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مدیریت بازاریابی عصبی چیست؟ استفاده از علومی مانند روانشناسی و عصب‌شناسی در علم مدیریت بازاریابی برای تحلیل و بررسی نحوه تصمیم‌گیری مشتری‌ها و به‌کارگیری آن در فروش محصولات را نورومارکتینگ می‌گویند. این رشته به کارکرد قسمت‌های مرتبط به تصمیم‌گیری در مغز می‌پردازد و با استفاده از آن بهینه سازی سود با استفاده از تبلیغات و میزان فروش را برنامه‌ریزی می‌کند. بازاریابی عصبی پیوند علوم مختلف از جمله مدیریت، ارتباطات، هنر، روانشناسی و عصب‌شناسی است.

سنجش واکنش‌های زیستی مشتریان در مواجهه با تبلیغات و سایر محرک‌های بازاریابی از جمله راهبردهای بازاریابی با توجه به نتایج به‌دست‌آمده از رشته‌های علمی مانند علوم مغز و اعصاب و عصب‌شناسی رشته جدیدی در مدیریت بازاریابی به وجود آورده که به صورت علمی به اندازه‌گیری فاکتورهای رفتاری مشتریان می‌پردازد. اندازه‌گیری در نورومارکتینگ بسیار دقیق و علمی انجام می‌شود و در آن از ابزارهای پیشرفته پزشکی استفاده می‌کنند.

 


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مدیریت بازاریابی عصبی علمی است که از سال ۲۰۰۲ در کشورهای دنیا رواج پیدا کرد و مبحثی است که اخیراً مورد توجه فراوان قرارگرفته است. این علم از تلفیق دو علم بازاریابی و عصب‌شناسی تشکیل‌شده است و از علوم دیگری مانند روانشناسی نیز بهره می‌گیرد. در بازیابی سنتی فرض بر این است که مشتری فردی است که اطلاعات زیادی در مورد محصول دارد و قبل از خرید در مورد آن تحقیق می‌کند؛ اما نتایج تحقیقات نشان داد که این فرض صحیح نیست. در پژوهش‌هایی با موضوع بازاریابی موضوعی عجیب دیده شده است، اینکه گفته‌های مشتریان با خریدشان یکسان نیست نشان‌دهنده مسئله‌ای بود که در تمام این سال‌ها از نظر دور مانده بود. با توجه به عملکرد مغز و تمرکز بر روی این تحقیقات با توجه به نوع عملکرد مغز در تصمیم‌گیری علم جدیدی به نام نورومارکتینگ ایجاد شده است.

نحوه عملکرد مغز در بازاریابی در ۱۰ سال گذشته مورد توجه قرار گرفته است. علم مدیریت بازاریابی عصبی سه بخش اساسی دارد که مغز جدید، مغز میانی و مغز قدیم را شامل می‌شود. در بازاریابی عصبی دانشمندان به این نتیجه رسیدند که اغلب تصمیمات خرید نیز توسط همین بخش مغز قدیم انجام می‌شود.

 

تأثیر نحوه کارکرد مغز بر میزان فروش

مدیریت بازاریابی عصبی به این معنی است که متخصص بازاریابی عملیات بازاریابی و فروش را به نحوی طراحی کند که بر مغز قدیم تأثیر بگذارد. مغز جدید معمولاً انجام کارهای تحلیلی و پیچیده مانند تصمیمات منطقی را بر عهده دارد. مغز میانی بیشتر با موارد احساسی و حافظه درگیر است و این مغز قدیم است که عهده‌دار فعالیت‌های اصلی ما برای بقا است به طور مثال وقتی گرسنه می‌شویم مغز قدیم دستور می‌دهد که به این مورد رسیدگی شود.

تاکنون تعریف‌های بسیاری برای بازاریابی عصبی توسط محققان و متخصصان ارائه گردیده که یکی از جامع‌ترین تعریف به شرح ذیل هست: بازاریابی عصبی به عنوان شاخه جدیدی از علم بازاریابی است که بر اساس تکنیک‌های نوین رشته علوم اعصاب بنا شده است و منجر به شناسایی و درک بهتر مکانیسم‌های مغزی مصرف‌کننده در راستای افزایش کارایی تجاری سازمان می‌شود.

 

مدیریت بازاریابی عصبی روشی است که در آن از تکنیک‌های تصویربرداری عصبی برای درک رفتار انسان‌ها در رابطه با بازار و مبادلات بازاریابی با استفاده از پاسخ قشری خاص مغز بهره می‌برد. تمرکز بازاریابی عصبی را صرفاً از یک ابزار مورداستفاده برای منافع تجاری و بازرگانی تغییر می‌دهد باعث وسیع‌تر شدن دامنه تحقیقات بازاریابی در حوزه‌های درون و بیرون سازمان می‌شود. بازاریابی عصبی با استفاده از اسکن مغز، ما را از آخرین پیشرفت‌هایی که در فرآیندهای ذهنی در حین تصمیم‌گیری‌های خرید مشتریان رخ می‌دهد، آگاه سازد.

 

مفهوم بازاریابی عصبی

مفهوم بازاریابی عصبی در سال ۱۹۹۰ توسط روانشناسان دانشگاه هاروارد مطرح گردید. در بازاریابی عصبی به مطالعه و بررسی مؤثر، آگاهانه و حسی- حرکتی مصرف‌کنندگان به محرک‌های انجام‌شده توسط ابزارهای بازاریابی می‌پردازند.

محققان از تکنولوژی عکسبرداری با تشدید مغناطیس تابع استفاده می‌کنند تا تغییرات فعالیتی بخش‌هایی از مغز انسان را مشخص کنند. این تکنولوژی در مدلی بحث می‌کند که در آن بخش اصلی پیگیری فکری فعالیت بشری (بیش از ۹۰%) در ناحیه ناخودآگاه مغز انسان اتفاق می‌افتد. شناخته‌شده‌ترین تکنولوژی بازاریابی عصبی در اواخر ۱۹۹۰ توسط پروفسور دانشگاه Gerald zaltman توسعه داده شده است هدف اصلی نورمارکتینگ این است که اطلاعات ناپیدا را از مغز انسان استخراج کند. بنابراین در نورمارکتینگ یا مدیریت بازاریابی عصبی از مردم هیچ سؤالی پرسیده نمی‌شود، بلکه نتایج مستقیماً از آزمون‌ها و تست‌های پزشکی به دست می‌آید.

قیمت‌گذاری بر مبنای بازاریابی عصبی

قیمت‌گذاری حساس‌ترین و تنها عنصر در بازاریابی است و امروزه قیمت‌گذاری به‌طورکلی و به‌طور خاص برای کالاهای مصرفی و خدمات مهم‌ترین دغدغه مدیران بازاریابی محسوب می‌شود.

قیمت موضوع بسیار حساسی است و تغییر قیمت می‌تواند باعث افزایش یا کاهش فروش یک محصول شود. گاهی افزایش قیمت ارزش ذهنی بالاتری را به مشتری منتقل می‌کند و افزایش فروش اتفاق می‌افتد. این موارد در بازاریابی عصبی بررسی می‌شود و با استفاده از پژوهش‌های میدانی قیمت هر محصول تعیین می‌گردد.

نکات کاربردی در مدیریت بازاریابی عصبی

تحقیقات و آزمایش‌های انجام شده نشان می‌دهد هنگامی‌که قیمت در محدوده خاصی تغییر کند، حساسیت خریداران نسبت به آن قیمت کمتر است. یک مثال عملی اگر تغییر قیمت یک محصول بین ۹۰۰/ ۱۷ تا ۱۹ واحد باشد، تغییری در تعداد فروش ایجاد نمی‌شود؛ یعنی اگر محصولی با قیمت ۹۰۰/۱۷ داشته باشیم، می‌توانیم قیمت آن را تا ۹۰۰/۱۹ افزایش دهیم و بدون تغییر در میزان فروش و کاهش فروش کالا سود خود را افزایش دهیم.

 

پرهیز از نوشتن صفرهای پایانی قیمت در فروش تأثیر دارد. اگر صفرهای قیمت را در تبلیغات محصول قرار ندهیم بر اساس نحوه کارکرد مغز مشتری تأثیر مثبتی در فروش گذاشته‌ایم. افزایش فروش بر اساس این نوع قیمت‌گذاری ثابت شده است ولی میزان افزایش قابل پیش‌بینی نیست. نتایج تحقیقات نشان می‌دهد اگر مشتری مبلغ نهایی که قرار است بپردازد را به طور واضح نخواند در خرید آن راحت‌تر اقدام خواهد کرد. عدم نوشتن صفرها یکی از روش‌های مورد استفاده فروشندگان برای تاثیرگذاری در فروش محصول است.

 

ترفندهای قیمت‌گذاری عصبی

درصورتی‌که مشتری قیمت یک محصول خاص را بپرسد بهترین روش پاسخگویی به ترتیب بیشترین قیمت است. از این روش مدیریت بازاریابی عصبی در سایت‌های فروش نیز می‌توان استفاده کرد و پاسخ هر جستجو را بر اساس بالاترین قیمت ارائه داد. در فروش سنتی این روش مورد استقبال فروشندگان نیست ولی نتایج تحقیقات اثرگذاری بالایی را در استفاده از این روش نشان داده است. هنگامی‌که مشتری قیمت بالای یک کالا را مشاهده کند احتمال خرید محصولات با قیمت پایین افزایش می‌یابد.

 

 

 

تأثیرات محیطی در مدیریت بازاریابی عصبی

 

محیط در مشتری برای خرید بیشتر از دانسته‌های پیشین او است. مدل تأثیر محیطی را فروشگاهی آمریکایی آزموده است. در این تحقیق با پخش رایحه وانیل داخل فروشگاه، فروش به‌طور متوسط ۲ برابر افزایش یافت. در فروشگاهی دیگر که محصولات بانوان به فروش می‌رسید پخش عطر وانیل زمان حضور مشتریان در فروشگاه را افزایش داد؛ بنابراین در بازاریابی عصبی مشتری فردی کاملاً احساسی است و تصمیمات خرید مشتری همیشه بر مبنای اطلاعات قبلی نیست و به‌طور لحظه‌ای می‌تواند نظر مشتری تغییر کند. با استفاده از متغییرهایی که تصمیم‌گیری مشتری را تغییر می‌دهد می‌توان افزایش فروش را مشاهده کرد.

 

کاربردهای مدیریت بازاریابی عصبی

بسیاری از مدیران با این تفکر که راهکارهای بازاریابی عصبی فقط برای برندهای بزرگ با بودجه‌های زیاد قابل‌اجرا است از این روش استفاده نمی‌کنند، ولی اغلب ایده‌های این روش از بازاریابی به‌راحتی در کسب‌وکارهای کوچک و حتی برای کارآفرینی‌های تک نفره نیز قابل‌اجرا است. استفاده به صورت علمی و دقیق از روش‌های مدیریت بازاریابی عصبی با صرف هزینه بسیار انجام می‌شود ولی استفاده مجدد از قوانین ثابت‌شده در این نوع از بازاریابی برای همگان امکان‌پذیر است.

 

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