Marketing Letters

, Volume 23, Issue 3, pp 745–759 | Cite as

Novel versus familiar brands: An analysis of neurophysiology, response latency, and choice

  • Martin Reimann
  • Raquel Castaño
  • Judith Zaichkowsky
  • Antoine Bechara


Two experiments were conducted to analyze neurophysiological activation, response latency, and actual brand choice concerning novel and familiar brands. The results show that (1) the choice of novel brands (compared to the choice of familiar brands) is preceded by increased activation of both the cingulate gyrus and the ventromedial prefrontal cortex, as measured by a functional magnetic resonance imaging (fMRI) study; (2) novel brands are associated with longer choice response latency than familiar brands; and (3) positive mood enhances response latency of choosing novel brands compared to familiar brands.


Branding Consumer neuroscience Functional magnetic resonance imaging (fMRI) Mood induction Neuromarketing Response latency 



The authors thank the editor, Frank Kardes, and two anonymous reviewers as well as Oliver Schilke and Gui Xue, and the session audiences of the 2010 Association for Consumer Research Annual Conference and the 2011 American Marketing Association Summer Conference for valuable comments on earlier versions of this research. This work was supported by a generous grant from the Google & WPP Marketing Research Awards Program, Grant #2009-10.


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Copyright information

© Springer Science+Business Media, LLC 2012

Authors and Affiliations

  • Martin Reimann
    • 1
  • Raquel Castaño
    • 2
  • Judith Zaichkowsky
    • 3
  • Antoine Bechara
    • 1
    • 4
    • 5
  1. 1.Department of Psychology, Brain & Creativity InstituteUniversity of Southern CaliforniaLos AngelesUSA
  2. 2.Department of MarketingEGADE Business School, Tecnológico de MonterreyGarza GarcíaMexico
  3. 3.Beedie School of BusinessSimon Fraser UniversityVancouverCanada
  4. 4.Douglas Mental Health University Institute, Clinical Research DivisionMcGill UniversityMontreal, QuebecCanada
  5. 5.Department of Neurology, UI Hospitals and ClinicsUniversity of IowaIowa CityUSA

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