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  • "We have all had the experience of watching a movie trailer and having the overwhelming feeling that we can see much more than we could possibly report later.” said Aude Oliva, associate professor of brain and cognitive sciences and senior author of a paper which will appear in the Proceedings of the National Academy of Sciences the week of September 8. In scientific literature, it is easy to find support for a demonstration of memory's failures which has convinced many scientists that the human memory does not store the details of our experiences. However, the work of MIT cognitive neuroscientists may overturn this widespread belief because, as we can read, "visual long-term memory capacity is much higher than previously believed and shown”. They have shown that given the right setting, the human brain can record an amazing amount of information. In the study, the results of which could have widespread implications, people viewed thousands of objects over five hours. Remarkably, afterwards they were able to remember each object in great detail. Does it mean we have the capacity to remember everything and be total “recallers” ? (using the idea present in Paul Verhoeven’s  movie entitled “Total recall”)

    Oliva and her students showed the subjects nearly 3,000 images, one at a time, for three seconds each. To maintain attention and to probe online memory capacity, participants performed a repeat-detection task during the 10 study blocks. Repeated images were inserted into the stream, and participants were told to respond by using the spacebar anytime that an image was repeated throughout the entire study period.  In tests, the same day, they were shown pairs of images and asked to select (also pressing space bar) the exact image they had seen earlier (force-choice task). Subjects were tested with three types of pairing: two totally different objects; an object and a different example of the same type of an object (e.g. two different remote controls); and an object and a slightly altered version (e.g. a cup that is either full or half-full). Against all expectations, the subjects' recall rates in the three types of memory tests were respectively 92 percent, 88 percent and 87 percent.

    Previous studies had never found that we could hold so many details in our memory, partially because they didn't look for it. However, the researchers believe that multiple factors play a critical role in how well people remember details. For instance, it makes a huge difference if people are motivated to pay attention to details, which were part of  this study. Second, it helps if the objects viewed are familiar. The images used in this study were all everyday items such as remote controls, dollar bills and loaves of bread. The results were likely to be different if subjects were asked to remember details of abstract artworks

    Implications of this study in the field of neuromarketing and/or  human decision-making could have been far beyond obviousness. Most models of advertising assume that our memory is a gate to measuring its efficacy. But the question is: what kind of memory and how to measure its influence? This study confirms that crucial is not what you can report but actually what your “brain” remembers and what can have impact on your behaviour (of course provided you have enough time to encode memory trace what is quite difficult in a common situation). In fact, it doesn’t matter  whether  we call “massive memory” implicit or explicit but it is important that it’s powerful enough to guide our decisions. But you will know it only then you know how to measure it. Asking what someone could remember often delivers useless or at least imprecise information, but more elaborated methodologies such as forced-choice tasks, especially enriched with measuring of RTs (what could add a dimension of measuring certainty in this case) and real behaviours (e.g shelf-test in market research) are in many ways “state of the art” solutions. 

    Our memory system still seems mysterious in many ways but this new finding doesn’t mean a  return to older models describing functioning of memory in terms of the conscious “recall”. Just the opposite. Rather now we can try to connect all we have known about memory so far with a new portion of scientific results. And as a result we could assume that humans are gathering knowledge in their “memory brain” not only to express it by verbal means later but primarily to actively rely on it  in many everyday decisions, probably out of conscious deliberation.  In other words, we have massive (visual) memory capabilities not to form propositional knowledge and share it with others but to increase reliability of behavioural  outcomes in natural settings. And this is the answer why our memory can seem such powerful in these experiments. The choice itself matters, not the memory files supporting it.  

    So, should you call me a total “recaller” ? I don’t think it makes sense at all. 

  • We can only speculate, but it’s highly probable that never as much research (utilizing neurotechniques such as EEG, fMRI) as during the last presidential campaign in the USA has been conducted. Some of it was focused solely on scientific problems but  some was also engaged in gaining an advantage in political battle. Some was very controversial (and did not meet scientific standards) but some also shed new light on very important issues of forming political preferences. I think it’s good that we don’t rely on almost 19th  and 20th century models of political behaviour and try to enrich them with some unknown aspects. Georg Lakoff, a linguist and cognitive scientist at the University of California, Berkeley, has tried to succeed in such a way of thinking.

     

    His latest book, “The Political Mind,” (2008) grounds his critique and his agenda in neuroscience. According to his own statement he put all his effort to make “the political unconscious as conscious as possible” i.e. understand and explain it in scientific terms. Lakoff blames “neoliberals” and their “Old Enlightenment” mentality for the American Democratic Party's weaknesses. They think they can win elections by citing facts and offering programs that serve voters’ interests. When they lose, they conclude that they need to move further to the right, where the voters are. But the basis of Lakoff’s theory is simple (even a bit simplistic): the mind is the brain and this explains why conservatives win elections. They possess the knowledge to manipulate our brains more effectively. They’ve been “preparing the seedbed of our brains with their high-level general principles, so that when ‘tax relief’ was planted, their framing could take root and sprout.” And “as a result, progressive messages don’t take root.”

     

    As one of the reviewer wrote  “In place of neoliberalism, Lakoff offers neuroliberalism”. Since voters’ opinions are neither logical nor self-made, they should be altered, not obeyed. Politicians should “not follow polls but use them to see how they can change public opinion to their moral worldview.” And since persuasion is mechanical, progressives should rely less on facts and more on images and drama, “casting progressives as heroes, and by implication, conservatives as villains.” The key is to “say things not once, but over and over". Brains change when ideas are repeatedly activated.

     

    But the fact that the brain structure materializes the mind structure doesn’t simplify their relationship. And neuroscience itself can’t explain all aspects of political preferences and decisions. At its best it offers some insight how behaviour at the ballot-box is partly rooted in some neurobiologically derivated characteristics of our brain. Some scientists go even further by linking voting behaviour with our genetic “equipment” e.g. polymorphisms of MAO-B or 5HTTP  genes but it seems at least controversial if not impossible to fully elucidate such a connection.

     

    In my opinion, the realistic approach of transforming “neuropolitics” into serious domain of research is twofold. Firstly, it presumes to perform intensive search for basic neuroprocesses related to political decision-making and/or human proneness to manipulation by means of political rhetoric or behaviour (actually, Lakoff’s book is about it). But this research cannot explain all aspects of our political mind on its own. It has to be enriched by non-neuro research and methodologies and/or theories from sociology, social psychology and cognitive science. Only such wide approach of integrating scientific data can offer preliminary insights about political (neuro)decisions and its real-life consequences. Not only by giving information “what structures are lighting up” in our brain (e.g. if we see a picture with politicians) but also offering an answer to the question “why are they lighting up” and making some casual relationships between human behaviour and cognitive processes behind it.

     

    In fact the political mind is something more than the political brain even we can assume the former is completely based on the latter.   

  • I guess that almost everybody interested in both neuroscience and marketing has ever heard about so-called “Pepsi paradox”. Anyway, let me remind you, what stands behind this fascinating phenomena. In blind taste tests subjects tend to prefer Pepsi over Coke or have no reliable preference for one cola over the other. The paradox is that people exhibit a preference for Coke when brand information is available (e.g. in a supermarket), but no reliable preference for Coke when no brand information is available (e.g. in blind taste tests). And what is important, the existence of “Pepsi paradox” was also tested experimentally using fMRI methodology. Even today this experiment, originally published by McClure and his colleagues in 2004, is cited as one of the most important findings at the edge between neuoroscience and our understanding of advertising effects on the brain. But it not only deserves to such acclaim but also opens a venue for other questions. Does it mean that advertising can change physical structure of human brains in that way which results in forming neural representations of brands in turn being able to bias consumer’s behaviour? Do we really have somehow implemented “Lovemarks” as, I suppose, many advertisers believe? I must admit that support for such assumptions is even stronger now than ever.

     

    Recently, Michael Koenigs and Daniel Tranel, have taken up with this issue in an article published by peer-reviewed journal. But they have completely changed perspective. In their study only patients with a damage (due to different reasons) of ventromedial prefrontal cortex (VMPC) were examined. It is exactly the same structure which exhibit activation in a labelled (explicit) Pepsi or Coke test and it’s probably part of the brain responsible for brand preference (of course among other things, for more see e,g. Damasio “Descartes Error”).  So, if “Pepsi paradox” really exists and McClure is right, they should not be biased by brand preference and prefer the same beverage as they do in a blind taste test. And this hypothesis has been thoroughly confirmed! Only one but persuasive quotation from article:

     

    “In sum, we show that the normal influence of brand information on cola preference (the so-called ‘Pepsi paradox’) is not present among patients with VMPC damage and defects in emotional processing. This result suggests that VMPC is a critical neural substrate for the effect of commercial brand information on human decision-making.”

     

    In fact, these subjects are ”brand blinded” because their brains cannot form an implicit brand preference and they can rely only on consciously recollected preferences. But we can make a step further and hypothesize that VMPC activation differs individually (because of age, gender and other factors) also in healthy subjects e.g. in terms of time necessary to form brand association and degree of impact on behaviour or attitude change. Such assumption would have had important managerial implications for business people which could be formulated as follows: if we really differed individually in our “brand blindness”, it should be somehow implemented in a marketing strategy e.g. in a phase of building media plans (because even large GRPs couldn’t guarantee success if a new brand is launched)? Of course, it’s premature for such considerations but on the other hand our knowledge how brains react to advertising communication is growing so fast...  

     

  • Is it possible to make optimal choices in the absence of explicit knowledge about key parameters of the decision-making problem?

     In September issue one of the two most prestigious neuroscientific journals – Neuron – we can read: “Humans frequently invoke an argument that their intuition can result in a better decision than conscious reasoning”. Authors of this statement - a group of neuroscientist from the Wellcome Trust Centre for Neuroimaging at the University College London under direction of Dr. Pessiglione -  also add "Such assertions may rely on subconscious associative learning between subliminal signals present in a given situation and choice outcomes."

    In the set of experiments, subjects performed a subliminal conditioning task that employed so-called masking procedure. Using this methodology, the researchers observed that pairing rewards and punishments guided behavioral responses and even conditioned preferences for abstract cues that subjects could not consciously see.

    While subjects were doing these tasks, neuroscientists collected scans of the brain using functional magnetic resonance imaging, to investigate the specific brain circuitry that is linked to subliminal instrumental conditioning.  Dr. Pessiglione and his colleagues in the summary of his article write: "We conclude that, even without conscious processing of contextual cues, our brain can learn their reward value and use them to provide a bias on decision making."

    In fact this research, although innovative, only confirms what is supposed to be foundation of neuromarketing approach: if we want to predict everyday consumer’s behaviour we must pay attention to unconscious processes which can have the crucial impact on shopping decisions. Our brain is able to subconsciously acquire associations which can guide our daily life. Most of us should be thankful that brain doesn’t always bother our consciousness with every tiny issue or decision.

Dawid Wiener

Dawid Wiener

Chair of Cognitive Sciences, Department of Psychology, Adam Mickiewicz University (Poznan, Poland), MD, PhD in Cognitive Sciences

BLOG ARCHIVE

November 2008

  • Are we total “recallers”?

    DATA: 2008. 11. 26

    POSTED BY: Dawid Wiener

    "We have all had the experience of watching a movie trailer and having the overwhelming feeling that we can see much more than we could possibly report later.” said Aude Oliva, associate professor of brain and cognitive sciences and senior

  • Beyond the political brain

    DATA: 2008. 11. 13

    POSTED BY: Dawid Wiener

    We can only speculate, but it’s highly probable that never as much research (utilizing neurotechniques such as EEG, fMRI) as during the last presidential campaign in the USA has been conducted. Some of it was focused solely on scientific problems

October 2008

  • If we were “brand blinded”...

    DATA: 2008. 10. 27

    POSTED BY: Dawid Wiener

    I guess that almost everybody interested in both neuroscience and marketing has ever heard about so-called “Pepsi paradox”. Anyway, let me remind you, what stands behind this fascinating phenomena. In blind taste tests subjects tend to prefer Pepsi over Coke

  • When Neuroscience Meets Unconsciousness

    DATA: 2008. 10. 16

    POSTED BY: Dawid Wiener

    Is it possible to make optimal choices in the absence of explicit knowledge about key parameters of the decision-making problem?  In September issue one of the two most prestigious neuroscientific journals – Neuron – we can read: “Humans frequently invoke an

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