Marketers often use psychological tactics to sway consumer action

How big brands keep your loyalty

We perceive ourselves as rational decision-makers—but research about our consumption habits suggest we are easily played by clever marketing. Here's how big brands design their branding to keep you coming back.

Exclusionary ads can help win over customers, some marketers argue

Slogans like "if you don't like dark roast, this coffee isn't for you," also known as "dissuasive framing," can entice specific groups of customers, some marketers say. The shift comes from the perceived authenticity of a company admitting that a product is not perfect for everyone.

A major dopamine hit from social media use comes from unpredictability—not knowing if the content users post or share will get the 'like' from other users, triggering cycles of anticipation similar to those experienced with a slot machine.

'Telephone, telegraph, tell a woman:' Listen to Estée Lauder's legendary vision for word-of-mouth marketing

Without a large advertising budget, Lauder focused her marketing strategy on making high-quality products that women would love enough to tell their friends about. Those friends would later inevitably buy Estée Lauder products.

Regular coupon users pay less attention to the actual price of what they’re buying

The psychology of coupon users can feel counterintuitive: Research suggests regular coupon users actually prioritize coupon availability over actual price comparisons.

'Deinfluencing' explained

You’ve probably heard of influencers, but have you heard of “de-influencers?” Basically, the de-influencing trend started when creators began making videos about products you shouldn’t buy, rather than sponsored content promoting things you should purchase. Comedian Taylor Tomlinson recently cracked some jokes about the trend, and its companion “under consumption-core.”

Hear how Advent calendars have become a pricy branding tool

Advent calendars have shifted into a high-margin branding vehicle, with retailers prioritizing elaborate design and reusable packaging. This episode questions whether premium calendars—despite their rising prices, environmental concerns, and flashy marketing—actually deliver products worth the cost.

There’s a psychological explanation for ‘FOMO,’ or the fear of missing out

This video breaks down FOMO—what it is, how it works, and why it happens—showing how social comparison and uncertainty trigger anxiety that pushes people toward risk-taking and constant checking behaviors.

Psychology research shows that conspiracy theorists tend to have a desire to be unique

While conspiracy theorists are often understood to have feelings of powerlessness in their lives, research suggests they may also be inclined to set themselves apart from the masses.

Social media platforms benefit not just from ensuring they have satisfied users, but also from the personal data they scoop up and can then sell to online advertisers.

Some ads help create ‘symbolic value’ for products

A Rolex watch and a watch from the Dollar Store serve the same purpose: helping the wearer tell the time. But a Rolex is worth thousands of dollars while the Dollar Store watch is costs $1 because of symbolic value, or what the watch says about its wearer. This article helps break down the difference between the two.

Bear raiding is a manipulative tactic to bring a stock price down—and part of why short selling can be controversial

Bear raids occur when short sellers use manipulative tactics—like spreading false rumors or coordinating trades—to artificially drive down a stock's price and profit from short positions. Although bear raids are an illegal form of market manipulation, they can spook investors, prompting large selloffs of shares and causing a company's value to plummet. As a result, investors may be hesitant to invest in the company in the future, creating a feedback loop of stock downturn.

When consumers think an economic downturn is looming, the 'lipstick index' economic theory argues that sales of more affordable luxury items (such as lipstick) go up.

Scientists are learning to guide your dreams using sound and touch.

Estée Lauder used wealthy people's bathrooms to curate the color of the jars her products were sold in

While Lauder herself was just starting her cosmetics empire, she knew wealthy people who could afford high-quality products would always be her target market. In order to make her products as appealing to this market as possible, Lauder held up different colors of glass bottles in people's bathrooms to see what would look best with their decorations before landing on a turquoise bottle with a gold cap.

'The consumer isn't a moron, she's your wife' is among David Ogilvy's most memorable pieces of advertising advice.

The difference between marketing and advertising: Advertising is technically a type of marketing

While the terms are often used interchangeably, technically speaking, marketing is any effort to promote a product or service. Advertising, on the other hand, is any paid effort to promote a product or service. Learn more about the difference in this article.

Several major artists have embraced manipulating the Billboard charts

Billboard is supposed to be an accurate, objective representation of the country’s listening habits, but artists and their fans have discovered ways to manipulate the magazine’s methodology in order to push tracks to the top of the charts. In 2018, Taylor Swift rewarded fans for purchasing her album multiple times; in 2020, Justin Bieber reposted suggestions that fans repeatedly stream one of his songs while they sleep.

In defense of the advertisement economy

Advertising is frequently reviled for how it clutters up public spaces and our everyday experiences. Nonetheless, it allows for vast amounts of goods and services to be rendered free to millions of users—and gives users the option to pay with money or time and attention.

Social psychologist Jonathan Haidt, author of 'The Anxious Generation,' contends that children are losing the ability to pay attention as they spend half their lives perusing social media content designed to hook them.

The 'dupe' economy is fueled by the youthful thrill of thrift

Historically, you don't want people to know you have a knock-off luxury item. But today's younger generations are embracing the "dupe" economy, an open celebration of luxury knock-off items where consumers are proud to pay less for something roughly equivalent to premium brand offerings.

Visualizing 11 cognitive biases that influence how you think

Humans are hardwired to make mental mistakes called cognitive biases, affecting the way we view our world. Among the most common are confirmation bias (seeking only evidence that affirms your views), authority bias (overweighting things said by authority figures), groupthink (assimilating ideas to avoid conflict), and more. This quick chart gives an overview of some of the most notable ways we mislead ourselves.

Four psychological tools for a happier, calmer life

The perennial debate on how to be happy involves various aspects of life, and one of the most essential is our psychological attitudes toward experiences. This piece lists and explains four basic tools to strengthen your "psychological immune...

There are 5 key reasons why people carry out hoaxes

While it's hard to pinpoint just one motive for trickery, many cases indicate that hoaxers are seeking attention. Other reasons include making a profit, or simply that fooling others is fun.

Personality tests, like Myers-Briggs Type Indicator, feel accurate because humans tend to accept generic descriptions of themselves that include flattering statements—a psychological phenomenon known as the Barnum effect.

Explaining the 'Costco effect'

The "Costco effect" is a term used to describe how the warehouse chain has perfected the art of the impulse purchase. The strategic layout of the store and product placement encourage shoppers to explore and make impulse purchases after initially getting reeled in by low prices on high-quality goods. Read first-hand accounts from shoppers explaining the spell-like effect in this story.

US federal law dictates that all ads must not be deceptive

It also dictates that all ads must be “not misleading, and, when appropriate, backed by scientific evidence.” However, enforcing these laws can be difficult given the massive number of ads that run all over America each day. This explainer on the subject from the FTC provides more information.

Advent calendars have become a major seasonal driver for brands

Companies now treat Advent calendars as key holiday products, expanding production as demand surges across categories. Retail data shows beauty and self-care calendars consistently rank among the most popular, as some brands report selling out yearly, and retailers order months in advance.

The most iconic vintage ads

Looking at vintage ads can provide a deep dive into the history of how businesses communicate with their customers. This archive of some of the most iconic print and out-of-home ads of all time breaks down why each ad resonated at the time (think brutally honest copywriting, and long copy that is a pleasure to read). See ads from Porsche, Listerine, and more.

The ubiquitous 1990s “Got Milk?” ad campaign was intended to fix milk’s dwindling popularity in the late 20th century

Despite its success in spreading the word about milk, the sales numbers weren’t quite as impressive. This Mental Floss article details the marketing efforts themselves, as well as how milk lobbyists didn’t necessarily succeed despite their revolutionary ads.

The psychological aspect of deflation makes it difficult for policymakers to stabilize the economy

That psychological aspect is referred to as "the deflationary spiral." When prices start decreasing, people tend to hold on to their money to pay the lowest prices. But as prices start stabilizing, people resist increasing prices. (Some users may experience a paywall.)

The science of optical illusions

The human brain has developed cognitive shortcuts to help us navigate in a world where our visual senses are constantly bombarded of information. But these shortcuts can also be exploited, tricking the brain into telling us something is happening when it really isn't. This short video unpacks the neuroscience behind some of the most common (but perplexing) optical illusions.

Why are humans hooked on horror?

A haunted horror attraction in Denmark is regularly stalked by researchers of the world's only laboratory dedicated to understanding fear's good side. Fear is one of many human emotions that correspond to a physiological response. As fear rises, so do adrenaline, cortisol, and heart and breath rates. As it ebbs, the body is flooded with dopamine, a hormone and neurotransmitter associated with desire, learning, and motivation.

Dollar stores often place staple items at the back of the store so customers encounter other less-necessary items on their way there, leading to impulse buys.

Are you hypnotizable?

What causes some people to genuinely fall under the spell of hypnosis and others not? The technique only appears to work easily on about 10% of people, and a variety of both genetic and psychological factors determines one's susceptibility. Researchers suggest effective hypnosis has more to do with a person's self-control than with external influence—and the technique can have tangible benefits.

Some attorneys are using true crime fans to their advantage

True crime fans are notorious for falling down rabbit holes. Now that passionate interest is being exploited by attorneys marshaling influencers to serve as informal public relations representatives, a trend that's blurring the lines between fan theories and reality.

How your subconscious influences your decisions

How much of your desires and daily choices are truly yours? One of the most effective ways to influence someone's subconscious is when they're asleep. To study this possibility, researchers trained participants to be able to dream lucidly, a phenomenon that occurs when a dreamer knows they're dreaming.

AI is transforming the marketing and advertising industries

Many marketers argue that AI is useful in an ad agency setting. Others attribute the significant layoffs the industry has faced in recent years, at least in part, to AI. Agency leaders and big tech firms alike have supported experimenting with artificial intelligence’s capacity to create content once reserved for agency creatives.

The drama of the car dealership quota

Car salespersons are often under a ton of pressure to meet quotas at their dealership, at least partly explaining why they are known to stoop to such lows to sell cars. In this now legendary podcast episode, "This American Life" host Ira Glass and...

Ranking life's biggest decisions

Psychological research presents some unsurprising wisdom about how to make big decisions without regret: focus on people, don’t miss opportunities, and stay true to yourself.

The average American likely doesn’t notice how many ads they’re targets of per day

The average American is targeted with roughly 5,000 ads each day—but the conscious mind likely isn’t capable of recalling the majority of those. Even still, many consumers have reported ad fatigue due to the near-constant onslaught of ads.

Trademarks are a form of consumer protection

Trademarks help brands distinguish their products from competitors, but they also give consumers clarity around the product they are buying and where it comes from. Distinguishable names help prevent consumer confusion and maintain a consumer's ability to choose their preferred product and brand.

How to win a negotiation

Chris Voss, former FBI hostage chief, explains how logic and argument rarely convince someone; instead, he claims emotional intelligence is the most important factor. Watch this brief video where the expert lays out the three most important skills...

Dynamic pricing algorithms allow online businesses or box stores with electronic price tags to change prices in real time based on supply, demand, time, location, and competitor prices.

As thousands of lawsuits proceed against social media companies for alleged harm, social psychologist Jonathan Haidt lays out the seven main arguments for holding social media companies legally responsible.

The rise of the campaign speech

What compels an audience shifts over time, meaning yesterday's popular speeches might not go over the same way if delivered today. However, impactful campaign speeches across time share some qualities, including taking the audience seriously, inviting listeners to engage with or respond to presented materials, and using everyday, informal language. Additionally, US political candidates typically promote themselves in their speeches, an approach initially considered vulgar in Australia and Britain.

The 1960s through 1980s are generally considered the ‘Golden Age of Advertising’

This time period spawned some of history’s most well-known ad campaigns, from "I Heart NY" to Nike’s “Just Do It” campaign. In this video from the 4As (the American Association of Advertising Agencies), advertising executive Jerry Della Femina reflects on the most creative ads of the era.

The term 'low T' was coined in 2002, recasting testosterone therapy and elevating demand.

Retrospekt is one of many companies making money by flipping old, fan-favorite technology like Polaroids, cassette tapes, and Tamagotchis.

The 1960s through 1980s is generally considered the ‘Golden Age of Advertising’

This time period spawned some of history’s most well-known ad campaigns, from "I Heart NY" to Nike’s “Just Do It” campaign. In this video from the 4As (the American Association of Advertising Agencies), advertising executive Jerry Della Femina reflects on the most creative ads of the era.