What Psychological Targeting Can Do

Controversy has swirled around psychological targeting—the practice of influencing people’s behavior by mining their digital footprints, identifying their personality traits, and then tailoring messages to them. Because it was misused to try to sway votes during recent elections, some have made it out to be a brainwashing tool. That’s simply a myth, explains Sandra Matz, a leading expert on it (who actually helped break the election story). Psychological targeting can’t radically change minds, she says. However, marketers can use it to shift opinions and attitudes, create demand where there was none, and engage with customers on a much more personal level. In this article she describes how companies can employ it in a way that creates the maximum value for them and their customers—and adheres to fundamental ethical principles.