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Summary:

"Neuromarketing studies the way the brain responds to various cognitive and sensory marketing stimuli. Analysts use this to measure a consumer's preference, what a customer reacts to, and why consumers make certain decisions. This scientific approach to marketing has helped many brands and companies determine how to best market their products to different demographics and consumer groups. Brainfluence explains how to practically apply neuroscience and behavior research to everyday marketing problems. This book is designed to be a practical guide with quick and easy takeaways offered in 60 short chapters, each containing one key strategy. The chapters are organized into major groups, mainly by application: in-person sales, Web marketing, print advertising, and many others. The book explains several key concepts, including: New insights into what makes people buy, Ways for brands to form emotional bonds with customers, Short, easy to digest ideas that can be accessed in any order, Techniques for all types of businesses, including small businesses and non-profits This book contains practical, easy-to-understand ways to improve marketing, advertising, and sales efforts"-- [Provided by publisher]

Table of Contents:

• Machine generated contents note: 1. Sell to 95 Percent of Your Customer's Brain
• Section One Price and Product Brainfluence
• 2. "Ouch!" of Paying
• 3. Don't Sell Like a Sushi Chef
• 4. Picturing Money
• 5. Anchors Aweigh!
• 6. Wine, Prices, and Expectations
• 7. Be Precise With Prices
• 8. Decoy Products and Pricing
• 9. How About a Compromise?
• 10. Cut Choices; Boost Sales
• Section Two Sensory Brainfluence
• 11. Use AH the Senses
• 12. Does Your Marketing Smell?
• 13. Learn From Coffee
• 14. Sounds Like Changed Behavior
• 15. Sound of Your Brand
• 16. Exploit the Brut Effect
• 17. Smelly but Memorable
• 18. Learn From Yogurt

• Section Three Brainfluence Branding
• 19. Neurons That Fire Together
• 20. Who Needs Attention?
• 21. Passion for Hire
• 22. Create an Enemy
• Section Four Brainfluence in Print
• 23. Use Paper for Emotion
• 24. Vivid Print Images Change Memory
• 25. Paper Outweighs Digital
• 26. Use Simple Fonts
• 27. When to Get Complicated
• 28. Memorable Complexity
• Section Five Picture Brainfluence
• 29. Just Add Babies!
• 30. Focus, Baby!
• 31. Pretty Woman
• 32. Itsy, Bitsy, Teeny, Weeny
• 33. Photos Increase Empathy
• Section Six Loyalty and Trust Brainfluence
• 34. Build Loyalty Like George Bailey
• 35. Reward Loyalty
• 36. Loyalty, Rats, and Your Customers
• 37. Time Builds Trust and Loyalty
• 38. Ten Words That Build Trust
• 39. Trust Your Customer
• Section Seven Brainfluence in Person
• 40. It Pays to Schmooze
• 41. Shake Hands Like a Pro
• 42. Right Ear Selling
• 43. Smile!
• 44. Confidence Sells
• 45. Small Favors, Big Results
• 46. Hire Articulate Salespeople
• 47. You're the Best!
• 48. Coffee, Anyone?
• 49. Candy Is Dandy
• 50. Selling Secrets of Magicians
• 51. Soften Up Your Prospects
• Section Eight Brainfluence for a Cause
• 52. Mirror, Mirror on the Wall
• 53. Get Closer to Heaven
• 54. Child Labor
• 55. Give Big, Get Bigger
• 56. Make It Personal
• 57. Lose the Briefcase!
• 58. Ask Big!
• Section Nine Brainfluence Copywriting
• 59. Surprise the Brain
• 60. Use a Simple Slogan
• 61. Write Like Shakespeare
• 62. Muffin by Any Other Name
• 63. Why Percentages Don't Add Up
• 64. Magic Word #1: FREE!
• 65. Magic Word #2: NEW!
• 66. Adjectives That Work
• 67. Your Brain on Stories
• 68. Use Story Testimonials
• 69. When Words Are Worth a Thousand Pictures
• 70. Million-Dollar Pickle
• Section Ten Consumer Brainfluence
• 71. Simple Marketing for Complex Products
• 72. Sell to the Inner Infovore
• 73. Want Versus Should: Time Your Pitch
• 74. Sell to Tightwads
• 75. Sell to Spendthrifts
• 76. Take a Chance on a Contest
• 77. Unconventional Personalization
• 78. Expect More, and Get It!
• 79. Surprise Your Customers!
• Section Eleven Gender Brainfluence
• 80. Mating on the Mind
• 81. Guys Like It Simple
• 82. Are Women Better at Sales?
• 83. Do Women Make Men Crazy?
• Section Twelve Shopper Brainfluence
• 84. Cooties in Every Bag
• 85. Customer Replies Change Minds
• 86. It's Wise to Apologize
• 87. Power of Touch
• 88. When Difficulty Sells
• Section Thirteen Video, TV, and Film Brainfluence
• 89. Don't Put the CEO on TV
• 90. Get the Order Right!
• 91. Emotion Beats Logic
• Section Fourteen Brainfluence on the Web
• 92. First Impressions Count
• -Really!
• 93. Make Your Website Golden
• 94. Rich Media Boost Engagement
• 95. Reward Versus Reciprocity
• 96. Exploit Scarcity on the Fly
• 97. Target Boomers With Simplicity
• 98. Use Your Customer's Imagination
• 99. Avoid the Corner of Death
• 100. Computers as People.

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Author/Creator:

Dooley, Roger, 1952-

Languages:

English

Language Notes:

Item content: English

Main Work:

Brainfluence: 100 ways to persuade and convince customers with neuromarketing [by Dooley, R.]

Other Related Resources:

Print version: Brainfluence [by Dooley, R.] (Hoboken, N.J. : John Wiley, ©2012 — ISBN 9781118113363; LCCN 2011029938)

Subjects:

Neuromarketing

Marketing — Psychological aspects

Advertising — Psychological aspects

Consumers — Psychology

General Notes:

Includes bibliographical references and index.
Description based on: Print version record.

Physical Description:

1 online resource.

Call Numbers:

HF5415.12615 .D66 2012eb

ISBNs:

9781118175965 (electronic bk.)
1118175964 (electronic bk.)
9781118175941 (electronic bk.)
1118175948 (electronic bk.)
9781118175958 (electronic bk.)
1118175956 (electronic bk.)
9781118113363 (hardback, acid-free paper) [Invalid]
1118113365 (hardback, acid-free paper) [Invalid]

Library of Congress Control Numbers:

2011029938 [Invalid]

OCLC Numbers:

765131253

Other Control Numbers:

EBC817468 (source: MiAaPQ)
[Unknown Type]: ybp7214741