Independent media agency Magic has released a new whitepaper, The Science of Connection, outlining how principles of behavioural psychology can be integrated into modern media buying to improve campaign relevance and resonance.
The three pillars
The paper argues that effective advertising requires more than strong creative or data-led targeting alone. Instead, it proposes a three-part framework where psychological insights inform both message development and media placement.
How individuals approach goals
The first pillar draws on regulatory focus theory, which categorises consumers as promotion-focused; driven by aspirations and growth, or prevention-focused; motivated by safety and security.
According to the whitepaper, aligning media channels and messaging with these distinct mindsets can increase engagement.
How consumers make decisions
The second area, motivational insights, identifies emotional triggers that influence decision-making.
For promotion-oriented consumers, key drivers include aspiration, status, and pleasure.
For prevention-focused individuals, the motivators are security, comfort, and fear avoidance.
The paper advises directing spend to times and platforms when these motivations are most active.
Cognitive shortcuts
The third pillar incorporates heuristics and cognitive biases, such as scarcity, social proof, and framing, into creative strategies and media funnel design to subtly influence perception and action.
Emotional relevance is the key
Magic’s Head of Strategy, Sam Terminelli, said, “In a world where every scroll presents a sea of ‘sameness,’ capturing attention isn’t just a challenge for brands – it’s a necessity. Consumers today demand more than surface-level messages to make them stop and listen.”
Sam Terminelli
Liam Pavlovski, Magic Account Executive and whitepaper author, added, “The real battle isn’t just for attention – it’s for relevance. Brands need to peel back the layers of the onion and dig beyond surface-level characteristics to uncover what truly makes their audience tick.”
The paper underscores how integrating psychology-based segmentation into media strategy enables brands to create emotionally resonant messaging and deliver it at optimal moments.