Book review: ‘Unconscious Branding’ by Douglas Van Praet

April 7, 2014

Branding-KromkrathogWhy do we buy stuff? Psychologists have known for a while that we’re at the mercy of two related facts. Firstly, as Van Praet suggests, that the seven generations or so humans have spent living in the industrial age, are dwarfed by the 84,000 generations living as hunter-gatherers. The implication is that from an evolutionary perspective we are still relying on ‘stone-age’ thinking.

Secondly, this means our brains have to process an enormous amount of information for which they were not designed. So whilst our senses take in about 11 million bits of information per second (that’s something like 34GB per day), we are only aware of 40 bits. What’s happened to the rest?

Most of the information that hits our senses is processed automatically at an unconscious level. It relies both on our primitive and often emotional brain, just as much as it does on any rational thinking. When it comes down to it, what drives our behaviour has a lot less to do with weighing up the pros and cons of a decision, and at a lot more with how we feel.

To cut a long story short, this book is about how to hit the marketing nail on both heads – the rational and emotional – rather than just the one. To understand that how we act often has little connection with how we say we will act, and that we tend to behave in a way that is consistent with a much older script: a script that we may not even be aware of. And critically this script is full of shortcuts and cognitive ‘rules of thumb’.

Lazy brain

The considerable research which underpins this book draws on contemporary neuroscience, and work by many experts, in particular doyens both of decision-making and persuasion. For example, as Daniel Kahneman (the only Psychologist to win the Nobel Prize), points out, compared to our unconscious systems, the cognitive, rational part of the brain, is just plain lazy. Thoughtful analysis of a situation is slow and tiring: it’s a lot easier to rely on past experience or quick fixes.

This means that if we think about brands, what’s happening is that our brains are heavily influenced by memory; and here’s the interesting bit, that those memories, which often involve imagery (think: Coke label), are processed in the prefrontal cortex, the same part of the brain that plans future behaviour. Another brain shortcut.

What’s in a name?

Van Praet, an acknowledged brand expert, takes what is known about unconscious processing and uses it to build a seven step persuasion model. Thus because we are animals that rely on recognising patterns – one of those brain energy saving tricks – a marketer needs to understand how to disrupt existing patterns in order to grab our attention.

Additionally, any interruptions must engage the right associations in order to spark constructive emotions. To get us to move, it’s necessary to retain elements of the familiar because we find comfort in it, or to make something new feel comfortable. So this is the second step: how to create customer comfort.

The remaining steps look at how to lead the imagination, shift feelings, satisfy the rational part of the brain (which, despite everything, needs to be satisfied!), and change the nature of the association between memory and mind, in order to generate actions that promote positive brand impressions.

To pull out the point about memory, this can be illustrated using product names. Marketeers need to spend time looking at all the associations linked to a name. The important thing is to find a name with no baggage, or unfortunate associations; or better still, to find a name that is already linked (in most people’s minds) to positive thoughts or feelings. Naturally having done this the name needs to be protected, for instance it can be easily damaged by the wrong sort of endorsements: celebrities not living up to the values of the brand!

In conclusion this book is jam packed with examples and ideas, and lifts the veil on how to engage ‘consumers’ at a human level, in order to shift attitudes and behaviour. Something we all need to do, in our various ways, every day.

Unconscious Branding: How Neuroscience can Empower (and Inspire) Marketing
Douglas Van Praet
Palgrave Macmillan; 2012; Pb £10.99.

Image courtesy of Kromkrathog/

Psychology of disappointment

August 2, 2013

This is one of those topics that’s becoming quite popular, especially to those interested in ‘positive psychology’. Did you know that after a disappointment you make decisions more impulsively? I suspect you didn’t. Learn more from this fascinating infographic:

Psychology of Disappointment

Paradigm shift

January 4, 2013

Perhaps the secret of successful coaching is helping people to look at life in a different way…  Try this thought-provoking video:

PS: This might be a little cheesy but don’t underrate the power of empathy.

Left brain, right brain…

January 31, 2012

If you want to know the latest on the way in which the hemispheres of the brain go about their business watch this fantastic RSA animation. Psychiatrist and writer Iain McGilchrist explains how our ‘divided brain’ (but probably not divided in the way you think!) has profoundly altered human behaviour, culture and society.

Click here:

Five things you should stop doing in 2012

December 16, 2011

It’s the time of year for making lists. And then losing them. And then making more lists and ignoring them. And it’s almost the time of year for making resolutions. So what are you going to decide to do, or to undo in 2012? As a starter here’s a list from Dorie Clark  in a seasonal article in the Harvard Business Review.


  1. Responding like a trained monkey.
  2. Mindless traditions.
  3. Reading annoying things.
  4. Work that’s not worth it.
  5. Making things more complicated than they should be.

I’m particularly attracted to her first point. She’s talking about emails and the way in which we get continually sidetracked by waves of incoming nonsense. What are we doing? I spent many a happy hour at university messing about with different sorts of ‘reinforcement’ schedules and fooling various rats (and the occasional pigeon) into behaving like a complete turkey! Yep, variable reinforcement schedules (read: emails of varying degrees of urgency plopping into your inbox at unpredictable intervals) make us all behave like Pavlov’s pet dog.

So let’s get a grip and stop it. If you must, check your email every 90 minutes or so. Strangely things will proceed as normal: the sun will rise, the Earth will rotate, politicians will continue to irritate you etc. There, I feel better already. Happy Christmas and a less monkey (rat, pigeon and dog-like) New Year!

Photo credit: Michael Elliott/

Do more in less time

June 10, 2011
It seems the key to getting more done, and getting it done better, may be in working in intense bursts for short periods of time… and also giving yourself plenty of breaks.
Read more:

How little sleep can you get away with?

April 26, 2011

Having difficulty squeezing everything I need to do into the standard 24 hour day at the moment. So as you can imagine this article on sleep turned up just in time: 

It seems you probably need more than you think and it’s difficult to catch up when you haven’t had enough. You need eight hours! Over a period of a number of weeks those who only get six-hours end up as impaired as people who have been kept awake for 24 hours – the brain equivalent of being legally drunk. Gulp!


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