You were only supposed to blow the bloody occipital cortex off.
The human brain is fast becoming a new frontier for business. Neuromarketing, ‘brain-training’ companies, and therapeutic programs that contain some kind of neuro-twist are proliferating at a very high rate. Somewhat more disconcertingly, a couple of new products actually aim to make a more direct interface with your brain. ‘Melon’ (currently getting funded on KickStarter) is a headband that measures your EEG signal in order to help maintaining focus on tasks, and a company called foc.us is currently marketing a trans-cranial Direct Current Stimulation (tDCS) device that claims to directly modulate brain activity in the frontal lobes by the use of electric currents. In case you’re wondering about that last one, then yes, it’s absolutely as terrifying and ill-advised as it sounds. At the other end of the scariness/lunacy/class-action-lawsuit-waiting-to-happen scale are relatively harmless products like ‘Neuro’ energy drinks, or Neurozan dietary supplements.
So, neuro-business is definitely becoming a thing, and it’s a safe bet that we can expect to see many more products of this type in the future. But there’s a problem: the neuroscientists. Those slightly weird, often scruffily dressed, usually somewhat nerdy people who spend their time in basement labs and only occasionally emerge blinking into the sunlight to pour buckets of cold cerebrospinal fluid over perfectly legitimate business ideas and marketing campaigns. “Where’s the evidence?” they whine, mostly to other neuroscientists on Twitter, or on blogs like this one that no-one else reads. “Show us the data” and “Does it really work?” they screech, incessantly.
So, maybe you’ve got an idea for a hot new brain-mangling device, or a new twist on the brain training band-wagon. Maybe you’ve even got a new therapy technique that you’ve lovingly crafted over years of working with special-needs children, that you genuinely believe could make a profound and lasting difference to people’s lives, and that you’re just itching to share with the world. That’s great! But what can you do to ensure you’re not harassed by hordes of killjoy brain-botherers as you develop and market your product? Presented below is a handy guide to doing neuro-product-development the right way. Follow this simple process, and grateful, happy customers will be throwing big piles of cash at you before you can say ‘rostral orbito-frontal para-cingulate gyrus’.
1. Evaluate your product. Really evaluate it.
This is the big one. This is the Manhattan Project, the Everest, the Moon-shot, the X prize. I’m not going to lie to you; it’s not going to be easy, or fast, or cheap, but if you’ve got a product that you really believe in, don’t you owe it to your investors and customers to do everything you can to show that it works? Of course you do.
What you need to do in most cases is conduct a Randomised Controlled Trial (RCT) of your product. The ‘randomised’ bit means that participants are assigned to each group at random and the ‘controlled’ bit indicates that typically a product or treatment is compared against a placebo, or sometimes against an existing active product (both can be ‘control’ conditions). The trial should be well-powered (meaning it should have an adequate number of people in it to be able to demonstrate the hypothesised effect) and ideally double-blinded (meaning that neither the participants, nor those administering the tests, should know whether they are in the ‘active’ or ‘placebo’ groups).
Running a well-conducted RCT is not a trivial task; fortunately help is available. Contract Research Organisations (CROs) will run the trial for you. This is certainly the fastest way of getting it done, but probably also the most expensive. Another way might be to find a friendly academic who works in a research field related to your product, and get them to do it for you. Many academics are desperate for cash and would be only too happy to get some industry funding to run a research project. You may need to stump up enough money to employ a research assistant for the duration of the project, it might take some time, and they’re unlikely to be quite as professional about it as the CROs, but they definitely have the skills and experience needed to do a good job. This also has the added benefit of being an (at least nominally) independent evaluation; for added scientific credibility points you could even sponsor studies at more than one academic institution, using different participant samples, in different locations.
2. Make the results public
What’s the point of conducting a fantastic piece of research if nobody ever knows about it? You need to publish your findings in a peer-reviewed scientific journal. If you’re doing it in collaboration with academics, they’ll definitely want to do this anyway, so it’s a win-win for all concerned. Ideally, you would also make all the raw data from the trial available and freely-downloadable from your website; that way you can get further (free!) verification of your results from data-nerds who like playing with that kind of thing.
3. Market it on the basis of your data
So you’ve done the testing, you’ve published the results; you’re ready to go! I know it’s probably all very exciting at this point, but you need to take a couple of deep breaths and tread carefully. All the hard work you’ve put into testing your product will be a waste of effort if you don’t stick closely to the results in your marketing. Don’t make wild claims about the product’s effectiveness that aren’t supported by the data. Don’t claim that it’s effective in treating say, autism, when you’ve only actually tested it on an ADHD population. Don’t say that it can boost performance in healthy people when you’ve only tested it on a patient group. Any claims you make that go beyond what you can actually prove will only hurt you in the long run, and will bring down the wrath of the neuro-nerds.
This approach might seem laborious; it’s the kind of procedure that pharmaceutical companies have to go through when making licensing applications to the FDA for new drugs. Neuro-products are lightly regulated at the moment because it’s very new, so there’s no legal obligation to do anything. However, if some of them really can change the brain in a meaningful way, shouldn’t they be held to the same standard as psychoactive drugs? At least there’s a moral obligation there, if not (yet) a legal one.
Doing due diligence in terms of product evaluation also serves to mitigate what I like to call the penis enlargement problem. For the sake of argument, let’s suppose that someone has invented a treatment that can genuinely enlarge penises. This hypothetical treatment is safe, effective, and works in 100% of men. Unfortunately, no-one will ever know about it, because of the enormous number of bogus penis-enlargement treatments that are promoted in spam emails and pop-up ads all over the internet. Proving your product is effective in the most rigorous way possible, and freely publishing the results and the data is the most effective way of differentiating your business from the hordes of phony neuro-products (of which there are many) out there.
Alternatively, if this all seems like too much of a bother, you can just re-cycle some old therapy techniques using new jargon, or bolt together some old academic research with a piece of new technology. Hire someone to make a really slick website, stick some fake customer testimonials up there and start selling a product that doesn’t really work, and may even actually be dangerous. You won’t be alone; that’s pretty much what everyone else is doing at the moment.
A handy flow-chart to illustrate the simple 3-step process of neuro-product development.
More eye-wateringly egregious neuromarketing bullshit from Martin Lindstrom
Martin Lindstrom is a branding consultant, marketing author, and (possibly because that wasn’t quite provoking enough of a violently hateful reaction in people) also apparently on a one-man mission to bring neuroscience into disrepute. He’s the genius behind the article in the New York Times in 2011 (‘You love your iPhone. Literally’) which interpreted activity in the insular cortex (one of the most commonly active areas in a very wide variety of tasks and situations) with genuine ‘love’ for iPhones. This was a stunningly disingenuous and simple-minded example of reverse inference and was universally derided by every serious commentator, and many of the more habitually rigour-phobic ones as well.
Unfortunately, it appears his reputation as a massive bull-shitting neuro-hack hasn’t quite crossed over from the neuroscience community into the mainstream, as I realised this weekend when I settled down to watch The Greatest Movie Ever Sold. Morgan Spurlock’s documentary about branding, product placement and the general weirdness of the advertising world is generally excellent, however, it unfortunately makes the mistake of wheeling on Lindstrom for a segment on neuromarketing. You can see his piece from the movie in the video below:
Lindstrom conducts a fMRI scan with Spurlock as the subject, and exposes him to a variety of advertisments in the scanner. Fair enough, so far. Then however, Lindstrom explains the results using a big-screen in his office. The results they discuss were apparently in response to a Coke commercial. According to Lindstrom the activation here shows that he was “highly engaged” with the stimulus, and furthermore was so “emotionally engaged” that the amygdala which is responsible for “fear, and the release of dopamine” responded. Lindstrom then has no problem in making a further logical leap and saying “this is addiction”.
Needless to say, I have a somewhat different interpretation. Even from the shitty low-res screenshot grabbed from the video and inserted above I can tell a few things; primarily that Lindstrom’s pants are most definitely on fire. Firstly (and least interestingly) Lindstrom uses FSL for his fMRI analysis, but is using the crappy default results display. Learning to use FSLView would look much more impressive Martin! Secondly, from the very extensive activity in the occipital lobe (and elsewhere), I’m able to pretty firmly deduce that this experiment was poorly controlled. fMRI experiments rely on the method of subtraction, meaning that you have two close-but-not-identical stimuli, and you subtract brain activity related to one from the other. As in this case, say that you’re interested in the brain response to a Coca-Cola commercial. An appropriate control stimulus might therefore be, say, a Pepsi commercial, or even better, the Coke commercial digitally manipulated to include a Pepsi bottle rather than a Coke one. Then you subtract the ‘Pepsi’ scan from the ‘Coke’ scan, and what you’re left with is brain activity that is uniquely related to Coke. All the low-level elements of the two stimuli (brightness, colour, whatever) are the same, so subtracting one from the other leaves you with zero. If you just show someone the Coke advert and compare it to a resting baseline (i.e. doing nothing, no stimulus) you’ll get massive blobs of activity in the visual cortex and a lot of other places, but these results will be non-specific and not tell you anything about Coke – the occipital lobe will respond to absolutely any visual stimulus.
By the very widespread activity evident in the brain maps above, it appears that this is exactly what Lindstrom has done here – compared the Coke advert to a resting baseline. This means the results are pretty much meaningless. I can even make a good stab at why he did it this way – because if he’d done it properly, he’d have got no results at all from a single subject. fMRI is statistically noisy, and getting reliable results from a single subject is possible, but not easy. Gaming the experiment by comparing active stimuli to nothing is one way of ensuring that you get lots of impressive-looking activation clusters, that you can then use to spin any interpretation you want.
fMRI is a marvellous, transformative technology and is currently changing the way we view ourselves and the world. Mis-use of it by opportunistic, half-educated jokers like Lindstrom impoverishes us all.
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Posted in Commentary, Neuroimaging, Neuromarketing, Products
Tagged buyology, Coca-Cola, Coke, fmri, Functional magnetic resonance imaging, Greatest Movie Ever Sold, iPhone, Martin Lindstrom, Morgan Spurlock, Neuromarketing, New York Times