En el presente trabajo de investigación se ha realizado una revisión documental sobre la publicidad subliminal y su aplicación en el campo empresarial. Se contrastaron las diversas posturas existentes sobre su efectividad. Se identificaron factores que generan esta controversia. Se identificó también que las técnicas de la publicidad están enfocadas hacia un público más distraído, cuya reacción es defensiva ante los excesivos anuncios publicitarios que lo rodean. Así mismo, también se exponen hallazgos sobre aspectos neuronales relacionados a la toma de decisión de compra, además que las técnicas de neuromarketing vienen validando la efectividad a posteriori de los mensajes que se transmiten, y no antes, como es lo que en el futuro se espera. Otro de los puntos analizados se relaciona con los campos de aplicación, los cuales son diversos, y que en su mayoría esquivan los límites de la ética. / In this research work, a documentary review of subliminal advertising and its application in the business field has been carried out. The various positions on its effectiveness were contrasted. Factors that generate this controversy were identified. It was also identified that advertising techniques are focused on a more distracted audience, whose reaction is defensive to excessive advertisements surrounding it. Also, findings on neural aspects related to purchasing decision-making are also presented, in addition that neuromarketing techniques have been validating the effectiveness a posteriori of the messages that are transmitted, and not before, as is what in the future Wait. Another of the points analyzed relates to the fields of application, which are diverse, and which mostly circumvent the limits of ethics. / Trabajo de Suficiencia Profesional

O objetivo do estudo foi entender a influência da marca na percepção de sabor do chocolate pelos consumidores. Foram avaliados 16 sujeitos (31,8 anos, ± 4,2 anos, 8 mulheres) medindo suas avaliações sobre os sabores de chocolates de diferentes marcas, com e sem o conhecimento da marca, e também sobre as marcas sem degustação do produto, como expectativa de sabor, utilizando Escalonamento Psicofísico de Estimativa de Magnitude Direta (EMD). Este método obtém do sujeito a sua impressão subjetiva direta do estímulo físico. Um chocolate foi escolhido como referencia (módulo) e recebeu o valor numérico de 100. A tarefa dos sujeitos foi degustar os chocolates, comparando com a degustação do módulo, e atribuir notas de acordo com a diferença de percepção de sabor, se a percepção de sabor fosse duas vezes melhor do que o módulo, ele deveria designar uma nota duas vezes o valor de referência. O procedimento foi o mesmo para as duas outras condições experimentais, marca e sabor conhecendo a marca. O expoente da curva de potência foi utilizado como a quantificação da magnitude da percepção dos sujeitos. O expoente obtido na avaliação somente do chocolate foi de 0,389 (Coeficiente de Correlação de Pearson r2=0,94) enquanto que somente da marca foi de 0,581 (r2=0,96). Teoricamente pode-se determinar o expoente da percepção de sabor com conhecimento da marca que seria 0,389/0,581 = 0,669, sendo que o expoente obtido empiricamente foi de 0,675 (r2=0,92). Assim concluí-se que a utilização da metodologia de Estimativa de Magnitude Direta para quantificar a preferência subjetiva dos sujeitos por chocolates considerando 2 variáveis, sabor e marca, foi bem sucedida. Os resultados sugerem que a associação de marca e sabor contribui para um efeito mais poderoso sobre a decisão sobre quanto o chocolate é mais saboroso. E como o expoente da percepção do sabor sabendo a marca é maior que os outros dois expoentes isolados pode-se sugerir que a marca possui uma grande influência na decisão / The aim of study was understand brand influence on consumer perception of chocolate flavor. 16 subjects (31.8 years, ± 4.2 years, 8 women) were evaluated by measuring their reviews of the flavors of different brands of chocolates, with and without the knowledge of the brand, and also about the brands without tasting the product, as expectation of flavor, using Psychophysical Scaling of Direct Ratio Magnitude Estimation (RME). This method gets the subject direct subjective impression of the physical stimulus. A chocolate was chosen as reference (modulus) and received the numerical value of 100. The task of subjects was tasting the chocolates, compare to the tasting of the module and assign grades according to the difference in taste perception, if perception of flavor was twice better than module, he should assign a score twice the reference value. The procedure was the same for the other two experimental conditions brand and flavor knowing the brand. The exponent of power law was used to quantify the magnitude of the perception of the subjects. The obtained exponent when examining only chocolate was 0.389 (Pearson correlation coefficient r2=0.94) while only the brand was 0.581 (r2=0.96). Theoretically, we can determine the exponent of the perception of flavor with brand awareness that would be 0.389/0.581=0.669, where the exponent obtained empirically was 0.675 (r2=0.92). Thus we conclude that the use of the methodology of Direct Ratio Magnitude Estimation to quantify the subject subjective preference for chocolate, considering two variables, flavor and brand, was successful. The results suggest that the association of brand and flavor makes for a more powerful effect on the decision about how much chocolate is tastier. And as the exponent of flavor perception knowing the brand is bigger than the other two isolates exponents can suggest that the brand has a great influence on the decision

A popularização mundial da internet facilita para seus usuários o compartilhamento de informações, opiniões e experiências sobre diversas questões, como seus interesses, produtos, serviços e locais que visitaram ou que pretendem visitar. Nesse contexto, abre-se espaço para que as organizações também participem desse processo, de modo a conhecer melhor seus públicos e desenvolver ações para influenciar positivamente suas decisões; esse conjunto de práticas forma a chamada comunicação digital. Dentro da competição internacional para atrair investimentos, turistas, imigrantes e estimular exportações, muitos países passaram a adotar estratégias e práticas de criação e gestão de marcas a fim de melhorar suas imagens para obter melhores resultados nessa competição (inclusive o Brasil, através da Marca Brasil) e, com isso, a comunicação digital surge como um importante aliado. Entretanto, observa-se uma escassez de pesquisas que abordem a interdisciplinaridade desses assuntos. Assim, o objetivo geral desta pesquisa é avaliar a experiência de navegação de usuários estrangeiros nos conteúdos de comunicação digital no portal Visit Brasil. A pesquisa foi definida como qualitativa exploratória e, num primeiro momento, realizou entrevistas em profundidade com os profissionais envolvidos na criação e gerenciamento de tais práticas no caso brasileiro. Num segundo momento, foram entrevistados usuários estrangeiros dos conteúdos gerados para a Marca Brasil, contando também com as informações complementares obtidas pelo uso de um equipamento de eye tracking. Os dados qualitativos levantados serviram de base para uma análise de conteúdo. Os resultados obtidos fomentam a conclusão de que o portal Visit Brasil atinge seu objetivo de atrair potenciais turistas estrangeiros a visitar o país, mas falha em seu outro propósito de suprir as necessidades de informações turísticas desses indivíduos. Além disso, conclui-se que o portal não é capaz de influenciar mudanças na imagem do Rio de Janeiro como um destino turístico. Este estudo traz contribuições ao desenvolvimento de novos trabalhos sobre o assunto, além de fornecer aos profissionais envolvidos, e potencialmente às empresas do setor brasileiro de turismo, uma melhor compreensão e o descobrimento de novas oportunidades a respeito das práticas de comunicação digital desenvolvidas em prol da Marca Brasil e de seus resultados até o momento. / The worldwide popularization of the internet makes easier for its users to share information, opinions and experiences about several subjects, like their interests, products, services and places they\'ve been to or intend to go in the future. In this context, companies have the opportunity to also take part into this process, being able to know better their audiences and developing actions to positively influence their decisions, putting into practice digital marketing activities. As the international competition to attract investments, tourists, immigrants and stimulate exports continues to grow, many countries now adopt branding strategies and practices trying to improve their own images to get better results into this competition (including Brazil, through the Brazil Brand), and digital marketing is now an important ally for that attempt. However, studies that approach the interdisciplinarity of those subjects are scarce. Therefore, this study was developed to evaluate the experience of foreign users towards the digital marketing contents developed to the Brazil Brand through the website Visit Brasil. First, through a qualitative approach, in depth interviews were developed with professionals involved on the creation and management of those practices. After that, foreign users of the Brazil Brand online materials interacted with those contents, and these interactions were recorded and analyzed with an eye tracking equipment. In depth interviews also were conducted. All the collected data were analyzed through a content analysis. The results supports the conclusion that the website succeeds to attract potential foreign tourists to visit Brasil, but fails to supply all tourist\'s information needs. Also, it is possible to conclude that the website is incapable of influencing changes about the image of Rio de Janeiro as a tourist destination. This study contributes to the development of new researches on this field, and also will provide to the involved professionals and tourism companies, better comprehensions and new opportunities related to digital marketing practices developed to the Brazil Brand and its results so far.

O objetivo do estudo foi entender a influência da marca na percepção de sabor do chocolate pelos consumidores. Foram avaliados 16 sujeitos (31,8 anos, ± 4,2 anos, 8 mulheres) medindo suas avaliações sobre os sabores de chocolates de diferentes marcas, com e sem o conhecimento da marca, e também sobre as marcas sem degustação do produto, como expectativa de sabor, utilizando Escalonamento Psicofísico de Estimativa de Magnitude Direta (EMD). Este método obtém do sujeito a sua impressão subjetiva direta do estímulo físico. Um chocolate foi escolhido como referencia (módulo) e recebeu o valor numérico de 100. A tarefa dos sujeitos foi degustar os chocolates, comparando com a degustação do módulo, e atribuir notas de acordo com a diferença de percepção de sabor, se a percepção de sabor fosse duas vezes melhor do que o módulo, ele deveria designar uma nota duas vezes o valor de referência. O procedimento foi o mesmo para as duas outras condições experimentais, marca e sabor conhecendo a marca. O expoente da curva de potência foi utilizado como a quantificação da magnitude da percepção dos sujeitos. O expoente obtido na avaliação somente do chocolate foi de 0,389 (Coeficiente de Correlação de Pearson r2=0,94) enquanto que somente da marca foi de 0,581 (r2=0,96). Teoricamente pode-se determinar o expoente da percepção de sabor com conhecimento da marca que seria 0,389/0,581 = 0,669, sendo que o expoente obtido empiricamente foi de 0,675 (r2=0,92). Assim concluí-se que a utilização da metodologia de Estimativa de Magnitude Direta para quantificar a preferência subjetiva dos sujeitos por chocolates considerando 2 variáveis, sabor e marca, foi bem sucedida. Os resultados sugerem que a associação de marca e sabor contribui para um efeito mais poderoso sobre a decisão sobre quanto o chocolate é mais saboroso. E como o expoente da percepção do sabor sabendo a marca é maior que os outros dois expoentes isolados pode-se sugerir que a marca possui uma grande influência na decisão / The aim of study was understand brand influence on consumer perception of chocolate flavor. 16 subjects (31.8 years, ± 4.2 years, 8 women) were evaluated by measuring their reviews of the flavors of different brands of chocolates, with and without the knowledge of the brand, and also about the brands without tasting the product, as expectation of flavor, using Psychophysical Scaling of Direct Ratio Magnitude Estimation (RME). This method gets the subject direct subjective impression of the physical stimulus. A chocolate was chosen as reference (modulus) and received the numerical value of 100. The task of subjects was tasting the chocolates, compare to the tasting of the module and assign grades according to the difference in taste perception, if perception of flavor was twice better than module, he should assign a score twice the reference value. The procedure was the same for the other two experimental conditions brand and flavor knowing the brand. The exponent of power law was used to quantify the magnitude of the perception of the subjects. The obtained exponent when examining only chocolate was 0.389 (Pearson correlation coefficient r2=0.94) while only the brand was 0.581 (r2=0.96). Theoretically, we can determine the exponent of the perception of flavor with brand awareness that would be 0.389/0.581=0.669, where the exponent obtained empirically was 0.675 (r2=0.92). Thus we conclude that the use of the methodology of Direct Ratio Magnitude Estimation to quantify the subject subjective preference for chocolate, considering two variables, flavor and brand, was successful. The results suggest that the association of brand and flavor makes for a more powerful effect on the decision about how much chocolate is tastier. And as the exponent of flavor perception knowing the brand is bigger than the other two isolates exponents can suggest that the brand has a great influence on the decision

A popularização mundial da internet facilita para seus usuários o compartilhamento de informações, opiniões e experiências sobre diversas questões, como seus interesses, produtos, serviços e locais que visitaram ou que pretendem visitar. Nesse contexto, abre-se espaço para que as organizações também participem desse processo, de modo a conhecer melhor seus públicos e desenvolver ações para influenciar positivamente suas decisões; esse conjunto de práticas forma a chamada comunicação digital. Dentro da competição internacional para atrair investimentos, turistas, imigrantes e estimular exportações, muitos países passaram a adotar estratégias e práticas de criação e gestão de marcas a fim de melhorar suas imagens para obter melhores resultados nessa competição (inclusive o Brasil, através da Marca Brasil) e, com isso, a comunicação digital surge como um importante aliado. Entretanto, observa-se uma escassez de pesquisas que abordem a interdisciplinaridade desses assuntos. Assim, o objetivo geral desta pesquisa é avaliar a experiência de navegação de usuários estrangeiros nos conteúdos de comunicação digital no portal Visit Brasil. A pesquisa foi definida como qualitativa exploratória e, num primeiro momento, realizou entrevistas em profundidade com os profissionais envolvidos na criação e gerenciamento de tais práticas no caso brasileiro. Num segundo momento, foram entrevistados usuários estrangeiros dos conteúdos gerados para a Marca Brasil, contando também com as informações complementares obtidas pelo uso de um equipamento de eye tracking. Os dados qualitativos levantados serviram de base para uma análise de conteúdo. Os resultados obtidos fomentam a conclusão de que o portal Visit Brasil atinge seu objetivo de atrair potenciais turistas estrangeiros a visitar o país, mas falha em seu outro propósito de suprir as necessidades de informações turísticas desses indivíduos. Além disso, conclui-se que o portal não é capaz de influenciar mudanças na imagem do Rio de Janeiro como um destino turístico. Este estudo traz contribuições ao desenvolvimento de novos trabalhos sobre o assunto, além de fornecer aos profissionais envolvidos, e potencialmente às empresas do setor brasileiro de turismo, uma melhor compreensão e o descobrimento de novas oportunidades a respeito das práticas de comunicação digital desenvolvidas em prol da Marca Brasil e de seus resultados até o momento. / The worldwide popularization of the internet makes easier for its users to share information, opinions and experiences about several subjects, like their interests, products, services and places they\'ve been to or intend to go in the future. In this context, companies have the opportunity to also take part into this process, being able to know better their audiences and developing actions to positively influence their decisions, putting into practice digital marketing activities. As the international competition to attract investments, tourists, immigrants and stimulate exports continues to grow, many countries now adopt branding strategies and practices trying to improve their own images to get better results into this competition (including Brazil, through the Brazil Brand), and digital marketing is now an important ally for that attempt. However, studies that approach the interdisciplinarity of those subjects are scarce. Therefore, this study was developed to evaluate the experience of foreign users towards the digital marketing contents developed to the Brazil Brand through the website Visit Brasil. First, through a qualitative approach, in depth interviews were developed with professionals involved on the creation and management of those practices. After that, foreign users of the Brazil Brand online materials interacted with those contents, and these interactions were recorded and analyzed with an eye tracking equipment. In depth interviews also were conducted. All the collected data were analyzed through a content analysis. The results supports the conclusion that the website succeeds to attract potential foreign tourists to visit Brasil, but fails to supply all tourist\'s information needs. Also, it is possible to conclude that the website is incapable of influencing changes about the image of Rio de Janeiro as a tourist destination. This study contributes to the development of new researches on this field, and also will provide to the involved professionals and tourism companies, better comprehensions and new opportunities related to digital marketing practices developed to the Brazil Brand and its results so far.

Background: 'Neuromarketing' is a term that has often been used in the media in recent years. These public discussions have generally centered around potential ethical aspects and the public fear of negative consequences for society in general, and consumers in particular. However, positive contributions to the scientific discourse from developing a biological model that tries to explain context-situated human behavior such as consumption have often been neglected. We argue for a differentiated terminology, naming commercial applications of neuroscientific methods 'neuromarketing' and scientific ones 'consumer neuroscience'. While marketing scholars have eagerly integrated neuroscientific evidence into their theoretical framework, neurology has only recently started to draw its attention to the results of consumer neuroscience. Discussion: In this paper we address key research topics of consumer neuroscience that we think are of interest for neurologists; namely the reward system, trust and ethical issues. We argue that there are overlapping research topics in neurology and consumer neuroscience where both sides can profit from collaboration. Further, neurologists joining the public discussion of ethical issues surrounding neuromarketing and consumer neuroscience could contribute standards and experience gained in clinical research. Summary: We identify the following areas where consumer neuroscience could contribute to the field of neurology: First, studies using game paradigms could help to gain further insights into the underlying pathophysiology of pathological gambling in Parkinson's disease, frontotemporal dementia, epilepsy, and Huntington's disease. Second, we identify compulsive buying as a common interest in neurology and consumer neuroscience. Paradigms commonly used in consumer neuroscience could be applied to patients suffering from Parkinson's disease and frontotemporal dementia to advance knowledge of this important behavioral symptom. Third, trust research in the medical context lacks empirical behavioral and neuroscientific evidence. Neurologists entering this field of research could profit from the extensive knowledge of the biological foundation of trust that scientists in economically-orientated neurosciences have gained. Fourth, neurologists could contribute significantly to the ethical debate about invasive methods in neuromarketing and consumer neuroscience. Further, neurologists should investigate biological and behavioral reactions of neurological patients to marketing and advertising measures, as they could show special consumer vulnerability and be subject to target marketing. (authors' abstract)

This is the first study that exclusively focuses on gaining knowledge of the vast opportunities that Neuroscientific pricing research offers for marketing purposes. The findings of this study provide evidence of the importance to improve customer and organizational decision making. The findings further highlight the crucial importance of Neuroscientific pricing research. Moreover, evidence is provided that fundamental and well formulated models and concepts need to be developed in the discipline of Neuroscientific pricing research. Neuroscientific pricing research can improve the understanding and the use of pricing by validating and developing existing pricing theories that are largely behavioural or standard economic in nature and build on unrealistic assumptions such as perfect information, profit maximization and rational choices. (Pratt, 1964; Lucas, 1971; Friedman, 1976; Stigler, 1987; Rappaport, 1996; Caplin & Dean, 2009, p. 24) Rao and Kartono (2009, p. 9) explain that "our understanding of pricing processes is still in its infancy". Moreover, Neuroscientific pricing research has been sporadically published. (Knutson, Fong, Adams, Varner, & Hommer, 2001; Knutson, Rick, Wimmer, Prelec, & Loewenstein, 2007; Plassmann, O'Doherty, Shiv, & Rangel, 2008) So far, pricing research has incorporated advancements in game theory and microeconomics, behavioural decision theory, psychological and social dimensions and newer market mechanisms of auctions over the last decades. (Rao, 2009, p. 1) Bijmolt et al. (2005) highlights that pricing research has implications for how we understand information processing in any decision context where resources and information are scarce and costs must be weighed against benefits. Moreover, Neuroscientific pricing- branding- and design research will offer organizations a unique range of tools and abundant opportunities to gain and sustain a competitive advantage and to improve customer value and profitability. Innovative industry leading companies, governments and civil society organizations should debate whether they can afford to not to be part of developing Neuroscientific research mainly for the reasons of control and power.

Title: Swedish consumers say – ”Subliminal marketing is smart marketing!” Authors: Vickie Hedgren and Angelica Persson Adviser: Klaus Solberg Søilen Level: Dissertation in Marketing, 15 ECTS, Spring 2015 Keywords: Subliminal, Messages, Advertising, Advertisement, Neuromarketing, Psychology, Subconscious, Primal instincts, Subliminal techniques, Ethics, Acceptance, Emotional Connection Purpose: The purpose of this dissertation is to find out what Swedish consumers think about marketing that is meant to influence their subconscious in their decision making, with a focus on subliminal messages, and whether it is ethically acceptable. This will be carried out by examining the two following research questions: 1. What marketing methods aimed at building a psychological connection with the consumer are ethically acceptable and in what areas of marketing or situations? 2. Is it ethical to use subliminal marketing for a cause-related brand, a luxury brand or aimed at a specific income group? We will further examine theories and studies done over the years as well as carry out our own to come up with our conclusions. Frame of Reference: We start of by presenting overall theories regarding subliminal advertising which leads us to various breakdowns such as psychology, primal instincts, subliminal techniques, ethics, causerelated marketing, high- and low end consumers. Methodology: The dissertation is based on a combination of quantitative and qualitative studies. We conducted one survey with 200 respondents and two interviews with marketers. We bring up the importance of validity, reliability, generalizability, carefulness and criticism. Empirical Framework: We will present the collected data from the performed online survey as well as the information from the two personal interviews. Conclusion: Swedish consumers have a high level of ethical acceptance when it comes to marketing that is meant to create a psychological connection. The conclusions made are that 1. Out of the 14 methods we chose to include in our dissertation, 12 of them had a high level of ethical acceptance; subliminal messages in fashion advertising and in an active situation is ethical 2. It is more unethical if a good-cause company uses subliminal marketing than if a luxury brand uses it.

Improvements of neuroscience tools and their wider availability complements previously used qualitative and quantitative research methods and techniques with neurophysiological methods and techniques to help us find out what respondents really think. In the Czech Republic, these methods are relatively new. Agencies focusing on market research have started using these methods in 2010 and currently are in the process of establishing neurological and neurophysiological techniques in the portfolio of offered services. There are not many studies on the techniques in the academic world, there is no guide for sociologists and students of sociology and this paper therefore aims to present neurological and neurophysiological research methods and techniques, to define their place in research methods, to highlight their advantages, disadvantages and limitations as a tool for marketing (eventually sociological) research in comparison with traditional methods and techniques, to map the current situation of their use in the Czech Republic, to reflect on the ethical issue of using the methods and their future.

Neuromarketing is a relatively new discipline at the intersection of neuroscience and psychology that aims to use the knowledge about the brain and its functioning to more efficient marketing strategies. The purpose of the thesis is to familiarize with the term neuromarketing and introduce its application on a specific example, an international company, Henkel. Since the companys existence, Henkel has built a strong position in the market and its products are known to all of us.