Timing and priming: Setting the stage for effective marketing

timing and priming

Sometimes there can be two totally different answers to the same objective fact/choice.  The variation’s reason: Timing and priming, says JonRobert Tartaglione in The Neuropsychology of Influence and Decision-Making.

In his example, he observes two situations where you might be offered a piece of apple pie. In the first situation, you haven’t eaten all day, you are stressed, and the pie is offered just at the right minute in the evening. The answer clearly would be “yes” (though you might want a more filling meal to go first, I expect.)

In the second, you decide to participate in a pie-eating contest at the local county fair, and manage to consume two and a half pies. Your colleague then shows up with an offer of another pie piece. I think you can tell the answer in this situation.

Obviously these examples are extreme, but there are key elements in planning marketing presentations and initiatives which you can control and even help set the stage. (There are also times when everything goes off for reasons totally outside your control — an extreme example would be if you for example had a carefully prepared presentation for delivery mid-morning on Sept. 11, 2001.)

Nevertheless, the point is that you need to look at the context, environment and schedule for marketing strategies. Can you set/control the stage and time?  If so, you’ll have a major edge.

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