Category Archives: Cognition

How Our Brains “Google”

So far this week, I’ve covered how our brains find Waldo, scan a webpage and engage with online advertising. Today, I’m looking at how our brains help find the best result on a search engine.

Searching by Habit

First, let’s accept the fact that most of us have now had a fair amount of experience searching for things on the internet, to the point that we’ve now made Google a verb. What’s more important, from a neural perspective, is that searching is now driven by habit. And that has some significant implications for how our brain works.

Habits form when we do the same thing over and over again. In order for that to happen, we need what’s called a stable environment. Whatever we’re doing, habits only form when the path each time is similar enough that we don’t have to think about each individual junction and intersection. If you drive the same way home from work each day, your brain will start navigating by habit. If you take a different route every single day, you’ll be required to think through each and every trip. Parts of the brain called the basal ganglia seem to be essential in recording these habitual scripts, acting as sort of a control mechanism telling the brain when it’s okay to run on autopilot and when it needs to wake up and pay attention. Ann Graybiel from MIT has done extensive work exploring habitual behaviors and the role of the basal ganglia.

The Stability of the Search Page

A search results page, at least for now, provides such a stable environment. Earlier this week, I looked at how our brain navigates webpages. Even though each website is unique, there are some elements that are stable enough to allow for habitual conditioned routines to form. The main logo or brand identifier is usually in the upper left. The navigation bar typically runs horizontally below the logo. A secondary navigation bar is typically found running down the left side. The right side is usually reserved for a feature sidebar or, in the case of a portal, advertising. Given these commonalities, there is enough stability in most website’s designs that we navigate for the first few seconds on autopilot.

Compared to a website, a search engine results page is rigidly structured, providing the ideal stable environment for habits to form. This has meant a surprising degree of uniformity in people’s search behaviors. My company, Enquiro, has been looking at search behavior for almost a decade now and we’ve found that it’s remained remarkably consistent. We start in the upper left, break off a “chunk” of 3 to 5 results and scan it in an “F” shaped pattern. The following excerpts from The BuyerSphere Project give a more detailed walk through of the process.

searchheatmap11 – First, we orient ourselves to the page. This is something we do by habit, based on where we expect to see the most relevant result. We use a visual anchor point, typically the blue border that runs above the search results, and use this to start our scanning in the upper left, a conditioned response we’ve called the Google Effect. Google has taught us that the highest relevance is in the upper left corner

Searchheatmap22 – Then, we begin searching for information scent. This is a term from information foraging theory, which we’ve covered in our eye tracking white papers. In this particular case, we’ve asked our participants to look for thin, light laptops for their sales team. Notice how the eye tracking hot spots are over the words that offer the greatest “scent”, based on the intention of the user. Typically, this search for scent is a scanning of the first few words of the title of the top 3 or 4 listings.

Searchheatmap33 – Now the evaluation begins. Based on the initial scan of the beginnings of titles from the top 3 or 4 listings, users begin to compare the degree of relevance of some alternatives, typically by comparing two at a time. We tend to “chunk” the results page into sections of 3 or 4 listings at a time to compare, as this has been shown to be a typical limit of working memory9 when considering search listing alternatives

searchheatmap44 -It’s this scanning pattern, roughly in the shape of an “F”, that creates the distinct scan pattern that we first called the “Golden Triangle” in our first eye tracking study. Users generally scan vertically first, creating the upright of the “F”, then horizontally when they pick up a relevant visual cue, creating the arms of the F. Scanning tends to be top heavy, with more horizontal scanning on top entries, which over time creates the triangle shape.

 

searchheatmap5(2)5 – Often, especially if the results are relevant, this initial scan of the first 3 or 4 listings will result in a click. If two listings or more listings in the initial set look to be relevant, the user will click through to both and compare the information scent on the landing page. This back and forth clicking is referred to as “pogo sticking”. It’s this initial set of results that represents the prime real estate on the page.

searchheatmap66 – If the initial set doesn’t result in a successful click through, the user continues to “chunk” the page for future consideration. The next chunk could be the next set of organic results, or the ads on the right hand side of the page. There, the same F Shaped Scan patterns will be repeated. By the way, there’s one thing to note about the right hand ads. Users tend to glance at the first ad and make a quick evaluation of the relevance. If the first ad doesn’t appear relevant, the user will often not scan any further, passing judgement on the usefulness and relevance of all the ads on the right side based on their impression of the ad on top.

So, that explains how habits dictate our scanning pattern. What I want to talk more about today is how our attention focusing mechanism might impact our search for information scent on the page.

The Role of the Query in Information Scent

Remember the role of our neuronal chorus, firing in unison, in drawing our attention to potential targets in our total field of vision. Now, text based web pages don’t exactly offer a varied buffet of stimuli, but I suspect the role of key words in the text of listings might serve to help focus our attention.

In a previous post, I mentioned that words are basically abstract visual representations of ideas or concepts. The shape of the letters in a familiar word can draw our attention. It tends to “pop out” at us from the rest of the words on the page. I suspect this “pop out” effect could be the result of Dr. Desimone’s neural synchrony patterns. We may have groups of neurons tuned to pick certain words out of the sea of text we see on a search page.

The Query as a Picture

This treating of a word as a picture rather than text has interesting implications for the work our brain has to do. The interpretation of text actually calls a significant number of neural mechanisms into play. It’s fairly intensive processing. We have to visually intrepret the letters, run it through the language centres of our brain, translate into a concept and only then can we capture the meaning of the word. It happens quickly, but not nearly as quickly as the brain can absorb a picture. Pictures don’t have to be interpreted. Our understanding of a picture requires fewer mental “middle men” in our brain, so it takes a shorter path. Perhaps that’s why one picture is worth a thousand words.

But in the case of logos and very well known words, we may be able to skip some of the language processing we would normally have to do. The shape of the word might be so familiar, we treat it more like an icon or picture than a word. For example, if you see your name in print, it tends to immediately jump out at you. I suspect the shape of the word might be so familiar that our brain processes it through a quicker path than a typical word. We process it as a picture rather than language.

Now, if this is the case, the most obvious candidate for this “express processing” behavior would be the actual query we use. And we have a “picture” of what the word looks like already in our minds, because we just typed it into the query box. This would mean that this word would pop out of the rest of the text quicker than other text. And, through eye tracking, there are very strong indications that this is exactly what’s happening. The query used almost inevitably attracts foveal attention quicker than anything else. The search engines have learned to reinforce this “pop out” effect by using hit bolding to put the query words in bold type when ever they appear in the results set.

Do Other Words Act as Scent Pictures?

If this is true of the query, are there other words that trigger the same pop out effect? I suspect this to also be true. We’ve seen that certain word attract more than their fair share of attention, depending on the intent of the user. Well know brands typically attract foveal attention. So do prices and salient product features. Remember, we don’t read search listings, we scan them. We focus on a few key words and if there is a strong enough match of information scent to our intent, we click on the listing.

The Intrusion of Graphics

Until recently, the average search page was devoid of graphics. But all the engines are now introducing richer visuals into many results sets. A few years ago we did some eye tracking to see what the impact might be. The impact, as we found out, was that the introduction of a graphic significantly changed the conditioned scan patterns I described earlier in the post.

eshapedpatternThis seems to be a perfect illustration of Desimone’s attention focusing mechanism at work. If we’re searching for Harry Potter, or in the case of the example heat map shown below, an iPhone, we likely have a visual image already in mind. If a relevant image appears on the page, it hits our attention alarms with full force. First of all, it stands out from the text that surrounds it. Secondly, our pre-tuned neurons immediately pick it out in our peripheral vision as something worthy of foveal focus because it matches the picture we have in our mind. And thirdly, our brain interprets the relevancy of the image much faster than it can the surrounding text. It’s an easier path for the attention mechanisms of our brain to go down and our brains follow the same rules as my sister-in-law: no unnecessary trips.

The result? The F Shaped Scan pattern, which is the most efficient scan pattern for an ordered set of text results, suddenly becomes an E shaped pattern. The center of the E is on the image, which immediately draws our attention. We scan the title beside it to confirm relevancy, and then we have a choice to make. Do we scan the section above or below. Again, our peripheral vision helps make this decision by scanning for information scent above and below the image. Words that “pop out” could lure us up or down. Typically, we expect greater relevancy higher in the page, so we would move up more often than down.

Tomorrow, I’ll wrap up my series of posts on how our brains control what grabs our attention by looking at another study that indicates we might have a built in timer that governs our attention span and we’ll revisit the concept of the information patch, looking at how long we decide to spend “in the patch.”

How Our Brain Scans a Webpage

eyesYesterday, I explained how our brain finds “Waldo.” To briefly recap the post:

  • We have two neural mechanisms for seeing things we might want to pay attention to: a peripheral scanning system that takes in a wide field of vision and a focused (foveal) system that allows us to drill down to details
  • We have neurons that are specialists in different areas: i.e. picking out colors, shapes and disruptions in patterns
  • We use these recruited neuronal swat teams to identify something we’re looking for in our “mind’s eye” (the visual cortex) prior to searching for it in our environment
  • These swat teams focus our attention on our intended targets by synchronizing their firing patterns (like a mental Flash Mob) which allows them to rise above the noise of the other things fighting for our attention.

Today, let’s look at the potential implications of this in our domain, specifically interactions with websites.

But First: A Word about Information Scent

I’ve talked before about Pirolli’s Information Foraging Theory (and another post from this blog). Briefly, it states that we employ the same strategies we use to find food when we’re looking for information online. That’s because, just like food, information tends to come in patches online and we have to make decisions about the promise of the patch, to determine whether we should stay there or find a new patch. There’s another study I’ve yet to share (it will be coming in a post later this week) that indicates our brain might have a built in timer that controls how much time we spend in a patch and when we decide to move on.

The important point for this post is that we have a mental image of the information we seek. We picture our “prey” in our mind before looking for it. And, if that prey can be imagined visually, this will begin to recruit our swat team of neurons to help guide us to the part of the page where we might see it. Just like we have a mental picture of Waldo (from yesterday’s post) that helps us pick him out of a crowd, we have a mental picture of whatever we’re looking for.

Pirolli talks about information scent. These are the clues on a page that the information we seek lies beyond a link or button. Now, consider what we’ve learned about how the brain chooses what we pay attention to. If a visual representation of information is relevant, it acts as a powerful presentation of information scent. The brain processes images much faster than text (which has to be translated by the brain). We would have our neuronal swat team already primed for the picture, singing in unison to draw the spotlight of our attention towards it.

Neurons Storming Your Webpage

sunscreenshotFirst, let me share some of the common behaviors we’ve seen through eye tracking on people visiting websites (in an example from The BuyerSphere Project). I’ll try to interpret what’s happening in the brain:

The heat map shows the eye activity on a mocked up home page. Remember, eye tracking only captures foveal attention, not peripheral, so we’re seeing activity after our brain has already focused the spotlight of attention. For example, notice how the big picture has almost no eye tracking “heat” on it. Most of the time, we don’t have to focus our fovea on a picture to understand what’s in it (the detail rich Waldo pictures would be the exception). Our peripheral vision is more than adequate to interpret most pictures. But consider what happens when the picture matches the target in our “mind’s eye”. The neurons draw our eye to it.

One thing to think about. Words shown in text are pictures too. I’ll be coming back to this theme a couple of times – but a word is nothing more than a picture that represents a concept. For example, the Sun logo in the upper left (1) is nothing more than a picture that our brain associates with the company Sun Microsystems. To interpret this word, the brain first has to interpret the shape of the word. That means there are neurones that recognize straight edges, others than recognize curved edges and others that look for the overall “shape” of the word. Words too can act as information targets that we picture mentally before seeing it in front of us. For example, let’s imagine that we’re a developer. The word “DEVELOPER” (2) has a shape that is recognizable to us because we’ve seen it so often. The straight strokes of the E’s and V’s, sandwiched between the curves of the D’s, O’ and P’s. As we scan the overall page, our “Developer” neurons may suddenly wake up, synchronize their firing and draw the eye here as well. “Developer” already has a prewired connection in our brains. This is true for all the words we’re most familiar with, including brands like Sun. This is why we see a lot of focused eye activity on these areas of the picture.

Intent Clustering

In the last part of today’s post, I want to talk about a concept I spent some time on in the BuyerSphere Project: Intent Clustering. I’ve always know this makes sense from an Information Scent perspective, but now I know why from a neural perspective as well.

Intent clustering is creating groups of relevant information cues in the same area of the page. For example, for a product category on an e-commerce page, an intent cluster would include a picture of the product, a headline with the product category name, short bullet points with salient features and brands and perhaps relevant logos. An Intent cluster immediately says to the visitor that this is the right path to take to find out more about a certain topic or subject. The page shown has two intent clusters that were aligned with the task we gave, one in the upper right sidebar (3) and one in the lower left hand corner (4). Again, we see heat around both these areas.

Why are intent clusters “eye candy” for visitors? It’s because we’ve stacked the odds for these clusters to be noticed peripherally in our favor. We’ve included pictures, brands, familiar words and hints of rich information scent in well chosen bullet points. This combination is almost guaranteed to set our neural swat teams singing in harmony. Once scanned in peripheral vision, the conductor (the FEF I talked about in yesterday’s post) of our brain swings our attention spotlight towards the cluster for more engaged consumption, generating the heat we see in the above heatmap.

Tomorrow, I’ll be looking at how these mechanisms can impact our engagement with online display ads.

How Our Brain Finds Waldo

At Enquiro, we did some interesting work in 2009 with visual attention and engagement with ads. We found, for example, that attention significantly impacts how we see ads and retain the messages shown within them. We also found that brands can play a vital role in this process. Over the Christmas holiday, I found a number of neurological studies that start to shed some light on how we might visually process information on websites and the role advertising might play. This week, I’ll be breaking them into individual elements and exploring them a little more fully, showing the practical applications for advertisers and web designers. Much of this was also covered in my book, The BuyerSphere Project.

Today, let’s spend some time finding Waldo

The “Where’s Waldo” Neuronal Choir

whereswaldoHow much mileage can you get from creating exercises in visual attention. Well, if you’re Martin Hanford, the answer is: a lot! Hanford created the phenomenally popular “Where’s Waldo?” set of books. At last count, Hanford’s playful take on visual attention had produced a couple dozen books, video games, an animated series and even a potential movie deal. And it all comes down to the same basic premise: how long does it take us to find one distinct element in a visually busy environment? How do our eyes pick Waldo out of a visually dense picture, packed with details and optical red herrings?

That was the question researcher Robert Desimone, director of the McGovern Institute for Brain Research and the Doris and Don Berkey Professor of Neuroscience at MIT decided to tackle. Specifically, he wanted to explore two differing schools of thought:

Do we move our attention around the page like a spotlight, physically scanning the environment inch by inch looking for Waldo, the intended target of our attention; or,

Do we scan the image as a whole, looking for clues in the overall pattern about where Waldo might be?

The answer appears to be both. And the reason both systems are active come from our evolutionary past. We need to focus attention on the task at hand, but we also need to scan the environment for signals of something that might suddenly need our attention. And the way the brain does this is fascinating. It does it by literally creating a choir of neurons, all firing in a synchronized pattern. It seems to be this synchronization that represents the focusing of attention.

Picking Waldo Out of the Crowd

Let’s go back to Waldo. Neurons tend to have specialized functions. We have neurons that are better at picking out colors, neurons that a better a picking out the edges of shapes and other neurons that pick out patterns. In the case of Waldo, before we ever start scanning the page, we recruit the neurons that are best suited to recognized the distinct image of Waldo. For example, because Waldo is dressed in red, we recruit the red neurons. We create a picture of Waldo in our “mind’s eye.”

So, we have our handpicked neuronal “swat team” ready to intercept Waldo. But, how do we actually find Waldo? This is where the two mechanisms of the brain work in unison. In eye tracking, you soon learn the difference between foveal attention and peripheral attention. Foveal attention is where the brain focuses our eyes, allowing us to pick up fine detail. When we read, for example, we use foveal focus to pick up the shape of the letters and interpret them. Eye tracking only picks up foveal attention. This represents the “spotlight” function of attention.

But the brain has to tell the eyes where to move next. And to do this, it relies on peripheral attention. This is what we see out of the “corner of our eye”. Peripheral attention allows us to scan a much broader field of vision to determine if there are elements in it that merit the refocusing of foveal attention. Peripheral vision is particularly tuned to movements and coarser visual cues. This has significant impact on the effectiveness of advertising, which I’ll talk about in a future post. For today, it’s sufficient to understand that peripheral vision allows us to scan our environment in a repeating “quick and dirty” pattern.

Now, our neuronal swat team has identified the target pattern for us. This image has been implanted in our prefrontal cortex as a “top down” imperative, a directive to our visual cortex. And, through peripheral vision, we’re scanning the entire picture to find possible matches. To help separate the most promising areas of the picture from the background noise of the other detail, it appears that an area of the prefrontal cortex, the FEF, orchestrates our hand picked neurons to synchronize their firing. This synchrony helps the signals from this group of neurons stand out from the noise of the rest. It works just like the the synchronized dancing in these examples of flash mobs –  the Sound of Music in an Antwerp train station, a Glee medley in a Roman piazza and the Black Eyed Peas surprising Oprah.

Sound of Music | Central Station Antwerp (Belgium)
GLEE – Il FlashMob
Black Eyed Peas – I got a feeling on Oprah Chicago Flashmob

Just like the dancers in these Flash Mobs- the synchronization helps our “Waldo” neurons stand out from the crowd, raising above the noise. As we scan the image through the periphery of our visual focus, the FEF orchestrates the neural synchrony of our group of “Waldo” neurons, drawing the spotlight of foveal attention to the parts of the picture most likely to contain Waldo. There, we switch to a more detailed scanning to determine if Waldo is indeed present.

Tomorrow, we’ll use the same basic theory to talk about what happens when we first visit a website.

If you want to find out more about Dr Desimone’s work, read these two articles:

Long-Distance Brain Waves Focus Attention

Research Explains How The Brain Finds Waldo

The Decline and Fall of Our Mythologies

What happens when information swamps our common myths? What happens to humans when facts overtake commonly shared fantasies?

In yesterday’s post, I started by looking at how our culture might be moving too quickly for myths to keep up. This is important because human’s have historically used myths to create a “oneness” of mind. Myths often come bundled with behavioral codes and societal rules. Myths have dictated how we should think and act. Myths rule the mob.

But in the last century, one sweeping technical advance had two very different impacts on two different parts of our world. Today, I want to examine the impact of TV in North America and Communist Russia.

The Death of Mythology in America

bowlingaloneIn his book Bowling Alone, Robert Putnam noticed that American values did an abrupt u-turn somewhere in the middle of the 60’s. After a decades long trend of increasing participation in community activities, Americans stopped spending time together. They went to church less often, belonged to fewer service organizations, attended fewer PTA meetings, stopped having dinner parties, stopping playing Bridge with the neighbors and quit their bowling leagues. Not coincidentally, the percentage of voter turnout in elections also started to drop. Americans, once the most intensely community minded people on earth, stopped spending time with each other.

This trend didn’t make American’s bad people, however. At the same time that American’s became less concerned about the well being of their immediate community, they became more concerned about universal issues such as civil rights, equality of women, international piece, religious persecution, sexual intolerance, freedom of speech and nuclear disarmament. At the same time we were becoming less engaged with our communities we were becoming more open minded and tolerant in our ideologies.

bowlingalonegraphThe chart shown, from the BuyerSphere Project, provides one hint about why this mental about face may have happened in the middle of the 60’s:

As you can see, the 50’s and 60’s were also the decades where most of us brought TV into our homes. In 1950, only about 12% of American homes had TV. By 1960, that number had exploded to 78%. This meant we spent more time in our homes, which naturally meant we spent less time outside the home, interacting with others. That alone might explain our withdrawal from our communities. But a simple reckoning of where we spend our time wouldn’t explain the ideological blossoming of America. I believe it was more than just where we were spending our time. I believe it was what we were spending our time doing. As we viewed the world through a flickering blue screen, our common myths were being slowly but surely destroyed.

Myths rely on an absence of information. Myths depend on a singular point of view, supported by carefully chosen and disseminated information, in the guise of facts. The more singular the culture, the more important it is to carefully restrict the flow of information. Societies where there are strict codes of behavior and adherence to one ideology have the tightest censorship rules and the most virulent propaganda.

The Myth of the American Dream

While America in the first half of the 20th century was philosophically a democratic, pluralistic society, it was, in practice, a culture heavily bound by commonly held myths. In 50 years, America was rocked by two world wars and a decade long economic crisis. Well over half of these 50 years was spent united against a common enemy and sharing in common hardships. We were sustained by our mythologies – the importance of hard work, the ultimate rightness of democracy, the ultimate wrongness of tyranny, the ideal of the American dream. Our channels of information carefully supported these myths and filtered out dissenting facts. Even in the 50’s, the imagined spectre of Communism helped us maintain a common mythology, leading to McCarthyism and other irrational behaviors.

But in the 60’s, the electronic window of television provided a new channel of information. The history of television typically runs a similar path wherever it plays out. In the beginning, it is a tightly restricted channel that offers governments and other power structures an unprecedented opportunity to build and strengthen common mythologies through controlled programming and propaganda. But, over time, the leash on TV programming inevitably gets loosened. It’s difficult to keep too tight a reign on a communication medium that travels freely over the airwaves. The common mythological view gives way to a pluralistic, fragmented pipeline of information. We see other realities, other ideologies, other cultures. As awareness seeps into our collective consciousness, our myths start to die. Our “oneness” gets fragmented across multiple ideological and sociological lines.

This, I believe, is what happened to us, starting in the 60’s. Television forever changed how we looked at the world. TV provided the lens through which we lost our innocence, discovering other truths beyond the American mythology. Putnam also cites TV as one of the factors that eroded our social capital. I suspect it played a bigger part than even he imagined.

The Death of Mythology in the USSR

communist-poster-1967-grangerIf the effect of TV was earth shaking in a democratic America, at least it appears that most of our institutions will survive the transition. Our governments are essentially built on the same foundations they were a century ago. The same was not true for Communist Russia. There, the very structures of government crumbled along with their myths.

In the analysis of the decline and fall of Communism in the former Soviet Union, the role of television has only been mentioned in passing, but the timeline of the introduction of TV and the decline of the Soviet Communist government are suspiciously aligned. State controlled TV was introduced in the Soviet Union at roughly the same time as in North America (just before World War II) but its spread was delayed by the war. Also, the saturation rate of TV in the Soviet Union lagged far behind America. In 1960, when 78% of Americans had a set in their homes, only 5% of the Soviet population could watch TV. It wasn’t until the mid 80’s that over 90% of Soviets could watch TV. This coincided almost exactly with the introduction of glasnost (transparency, openness and freedom of information) and perestroika (a restructuring of government) by Mikhail Gorbachev. Demands for more openness and freedom moved in lock step with the adoption of TV and the lessening of restrictions on programming.

If the pervasiveness of myths was an important factor in the history of America, the very mythology of Communism was the foundation of Soviet history. History was literally rewritten to make sure that available information aligned with the mythology currently in vogue. And this mythology, the utopia of Communist ideology and the depravity of capitalism (myths that run directly counter to our western ones) kept the emotions of Soviets aligned for the first 60 years. But just like their American counterparts, TV provided Soviets with a glimpse of reality beyond the mythology. There were other channels of information that began to erode faith in the myths. The speed of TV surpassed the durability of the myths. The rest, as they say, is history.

The Accelerated Demise of Our Myths

The decline of our myths started with the introduction of TV, but the fragmentation of our ideologies and realities has been accelerated dramatically by the Internet. We are bombarded by information, much of which comes to us through unedited, unrestricted channels. The Internet is a massive organic hotbed of differing opinions from millions of different voices. Myths can hardly hope to survive in such an environment.

My original question was: what happens when information strips away our myths, along with the social codes embedded in them? What happens when our common views are shattered into billions of different fragments? If the introduction of TV caused the social fabric of America to unravel and the Soviet empire to crumble, what will the digital onslaught of information do?

What indeed?

Living Between the Disconnected Dots

We’ve been in transition for a long time. And it’s starting to wear us down.

Cognitive anthropologist Bob Deutsch had a column this morning that talked about the crisis of time we’re all experiencing in our lives. It seems we’re always rushing to do something. In the column, Bob had a paragraph that jumped out at me:

The consumer finds himself at a cognitive impasse, where America is presently “between mythologies.” We are not what we once were, and we do not yet know what we will become. This is a hard place for a culture. Worse, because of the speed of the culture, and the perceived complexity and unpredictability of things, people experience the world as a series of unconnected dots.

Myth-Beggoten

virginofguadalupewikiHis line – ‘between mythologies” – was particularly interesting. Humans are animals that need to share a lot of things. We are herding animals and this need to herd drives much of our behavior. We look for commonalities and feel more comfortable when we find them. It gives us a sense of belonging that is very important. And myths are an essential part of that formula.

For our entire history, our shared acceptance of myths has united us. Myths govern our view of the world. They are the tools we have invented to explain the unexplainable. But, one by one, science and technology have stripped down our myths and thrown them into question. Myths come from the deeper, darker recesses of our brain, down in the sub cortical regions of our neural basement. They don’t stand up very to the cold hard light of rational reasoning. And increasingly, we are forced to be reasonable about the things in our life. Information drives us towards reason, and we have more information thrown at us than ever before.

Moral Reinforcement

Myths also served another purpose. They gave us rules to govern our behavior. Most of our myths were religious in nature and came with a corresponding code of social behavior. The basic rules of herd survival,  including fairness and reciprocal altruism, were baked into the package. That’s why a variation of the Golden Rule is found in every single religion in the world.

But, when the myths start to break down, what happens to the rules of behavior that came bundled with them? We start to get confused. Things start to become disconnected.

The Atheist Next Door

There’s a mix up of cause and effect that we struggle with when we talk about things like religion. Even if we renounce our religion, we don’t suddenly become evil people. Just because atheists don’t believe in God doesn’t mean they’ve freed themselves from the obligation to do right  by their fellow man.  In fact, if you had to pick someone to be your neighbor, an atheist wouldn’t be a bad choice. Statistically speaking, the percentage of atheists in prison is far less than the percentage of atheists in the general population. Atheists are also less likely to get divorced. When you look at the types of behavior that govern the continuance of social harmony, atheists have a far better track record than most segments of the population.  Religion doesn’t cause morality. Morality superseded religion. You could say morality begat religion. Unfortunately, a lot of the less noble instincts of our species also got tied up in the whole religious bundle – including the tendency of humans belonging to different herds to try to kill each other.

But when our myths, including religion, start to slip away under the scrutiny of rationalization, we start to feel cut out from the herd. We start to become disconnected from our sense of “oneness”. We still try to do the right thing, but the reason why isn’t as clear as it once was. If we stop to think about it, we can come up with a Dawkinesque rationalization using things like game theory and “tit for tat” reciprocal strategies, but it was a whole lot easier just to believe that God would smite us if we weren’t nice. The fact is, we don’t take much time in our lives to “stop and think.” We cruise through live 95% of the time on emotional autopilot and myths are great guidance systems for emotions.

Myth-drift

So, back to Deutsch’s point. What happens as we drift between mythologies? The Pew Forum on Public Life and Religion has shown that the percentage of “non religious” people in America has grown from just over 7% in 1990 to over 16% in 2007. What is perhaps even more telling is to see how that group breaks down. Only 1.6% were atheists and 2.4% agnostics. These are the ones who were, to some degree, proactive about severing their ties with an accepted mythology. 12.1% were simply drifting away from their mythologies. They were wandering out there, beyond the idealogical boundaries of the herd.

Deutsch talks abut the increasing pace of our lives being the culprit in our sense of disconnection. And, in that drive to do more in less time, we tend to sample life in little commoditized chunks. Ironically, in the same email that continued the link to Deutsch’s article was a sidebar with the top 10 franchises of 2009, courtesy of Entrepreneur magazine:

Top 10 Franchises Of 2009
1.    Subway
2.    McDonald’s
3.    7-Eleven
4.    Hampton Inn/ Hampton Inn & Suites
5.    Supercuts
6.    H & R Block
7.    Dunkin’ Donuts
8.    Jani-King
9.    Servpro
10.    am/pm Mini Market

It was a fitting echo to Deutsch’s words. The most successful businesses are the ones that slice off some aspect of our lives and serves it up to us fast and shrink wrapped, preferably at a cheap price.

I’m not so sure we are simply “between mythologies” as Bob Deutsch suggests.  I suspect we’re moving too fast for myths to keep up. Myths, by their very nature, have to grow to critical mass to be effective. Historically, myths were the foundation for global religions. Today, myths are email strings that quickly get exposed on snopes.com. We deconstruct myths before they get a chance to gain enough traction to serve their purpose: uniting us in a common view. We have access to too much information for myths to stand much of a chance of survival. That’s where I’ll pick up in tomorrow’s post.

Who Says Subliminal Advertising Doesn’t Work

This will be a short post today because I rambled on longer than intended with yesterday’s post about Dr. Robert Heath and how we process advertising. Today I wanted to share an amazing example of how subliminal suggestion can work.

Popular UK mentalist Derren Brown games two UK ad agency types (who doesn’t love screwing with these agency wanks) by turning the tables on them through the power of subconscious priming. It’s from a popular TV show, so you have to take it with a grain of salt, but even allowing for some manipulative editing, the clip is startling.

My plan was to analyze the reasons why this worked after you had a chance to watch the clip, but to be quite honest, Steve Genco over at Intuitive Consumer Insights does such a good job of this, I’d only be repeating him. So, you might as well go right to the source. I highly recommend reading Steve’s analysis after you have a chance to watch the clip.

Nicotine and Memory: Things Seemed Better with Smoke

iStock_000003125082XSmall“My God,” you think, as you swirl your drink in front of you, “I could use a smoke right now.” The urge is all the stronger because of all those memories of past times with friends and a cigarette. Your life just seemed more fun when you were smoking. Was life more exciting before you kicked the habit? It sure seems so.

It’s not all your imagination. A recent study at Baylor College of Medicine says nicotine actually tricks the brain into linking cigarettes and the environment you’re in when you smoke them. The brain is wired to reward you with a shot of dopamine when you do things that ultimately end up in your living longer. The problem is that this mechanism was built to reward us in an environment where scarcity was the norm. So, we get a reward when we eat, for example. Move this forward into our age of excess and the result is rampant obesity.

This mechanism also fires when we’re in an environment that typically prompts these reward releases of dopamine. We’re driven to spend more time there. If we typically get rewarded in one location (i.e. great dinners at our parent’s house) and not another we develop a subconscious affinity for the rewarding environment.

So, what do cigarettes do to this hard wired reward mechanism? They short circuit it in a couple ways. Nicotine not only hijacks the dopamine reward system, but it also alters the way our memories are laid down, drawing us back to environments where we smoke. Nicotine supercharges the hippocampus, a part of the brain that lays down new memories. The Baylor study, which was done on mice, found that mice “on nicotine” recorded twice the neuronal activity as the control group. Nicotine tricks the brain into believing that smoking is a beneficial activity and laying down memories to reinforce this belief. It’s a double whammy for those trying to kick the habit.

Print or Screen: The Zen of Reading

A very interesting post landed in my in-box yesterday. It came from The Chronicle of Higher Education and it looked at a recent paper by Anne Mangen in the journal of Research in Reading (2008, pp. 404 – 419), titled “Hypertext fiction reading: haptics and immersion.” (I know..absolutely gripping title)

Mangen touches on a fascinating aspect of reading, specifically, the tangibility of reading. The look, feel, heft and smell of a book vs. the disembodied experience of reading from an electronic screen: “Unlike print texts, digital texts are ontologically intangible and detached from the physical and mechanical dimension of their material support, namely, their computer or e-book (or other devices, such as the PDA, the iPod or the mobile phone”

I’ve always disliked reading from a screen. Often, I even print off documents so I can review the old fashioned way. And I love books. If you want to want me to crack like a cheap plastic wine glass at a family reunion, put me in a room for an hour with no reading materials. I’ll be pacing in a cold sweat in a matter of minutes. I have multiple screens I can read from, and have read a few e-books, but the experience for me is a mere shadow of that feeling of turning a physical page (this, by the way, is what Mangen means by “haptics”).

Mangen says that the technology that enables digital reading actually gets in the way of a pure imaginative rendering of a fictional world. A print book has no distracting technology. A Kindle or iPhone does. These are some pretty heady concepts, but they touch on that vague feeling of dissatisfaction I have whenever I read something in digital form. I just don’t like it as much as a book, so while the rationality of keeping hundreds or thousands of books on my iPhone appeals to me, I still have several bookshelves and cardboard boxes full of books at home. Amazon loves me..a lot!

This whole topic becomes more material to me as I’m getting ready to self-publish my own book. Amazon will be producing the print version, but there will also be an electronic version. I wonder if my preference for paper is a generational thing. One of the topics I explore in the book is the difference between Digital Natives (people born after 1985 who grew up with digital technology) and Digital Immigrants (people born before 1985 who adopted digital technology as adults). Or is it deeper than that? Do we have some inherent bond with books? Do women feel differently than men?

I’ve launched a quick survey to explore this further. It’s only three questions long, so will take you about 40 seconds. I’ll share the results in a future post.

The Library of Human Behavior: 11 More Titles for Your Reading List

First published October 22, 2009 in Mediapost’s Search Insider

Last week, I shared 11 titles that explore the intersection between marketing, psychology and neurology. In retrospect, though, I think I approached this backwards. While the titles I discussed are all interesting (and fairly easy reads), they are somewhat dependent on a fundamental understanding of why humans do what we do. So this week, I’ll share a good starting library of human behavior, which can then be applied more generally.

“The Moral Animal: Why We Are the Way We Are”  — Robert Wright.  If you’re on the fence about or simply do not believe in evolution (along with 50% of Americans) you probably want to stop right here. The first three titles in this list are by authors who together create a pantheon for evolutionary psychology and Darwinism. In the first,  “The Moral Animal,” Wright employs an interesting literary device: exploring human behavior by referencing biographical details in Charles Darwin’s own life. He discusses monogamy, child rearing, differing attitudes towards sex and self-deception, among many other mysteries of the human condition. A compelling and highly intelligent read.

“The Selfish Gene” — Richard Dawkins. This book was first published over 30 years ago, and somehow still manages to remain controversial. Perhaps it’s because Dawkins’ assigning the human characteristic of selfishness to our genes has confused many, many readers. If you take the time to read the book, Dawkins explains at length that humans are not necessarily selfish. In fact, one chapter is titled: “Nice Guys Finish First.” Dawkins’ premise is that our genes only care about propagation. That’s it. End of story. Morality and all the ethical trappings that go with it only survive if they help the gene meet this one objective.  A couple of other noteworthy nuggets in this book include the first introduction of memes — ideas that share the propagation directives of genes — and an exploration of how the impact of genes can extend into all aspects of our lives and society.

“The Third Chimpanzee” — Jared Diamond. Diamond starts off the book by stating that we share 98% of our genes with chimpanzees, then spends the rest of the book describing how that remaining 2% can make all the difference. In that thin wedge of genetic difference lie all our culture, achievement and history. Some human achievements are admirable, even remarkable. Some are regrettably base and cruel. Diamond chronicles both the good and the bad, along with a warning: our dominance of our world may end up spelling our doom. A professor of geography who combines the eye of a naturalist, the curiosity of a sociologist, and the ponderings of a philosopher, Diamond makes “The Third Chimpanzee” a masterful book.

“The Stuff of Thought” — Steven Pinker. Following in the steps of Noam Chomsky (up to a point), psychologist Steven Pinker uses language as a door to explore the shadowy recesses of how our minds work. This book is a seminal piece of work in this area. Pinker is masterful at exploring complicated concepts without “dumbing down” his commentary.  He has written an entire library of books worth reading, but this is as good a place to start as any.

“Descartes’ Error” — Antonio Damasio. Damasio was introduced to the common masses in Malcolm Gladwell’s book “Blink,” but Damasio’s work on somatic markers and the role of the prefrontal cortex in how we make decisions goes much further than Gladwell was able to cover. “Descartes’ Error” delves deep into our gut instincts, explaining why pure rationality is an unworkable model for humans. To paraphrase Descartes’ famous quote: We feel, therefore we are.

To round out my 11 suggestions, here are six other titles worth exploring:

“The Mind and the Brain” – Jeffrey Schwartz

“Synaptic Self” – Joseph LeDoux

“A Whole New Mind” – Daniel Pink

“Mapping the Mind” – Rita Carter

“The Emotional Brain” – Joseph LeDoux

“The Female Brain” – Louanne Brizendine

The Meeting of the Mind and Marketing: 11 Books to Read

First published October 15, 2009 in Mediapost’s Search Insider

It’s official! With this column, I break David Berkowitz’s Search Insider column count record, with 225 of my own. And to commemorate the occasion, I wanted to follow up on a request that came in response to my column two weeks ago. I had warned any would-be students of human nature that this wasn’t a quest to be taken lightly. A few readers responded by asking for a recommended reading list.

So this week, I went through my bookshelf at home and jotted down a list of titles that I found particularly insightful or interesting in understanding the human condition. Today, I offer them as suggestions for some fall or winter reading. I came up with 22 titles, so I’ve broken them into two groups. This week, all the titles are specifically for those who want to explore the intersection between marketing and the way our minds work.“How Customers Think” — Gerald Zaltman. Harvard professor Gerald Zaltman has carved out a nice little career by exploring the psychology of consumerism. The foundation of Zaltman’s approach is his metaphor elicitation technique. Metaphors are linguistic keys to some of the darker workings of our mind, and Zaltman shows how these can be used as a Rosetta stone to unlock consumers’ true feelings towards brands and products. A fascinating approach suffers a little from Zaltman’s dry and overly academic writing style, but it’s a very worthy candidate for the list.

“The Culture Code” — Clotaire Rapaille. If Zaltman is a little stodgy and academic, Rapaille is an unabashed French nouveau-riche pop psychologist who has used his decidedly qualitative approach to dig down to the cultural common denominators behind our brand relationships. This book looks for those labels cultures apply to some of the best-known brands in the world. Being French, Rapaille brings an occasionally charming European cultural arrogance to his subject (i.e. in France, the culture code for cheese is “alive”, but in the U.S. it’s “dead”). This is  an easy and interesting read; while you might have some quibbles with Rapaille’s findings, he has plenty of willing customers among the Fortune 500.

“Buy-ology” — Martin Lindstrom. Lindstrom’s ego is almost matched by the insight he brings in his latest book. Lindstrom is the self-styled guru of brand perception and has written before on how our senses interpret brands. In “Buy-ology,” he goes one step further and launches an extensive brain scanning research project to see exactly what happens in our brains when we think about brands. For example, do the warning labels on a pack of cigarettes have any impact on our desire for a smoke? Does product placement really work? (The answer, in both cases, is no, according to Lindstrom) Don’t worry about getting caught in academic jargon here. Lindstrom keeps it light and readable.

“Why Choose This Book?” — Read Montague. Baylor University neurologist Montague was behind the original Pepsi Challenge fMRI test — and in this book, he takes on no less a challenge than explaining how we make decisions. The writing style’s a little uneven, as Montague tries to balance his academic background with a style overly determined to appeal to a wider audience. That said, Montague knows his stuff and the insights here are solid, supported by both his own and others’ research.

“Predictably Irrational” — Dan Ariely.  Ariely follows in the footsteps of behavioral economists Daniel Kahneman and Amos Tversky by looking at some of the common irrational biases of humans. For example, why does a 50-cent aspirin eliminate a headache better than a 5-cent generic brand, even though the pills are identical? And why would offering your mother-in-law $300 for a fabulous meal be an unforgivable social transgression, yet be expected in a restaurant? The territory has been covered before, but Ariely deals with a highly interesting topic with a nice, light touch.

“The Mind of the Market” — Michael Shermer. Last but not least, Michael Shermer delivers what I consider to be a tour-de-force on this topic. Shermer’s approach is well-grounded in evolutionary psychology (he labels it evolutionary economics), so he and I share a common approach to understanding consumer behavior. He strikes the right balance in his writing, delivering solid information without worrying too much about how it might play for a wider audience. This is probably my favorite on this list.

If these six titles whet your appetite, here are some other titles you might consider:

“Driven” by Paul Lawrence and Nitin Nohria

“Why We Buy” by Paco Underhill

“The Paradox of Choice” by Barry Schwartz

“The Advertised Mind” by Erik Du Plessis

“Brain Rules’ by John Medina

Next week I’ll share another 11 books, as well as some reader suggestions. Feel free to keep the suggestions coming!