Erik du Plessis is President of the Johannesburg-based research agency, Impact Information. Impact is now part of the Millward Brown Group, one of the world's top 10 market research companies (owned by WPP) with 65 offices in 39 countries. He is also the author of The Advertised Mind.

New title from the author of The Advertised Mind

Based on research by Millward Brown - one of the World's top market reseach companies

Investigates the advances in brain science and how it affects marketing theories

Explores consumer decision making and the implications for brands

Foreword by Nigel Hollis
About the author and contributors
Acknowledgements

Part One: What it is all about
01 Introduction The meta- and the micro-problem
Over-claiming
Emotions and feelings
Where does this leave us?
The puzzle
02 This book is about the consumer's brain Why I wrote this book
Why do we make decisions?
How do people differ from animals on this view?
How does this happen in the brain?
How do we buy a brand?
Marketing practice
So what is this book all about?
03 The new paradigm From Descartes to Damasio
Who is Damasio?
Who was Descartes?
What is the paradigm shift that we are looking at?
Damasio's somatic marker theorem
04 The brain - the coming together of disciplines
Part Two: The decision-making puzzle
05 Interpretation, memory, experience, learning Why the memory system is important
Feeling good, culture, personality and memories
The brain
Gestalts
What do artificial neural networks do very well?
Marketing implications of classifying and predicting
Interpretation, memory recall, 'comes to mind'
06 Introducing the rat brain robot Let's look at this robot rat
What brain systems does the robot rat need to be more like a human (or just more like a fruit fly)?
'Movere' is Latin for 'to move', 'to be motivated'
Move! But where to?
07 FeelingsWhy we need to understand feelings
From many gestalts to one: attention and touchpoints
Everybody knows what feelings, emotions, and moods are-do the scientists?
Does it matter?
Definition used in this book
Time
The limbic system: the oldest part of the brain
08 The 'feeling' brain systems and how they work Reconciling this view with Damasio's view
09 The environmental awareness system: emotionsAn emotion is a post-rationalization
Rational or emotional?
But are advertisements like snakes?
Culture and the amygdala
Herd behaviour
How many emotions do we have?
Emotions and marketing
10 The 'state of body' system: homeostasisBio-measures and homeostasis
11 The 'state of mind' system, or moods and arousal Why the brain needs to control its levels of arousal
Mood and time
We continuously control our moods
Bio-measures, mood and arousal
12 The evaluation system: pleasure 'Dopaminic memories' of brands
Bio-measures and dopamine
13 Personality Human 'personality' variation
What is personality?
It is not survival of the fittest, but death to the unfit
Personality and time
What does this have to do with brands?
Marketing
About brand personality
Bio-measures and personality
14 Social systems and culture The neuro-basis of culture
Why do we have an empathy circuit in the brain?
Prejudice
The marketing error resulting from the empathy system
Teaching feelings
What is culture?
Culture and time
Language
Oatley and Jenkins's view about culture and emotions
The global brand
Culture is much more than countries
Bio-measures and culture
15 Gender differencesThe male/female brain
16 Let's put it all together So how do we think we think?
'Thinking' involves a lot of brain process
Making a choice
A 'new' thought
Feelings and time
17 Measuring the brain Single-cell measurement
Electroencephalography (EEG)
Magnetocencephalography (MEG)
Transcranial magnetic stimulation (TMS)
Indirect measures of neural activity
Very indirect measurements of brain activity
'Reading' the measures
Creativity in designing brain scanning experiments
18 Increasing our brainpower - using neuroscience effectively by Graham PageThe current state of play
Key questions to ask
Implicit association measurement
Eye-tracking
Brainwave measurement
Will neuroscience replace conventional research?
The future: integration
When should neuroscience-based techniques be used?
Getting the best out of neuroscience

Part Three: Creating mischief
19 On creating mischief The Hidden Persuaders
'The seductive allure of neuroscience explanations'
The buy button
Sensationalism will increase
20 Buy-ology My view
21 The elusive subconsciousThe big subconscious
The subconscious and religion
The confusion that arises when people willy-nilly talk about the subconsciousness
This is a personal belief
A justification for brain scanning projects?
What Freud said
Respondents lying and our ethics

Part Four: Towards insights
22 Read Montague's Pepsi Challenge About Read Montague
The contribution of other sciences
Montague on culture
23 Science: models and measurements The homunculus
Decision making
Models and measurements
Models: the future

Part Five: Some marketing implications The marketing implications I chose
The build-up of the next five chapters
24 Attention Why it is an important topic
The issue
Studying an exam or giving attention to an advertisement
Death of the 30-second ad?
Some empirical data
Why is this in a book about neuromarketing?
Inadvertent attention
The response curve and re-cognition
Re-cognition in non-fast-forwarded advertisements
Media strategy implications
Neuroscience and re-cognition (or repeat exposure)
Why repeat exposures to an advertisement?
But why does the level of awareness matter?
Can an advertisement have an effect without it being given attention?
The advertising effect of this
Du Plessis's error
Conclusions
25 The brand soma What I mean by the brand soma
The brand soma and functionality
Neurology
What does the brand soma do?
Brand soma, rationality and functionality
Fishbein and brand utility
How the brand soma works in practice
How this shows in perceptual maps
Revisiting Fishbein
The dopamine moment
'How would using the brand make you feel?'
Using the halo effect
26 Consumer decision making as heuristics What is an heuristic?
Neuromarketing and heuristics
Feelings and heuristics
BrandDynamics
Different people have different heuristics in different situations
Heuristics and questionnaire design
Where does this lead us (marketers)?
27 Market segmentation Good segmentation should not be like this
Some suggestions about segmentation studies
Neuromarketing and segmentation
Segmentation and neural studies-a chocolate example
28 Advertising budget, brand life cycle, synapses and brand soma Setting the budget
Peter Field and AC Neilson
The dynamic difference model
Implications for 'percentage of revenue' budget
This is a big ask of the brand
Brand life cycles
Jones's advertising intensity curve
Brand life cycle: a self-fulfilling belief?
Optimizing advertising budgets
The changing pieces of the puzzle

Part Six: My conclusions
29 What this was all about From very small things to very big things
30 Is the future what it was?
What the future will bring
Summary implications for neuromarketing

References
Index