SUBSCRIBE

Breaking News on Supplements, Health & Nutrition - Europe US edition | APAC edition

Read more breaking news

 

 

Neuroscience could boost food sales

By Nicholas Robinson , 11-Jul-2014
Last updated on 11-Jul-2014 at 12:57 GMT2014-07-11T12:57:15Z

Understanding the neuroscience of shopping could boost food and drink sales
Understanding the neuroscience of shopping could boost food and drink sales

Food businesses need to tap into neuroscience and understand how consumers make fast and unconscious decisions, if they are to improve their sales, says a marketing expert.

Consumers make decisions in one of two ways, according to Stephen Yap, head of marketing company Ipsos MarketQuest. They make fast, unconscious and emotional decisions or thoughtful, conscious and rational decisions, he said at a Food and Drink Innovation Network conference on new product development last month.

“Retailers and manufacturers must tap into the first decision mechanism by making products easier to buy,” said Yap. Traditional forms of marketing, such as asking customers what they wanted through interviews, were not accurate enough to produce packaging and products that could tap into the first decision-making mechanism, he warned.

‘Growing momentum’

“There’s a growing momentum in neurosciences and shopper insights, which can determine how shoppers purchase products more easily,” said Yap. By using eye-tracking, biometrics and facial coding, firms could work out why shoppers bought certain products.

There is a belief that the longer shoppers spend looking at a product, the better. “But that’s not true and eye-tracking has shown that shoppers who spend the least time looking at something are more likely to buy it,” he said.

A similar claim has been made by behavioural scientist Dr Nick Southgate, who said despite consumers claiming to make rational decisions when shopping, they actually settled for products requiring the least amount of thought.

“The average consumer’s dream is to make it around the supermarket on autopilot,” said Southgate. “If people have to think about a product like a suduku [puzzle] they will not choose it.”

Well known brand owners, such as Unilever and Kellogg, were able to attract customers on autopilot more easily than new brands, added Yap. They had usually been around for decades and so consumers recognised what they were buying instantly.

More likely to purchase

If newer brands could convey quickly and simply, through packaging, what their products were, then consumers were more likely to purchase them, said Yap.

Retailers needed to review how products were displayed in-store, he said. In future, shops would be digital, so consumers could look at more products. “Marks & Spencer is already trialling a digital store in Amsterdam,” he added. “In the future there will be more touch-screen shopping and virtual shelves to reduce the time shoppers have to look for products.”

In-store facial recognition would also allow supermarkets to target specific products at consumers, based on previous shopping trips, which would also save them time.

Live Supplier Webinars

Polyphenols tipped to become the way to innovate in Sports Nutrition
Fytexia
Orally bioavailable standardized botanical derivatives in sport nutrition: special focus on recovery in post-intense physical activities
Indena
Collagen in motion: move freely and keep your injuries in check
Leading manufacturer of gelatine and collagen peptides
Life’s too short for slow proteins. Whey proteins hydrolysates: Fast delivery for enhanced performance
Arla Foods Ingredients
What it Takes to Compete and Win in Today’s Sports Nutrition Market
Capsugel
Sports Nutrition Snapshot: Key regional drivers and delivery format innovations
William Reed Business Media
Gutsy performance: How can microbiome modulation help athletes and weekend warriors
William Reed Business Media
Pushing the boundaries: Where’s the line between ‘cutting edge nutrition’ and doping
William Reed Business Media
Alpha & Omega in Sports Nutrition – Using Omega 3’s and A-GPC to improve performance and recovery.
KD Pharma

On demand Supplier Webinars

High-amylose maize starch may reduce the risk of type 2 diabetes: what does this qualified health claim mean?
Ingredion
Balancing Innovation and Risk in Sports Nutrition Ingredients
NSF-International
Explaining bio-hacking: is there a marketing opportunity for food companies?
William Reed Business Media
Personalized Nutrition – how an industry can take part in shaping the future of Nutrition
BASF Nutrition & Health
Find out Nutritional and ingredient lifecycle solutions and strategies!
Roquette
Is the time rIpe for I-nutrition?
William Reed Business Media
The Advantage of Outsourcing Fermentation-based Manufacturing Processes
Evonik Health Care
All supplier webinars