April 2-3, 2019

Register Now Convince the Boss

Conquering E-Commerce by Capturing Consumers’ Gut, Heart and Mind

In e-commerce, companies are scrambling to compete with resourceful market leaders and nimble challengers. Success requires messaging and business models that connect with consumers on all levels – rational as well as emotional and intuitive. We’ll examine a real-world case study in which a leading CPG firm tapped into impulse, emotion and conscious reflection to identify the best approach to maximize e-commerce sales growth.

This includes testing:

  • Alternative business models like subscriptions, bundles, etc.
  • Alternative creative to generate clicks.
  • Alternative language and visuals to “close the sale” and get in the cart.

Presentation type:

  • Case Study Presentation

Subjects covered:

  • Predictive analytics
  • Industry trends – future of marketing research
  • Emotional measurement (neuroscience/eye-tracking)
  • New techniques – qualitative and quantitative


  1. Impulse, emotion and reflection are important cognitive factors in e-commerce purchase decisions.
  2. These System 1 and System 2 measures provide different indicators that align with the e-commerce shopper journey.
  3. Screening e-commerce approaches on these measures provides important insights into the most effective direction to pursue.


More sessions

See all sessions

Deep Dive on Purchase Behavior Influencers

By 2021, it is estimated that there will be around 3.02 billion social media users around the globe, up from 2.46 billion in 2017. Social media has changed the way [...]


CLEAR M&C Saatchi Brand Experience Gap Results

How do brands fare in the world’s largest report on brand experience? From ad agencies to management consultancies, everyone is talking about brand experience but no one is talking about the [...]


Gap Customer Attrition – Path to Brand Restoration

Gap required a transformation to win back customers and leaned on the insights team to illuminate the path. The challenging question required Gap to think outside of the box and [...]