SUMMARY
ABSTRACT'..............................................................................................................................................'I!
INTRODUCTION'................................................................................................................................'III!
CHAPTER'1:'IT’S'ALL'ABOUT'NEUROSCIENCE'...................................................................'1!
1.1.'NEUROSCIENCE'GENERAL'ASSUMPTIONS'.........................................................................................'1!
1.1.1.!A!BRIEF!HISTORY!.............................................................................................................................................!2!
1.1.2.!A!MICROSCOPIC!LOOK!.....................................................................................................................................!4!
1.1.3.!THE!WIDESPREAD!OF!NEW!BRANCHES!........................................................................................................!6!
1.2.'DISCOVERING'OUR'BRAIN:'NEUROSCIENTIFIC'TECHNIQUES'...........................................................'7!
1.2.1.!BRAIN!IMAGING!...............................................................................................................................................!8!
1.2.1.1.!Structural!imaging!techniques!..........................................................................................................!9!
1.2.1.1.1.!Computerized,Tomography,(CT)!...................................................................................................!9!
1.2.1.1.2!Magnetic,Resonance,Imaging!(MRI)!..........................................................................................!10!
1.2.1.2.!Functional!imaging!techniques!......................................................................................................!11!
1.2.1.2.1!Electro:encephalogram!(EEG)!......................................................................................................!11!
1.2.1.2.2.!Positron,Emission,Tomography!(PET)!.....................................................................................!13!
1.2.2.!TRANSCRANIAL!MAGNETIC!STIMULATION!(TMS)!................................................................................!16!
1.3.'THE'REWARD'SYSTEM'IN'OUR'BRAIN'............................................................................................'17!
1.4.'FEEL'WHAT'OTHERS'FEEL:'THE'IMPORTANCE'OF'MIRROR'NEURONS'........................................'20!
1.4.1.!THE!DISCOVERY!............................................................................................................................................!20!
1.4.2.!EMOTIONS!AND!EMPATHY!..........................................................................................................................!22!
1.4.3.!A!POTENTIAL!TURNING!POINT!...................................................................................................................!24!
CHAPTER'2:'FROM'NEUROSCIENCE'TO'NEUROECONOMICS'.....................................'27!
2.1.'NEUROECONOMICS,'THE'BIRTH'OF'A'NEW'FRONTIER'..................................................................'29!
2.1.1.!ANTONIO!DAMASIO:!THE!STRANGE!CASE!OF!PHINEAS!GAGE!..............................................................!31!
2.1.2.!IOWA!GAMBLING!TASK!................................................................................................................................!33!
2.1.3.!SOMATIC!MARKER!........................................................................................................................................!34!
2.2.'THE'UTILITY'OF'GAME'THEORY'IN'DECISION'MAKING'.................................................................'36!
2.2.1.!ARGUING!ABOUT!OTHERS’!INTENTIONS!...................................................................................................!39!
2.2.2.!SOCIAL!REWARD!...........................................................................................................................................!41!
2.2.3.!THE!ROLE!OF!EMOTION!...............................................................................................................................!42!
2.3.'THE'EMOTIONAL'RELEVANCE'IN'NEUROECONOMICS'....................................................................'44!
2.3.1.!EMOTION!AND!ITS!FEATURES!.....................................................................................................................!45!
2.3.2.!THE!AMYGDALA!JOB!.....................................................................................................................................!47!
2.3.3.!THE!ESSENTIAL!ROLE!OF!FEAR:!JOSEPH!LEDOUX’S!EXPERIMENT!ON!RATS!.......................................!49!
2.4.'IS'NEUROECONOMICS'THE'ANSWER'FOR'ECONOMIC'MATTERS?'..................................................'52!
2.5.'WHAT'HAPPENS'IN'THE'DECISIONG MAKING'PROCESS'..................................................................'55!
2.5.1.!RISK!AND!UNCERTAINTY!AVOIDANCE!.......................................................................................................!57!
CHAPTER'3:'NEUROMARKETING,'WHEN'MARKETING'MEETS'SCIENCE'............'62!
3.1.'THE'RELEVANCE'OF'NEUROMARKETING'IN'LITERATURE'............................................................'63!
3.1.1.!SPOTLIGHT!ON!ROGER!DOOLEY!.................................................................................................................!65!
3.1.2.!SPOTLIGHT!ON!MARTIN!LINDSTROM!.......................................................................................................!68!
3.2.'IS'NEUROMARKETING'ETHICAL?'A'DUAL'POINT'OF'VIEW'............................................................'74!
3.2.1.!WHAT’S!WRONG:!CRITIQUES!TO!NEUROMARKETING!............................................................................!75!
3.2.2.!WHAT’S!RIGHT:!STRENGTHS!OF!NEUROMARKETING!.............................................................................!80!
3.3.'NEUROMARKETING'RESEARCH'METHODS'....................................................................................'82!
3.3.1.!EYEYTRACKING!..............................................................................................................................................!83!
3.3.2.!FACIAL!RECOGNITION!(OR!ELECTROMYOGRAPHY )!...............................................................................!85!
3.4.'ONE'STEP'FURTHER:'THE'ADOPTION'OF'NEUROMARKETING'.......................................................'87!
3.4.1.!WHEN!COMPANIES!EMBRACE!NEUROMARKETING!................................................................................!87!
3.4.2.!OUR!BRAIN!IS!MORE!RELIABLE!THAN!OUR!HEAD:!THE!PEPSI!VS!COKE!CHALLENGE!.....................!90!
3.5.'UNLOCKING'YOUR'CUSTOMER'S'BRAIN:'THE'POWER'OF'NEUROMARKETING'...........................'92!
3.5.1.!ONE,!TWO,!THREE!DIFFERENT!BRAINS!.....................................................................................................!92!
3.5.1.1.!Focus,on,Reptilian,brain!....................................................................................................................!93!
3.5.1.2.!Focus,on,Mammalian,brain!..............................................................................................................!96!
3.5.1.3.!Focus,on,the,Human,brain!................................................................................................................!98!
3.5.2.!MARKETING!TAKEAWAYS!...........................................................................................................................!99!
3.5.3.!UNLEASH!YOUR!SENSES:!THE!SENSORY!MARKETING!...........................................................................!103!
CHAPTER'4:'LIVING'NEUROMARKETING,'THE'ITALIAN'REALITY'.......................'111!
4.1.'INSIDE'THE'INTERVIEW'.......................................................................................................'111!
4.2.'MEET'MY'INTERVIEWEES'....................................................................................................'118!
4.2.1.!MEET!SYNAPSY !...........................................................................................................................................!118!
4.2.2.!MEET!BRAINSIGNS!.....................................................................................................................................!123!
4.2.3.!MEET!MACOLAB!.........................................................................................................................................!130!
4.2.4.!MEET!NEUROCOMSCIENCE!......................................................................................................................!135!
CONCLUSIONS'................................................................................................................................'141!
REFERENCES'...................................................................................................................................'144!
WEBLIOGRAPHY'...........................................................................................................................'147!
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