Brindle Media

Posts Tagged ‘PET’

A recent Scott Adams cartoon shows a marketing team member complaining that engineers are paid more than marketers. Dilbert’s responds that the pay disparity might be explained “Because engineers designed and built every important part of modern civilization and all (marketers) did was misrepresent it”.

Unfortunately, the idea that marketing is synonymous with lying and that members of the marketing profession rank somewhere near or below used car salesmen, lawyers and congressmen is quite prevalent. And, of course, the TV series, “Mad Men” didn’t help.

It doesn’t have to be that way.

My sense is that part of the problem comes from the notion that marketing is a sales function. From my perspective, marketing should be the next logical step after product development. Its function is:

1)    To make potential customers aware of the product/service’s existence.

2)    To make potential customers aware of the product/service’s merits

3)    To position the product/service in the potential customer’s mind in a positive light relative to the competition.

Problems arise when marketers become disingenuous and create blatantly misleading messages about the product/service. Today’s consumers have sophisticated BS detectors So even if you fool them once it’s less likely that they’ll be fooled a second time. Exaggerating about a product’s/service’s benefits or, worse, downright lying about them simply exacerbates the problem.

A recent article in the Johns Hopkins University Carey Business School’s magazine, ONE discusses how companies have begun using neuroscience technologies such as fMRI and PET to observe how the brain functions during the decision-making process. The best way to utilize this data is not to employ it as a tool to manipulate people’s purchase decisions but instead to use the information to make a brand’s marketing more selective and to increase a campaign’s effectiveness by being better targeted.

I don’t mean to be Pollyanna-ish about this but, in the end, the marketing profession will be much better served if we can forego the temptation to be deceitful and instead make an honest attempt to put the product or service we represent in the best light possible without resorting to exaggeration or deception and let the chips fall where they may.