1. Motivating consumer behavior by subliminal conditioning in the absence of basic needs: Striking even while the iron is cold
- Author
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Henk Aarts, Martijn Veltkamp, Ruud Custers, and Marketing
- Subjects
Marketing ,Conscious awareness ,Contingency awareness ,Subliminal stimuli ,Conditioning ,Basic needs ,Valence (psychology) ,Psychology ,Social psychology ,Applied Psychology ,Consumer behaviour ,METIS-280593 - Abstract
Previous research suggests that priming of behavioral concepts (e.g., drinking water) motivates consumers outside conscious awareness, but only if primes match a current need (e.g., fluid deprivation). The present article reports two studies testing whether subliminal conditioning (subliminally priming a behavioral concept and linking it to positive affect) can motivate such need-related behaviors even in the absence of deprivation. Both studies showed an interaction effect: Motivation to drink water increased with fluid deprivation, and subliminally conditioning drinking water more positive only motivated drinking in the absence of deprivation. Furthermore, Study 2 suggests that motivation resulting from conditioning is more specific than following deprivation, as only the latter can be reduced by pursuing alternative behaviors (i.e., eating high-liquid foods). Thus, although traditionally the motivation for need-related behaviors is thought to depend on deprivation, this research shows subliminal conditioning can motivate consumers as if they were deprived.
- Published
- 2011