Your customers aren’t constant, it’s moments that matter more
Will Hanmer-LloydPeople don’t act the same way every day, their behaviour varies according to their mood and situation, so brands are better off targeting those.
Two steps to lift-off: Behavioural biases to boost your product launch
Will Hanmer-LloydFor the best chance of a successful launch, brands should aim to offer something new but not too new, while using scarcity to boost desire.
Targeting ‘nine-enders’: Why age is much more than a number
Will Hanmer-LloydResearch shows consumers make changes when landmark birthdays approach, but few brands target people based on these important ages.
Three wise lessons on gifting from behavioural science
Will Hanmer-LloydThe views of the giver, not just the recipient, strongly influence how people perceive Christmas gifts, as do the price and packaging. Brands should take note.
Social proof and anchoring: The power of behavioural biases at work
Will Hanmer-LloydProfessionals believe they make decisions rationally but they’re as likely as anyone to be influenced by external biases, something B2B marketers can harness.
The power of costly signalling: Why you should build huge and beautiful campaigns
Will Hanmer-LloydAdvertising is like a mating ritual – impressive displays are more effective – which means consumers need to see what you’re spending on media and creative.
Sex, lies and market research: How to get more truthful survey responses
Will Hanmer-LloydExperiments show there are several effective ways to get research subjects to commit to being truthful, thus making their behaviour claims more reliable.
Customers will reward brands that get them in the mood
Will Hanmer-LloydExperiments show being in a good mood makes consumers likely to pay more, so reaching them in positive contexts could make marketing more effective.
The place where your ad is seen is as important as what it says
Will Hanmer-LloydContext-dependent memory means we recall things better in the same contexts where we first experienced them, which is key for point-of-sale advertising.
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Context matters: Consumers judge brands by the company they keep
Will Hanmer-LloydExperiments show brand perceptions are influenced by where they are seen, so high-quality ad environments are crucial to premium brands.
Would a Patagonian toothfish by any other name taste as sweet?
Will Hanmer-LloydExperiments show the framing of language used to describe products influences how consumers perceive them and their propensity to purchase.
Think laterally to get the most out of behavioural science
Will Hanmer-LloydSubtle signals can create positive perceptions of your products, without needing to hammer home their benefits in less trusted advertising messages.
For product claims, three is the magic number
Will Hanmer-LloydExperiments show making just one claim makes that message more effective, but three is the optimum number for driving product preference.
Scarcity is the secret sauce behind everything from Wordle to the McRib
Will Hanmer-LloydLike many products before it, Wordle has driven desire by limiting its volume – something all marketers should feel confident to try out.
Laughing all the way to the bank: Three ways humour helps brands sell
Will Hanmer-LloydReceived wisdom is that humour doesn’t help brands sell their products, but the evidence says the opposite when brands know how to use it effectively.