Current Topic: Strategy

Think about two similar scenarios where you want to treat yourself. One: you just left the gym after a long day. It was a good session. You ate your frog and managed to tick almost everything off your list. You have a hankering for something good to say “You did well today”.

Two: you just left the office, it’s late in the evening and you want a little pick me up. Another day at the office, a lot of overtime with little moments of reflection. You rarely have time for yourself, but you are the best at your job, and you love it. You want something good to ease your relaxation and end the day.

What do you pick in each of them? A chocolate cheesecake sounds just as good as a pack of graham crackers. You will say: “My choice can come down to many things! My plans for the evening, the package and its colors, how, and if it smells. Should I go on?”. Well, yes and no.

Whether it’s New Year’s resolutions or another self-made commitment, individuals face a daily barrage of goal conflicts. Granola bar or brownie? Gym or another Netflix binge? Scroll social media or pick up a good book?

Conflicts of goals occur when a person must choose between pursuing long-term goals or succumbing to indulgences. And it turns out, willpower isn’t the only factor.

While it might seem easy to choose a healthier option, especially knowing there’s a weight-loss or healthy goal attached to it for example, studies have found that self-control failure is higher when there’s a meaningful reason to justify the indulgence.

In other words, give yourself a good reason and you’ll choose the indulgence nearly every time.

Just some quick fun facts. Companies spend millions of dollars to discover the perfect amount of fizz in a soda. Eating chips with headphones on makes the experience less enjoyable. And the louder the sound of a shutting car door is, the safer a consumer feels - which is why car manufacturers see this as a feature instead of a bug. 

What do these phenomena have in common? They highlight the importance that sound has in consumer perception. But did you know that something as subtle as the sound of background music can affect your purchase decisions drastically?

Today we will talk about how background music affects consumer behavior. Because even when you are not consciously listening to the music being played, it can still affect your buying decisions. And not just a bit, but quite dramatically! 

Let’s look at some of the most interesting insights on how you can put music to work for you as a company.

Day in day out we are exposed to advertising on radio, television, YouTube, and all the other communication channels. So, it is important that you not get annoyed by them, right? Speech plays an important role in this. In fact, most of the brand and advertising strategies are based on the announcer’s voice, as this is one of the most valuable assets in marketing. Announcers can point up the importance of critical information by vocally emphasizing the most important words of a message, which determines the advertisement’s effectiveness (Wiener & Chartrand, 2014). The emphasis strategy influences the cognitive processing of the listeners by increasing the duration of words, projecting them more intensely, or raising the pitch to a high tone (Nadeu & Hualde, 2012; Rodero & Potter, 2021). But can too much voice-over emphasis backfire?

You may have heard the phrase “If you build it, they will come.” This assumes that the marketeer knows best and the market will recognize this and come to buy. If you, the marketeer, are in love with a product, it’s natural to project that love onto your target audience. However, it may be the right product at the wrong time, or just a product that doesn’t meet customers’ needs.

Marketing managers are only human, and humans have their own personal preferences. These preferences can become a problem, however, when they project them onto a target market that may or may not share their preferences. As a result, they may miss out on capturing sales for a product that really resonates with their audience, while they focus on marketing something that is not as appealing to their prospects. This tendency is called the false consensus effect, or FCE.