
Neuromarketing: La Neurociencia como herramienta de diseño
El aporte fundamental de las neurociencias aplicadas al marketing y la publicidad, entre muchos otros, es el de enfocar tanto la investigación de marketing como la aplicación de las estrategias de marketing y publicidad al verdadero centro decisional del ser humano: su metaconsciente, que es donde se generan las decisiones humanas y desde donde surgen su comportamiento y preferencias.
Usar las estrategias que nos proponen los últimos desarrollos en el campo de la ciencia a la hora de diseñar packaging nos permite alcanzar al máximo el potencial comunicacional que éste tiene. Así, gracias a herramientas como el neuromarketing sensorial, podemos entender cómo funciona la percepción de formas e imágenes y cómo impactan en forma amplia en las personas que, a partir de ese impacto, elaboran su propia concepción.
Todo envase debe impactar, destacarse entre sus pares y transmitir al cliente qué es el producto y por qué debe elegirlo. Ahora bien, ¿cómo hacerlo?
Imaginemos que estamos observando a un cliente en un supermercado. Sabemos que, mientras lo recorre, está buscando un queso envasado. Sólo tiene una idea de lo que quiere, pero no conoce las marcas y tampoco los precios. También, sabemos que su tiempo es escaso y posiblemente sea el precio la variable que precipite su decisión.
Cuando se detiene ante la góndola, de un solo golpe de vista examina (rápidamente) una enorme variedad de opciones en cuanto a marcas, sabores, tipos, textura y tamaños. ¿En cuál se detendrá? Excepto que su vista registre únicamente el precio, lo más probable es que observe el producto que tenga un pack con un diseño suficientemente atractivo como para captar su atención. Sin embargo, puede haber varios con características similares, de hecho, las empresas compiten codo a codo para optimizar la gestión de sus “vendedores silenciosos”.
Recordemos que la atención humana es selectiva, por lo que tendemos a prestarle atención a pocas cosas a la vez. La memoria sensorial (cuya función es mantener la información en el cerebro el tiempo estrictamente necesario para identificarla y registrarla en la memoria de trabajo) dura en general pocos segundos. Cuando la información no es relevante para el cliente, inmediatamente desaparece. Por lo tanto, para hacer que una persona “se detenga” durante más tiempo y le preste atención a un producto, el diseño del packaging resulta crucial.
El cerebro percibe globalmente e integra la información sensorial y perceptual que recibe en función del contexto. Si sólo miramos, activamos un número reducido de conexiones neuronales dentro del contexto visual. Si, además, tocamos el packaging, activamos un número mucho mayor de conexiones directas e indirectas entre áreas táctiles y visuales.
Por eso, tanto el diseño gráfico del packaging como su forma deben transmitir beneficios sensoriales inmediatos que evoquen los atributos centrales del producto, como el sabor, la textura y la capacidad nutricional en el ejemplo que venimos desarrollando.
Como vemos, el diseño del envase va mucho más allá de la funcionalidad asociada a la contención del producto. El pack siempre debe diseñarse en la captación multisensorial de los humanos debido a que las conexiones asociativas entre sentidos ayudan también a la memoria que juega un rol central en las decisiones del cliente.
Colores y etiquetas
La etiqueta incluida en el packaging no es simplemente un rótulo que se pone en una lata, una caja, un pote o una botella, va mucho más allá de eso. El etiquetado de productos obedece a dos objetivos fundamentales: cumplir con la legislación vigente, que exige proporcionar información al cliente sobre su composición y características; y cumplir con un objetivo de marketing, pues la etiqueta es un medio importantísimo de comunicación al colaborar con el envase en su tarea de “vendedor silencioso”.
Las etiquetas, como integrantes del packaging, deben contener todos los atributos necesarios para hacerlas atractivas, comenzando por los colores y continuando con la capacidad del mensaje para transmitir un concepto claro en forma sintética. Una de las teorías que explica la manera en que el cerebro decodifica el color en la corteza visual se denomina teoría tricromática de la visión del color y constituye la base de muchos estudios que se han realizado sobre el tema.
Según esta teoría, cualquier luz coloreada se obtiene variando la intensidad de tres luces de distinto color, por lo tanto, la visión del color depende de tres variables. La limitación de esta teoría es que intenta explicar las complejidades de la percepción del color sólo en términos de la retina, cuando en realidad el procesamiento del color es más complejo y en él se ven involucradas también las cortezas visuales debido a que son éstas las que reciben la información y la procesan.
Los sentidos están integrados y la percepción del color de un objeto influye en las características de los restantes sentidos. A su vez, el color condiciona nuestra memoria sobre dicho objeto de una manera particular.
En el mercado de vinos, existen estudios recientes que demuestran cómo influye el color en el reconocimiento de los aromas. Éstos indican que tanto la detección y la discriminación como la intensidad percibida de la sustancia no dependen solamente del aroma o del gusto, sino que están fuertemente influenciados (para nuestra construcción global) por inputs visuales, auditivos y el valor corriente de recompensa de esa sustancia.
Este fenómeno de percepción multisensorial sugiere algunos temas interesantes respecto de las estrategias a utilizar en cuanto a colores, no sólo para que el producto se destaque, sino también para que quede asociado a la imagen que desea comunicarse a través del packaging y la etiqueta.
Las aplicaciones a la actividad de marketing de los conocimientos sobre la percepción de los colores y la manera en que interactúan nuestros sentidos son infinitas. No sólo los colores, sino también el contraste que seamos capaces de lograr entre ellos, constituyen un estímulo primario para atraer la mirada del cliente hacia el producto que comercializa la organización.
De esto se desprende que, siempre que se diseña el pack y la etiqueta, será de gran utilidad realizar un estudio mediante técnicas de neuromarketing. Como todo producto es lo que cada cliente percibe que es, conocer las zonas que se activan en su cerebro cuando está en contacto con estas dos partes centrales que integran su sistema de identidad siempre nos ayudará a ser más eficaces en el desarrollo de las estrategias de marketing.
Sin duda, las imágenes de un producto en la mente de los clientes son la materia prima sobre la cual deberemos comenzar a trabajar.
Fuente American Retail
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