Quora is a community-fueled question-and-answer site. It's as straightforward as it gets: after registering a profile, anyone can ask a question and anyone can answer one. Questions range from relationship advice to feminists of the Second World War and have everything in-between. How can it be useful for us marketers?
Let's find out.
To understand the environment around us, we need information. Our brain seeks it all the time, desperately trying to make sense of every situation. Attempting to gather as much as possible and analyze the situation as quickly as possible, it makes our judgement prone to mistakes. Here we’ll explore these mistakes and draw some conclusions for marketers as well as other interested individuals.
We like to think we’re rational creatures. But as Robert A. Heinlein once put it, “Man is not a rational animal, he is a rationalizing animal.” Emotions drive the decisions we make in more ways than we like to think, and play a far greater role in decision making than reason. All of that suggests that emotional marketing has to be more effective than purely rational campaigns. But before we move on to look at the emotions that have been proven to work in ads, campaigns, and long-term marketing strategies, let’s first look at how emotional persuasion works, and which goals it can help you achieve.
Until recently, in terms of the history of science, it’s been assumed that people act generally rational when making decisions. Especially, if these decisions involve spending hard-earned money. It was believed by both economists and your neighbours (if they had ever been asked) that people make decisions based on their attitudes, that they reason their actions, that the rules of the market are based solemnly on supply and demand. Now we know it's the opposite.
From a very young age, most of us believe that the more choice - the better. While the benefits of some choice are absolutely clear, anecdotal evidence suggested long time ago that “too much” choice might be hurting people’s satisfaction, including product satisfaction, and hurting sales when it comes to businesses. Is that really the case?