Adam Morgan Senior Creative Director, Adobe

1. Why prove it 2. Neuroscience 3. Examples

SEVEN YEARS AGO Russell Fisher asked me a question.

DO CREATIVE IDEAS WORK BETTER?

The Classic Pitch 1. Get Noticed 2. Be engaging = stickiness 3. Be believed 4. Be remembered = brand preference 5. Loyalty

DO CREATIVE IDEAS WORK BETTER?

Creative idea = emotional

Common marketing questions: How do I prove the value of design? How to make my brand stand out? Why is retention easier than acquisition? How to I best engage customers? How do I measure creative ideas?

I m a central brainer. Let me explain.

Do you place more value ON LOGIC OR EMOTION?

BETTER UNDERSTAND the relationship between LOGIC AND EMOTION

Antonio Damassio

EMOTIONS ARE NOT JUST ANIMAL INSTICTS. Emotions are what makes us human.

Conscious Slow Cognitive Rational Subconscious Fast Automatic Emotional

Conscious only holds 4-7 variables. Subconscious holds the internet.

A LITTLE TEST

247 + 331 =

4397654

439-7654

Now add one digit to each number

9.11.2001

When our brain is doing its job at predicting our surroundings, our subconscious is in control. Only when there is an error or something doesn t match our predicted reality, does the conscious brain kick in. Only then do we become aware and notice the element that s different. Dr. Scott Steffensen

IF WE FIND A MATCH we feel a flood of emotion.

IF NO MATCH, WE NOTIFY THE CEO and make a new memory.

TO BURN A NEW MEMORY Anomaly detection + neurochemicals (emotions)

Emotion is critical in making memories. AND IN RETREIVING MEMORIES.

Emotions are powerful. More emotion = stronger memory.

Baby shoes, for sale, never worn.

Emotions represent a massive amount OF RATIONAL THOUGHT.

WHEN WE MAKE A DECISION our brain is flooded with feeling.

When making a decision and locking in a memory, emotions are everything. In neuroscience, there s another expression, Neurons that fire together, wire together. In other words, the more activity you have in a certain pathway, the more it becomes plastic. And that plasticity is mediated by certain neurotransmitters and chemicals also known as the regulators of emotion. So when we make a decision, our brains are flooded with feelings. Dr. Scott Steffensen

Do you place more value ON LOGIC OR EMOTION?

CREATIVE and STRATEGY BRAND and DIRECT ART and SCIENCE RIGHT and LEFT

THE MARKETING GUT IS NOT DEAD

The Neuroscience Pitch 1. Get noticed A. Under radar B. Prefrontal cortex only C. Whole brain lights up

The Neuroscience Pitch 1. Get noticed 2. Sticky A. We only retain 10% B. More brain activity, More chance to lock in C. More emotions, more neurons are trained

The Neuroscience Pitch 1. Get noticed 2. Sticky 3. Liked A. Most influential variable is likability B. Lock in a memory with emotion (positive emotional connection is best)

The Neuroscience Pitch 1. Get noticed 2. Sticky 3. Liked 4. Remembered A. More emotion = greater chance of retrieval = remembered B. Retrieval of memory trace is now retention, not acquisition

The Neuroscience Pitch 1. Get noticed 2. Sticky 3. Liked 4. Remembered 5. Loyal A. More traces burned into memory = more chances of positive emotions B. Which means a greater chance of long-term plasticity. (in other words, trust and loyalty)

A creative brand voice? Or a straightforward one?

Emotional Rational

Adam Morgan ReturnOnIdea.com

How to measure creative ideas.

How we measure today Focus Groups Online Surveys Experts Crowdsourcing ONLY LOGIC

Why stories make us react Attention + Emotion = Action

A simple way to measure A. Insights (Use data to establish triggers.) B. Create experience (Anomaly + Empathy.) C. Measure (Does experience hit triggers?)

Back to Russell s question: Do creative ideas work better?

THANK YOU

Q&A Adam Morgan email admorgan@adobe.com web ReturnOnIdea.com/MAX 69