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Tuesday, February 19, 2019

Eye Tracking Important

Good to see the mention of Zaltman's work, whose expertise we used extensively.    Not quite sure  what 95% means here, but certainly important.

Why is Eye-Tracking really important for Market Research?  in DSC

Posted by Ayush Srivastava in DSC

“95% of the purchase decisions happen in the subconscious”

Yes, you read it right! 95% of the purchase decisions happen in our sub-conscious — according to research performed by Harvard Business School professor Gerald Zaltman. For the uninitiated, or someone new to the consumer insights industry, this is a revelation. Indeed, when I think of it, I cannot give a reasonable explanation to why I chose to drink orange juice over apple juice at a party last night. Both the options were in front of me, some neurons fired in my brain and my hand just steered towards the orange juice.

This research from Prof. Gerald also made me think that how companies can understand what’s happening in consumers subconscious in order to derive insights. And it is important to figure this out because asking consumers (surveys, interviews etc) can only yield ‘conscious’ reasons behind their actions, which explains only 5% of the decisions as per Prof. Gerald. People usually decide in their subconscious and then give a logical explanation according to their “conscious brain” ... "

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