How Your Brain Buys Stuff (and How Marketers Use It)
Ever wonder why you pick one snack over another or why a song in a store makes you buy a certain brand? It turns out most of our buying decisions aren’t super logical — they’re based on how we feel. Here’s the low‑down, explained in a way that makes sense whether you’re shopping for sneakers or starting your own side hustle. Feelings matter more than taste - Why New Coke flopped: In the 1980s Coca‑Cola made a sweeter version of Coke. People said they liked it in taste tests, but when the company replaced the old formula, fans freaked out. They didn’t just like the taste of classic Coke — they had memories and feelings tied to it. The new drink messed with that emotional bond, and it tanked. - - Why labels change the game: In experiments where people sipped colas without knowing the brand, they often picked Pepsi. But when they saw the Coke logo before tasting, suddenly they claimed Coke tasted better. The brand triggered memories and feelings that literally changed their experience. It wasn’t just their tongue talking — it was their brain. - Tiny things steer your choices - Background music: A wine shop once played French music one day and German music the next. On French‑music days, customers mostly bought French wine; on German‑music days, they grabbed German bottles. When asked why, most people said the music had nothing to do with their choice. That’s how subtle the influence was. - Scarcity makes stuff seem cooler: A study offered the same cookies in two jars — one jar was full, the other almost empty. People rated the cookies in the near‑empty jar as better and more valuable, just because they looked scarce. Our brains equate “rare” with “worth it.” - Social proof: Ever scroll through Amazon and notice the star ratings, the number of reviews and that shiny “#1 bestseller” badge? That’s because we feel safer choosing what lots of other people bought. When we’re unsure, following the crowd feels like the right move. - Little design tweaks: Google once tested dozens of slightly different blue colours for its ad links. One shade got a few more clicks than the others — enough extra clicks to bring in hundreds of millions of dollars. Similarly, Amazon found that shaving even a fraction of a second off page load time boosts sales. Tiny details can make a huge difference.