Rational-Emotional

Brain science recently discovered that purchase decisions are processed in less-evolved areas of our brain.

Therefore, product buying process, is processed by the same brain-area interested in basic matters like reproduction. Emotions make our customers buy even complex products like software.

Rational thought leads customers to be interested but it is emotion that sells. People, engineers included, aren’t much interested in attributes and features; they want to know if the product, software included, fits with their personality.