Measures of implicit cognition for marketing research

Teichert, T., Graf, A., Rezaei, Sajad ORCID: https://orcid.org/0000-0001-7942-0611, Wörfel, P. and Duh, H. (2019) Measures of implicit cognition for marketing research. Marketing, Zeitschrift fur Forschung und Praxis, 41 (3). pp. 48-76. ISSN 0344-1369

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Abstract

Automatic, unconscious processes largely influence human decision-making. However, quantitative market research focuses on eliciting conscious responses. This foregoes the opportunity to investigate - and steer - preceding cognitive processes of decision-making. Three implicit cognitions are of special relevance along consumers' journey: Implicit attention introduces the first perception of a stimulus. Implicit associations can cause attitude and preference formation. Finally, approach tendencies can induce impulse buying. This paper provides a broad methodological overview of these implicit cognition measures to guide future researchers' marketing applications. It presents the methods' theoretical foundations, outlines how they can overcome explicit measures' limitations, and sketches their potential for marketing applications. In addition, the authors describe important research paradigms, alternative experimental setups, and data analyses steps to enable researchers to use implicit measurement tools. The measurement instruments are implemented in a non-profit software (AskYourBrain) and tested in an illustrative study. Key findings are summarized and marketing application suggestions made.

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