Dwight F. Benton Professor of Marketing at the Ross School of Business, University of Michigan
Prof. Krishna defines sensory marketing as: “Marketing that engages the consumers’ senses and affects their perception, judgment and behavior.” She suggests that “sensory marketing can be used to create subconscious triggers that characterize consumer perceptions of abstract notions of the product (e.g., its sophistication or quality).” She claims that “In the past, communications with customers were essentially monologues—companies just talked at consumers. Then they evolved into dialogues, with customers providing feedback. Now they’re becoming multidimensional conversations, with products finding their own voices and consumers responding viscerally and subconsciously to them.”
Krishna, Aradhna (2013), Customer Sense: How the 5 Senses Influence Buying Behavior, Palgrave Macmillan
For years, marketers have been experimenting with the senses and sensory experiences to create better perceptions of their products. Even with a product as simple as a potato chip, there are many factors that go into the experience of interacting with the chip. How it tastes, how it smells, the sound that eating it makes, and the appearance of its packaging can all influence our perception of the potato chip itself. As scientists and managers begin to recognize the importance of the senses in product design and marketing, more and more products and advertisements have become sensory in nature.
Accepting the importance of the senses brings about a change in how a manager views his or her products. What changes can be made in the packaging, branding, and advertising to captivate the consumer’s senses? What changes can be made to the product itself? This book helps managers to understand how customers relate to products on a sensory level, detailing the specific interactions unique to each sense and showing them how small sensory changes can make a huge impact. Customer Sense allows managers to unlock the secret world of sensory appeal and to craft unique products and advertisements for their businesses.
Krishna, Aradhna (ed.) (2009), Sensory Marketing: Research on the Sensuality of Consumers, Routledge
In this edited book, the authors discuss how sensory aspects of products, i.e., the touch, taste, smell, sound and look of the products, affect our emotions, memories, perceptions, preferences, choices and consumption of these products. We see how creating new sensations or merely emphasizing or bringing attention to existing sensations can increase a product’s or service’s appeal. The book provides an overview of sensory marketing research that has taken place thus far. It should facilitate sensory marketing by practitioners and also can be used for research or in academic classrooms.
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