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Context and Product Choice

Friday, May 30, 2008

After NASA’s 1997 mission to Mars, sales of Mars Bars went up! Jonah Berger tells us more about how context affects product choice; he's assistant business professor at the University of Pennsylvania’s Wharton School. He’s also co-authored a recent article in the Journal of Marketing Research, called “Dogs on the Street, Pumas on Your Feet: How Cues in the Environment Influence Product Evaluation and Choice.”

Guests:

Jonah Berger

Comments [4]

Gene

The election paper sounds fascinating! (Don't tell Rove!)

I'm also interested in how marketers, who presumably are aware of this phenomenon, may have worked campaigns in the past. Or will in the future--ie, most simplistically, increasing ads for Mars bars for the next 90 days during the Phoenix mission. Adding a touch of red to the packaging?

And I wonder how those ultimate masters of marketing, tobacco companies, may have run context-based campaigns.

May. 30 2008 02:55 PM
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Berger

Great point about elections Gene. We actually have a paper that shows how the external environment (e.g., whether people vote at a church or a school) can influence how people vote. Should be out in the next month or so.

May. 30 2008 01:47 PM
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Gene

Interesting program! That was a great idea to use a wheel to steer people to public radio.

Berger concentrates on commercial products, but I wonder what factors/colors/ideas in the seemingly external environment might affect choices in the Nov. election.

May. 30 2008 01:01 PM
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Chris O from New York City

There have been recent reports about how in taste tests, people prefer the wine they are told is more expensive, even when it is a lie so a $50 bottle of wine is rated high but the same wine, if claimed to be a $5 bottle, is rated low.

May. 30 2008 12:37 PM
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