1,683
Views
15
CrossRef citations to date
0
Altmetric
Articles

Neuromarketing and the “poor in world” consumer: how the animalization of thinking underpins contemporary market research discourses

Pages 59-80 | Received 15 Feb 2015, Accepted 25 Feb 2016, Published online: 29 Apr 2016

References

  • Agamben, Giorgio. 2004. The Open: Man and Animal. Translated by Kevin Attell. Palo Alto, CA: Stanford University Press.
  • Ahuja, Manju, Babita Gupta, and Pushkala Raman. 2003. “An Empirical Investigation of Online Consumer Purchasing Behavior.” Communications of the ACM 46 (12): 145–151. doi: 10.1145/953460.953494
  • Alpert, Sheri. 2007. “Brain Privacy: How Can We Protect It?” The American Journal of Bioethics 7: 70–73. doi: 10.1080/15265160701518862
  • Andersson, Per, Katarina Aspenberg, and Hans Kjellberg. 2008. “The Configuration of Actors in Market Practice.” Marketing Theory 8 (1): 67–90. doi: 10.1177/1470593107086485
  • Andrejevic, Mark. 2012. “Brain Whisperers: Cutting Through the Clutter with Neuromarketing.” Somatechnics 2 (2): 198–215. doi: 10.3366/soma.2012.0057
  • Andrejevic, Mark. 2013. InfoGlut: How Too Much Information Is Changing the Way We Think and Know. New York: Taylor and Francis.
  • Ariely, Dan, and Gregory S. Berns. 2010. “Neuromarketing: The Hope and Hype of Neuroimaging in Business.” National Review Neuroscience 11: 284–292. doi: 10.1038/nrn2795
  • Bar-Tal, Daniel, and Yona Teichman. 2005. Stereotypes and Prejudice in Conflict: Representations of Arabs in Israeli Jewish Society. New York: Cambridge University Press.
  • Bauman, Zygmunt, and David Lyon. 2013. Liquid Surveillance: A Conversation. Malden, MA: Polity Press.
  • Beckwith, Harry. 2000. Selling the Invisible: A Field Guide to Modern Marketing. New York: Business Plus.
  • Bokek-Cohen, Ya’arit. 2014. “Becoming Familiar with Eternal Anonymity: How Sperm Banks Use Relationship Marketing Strategy.” Consumption Markets & Culture 18 (2): 155–177. doi: 10.1080/10253866.2014.935938
  • Braun, Virginia, and Victoria Clark. 2006. “Using Thematic Textual Analysis in Psychology.” Qualitative Research in Psychology 3 (2): 77–101. doi: 10.1191/1478088706qp063oa
  • Brown, Mark. 2010. “Japanese Billboard Recognizes Gender and Age.” Wired, September 23. http://bit.ly/1uLBnU8.
  • Brutoco, Rinaldo, and Madeleine Austin. 2010. “Advertisers and politicians hunt for the ‘Buy-Button’ in your brain.” Truthout, January 23. http://bit.ly/1B8VyBv.
  • Callon, Michel, Yuval Millo, and Fabian Muniesa, eds. 2008. Market Devices. Oxford: Blackwell.
  • Camerer, Colin, George Loewenstein, and Drazen Prelec. 2005. “Neuroeconomics: How Neuroscience Can Inform Economics.” Journal of Economic Literature XLIII: 9–64. doi: 10.1257/0022051053737843
  • Chen, Mel. 2012. Animacies: Biopolitics, Racial Mattering, and Queer Affect. Durham, NC: Duke University Press.
  • Cialdini, Robert B. 1984. Influence: The Pyschology of Persuasion. New York: Harper Business.
  • Comaford, Christine. 2012. “Hijack! How Your Brain Blocks Performance.” Forbes, October 21. http://onforb.es/1wJyDx9.
  • Comaford, Christine. 2013. “Why We Buy: The 3 Social Selling Factors that Make or Break a Sale.” Forbes, September 9. http://onforb.es/1jXvOma.
  • Costello, Kimberly, and Gordon Hodson. 2014. “Lay Beliefs about the Causes of and Solutions to Dehumanization and Prejudice: Do Nonexperts Recognize the Role of Human–Animal Relations?” Journal of Applied Social Psychology 44: 278–288. doi: 10.1111/jasp.12221
  • Cova, Bernard, and Véronique Cova. 2012. “On the Road to Prosumption: Marketing Discourse and the Development of Consumer Competencies.” Consumption Markets & Culture 15 (2): 149–168. doi: 10.1080/10253866.2012.654956
  • Crockett, Molly. 2012. “Beware Neuro-bunk.” Ted. http://bit.ly/STAYTR.
  • Curry, Colleen. 2011. “Like “Minority Report”: Billboards Recognize Faces.” ABC News. http://abcn.ws/1WCmcLZ.
  • Damasio, Antonio. 1994. Descartes’ Error: Emotion, Reason and the Human Brain. London: Vintage.
  • Damasio, Antonio. 2000. The Feeling of What Happens: Body and Emotions in the Making of Consciousness. Orlando, FL: Houghton Mifflin Harcourt.
  • Denzin, Norman K., and Yvonna S. Lincoln, eds. 2011. Handbook of Qualitative Research. London: Sage.
  • Derrida, Jacques. 2008. The Animal That Therefore I Am. New York: Fordham University Press.
  • Dewey, John. 1916. Democracy and Education. New York: Macmillan.
  • Dooley, Roger. 2011. “Facial Muscles Don’t Lie.” Neuromarketing. http://bit.ly/1ReTGP6.
  • Dooley, Roger. 2013a. “Minority Report Is Here: Screens Scan Your Face, Target Ads.” Forbes, May 7. http://onforb.es/1qq7wko.
  • Dooley, Roger. 2013b. “Brainy Marketing at SXSW 2013.” Neurosciencemarketing.com. http://bit.ly/1lUA33o.
  • Dreyfus, Hubert L. 1992. What Computers Still Can’t Do. Cambridge: The MIT Press.
  • Dreyfus, Hubert L. 2007. “Why Heideggerian AI Failed and How Fixing It Would Require Making It More Heideggerian.” Philosophical Psychology 20 (2): 247–268. doi: 10.1080/09515080701239510
  • Eaton, Margaret L., and Judy Illes. 2007. “Commercializing Cognitive Neurotechnology—the Ethical Terrain.” Nature Biotechnology 25 (4): 393–397. doi: 10.1038/nbt0407-393
  • Ellul, Jacques. 1964. The Technological Society. New York: Vintage.
  • eMailWire. 2009. “Keros Client Bark Group Partners with Mindmetic in New Field of Neuromarketing.” Groupweb Media. http://bit.ly/XQ1Maa.
  • ESOMAR. 2005. “Congress 2005 – Making a Difference. The Impact of Powerful Research.” ESOMAR World Research. http://bit.ly/WErLQM.
  • Ewen, Stuart. 1976. Captains of Consciousness: Advertising and the Social Roots of Consumer Culture. New York: McGraw-Hill.
  • Farah, Martha J., and Paul R. Wolpe. 2004. “Monitoring and Manipulating Brain Function: New Neuroscience Technologies and Their Ethical Implications.” Hastings Center Report 34: 35–45. doi: 10.2307/3528418
  • Feenberg, Andrew. 1999. Questioning Technology. New York: Routledge.
  • Feenberg, Andrew. 2010. “Ten Paradoxes of Technology.” Techné: Research in Philosophy of Technology 14 (1): 3–15.
  • Fereday, Jennifer, and Eimear Muir-Cochrane. 2006. “Demonstrating Rigor Using Thematic Analysis: A Hybrid Approach of Inductive and Deductive Coding and Theme Development.” International Journal of Qualitative Methods 5 (1): 80–92.
  • Fugate, Douglas L. 2008. “Marketing Services More Effectively with Neuromarketing Research: A Look Into the Future.” Journal of Services Marketing 22 (2): 170–173. doi: 10.1108/08876040810862903
  • Fukuyama, Francis. 2002. Our Posthuman Future: Consequences of the Biotechnology Revolution. New York: Picador.
  • Gabriel, Yiannis, and Tim Lang. 2008. The Unmanageable Consumer: Contemporary Consumption and Its Fragmentation. Thousand Oaks, CA: Sage.
  • Genco, Stephen J., Andrew Pohlmann, and Peter Steidl. 2013. “Cheat Sheet.” Neuromarketing for Dummies. http://bit.ly/1u1CuPr.
  • Glannon, Walter. 2007. Bioethics and the Brain. New York: Oxford University Press.
  • Glannon, Walter. 2011. Brain, Body, and Mind: Neuroethics with a Human Face. New York: Oxford University Press.
  • Glazer, Emily. 2012. “The Eyes Have It: Marketers Now Track Shoppers’ Retinas.” Wall Street Journal, July 16. http://on.wsj.com/1tNyOp5.
  • Goff, Phillip A., Jennifer L. Eberhardt, Melissa J. Williams, and Matthew C. Jackson. 2008. “Not Yet Human: Implicit Knowledge, Historical Dehumanization, and Contemporary Consequences.” Journal of Personality and Social Psychology 94: 292–306. doi: 10.1037/0022-3514.94.2.292
  • Google. 2000. “Neuroimaging as a Marketing Tool, US 6099319A. Patents.” http://bit.ly/1ujyNb6
  • Google. 2001. “Metaphor Elicitation Technique with Physiological Function Monitoring, US 6315569 B1. Patents.” http://bit.ly/1qDxxhN.
  • Green, Sean, and Neil Holbert. 2012. “The Gifts of the Neuro-Magi.” Marketing Research 24 (1): 10–15.
  • Grey, Tom, Jane M. Healy, Susan Linn, Johnathan Rowe, Gary Ruskin, and Susan Villani. 2003. “Commercial Alert Asks Emory University to Halt Neuromarketing Experiments.” Commercial Alert, November 30. http://bit.ly/VQzxqH.
  • Hare, Todd A, Colin F. Camerer, and Antonio Rangel. 2009. “Self-Control in Decision-Making Involves Modulation of the vmPFC Valuation System.” Science 324: 646–648. doi: 10.1126/science.1168450
  • Heidegger, Martin. 1995. The Fundamental Concepts of Metaphysics: World, Finitude, Solitude. Translated by William McNeill and Nicholas Walker. Bloomington: Indiana University Press.
  • Heidegger, Martin. 2010. Being and Time. Translated by Joan Stambaugh. Albany: State University of New York Press.
  • Hipperson, Tim. 2012. “Mind Control: The Advent of Neuroscience in Marketing.” The Guardian, March 23. http://bit.ly/1rCqY0g.
  • Holt, Douglas B. 2002. “Why Do Brands Cause Trouble? A Dialectical Theory of Consumer Culture and Branding.” Journal of Consumer Research 29 (1): 70–90. doi: 10.1086/339922
  • Hubert, Mirja, and Peter Kenning. 2008. “A Current Overview of Consumer Neuroscience.” Journal of Consumer Behaviour 7 (4–5): 272–292. doi: 10.1002/cb.251
  • Illes, Judy. 2007. “Empirical Neuroethics: Can Brain Imaging Visualize Human Thought? Why Is Neuroethics Interested in Such a Possibility?” European Molecular Biology Association Reports 8 (S1). http://bit.ly/1mOQegi.
  • Kahneman, Daniel, and Amos Tversky. 1979. “Prospect Theory: An Analysis of Decision Under Risk.” Econometrica 47 (2): 263–291. doi: 10.2307/1914185
  • Kairos. 2015. “Kairos Acquires IMRSV.” http://bit.ly/1Rh8Kf8.
  • Kenning, Peter, and Hilke Plassmann. 2005. “NeuroEconomics: An Overview from an Economic Perspective.” Brain Research Bulletin 67: 343–354. doi: 10.1016/j.brainresbull.2005.07.006
  • Key, Wilson B. 1989. The Age of Manipulation. New York: Henry Holt.
  • Krell, David F. 1992. Daimon Life: Heidegger and Life-Philosophy. Bloomington: Indiana University Press.
  • Lash, Scott, and John Urry. 1994. Economies of Signs and Space. London: Sage.
  • Lee, Nick, Amanda J. Broderick, and Laura Chamberlain. 2007. “What Is “Neuromarketing”? A Discussion and Agenda for Future Fesearch.” International Journal of Psychophysiology 63 (2): 199–204. doi: 10.1016/j.ijpsycho.2006.03.007
  • Lindstrom, Martin. 2010. Buyology: Truth and Lies About Why We Buy. New York: Broadway Books.
  • Macdonald, Emma K., and Mark D. Uncles. 2007. “Consumer Savvy: Conceptualization and Measurement.” Journal of Marketing Management 23 (5–6): 497–517. doi: 10.1362/026725707X212793
  • Mackenzie, Adrian. 2008. “Suspended Animation: Thinking and Animality in Neurocultural Selfhood.” South Atlantic Quarterly 107 (1): 145–163. doi: 10.1215/00382876-2007-060
  • Marcuse, Herbert. 1964. One Dimensional Man. Boston, MA: Beacon Press.
  • Mason, Jennifer. 2002. Qualitative Researching. London: Sage.
  • Matlack, Carol. 2013. “Tesco’s In-Store Ads Watch You – and It Looks Like You Need a Coffee.” Bloomberg Business Week, November 4. http://buswk.co/1mg1gae.
  • McChesney, Robert W. 2004. The Problem of the Media: U.S. Communication Politics in the Twenty-First Century. New York: Monthly Review Press.
  • McLuhan, Marshall. 1964. Understanding Media: The Extensions of Man. London: Routledge.
  • Mello, Robin A. 2002. “Collocation Analysis: Method for Conceptualizing and Understanding Narrative Data.” Qualitative Research 2 (2): 231–243. doi: 10.1177/146879410200200206
  • Murphy, Emily R., Judy Illes, and Peter B. Reiner. 2008. “Neuroethics of Neuromarketing.” Journal of Consumer Behaviour 7: 293–302. doi: 10.1002/cb.252
  • Neuromarketing Canada. 2012. “Neuromarketing: How Emotion and Long Term Memory Tie the Knot Together.” Neuromarketing Institute of Canada. http://bit.ly/1r9saTG.
  • Nielsen Research. 2014. “Consumer Neuroscience.” Nielsen. http://bit.ly/1bNNx6h.
  • NMSBA. 2012. “Neuromarketing Science & Business Association Launches.” http://www.nmsba.com/.
  • Opotow, Susan. 1990. “Moral Exclusion and Injustice: An Introduction.” Journal of Social Issues 46 (1): 1–20. doi: 10.1111/j.1540-4560.1990.tb00268.x
  • Packard, Vance. 1957. Hidden Persuaders. London: Longmans Green.
  • Parameswaran, Radhika. 2015. “Animalizing India: Emerging Signs of an Unruly Market.” Consumption Markets & Culture 18 (6): 517–538. doi: 10.1080/10253866.2015.1052966
  • Pariser, Eli. 2011. The Filter Bubble: How the New Personalized Web Is Changing What We Read and How We Think. New York: Penguin.
  • Petty, Richard E., and Duane T. Wegener. 1999. “The Elaboration Likelihood Model: Current Status and Controversies.” In Dual Process Theories in Social Psychology, edited by Shelly Chaiken and Yaacov Trope, 41–72. New York: Guilford Press.
  • Pickering, Andrew. 2011. The Cybernetic Brain. Chicago, IL: University Of Chicago Press.
  • Plassmann, Hilke, Tim Ambler, Sven Braeutigam, and Peter Kenning. 2007. “What Can Advertisers Learn from Neuroscience?” International Journal of Advertising 26 (2): 151–175.
  • Racine, Eric. 2010. Pragmatic Neuroethics. Cambridge: The MIT Press.
  • Renvoisé, Patrick. 2013. “Is There a Buy Button Inside the Brain?” Tedx, May 20. http://bit.ly/1eua0ZF.
  • Reyes, Claudio. 2013. “Neuromarketing: Pushing the Limits of the Powers of Persuasion.” Worldcrunch, February 24. http://bit.ly/1suBPol.
  • SalesBrain. 2014a. “SalesBrain.” http://www.salesbrain.com/.
  • SalesBrain. 2014b. “Capture, Convince, Close.” http://bit.ly/1yubT2p.
  • SalesBrain. 2014c. “7 Message Boosters.” http://bit.ly/1q75050.
  • SalesBrain. 2014d. “NeuroMap: The Worlds [sic] First and Only Neuromarketing Model.” http://bit.ly/1u7vkMG.
  • Schneider, Tanja, and Steve Woolgar. 2012. “Technologies of Ironic Revelation: Enacting Consumers in Neuromarkets.” Consumption Markets & Culture 15 (2): 1–12. doi: 10.1080/10253866.2012.654959
  • Schroeder, Jonathan E., and Detlev Zwick. 2004. “Mirrors of Masculinity: Representation and Identity in Advertising Images.” Consumption Markets & Culture 7 (1): 21–52. doi: 10.1080/1025386042000212383
  • Senior, Carl, and Nick Lee, eds. 2008. “Neuromarketing: Special Issue.” Journal of Consumer Behaviour 7 (4–5). doi: 10.1002/cb.250
  • Shiv, Baba, Antoine Bechara, Irwin Levin, Joseph Alba, James Bettman, Laurette Dube, Alice Isen, et al. 2005. “Decision Neuroscience.” Marketing Letters 16 (3/4): 375–386. doi: 10.1007/s11002-005-5899-8
  • Sinha, Indrajit, and Thomas Foscht. 2007. Reverse Psychology Marketing: The Death of Traditional Marketing and the Rise of the New “Pull” Game. New York: Palgrave MacMillan.
  • Slater, Don. 1997. Consumer Culture and Modernity. Cambridge: Polity Press.
  • Smidts, Ale, Ming Hsu, Alan G. Sanfey, Maarten A. S. Boksem, Richard B. Ebstein, Scott A. Huettel, Joe W. Kable, et al. 2014. “Advancing Consumer Neuroscience.” Marketing Letters 25: 257–267. doi: 10.1007/s11002-014-9306-1
  • Smith, Vernon, and James Walker. 1993. “Monetary Rewards and Decision Cost in Experimental Economics.” Economic Inquiry 31: 245–261. doi: 10.1111/j.1465-7295.1993.tb00881.x
  • Smythe, Dallas W. 1981. Dependency Road: Communications, Capitalism, Consciousness, and Canada. Norwood, NJ: ABLEX.
  • Spielberg, Steven. (Director). 2002. Minority Report (Motion Picture). United States: 20th Century Fox.
  • Staples, Sarah. 2006. “Neurological Study Shows Anti-smoking Campaign Needs Some Work.” CanWest News Service, January 25. http://bit.ly/1ozsfiN.
  • Think Neuro. 2012. “Neuromarketing World Forum: Amsterdam.” http://bit.ly/WNA50V.
  • Thompson, Clive. 2003. “There’s a Sucker Born in Every Medial Prefrontal Cortex.” New York Times, October 26. http://nyti.ms/1lH9kEn.
  • Uusitalo, Liisa. 1998. “Consumption in Postmodernity – Social Structuration and the Construction of the Self.” In The Active Consumer, edited by Marina Bianchi, 215–235. London: Routledge.
  • Varman, Rohit, and Janeen Arnold Costa. 2013. “Underdeveloped Other in Country-of-Origin Theory and Practices.” Consumption Markets & Culture 16 (3): 240–265. doi: 10.1080/10253866.2012.668366
  • Varman, Rohit, and Ram M. Vikas. 2007. “Freedom and Consumption: Toward Conceptualizing Systemic Constraints for Subaltern Consumers in a Capitalist Society.” Consumption Markets & Culture 10 (2): 117–131. doi: 10.1080/10253860701256174
  • Venkatraman, Vinod, John W. Payne, James R. Bettman, Mary Frances Luce, and Scott A. Huettel. 2009. “Separate Neural Mechanisms Underlie Choices and Strategic Preferences in Risky Decision Making.” Neuron 62 (4): 593–602. doi: 10.1016/j.neuron.2009.04.007
  • Vidal, Fernando. 2009. “Brainhood, Anthropological Figure of Modernity.” History of the Human Sciences 22 (1): 5–36. doi: 10.1177/0952695108099133
  • Vidal, Fernando, and Francisco Ortega. 2011. Neurocultures: Glimpses Into an Expanding Universe. Oxford: Peter Lang.
  • Voorhees, Theodore, Daniel L. Spiegel, and Daniel Cooper. 2012. “Neuromarketing: Legal and Policy Issues.” Covington White Paper. http://bit.ly/1ptmMgA.
  • Vrankuli, Adam. 2013. “HCD Research Announces New Biometric Concept Testing Tool for Marketers.” Biometric Update, February 22. bit.ly/1SIx4da.
  • Wall, Matt. 2013. “What are Neuromarketers Really Selling? The Poor Data and Shoddy Logic Behind a Hyped Business Boom.” Slate. http://slate.me/1AuamcQ.
  • Wilson, Mark, Jeannie Gaines, and Ronald P. Hill. 2008. “Neuromarketing and Consumer Free Will.” The Journal of Consumer Affairs 42 (3): 389–410. doi: 10.1111/j.1745-6606.2008.00114.x
  • Zaltman, Gerald, and Lindsay H. Zaltman. 2008. Marketing Metaphoria: What Deep Metaphors Reveal About the Minds of Consumers. Boston, MA: Harvard Business Press.
  • Zurawicki, Leon. 2010. Exploring the Brain of the Consumer. New York, NY: Springer.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.