A Revolution in Marketing: Triggers and Wharton Prof Announce the Brand Connectome

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Triggers, the growth strategy firm that has created more than $2 billion in revenue for iconic Fortune 100 brands, has teamed up with a Wharton Neuroscientist to announce a revolution in marketing.

In an article published by Knowledge Wharton, Triggers founder Leslie Zane and Wharton Professor Michael Platt explain that they’ve discovered “the key to changing subconscious brand preference: the expansion of a brand’s positive associations in customers’ memories to the point that it becomes an automatic, involuntary choice.”

At the core of this discovery is the Brand Connectome, a mini-network of associations composed of every memory a customer has of the brand.

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Zane and Platt’s work builds on the discoveries of Nobel Prize-winning behavioral economist Daniel Kahneman, who determined that the human mind has “shortcuts” that overtake the decision-making process. “Now, we have found that what lies within this shortcut is a dynamic network of associations and memories,” they write. “Every brand has one.”

“The implications are vast, unseating many sacred cows that marketers have relied on for decades,” they explain. And consumers’ purchasing decisions “are much more malleable and easily influenced than many brand leaders realize.”

In a conversation with the Knowledge Wharton podcast, Zane and Platt discuss what this means for brand growth; how to build a robust Brand Connectome; how to replace negative associations with positive ones, and much more — including why Apple and Samsung users have such different relationships to those brands.

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Triggers, formerly known as the Center for Emotional Marketing, is the leading brand strategy and innovation firm for driving accelerated growth. Executives from McDonald’s, Aetna, Kraft and numerous other corporations credit it with providing “the holy grail in marketing,” “the recipe for success,” “a big unlock” and “the levers to be pulled.”

Leslie Zane created Triggers 24 years ago after she found traditional brand management to be resistant, at that time, to her innovative ideas about autonomic decision-making. A recognized thought leader, she is invited to speak across the country and worldwide about how to become the dominant instinctive choice in any market and drive disruptive growth. Zane is a graduate of Yale and Harvard Business School.

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