Brand psychology

Member lesson

Mental availability

Lesson 2 of 12 in Brand psychology.

Lesson

Category entry points are the moments when, and the reasons why, a category comes to mind: thirst after a run, friends coming round, an afternoon slump at a desk. They describe a situation rather than a type of buyer. Mental availability, the half of growth set out in "How a brand is stored in people's memory", is measured by how many of those moments retrieve your brand.

An ink drawing of six small scenes, a balcony, a run, a dinner, a tired morning, a desk and a picnic, each with the same small bottle carrying a wave mark.
One bottle linked to six everyday moments has six ways into memory.
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Members answer these 3 questions and keep the ticket for this lesson. Every lesson has one.

  1. Question 1, locked

    Which of these words means this? “A situation that triggers category thinking. Thirsty, hungover, hosting.”

    • Category entry point
    • Emotional advertising
    • Availability
    • Switching cost
  2. Question 2, locked

    Which of these words means this? “Whether it is actually there to buy. The other half, and often the bigger one.”

    • Astroturfing
    • Descriptive norm
    • Physical availability
    • Social proof
  3. Question 3, locked

    Which of these words means this? “Somebody who buys the category rarely. The numerical majority.”

    • Mere exposure
    • Light buyer
    • Processing fluency
    • Replication

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