Download Advertising and the Mind of the Consumer: What Works, What by Max Sutherland PDF

Download Advertising and the Mind of the Consumer: What Works, What by Max Sutherland PDF

By Max Sutherland

Advertising is a longtime and ever-present strength and but simply the way it works is still whatever of a secret. From an insider, this fully-updated consultant unveils the secrets and techniques of major a winning crusade over quite a lot of media, together with the net. Drawing on many famous overseas advertisements as examples, it finds the workings of the brain of the shopper and explains the explanations for the successes and screw ups of assorted ads campaigns. greater than only a how-to publication of tips, this can be a examine the mental and logistical components that make ads paintings that's perfect for ads brokers, retailers, and scholars of advertisements and client behavior.

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Extra resources for Advertising and the Mind of the Consumer: What Works, What Doesn't, and Why

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The information that a pearl is more easily damaged than a diamond and that a pearl is an oyster tumor are both there in our heads. But they usually occur so far down on our mental attribute agenda that we would rarely, in the normal course of thinking about pearls, bring them to mind. Neither of them is a salient feature. Calling a pearl ‘an oyster tumor’ plays the focal beam of our attention on an unpleasant aspect of pearls. This is a ‘feather’ but in this case a potentially large one and if it were repeated often enough its salience would be likely to increase.

They set the mental agenda. The agenda-setting theory was originally developed to explain the influence of the mass media in determining which political issues become important in elections. Adroit committee members and politicians claim that if you can control the agenda you can control the meeting. 12 We can produce mental agendas for lots of things. 1 Mental agendas for lots of things What’s news? What’s the choice for lunch? 1. 1. Salad 2. The stock market 2. Sandwich 3. Youth suicide rate 3.

And it’s why television ads also have to be intrusive and interesting—to cut through and hold our attention, especially for lowinvolvement product categories. Choosing what we attend to: selective processing We can choose what to attend to and process deeply. The more interesting the stimulus the more we are likely to pay attention to it and the more of it we recall—in other words, the more impact it has. What happens if the experimenter asks subjects to listen to the messages in both ears while ‘shadowing’ (repeating aloud) what they hear in one ear?

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