When Victoria Westerhoff decided to study for an MBA at University of Pennsylvania’s Wharton business school in 2016, an unusual elective caught her eye: consumer neuroscience. The field was important to her — she trained as a cognitive scientist at Yale.
As part of the Wharton course, Ms Westerhoff used an eye-tracking system to assess how much attention she paid to product placement in film clips, and she noted a lift in attention paid to products placed prominently. “The more time your eyeballs are on something, the larger the impact,” she says.
That research made her realise how science can improve business. Neuroscientific consumer research can be more detailed and effective than traditional methods, such as surveys. “We can capture the emotional responses that help drive unconscious decisions, including what we buy,” Ms Westerhoff says.