The Brand-Choice Algorithm
We were in the supermarket today and my wife asked me to get a bottle of laundry detergent. She did not specify the brand, so without “thinking”, I picked up the one that I usually buy— Woolite. This reminded me of a book I was just reading.
Why I Picked Woolite?
The other night, I read that “brand choice (is a) predominantly subconscious, memory-based process that follows a fixed algorithm.” The ideas in the book challenged me to rationalize my selection process a bit – something I usually don’t do. I recognized that my selection of Woolite was not really based on a conscious effort, i.e. getting more facts about the product, reading the specifications, thinking about our past experiences with the product and comparing it with other brands in the store. The truth is, Woolite simply came to mind as the preferred option and I chose it. Any conscious deliberation process which could have vetoed this choice came later.
Now that I think about it, there are two simple reasons why I chose Woolite over the others. First of all, the brand name itself – Woolite – suggests that the product is not harsh and is sensitive to clothes. These are features of a laundry detergent that I value. Secondly, the white packaging seems to elicit the same meaning. So I really wasn’t buying Woolite because of its specifications. I was buying it due to a perception I had from its name and packaging. It was a subconscious choice. A choice I have been making for a couple of years now!
Do You Know Why You Buy Apple Products?
Once, a friend of mine posted a question on Facebook – asking about the difference between an iPhone, iPod, iPad and the about-to-be-launched iPad Mini. One of his friends answered that it was the size – arguing that most of these products’ functions are very similar. In fact, most of the apps you use across different Apple devices are the same.
True isn’t it?
So why do so many of us own an arsenal of all those gadgets, if they really mostly do the same things? Think about the last time you bought an Apple product. Do you know why you selected this brand versus others in the market?
Branding with Brains
The book I mentioned earlier, entitled “Branding with Brains” by Tjaco Walvis, offers a good explanation. “You can rationalize with hindsight, but the fact is our brains make these decisions without really thinking about it,” wrote Walvis. “This is why successful brands appeal to customers on the basis of emotional association, images and experiences rather than just on the back of their product specification.” As one Harley-Davidson executive describes in this book’s convention-shattering case studies, “We don’t sell motorbikes. What we sell is the ability for a 43-year old accountant to dress in black leather, ride through a small town and have people be afraid of him.”
Buy and read the book, you might just find yourself rationalizing your buying behavior just like me!
Photo courtesy of Cogs and Gears