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Part1:
Many manipulation techniques of the advertising industry bypass our conscious mind.
Sometimes it is a quiet background music, a pleasant scent or even the behaviour of the people around us that influence our behaviour in a subtle way.

However, if we are asked: “Why did you buy this?” We often provide rational explanations. Certainly, this is a Specialty of our brain: To make up rational reasons for sometimes irrational behavior…

Part 2:
Many buying decisions are influenced by cues in the environment that we would not expect to have an impact on our behaviour. In recent years a lot of clever “priming experiments” revealed the influence of theses environmental cues.

Part 3:
Even though first efforts to influence consumers via subliminal messages turned out to be a fake, recent studies (e.g. Karremans et al., 2006; Verwijmeren et al., 2011) suggest that under certain circumstances subliminal messages might actually work.

Author: Eskil Burck