This triggers significant changes in brand images and buying impulses. Despite distraction or inattention, purchase intentions increase after listening to radio commercials.
Neuropsychology has shown that there are two systems at work in the consumer's brain that absorb information and control purchasing behavior. One works consciously and is described in science by the term pilot, the other works unconsciously and is therefore also called autopilot.
If an advertising message on the radio has no effect on the consumer, it is not because it has not been heard, understood or believed, but primarily because the promise of reward is inadequate. These are the findings of a series of studies on the implicit advertising impact conducted by AS&S Radio and Radiozentrale together with decode Marketingberatung. "The advertising industry must not do the math without the brain when deciding on medium and creation," explains Lutz Kuckuck, Managing Director of Radiozentrale, to Pressetext.
Promising rewards for success
"As the autopilot is activated in over 90 percent of cases, brand success is primarily driven by rewards and less by attention or sympathy. Advertisers should therefore ask themselves first and foremost: Who exactly do I want to address and what reward do I have in store for this group in contrast to the competition?" says Kuckuck.
The autopilot evaluation scheme is based exclusively on rewards. People evaluate or buy brands based on the promise of rewards they contain, such as pleasure or safety. Reward patterns are best decoded by the autopilot when the incoming stimuli are strongly emotionalizing. This is achieved, for example, through goosebump-inducing voices, music or soundscapes and must be precisely tailored to the respective target group.