Brands can strategically trigger Fear of Missing Out (FOMO) by imposing purchase limits, like 'limit 10 per customer'. Research shows this tactic is highly effective; shoppers will often buy, on average, 70% of the stated limit, even if they initially intended to buy far fewer items.
Human decision-making is not rational. The brain processes emotional cues, like images, thousands of times faster and finds them vastly more persuasive than logical arguments. Effective brand appeal must lead with emotion, as consumers feel first and then use reason to justify their initial impulse.
Our brains favor things that are easy to think about ('processing fluency'), subconsciously misattributing this ease as a positive feeling toward the product itself. Subtle cues like font matter immensely; a slim font for a 'slim' phone can increase purchase intent by 27% simply because the visual aligns with the message.
Our brains have 'mirror neurons' that fire when we observe an action, making us feel as if we are performing it. Showing someone biting a cookie is more effective than showing the packet because it makes the viewer mentally simulate the experience, increasing their desire for the product. This creates a powerful 'mimetic desire'.
Marketers over-index on visuals, but other senses are more powerful. The brain processes sound 1,000 times faster than images, making audio branding potent. Scent is our most primal sense, bypassing logic to connect directly with deep memories and emotions, capable of boosting sales by 41% without the shopper even noticing.