PERCEPTION - Lars Perner
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Transcript PERCEPTION - Lars Perner
PERCEPTION
Perception is
subjective—
approximation of
reality
More information is
available than can be
processed
“Perceptual guards”
MKTG 371
PERCEPTION
Lars Perner, Instructor
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Alteration of Images for Optimal
Perceived Stimulus
Photoshop
manipulation
enhancing
eyes
http://www.jasc.com/support/learn/tutorials/archive/paintshoppro/eyeenhancement.asp?pg=1
MKTG 371
PERCEPTION
Lars Perner, Instructor
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Information Processing for
Consumer Decision Making
EXPOSURE
PERCEPTION
Random______________Deliberate
ATTENTION
Low involvement—High Involvement
INTERPRETATION
Text, p. 278
Low involvement—High Involvement
MEMORY
Short term____________Long Term
MKTG 371
PURCHASE /CONSUMPTION
DECISIONS
PERCEPTION
Lars Perner, Instructor
3
Exposure, Attention, and
Perception
What is necessary to reach consumers?
– Exposure (e.g., consumer must see your
billboard)
– Attention (e.g., consumer must look at ad
message)
– Perception (e.g., consumer must “take in”
message)
MKTG 371
PERCEPTION
Lars Perner, Instructor
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The Senses
Vision
– Influence of colors
– Priority of attention
Smell
– Strong affective impact; associations in memory
Hearing
– Priority of attention
– Habituation
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PERCEPTION
Lars Perner, Instructor
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More Senses
Touch
– Affective impact
Taste
– Acquired tastes
– Influence of smell
MKTG 371
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Lars Perner, Instructor
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Definition
Exposure: the process
by which the consumer
comes in physical
contact with a
stimulus.
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Sensing Change
(Perceptual Thresholds)
“Downsizing” of
products
Reducing alcohol
content of beverages
Weber’s Law—larger
change is needed in a
strong stimulus before
it can be detected
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PERCEPTION
Lars Perner, Instructor
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Subliminal Perception: A
Diabolical Marketing Tool?
Subliminal messages
in ads are illegal in
U.S.
Some research
support for modest
effects
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PERCEPTION
Lars Perner, Instructor
9
How Do You Gain Exposure?
Research target group
habits
“Hidden” product
placements
Computer screen
savers
Point-of-purchase
displays
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PERCEPTION
Lars Perner, Instructor
10
Selective Exposure
How much attention are you
likely to give to the following
advertising encounters?
–
–
–
–
radio ad while driving
ad in newspaper or magazine
freeway billboard
direct mail appeal
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PERCEPTION
Lars Perner, Instructor
11
How Can We Increase
Consumers’ Exposure?
“Roadblocking”--you
can run, but you can’t
hide!
Repetition
Wide presence
MKTG 371
PERCEPTION
Lars Perner, Instructor
12
Properties of Attention
Selective
Capable of being
divided
Limited
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Lars Perner, Instructor
13
Some Determinants of Attention
Given to Stimuli
Self-relevance
Movement (animation)
Position
Isolation
Format
Pleasantness
Surprisingness
Contrast
Information quality
Interestingness
Ease of processing
MKTG 371
PERCEPTION
3 7
9 6
= 81
Lars Perner, Instructor
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Color, Movement, and Position
Color
Position
– Brighter colors are likely
to get more attention
– Preference for color
Movement
– Attention to moving
object is evolutionarily
adaptive
MKTG 371
PERCEPTION
– Placement relative to
the viewer’s visual field
– Objects closer to center
are more likely to be
seen
Eye level shelf space is
preferred
– Right hand ads tend to
receive more attention
than those at left
– Gaze Motion Theory
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Isolation and Format
Isolation
Format
– Fewer competing
stimuli
– Use of “white space”
MKTG 371
PERCEPTION
– The way a message is
organized
– Simpler layouts tend to
get more attention (less
effort required)
Lars Perner, Instructor
16
Contrast/Expectations
More attention given to a stimulus which
does not “blend in” to the background
Stimuli with unexpected content tend to
receive more attention (prioritized as
potentially important information)
Adaptation Level Theory—stimuli will
eventually be less unexpected based on
prior experience
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Interestingness and Info Quantity
Interestingness
Info Quantity
– Interest motivates
allocation of attention
– Intense competition for
interest
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PERCEPTION
– Information overload
Difficult to cope with
excessive information
– Better organized
information is more
useful
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Self-Relevance
Needs, values, and goals
Similarity of source
Dramas
Rhetorical questions
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Pleasantness of Stimuli
Attractive visuals
Music
Humor
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Surprisingness of Stimuli
Novelty
Unexpectedness
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Ease of Processing
Prominence
Concreteness
Contrast
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Interpretation
Meanings assigned to stimuli
– Often highly culturally influenced based on
expectations
– Cognitive interpretation and categorization
Categories as a way to simplify the world
– Social/linguistic categories
– Ad hoc categories
Prototypes and “perfect” examplars
– Superordinate (e.g., “furniture”), basic (e.g., “chair”), and
subordinate (e.g., “office chair”).
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Perception and Marketing Strategy
Retail
Media strategy
– Allocation of retail shelf
space
High volume items
Category allotment
– Point-of-purchase
displays
– Product category vs.
involvement
Advertisements and
Package Design
– Use of humor—
attention to the humor
vs. the product
Brand name/logo
development
– Brand associations
– Visual images
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Advertising Evaluation
Exposure
Interpretation
– People meters
– Web site visits/”hits”
– Click-through rates
– Focus groups
– Projective research
Memory
Attention
– Brand awareness levels
– Day after recall
– “Starch” scores based on
attention given to advertising
parts
“Noted”
“Seen-associated”
“Read most”
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Ambush Marketing
Attempt to associate brand with a nonowned entity
– E.g.,
Advertising for the use of one brand of film at the
Olympics when another brand is the official sponsor
Sponsoring a small part of the event
Advertising during the event
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