This graph shows the activity in the brain's pleasure center; there's more activity
with wine subjects think costs $90 a bottle (top line) than the same wine priced at
$10. The arrow shows the moment when the subjects started tasting the wine.
(Credit: CalTech, Stanford)
In a study that could make marketing managers and salespeople rub their hands with
glee, scientists have used brain-scanning technology to shed new light on the old
adage, "You get what you pay for."
Researchers from the California Institute of Technology and Stanford's business school
have directly seen that the sensation of pleasantness that people experience when
tasting wine is linked directly to its price. And that's true even when, unbeknownst
to the test subjects, it's exactly the same Cabernet Sauvignon with a dramatically
different price tag.
Specifically, the researchers found that with the higher priced wines, more blood
and oxygen is sent to a part of the brain called the medial orbitofrontal cortex,
whose activity reflects pleasure. Brain scanning using a method called functional
magnetic resonance imaging (FMRI) showed evidence for the researchers' hypothesis
that "changes in the price of a product can influence neural computations associated
with experienced pleasantness," they said.
This chart shows that people ranked taste of a $45 wine higher than the same wine
priced at $5, and the same for a different wine marked $90 and $10.
(Credit: CalTech, Stanford)
The study, by Hilke Plassmann, John O'Doherty, Baba Shiv, and Antonio Rangel, was
published this week in the Proceedings of the National Academy of Sciences.
The research, along with other studies the authors allude to, are putting a serious
dent in economists' notions that experienced pleasantness of a product is based on
its intrinsic qualities.
"Contrary to the basic assumptions of economics, several studies have provided behavioral
evidence that marketing actions can successfully affect experienced pleasantness by
manipulating nonintrinsic attributes of goods. For example, knowledge of a beer's
ingredients and brand can affect reported taste quality, and the reported enjoyment
of a film is influenced by expectations about its quality," the researchers said.
"Even more intriguingly, changing the price at which an energy drink is purchased
can influence the ability to solve puzzles."
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