John Naish
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CORNY ads using bikini-clad babes to flog everything from cars to corn plasters are definitely here to stay, according to brain scientists who have discovered exactly why sex sells: it drives our brains to say, “What the hell,” when considering risky financial moves.
The study, in the journal NeuroReport, says that when young men are shown erotic pictures, they are significantly more likely to make a larger financial gamble than when shown neutral images such as an office stapler, or scary ones such as snakes. The research, performed by Brian Knutson, a professor of neuroscience at Stanford University, California, and Camelia Kuhnen, a finance professor at Northwestern University, Illinois, scanned the participants’ brains during the experiment using functional magnetic resonance imaging (fMRI).
The scans showed that erotic images and risky financial decisions boost activity in the same area of the brain, the nucleus accumbens. It appears that the stimuli reinforce each other, regardless of the fact that they bear no relevance to each other — just as a picture of a bikini-clad woman splayed on the bonnet of the car says nothing useful about the car’s performance or reliability. The link may be due to the fact that risk-taking, possession- grabbing and sexual conquest could all be linked in our ancient evolutionary brains. It’s an area that needs further research.
The small-scale study involved only 15 heterosexual men, but the guys proved all-too consistent in their spend-it response to sultry photos. Kuhnen says that the same link may also hold true for women, only they couldn’t test it because it’s too difficult to find an erotic image that would appeal to many different heterosexual women.
This isn’t the first time that Knutson and Kuhnen have comeup with disturbing news about our brains’ irrational economic habits. In 2006, they reported how the buzz that City share-traders get from share deals is akin to the pleasures of orgasm and the high from cocaine. They found that share-dealing lights up the same part of the brain as sex or Class A drugs. But they also found a downside. Such brain activity can and often does override the frontal cortex — the seat of reason. Thus, the share-dealers’ global trading decisions can be phenomenally illogical.
And now it looks as if they are going to get their comeuppance.
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Kathy of Abingdon, you are correct there are some women who prefer to look at women just as there are some men who prefer to look at men and some adults who prefer to look at children. This was a study on heterosexual men, however. I guess (being a mere heterosexual male), but don't know, that there are a number of different features of photos of men that appeal to women and it's difficult to balance them all out (whereas for men the shape of the body is very important as long as the face is OK - give the model long blond/dark hair and nice legs). What would be of interest would be a study looking at all the different groups to see if the same area of the brain was activated. Be very interesting if it was the case. Would be a good example of the biopsychosocial approach.
Dr Ian Burgess, Bristol,
I agree with Kerstin, the sample size is very small and far from randomised, but the results are still interesting. How dull life would be without the biological differences. Women have exploited the hard-wired male brain since time began and now we have a scientific suggestion as to how it works. Knowing that seductive images of women can impair my rational decision making is unlikely to change my response either. As Kathy noted, I would suspect that the most powerful adverts for women are images of succesful women and stories about their lives which is why the magazine and fashion industry is so big. Maybe Knutson and Kuhnen can enlighten us in this area.
James, Biloela,
This is not news. Scantily clad/ naked females have been used to sell things for decades. This study must have cost money; what a waste
Chris, Birmingham,
So bank trading rooms (like Societe Generale) should have strategically placed staple machines on everybodies desk. This would then promote better risk management decisions....
Ian, Madison, USA
There are many dark continents that lay hidden in the jungle of the human brain and we tend to underestimate the importance of irrational processes that determine our lives.
Ray Massart, Hombeek, Belgium
A good looking female financial services saleslady, is generally more succesful than an equally qualified male salesman. Especially as male clients still take the majority of financial descisions.
DAVID VINTER, Louth, Lincs. , UK.
The small-scale studied involved only 15 heterosexual men?! Highly scientific. Why do you even bother publishing those kind of findings?
Kerstin, BG, Italy
"... the same link may also hold true for women, only they couldnât test it because itâs too difficult to find an erotic image that would appeal to many different heterosexual women."
Hmm, women probably prefer looking at women too, but we don't want to go into that!
Kathy, Abingdon, Oxfordshire,
I'd like to volunteer for some of the further research that you say is needed please. Could you please give Eva Herzegovina my contact details straight away.
John, Oakham, Rutland, UK