This pissing in your pants that Alias alludes to or pent up desire to get
what you can't have--I don't know if it literally manifests itself in bed
wettting, etc. in most people but it definitely taps into a lot of
psychodynamics that are in the "I want it more because I can't get it or I
can't have it yet". I think that could have some application in the boy
wants girl and girl wants boy category maybe as well. A lot of marriages
have come from it. And a lot of divorces. And some things in between.
A very bright psychiatrist who used to lecture to us for a course had a
lecture built around "anticipation" as one of the strongest components of
pleasure with a lot of psychoanalytic theory in the background. He was
right, and a lot of marketing hype and strategy used by all kinds of
companies from cosmetics to software MSFT and Apple included plays off this
and some other principles.
A couple years ago the NY Times had a Sunday two page profile on a shrink,
Dr. Raphialle who has been features on some PBS specials, who somehow had
become a guru for some of the major auto manufacturers. I have reprinted
articles on this below from the Seattle Times and the NY Times. He didn't
have an engineering design background--all of them have plenty of those on
their staffs, but he could combine suggestions for design to those people
based on his grasp of the "reptilian brain" as he called it aka Mom's desire
to drive a Hummer III around the suburban malls, to the PTA, etc. etc.
See:
http://www.brand.com/NeuroBlog.htm
I saw a commercial in the US where one mommy butted in with her kid at the
sliding board, and the other pissed off mommy got the dynamics of her "self"
right with the world by immediately going out and buying a Hummer. Pissed
off mommy was obliious to the fact that her gas guzzler she didn't need but
made her feel like a badass in life and on the road also was a major
component of the crapstorm her country was in with a President that doesn't
have a clue and a so called Iraq Study Committee that was equally confused
about what could actually happen on the ground and both of them delusional
about further troops that could be summoned as well as the fact that asleep
as they are the American people will some day wake up to the fact that
people are being killed and blown up in unprecedented amounts and rates for
a war their country has been engaged in with absolutely no kind of "victory"
in sight --either Utopian Jeffersonian democracy which they sure as hell
don't have in their country with most substantive legislation passed in
closed joint House and Senate conference committees with ear marks traded as
bargaining chips and much significant tacked onto obscure riders in bills
that they never hear about until it bites them personally in the ass.
If you were at MSFT which or in the Seattle vicininity would you have read
this:
Primal urges define the wheel you
The Seattle Times, April 30, 2004Cars evoke strong emotional responses from
our brains, especially our reptilian brain. That's the part of the brain
that deals with survival, dominance, and sex. Clotaire Rapaille, the master
marketer, promoter of cultural archetypes, and Chairman of Archetypal
Discoveries Worldwide states that "a car is a message. It has eyes, a mouth,
a chin. It has a face, and that face speaks to you." Take the Hummer for
example: "It's a war machine. It says if you want to fight, I can fight. But
you will die."
Observe the American SUV. Why are there so many of them? People don't
actually need large tires or four-wheel drive in the majority of U.S.
streets. SUVs are perceived by other drivers as the dominant predators on
the highway. In a battle, SUV's will kill and survive to fight another day.
The taller the vehicle, the bigger it appears to us on the highway.
Intellectually, through the cortex brain, we all realize that tall SUVs are
more likely to roll over than a smaller car. Yet the reptilian brain, or our
animal brain, feels that being up higher makes you feel bigger and taller,
and thus safer. As a personal example, my wife drives a really big and tall
Dodge Ram pick-up truck - she says that if she is in an accident that she
and our son will survive because the Dodge Ram is so big and protective.
Dr. Rapaille consults with Detroit automakers regularly and his research on
buyer motivation has won high accolades from Chrysler when he assisted in
making the PT Cruiser a "hot buy." The "30s gangster look" sent the "don't
bother me" message thereby creating a safety zone around the car. Potential
buyers told him they felt vulnerable knowing that people could look inside
their car, so the PT Cruiser rear window was reduced in size. Visibility was
lessened but that wasn't a concern to consumers; they felt safer and they
bought them.
The PT Cruiser web site is a study in three-brain auto design. The PT
Cruiser is designed to appeal to each of the three brains. Imagery is
aggressive, not submissive, appealing to the reptilian brain. On the
outside, the PT Cruiser looks tough, like a retro 30's gangster car. The
"face" of the PT Cruiser says, "I'm tough. Don't mess with me." Inside the
car, everything is soft and round, designed to make you feel safe inside,
like being in the womb, appealing to the limbic or mammal brain. There is
also an interesting blend of sexiness and practicality, especially when it
comes to cargo space. In Branding Workshops, when I show the photos of the
back of the PT Cruiser, universally women look at the cargo space and men
look at the woman. The cortex brain's intellectual "alibi?" Prices start at
$13,995.
Dr. Rapaille is very entertaining. PBS did a TV special on "The Persuaders."
You can see Dr. Rapaille on this show at:
http://www.pbs.org/wgbh/pages/frontline/shows/persuaders/view Or visit his
second company: The Rapaille Institute where he has videos on the Three
Brains and other subjects. If you would like to hire Dr. Rapaille to "break
the code" on your product, tell him that Chuck Pettis of BrandSolutions sent
you!
If You Have a 'Buy Button' in Your Brain, What Pushes It?
The New York Times, October 19, 2004Drinks, an important and compelling
research study published in the October 14, 2004 issue of the Neuron
Journal, compared Coke and Pepsi preferences to demonstrate how cultural
messages shape perceptions and modify behavior and preferences. This is
believed to be the first proof of the mind/reality-altering power of brand
marketing.
In the study, Coke and Pepsi were "delivered" to subjects anonymously (blind
taste test) and with "brand-cued delivery" as their brains were being
scanned in a fMRI scanner. Coke and Pepsi actually have similar chemical
composition and thus should taste very similarly. Indeed, this study found
that when subjects did not know which brand they were tasting, they had no
preference for one over the other. Yet when subjects were cued with the
brand before tasting, three out of four preferred Coke. Significantly great
brain activity was also observed when subjects were cued with Coke. There no
such effect with Pepsi. Researchers could tell by the brain scan alone which
soft drink subjects preferred.
Why did Coke "light up" the brain when Pepsi did not? Here are six reasons.
In scientific terms, quoted from the research findings:
".behavioral preferences for food and beverages are potentially modulated by
an enormous number of sensory variables, hedonic states, expectations,
semantic priming, and social context."
".many levels of social, cognitive, and cultural influences combine to
produce behavioral preferences for food and drink."
".the appeal or repulsion of culturally relevant sights, sounds, and their
associated memories all contribute to the modern construction of food and
drink preferences."
".it is tempting to suggest that humans will choose more pleasing stimuli
over less pleasing stimuli by evaluation and comparison and that, for our
two sugared drinks, the most pleasing drink is the one that subjectively
tastes better than its competitor."
Coke is perceived by most people's subconscious minds as an effective
reward. Much of human behavior is motivated by our conscious, subconscious,
and unconscious internal reward systems. We think to ourselves "If I do X,
then I will reward myself with Y." Example: If I play and work hard, then I
will take a pause for some delicious refreshment. For many that reward is a
Coke. For others, it may be a Starbucks latte or a piece of chocolate or
candy or potato chips, etc.
I have started watching my mind to see how often I "reward" myself during
the day. I do it constantly. I think to myself: "When I finish this report,
I will go read a chapter in Clive Cussler's new book." It is actually a
little embarrassing to see how I play this reward game with myself!
Coke's brand has been focused on one key emotion for decades: serenity: "The
pause that refreshes." It is this peaceful feeling that is a part of the
Innocent brand archetype that people associate and remember about Coke.
Almost everyone I ask has memories of Coke from early childhood (imprints
and cultural archetype) and those memories are usually about relaxing on a
hot day or after some hard work.
Coke has repetitively repeated its key messages of Refreshing, Delicious,
Unique for decades.
Coke focuses on refreshment, not taste. As you can see from the study, Coke
and Pepsi taste almost identical.
In order to stimulate the brain and have a product be perceived as a reward,
it is necessary to;
a) Focus on a strong emotionally based brand identity.
b) Integrate and communicate at many levels:
Socially.
Cognitively and rationally by providing tangible facts linked to emotional
benefits.
Culturally, ideally through stories and imagery that brings to mind the
product's cultural archetype.
Limbic brain hot buttons.
Reptilian brain hot buttons.
Involve as many senses as possible.
Related Web sites:
http://www.fipp.com/1495
http://www.commercialalert.org/neuromarketingcokepepsi.pdf
CH