is embedded with an RFID chip that interacts with chips installed on store shelves about every two feet. Without it, there would be no way to create point-of-decision advertising -- so a shopper strolling in the soda aisle would get an offer for Pepsi, for example -- a capability that could radically upend conventional in-store marketing practices... Beyond advertising, the system also promises to offer data insights long sought by consumer-product marketers. 'This will give you second-by-second data on shopping habits, dwell times, what aisles shoppers go down,' Mr. Kramer said. 'That's information that has never before been available.' "

(Via Ad Age.)

Product Placement in Superman Returns

Product Placement in Superman Returns: "As Superman returns from a five-year sabbatical to find himself, Metropolis is buzzing with Samsung devices. The consumer electronics brand reportedly provided the film with a record 274 digital products. From LCD television screens in the Daily Planet office to computer monitors and printers to cell phones to fax machines, it seems Samsung is the real conqueror of Metropolis. Even with all the products in the film, Samsung had a rather seamless integration. Logos weren%u2019t always apparent and in your face, although Budweiser stood out like crystals laced with radioactive kryptonite. Apparently, %u201Ctruth, justice and all that stuff%u201D doesn%u2019t include abstinence. After finding out that the love of his life, Lois, is engaged and has a 5-year-old son, %u201CThe Man of Steel%u201D heads to the local bar and gets tipsy from drinking a Budweiser. Other honorable brandcameo mentions: Belstaff jackets for the bad guys and Virgin Galactic premiering its aircraft in one of the crucial action scenes.
Featured Brands: Featured Brands: Audi, Avaya, Belstaff, Bose, Budweiser, Graco, Grey Goose, Mountain Dew, Nikon, Oakland A's, Plantronics, Samsung, Scrabble, Steinway & Sons, Virgin "

(Via Brand Cameo.)

Bloggers paid to push products.

Bloggers are getting paid to push products. : "Murphy is launching PayPerPost.com, which will automate such hookups between advertisers and bloggers and thus codify a new frontier of product placement. Advertisers pay to post details about their 'opportunity,' specifying, among other things, how they want bloggers to write about, say, a new shoe, if they want photos to be included, and whether they'll pay only for positive mentions. Bloggers who abide by the rules get paid; heavily trafficked blogs may command premium rates. Those seeking to subvert PayPerPost from within can't: No pornographic or 'illicit' content is accepted."

(Via PR Watch) .)

Street Level Product Placement

'Reality-based product placement' is here. The car maker Jaguar's new marketing strategy is to give 'its high-end cars to jet-setters' in major cities, for free. In Manhattan, Nico Bossi and his Jaguar XK 'show up at all the right places, such as ... hangouts in New York's trendy meatpacking district.' According to the Wall Street Journal, 'Many people ask about the car, but Mr. Bossi doesn't reveal his Jaguar deal. ... Sometimes, he takes people who are really interested for a spin.' The deal was brokered by the PR firm Brandman Agency. Firm owner Melanie Brandman said the arrangement 'makes the advertisements come to life.' Bossi gives the firm 'updates on where he goes each week.' In similar but smaller programs, General Motors 'chauffeured VIPs around the Super Bowl in Detroit earlier this year' and DaimlerChrysler 'lent out the new Mercedes-Benz R Class SUVs to selected consumers for a week.'

Wall Street Journal (sub req'd), June 29, 2006
(Link Via PR Watch's Spin of the Day.)

I Sold It Through The Grapevine

I Sold It Through The Grapevine: "Not even small talk is sacred anymore. P&G has enlisted a stealth army of 600,000 moms who chat up its products... The program is a state-of-the-art method for reaching the most influential group of shoppers in America: moms. At a time when companies need to find creative ways to get their message across to consumers, it's likely to be widely studied. But Vocalpoint also raises a serious ethical issue: Should the person spreading the product message disclose her affiliation? P&G says it's up to such "connectors" to make that decision on their own. But this puts the company at odds with the recently formed Word of Mouth Marketing Assn. (WOMMA), which mandates full disclosure.

(Via Adrants.)