The Zaltman Metaphor Elicitation Technique (ZMET) in qualitative research: a systematic review of its use for exploring the subconscious mind

Authors

DOI:

https://doi.org/10.26486/psikologi.v27i2.4505

Abstract

The Zaltman Metaphor Elicitation Technique (ZMET) is a qualitative research method employed to elicit individuals' subconscious thoughts, feelings, and experiences by exploring metaphors. This systematic review, encompassing 47 studies published between 2019 and 2023, demonstrates that ZMET is frequently utilised within marketing and tourism, focusing primarily on perception, experience, and meaning. Principal findings indicate that the modifications to Storytelling and Missed Images are the most commonly implemented, whilst combinations with in-depth interviews and grounded theory are prevalent. Thematic analysis identified five principal themes: experience and emotion, meaning and perception, identity and self, values and beliefs, and decision-making. ZMET effectively investigated these themes, particularly within contexts involving complex emotions and experiences. This review concludes that ZMET remains a relevant and adaptable method within qualitative research. Its core strength lies in its capacity to uncover hidden layers of meaning, whilst its weaknesses pertain to analytical complexity and potential subjectivity. Implications and recommendations for best practice, including the necessity for meticulous planning, comprehensive interviewer training, and robust data triangulation, are also discussed concerning the future development and application of ZMET.

References

Angela, J., & Lentari, F. R. M. (2023). A qualitative research: Self-compassion of women in early adulthood with atopic dermatitis since early childhood. Insight: Jurnal Ilmiah Psikologi, 25(2), 56–66. https://doi.org/10.26486/psikologi.v25i2.3369

Anghelcev, G., Chung, H., & Duff, B. R. L. (2023). Advertising students’ deep metaphors about ideal ad professors. Journal of Marketing Education, 45(2), 218–236. https://doi.org/10.1177/02734753221086156

Ayala, D. C. S., Correa, C. M., Merlo, E. M., Silva, D., & Braga Junior, S. S. (2019). The image of Brazil: A quantitative study from the perspective of Latin American consumers. Revista Brasileira de Marketing, 18(3), 53–72. https://doi.org/10.5585/remark.v18i3.16366

Back, A., Boersma, I., van Weel, J., Visser, A., & Zwart, D. (2023). Deep metaphors in palliative care: A ZMET study. Patient Education and Counseling, 110, 107652. https://doi.org/10.1016/j.pec.2023.107652

Batu, A., Usta, M., & Kozak, M. (2023). A ZMET approach to understand Iranian immigrants' perception on Turkish-Iranian culture. Journal of Destination Marketing & Management, 28, 100754. https://doi.org/10.1016/j.jdmm.2023.100754

Baumeister, R. F., & Masicampo, E. J. (2010). Conscious thought is for facilitating social and cultural interactions: How mental simulations serve the animal–culture interface. Psychological Review, 117(3), 945–971. https://doi.org/10.1037/a0019393

Bourdieu, P. (1984). Distinction: A social critique of the judgement of taste. Harvard University Press.

Braun, V., & Clarke, V. (2013). Successful qualitative research: A practical guide for beginners. Sage.

Brault, M. A., Kennedy, C. E., Khumalo, B., Shongwe, S., Uys, L., & van Rooyen, H. (2021). Unveiling metaphors of HIV prevention and sexual and reproductive health and rights through ZMET: The tree of prevention in Eswatini. AIDS and Behavior, 25(12), 4138–4151. https://doi.org/10.1007/s10461-021-03264-9

Caskey, M., Sweeney, J., & Williams, C. (2020). The psycho-sensory nature of the coffee experience. Journal of Consumer Marketing, 37(6), 623–634. https://doi.org/10.1108/JCM-11-2019-3495

Chatterjee, S., & Bryla, P. (2023). Mapping consumers’ semi-conscious decisions with the use of ZMET in a retail market setup. Decision, 50(2), 221–232. https://doi.org/10.1007/s40622-023-00350-3

Christensen, G. L., & Olson, J. C. (2002). Mapping consumers' mental models with ZMET. Psychology & Marketing, 19(6), 477–502. https://doi.org/10.1002/mar.10021

Coulter, R. A. (2008). Distorted views of consumption: Exploring the gaps between consumer self-images, images of others, and marketer perspectives using projective methods. Qualitative Market Research: An International Journal, 11(2), 167–182. https://doi.org/10.1108/13522750810864414

Coulter, R. A., & Zaltman, G. (1994). Using the Zaltman Metaphor Elicitation Technique to understand brand images. Advances in Consumer Research, 21(1), 501–507.

Coulter, R. A., Zaltman, G., & Coulter, K. S. (2001). Interpreting consumer perceptions of advertising: An application of the Zaltman Metaphor Elicitation Technique. Journal of Advertising, 30(4), 1–21. https://doi.org/10.1080/00913367.2001.10673649

Crosby, E., McKeage, K., Rittenburg, T. L., & Adkins, N. R. (2023). Amplifying marginalised consumers’ voices: A case for trauma-informed qualitative methodologies. International Journal of Market Research, 65(2–3), 320–339. https://doi.org/10.1177/14707853221139576

Cruz, A. G. B., & Buchanan-Oliver, M. (2020). Understanding migrant ambivalence through visual elicitation. Qualitative Market Research, 23(4), 699–719. https://doi.org/10.1108/QMR-02-2018-0023

Da Rosa, A. C., Barcellos, M. D., & Pisoni, A. (2022). “Let’s play a game to talk about food?” A ZMET approach to understand children’s food consumption. Young Consumers, 23(4), 561–578. https://doi.org/10.1108/YC-03-2021-1298

Denzin, N. K., & Lincoln, Y. S. (Eds.). (2018). The Sage handbook of qualitative research (5th ed.). Sage.

Dortyol, I. T. (2020). Being Jean-Baptiste Grenouille: On the trail of consumers’ olfactory perceptions. Qualitative Research Journal, 20(2), 188–204. https://doi.org/10.1108/QRJ-09-2019-0066

Douglas, M. (2003). Natural symbols: Explorations in cosmology. Routledge.

Dzyabura, D., & Peres, R. (2021). “Finding the right image”: Eliciting visual brand associations at scale via online search. International Journal of Research in Marketing, 38(3), 582–600. https://doi.org/10.1016/j.ijresmar.2021.03.004

Evans, J. S. B. (2008). Dual-processing accounts of reasoning, judgment, and social cognition. Annual Review of Psychology, 59, 255–278. https://doi.org/10.1146/annurev.psych.59.103006.093629

Fauchald, O. K., Onarheim, B., & Poelzer, G. A. (2023). Exploring the potential of ZMET in action-based entrepreneurship. Journal of Business Venturing Insights, 19, e00385. https://doi.org/10.1016/j.jbvi.2023.e00385

Fiske, S. T. (2018). Social cognition: From brains to culture. Sage.

Garg, P., & Chhikara, R. (2019). Unveiling the meaning of flowers to consumers: An application of means-end chains and ZMET. Journal of Consumer Marketing, 36(7), 881–891. https://doi.org/10.1108/JCM-03-2019-3125

Geertz, C. (1973). The interpretation of cultures: Selected essays. Basic Books.

Ghosh, V. E., & Gilboa, A. (2014). What is a memory schema? A historical perspective on current neuroscience literature. Neuropsychologia, 53, 104–114. https://doi.org/10.1016/j.neuropsychologia.2013.11.010

Gigerenzer, G., & Gaissmaier, W. (2011). Heuristic decision making. Annual Review of Psychology, 62, 451–482. https://doi.org/10.1146/annurev-psych-120709-145346

Glynn, M. A., & Woodside, A. G. (2016). Using qualitative comparative analysis (QCA) to uncover complex causal relationships in strategy and organizational research. Organizational Research Methods, 19(4), 581–621. https://doi.org/10.1177/1094428116638820

Graham, J., Haidt, J., Koleva, S., Motyl, M., Iyer, R., Wojcik, S. P., & Ditto, P. H. (2013). Moral foundations theory: The pragmatic validity of moral pluralism. In J. M. Olson & M. P. Zanna (Eds.), Advances in experimental social psychology (Vol. 47, pp. 55–130). Elsevier. https://doi.org/10.1016/B978-0-12-407236-7.00002-4

Greenwald, A. G., & Banaji, M. R. (1995). Implicit social cognition: Attitudes, self-esteem, and stereotypes. Psychological Review, 102(1), 4–27. https://doi.org/10.1037/0033-295X.102.1.4

Haneberg, D. H., & Aaboen, L. (2022). Learning behavior coach: A ZMET analysis. International Journal of Entrepreneurial Behavior & Research, 28(9), 2377–2404. https://doi.org/10.1108/IJEBR-04-2021-0294

Hendijani, R. B., & Boo, H. C. (2020). Profiling gastronomes from their food experience journey. Journal of Hospitality & Tourism Research, 44(6), 931–950. https://doi.org/10.1177/1096348020917741

Hendler, F., LaTour, K. A., & Cotte, J. (2022). Temporal orientation and customer loyalty programs. Cornell Hospitality Quarterly, 63(4), 448–464. https://doi.org/10.1177/19389655211008413

Herdiana, I. (2024). How do families respond to a crisis? The experience of sexual trafficking victim families. Insight: Jurnal Ilmiah Psikologi, 26(1), 155–169. https://doi.org/10.26486/psikologi.v26i1.3804

Holland, D. (2023). ‘I’m just not that type of person’: Understanding cruise avoidance through a lens of the self. Annals of Tourism Research, 99, 103536. https://doi.org/10.1016/j.annals.2023.103536

Honingh, M. E., de Boer, A., & Groen, W. G. (2021). The meaning of family and visiting regulations: ZMET interviews with people with visual and intellectual disabilities and their relatives. Journal of Applied Research in Intellectual Disabilities, 34(2), 544–554. https://doi.org/10.1111/jar.12842

Ji, M., Zhang, B., & Lyu, W. (2021). Unveiling the secrets behind tourists’ intention formation: An application of ZMET. Journal of Destination Marketing & Management, 20, 100596. https://doi.org/10.1016/j.jdmm.2021.100596

Joy, A., Garcia, M., Wang, G., & Kim, J. (2020). ‘Wine is a friend, wine is a companion’: Eliciting embodied experiences in wine tasting through modified ZMET. Qualitative Market Research: An International Journal, 23(1), 143–169. https://doi.org/10.1108/QMR-10-2017-0127

Jung, H. J. (2022). Exploring travel risk perceptions in the COVID-19 pandemic using ZMET. Tourism Management, 90, 104485. https://doi.org/10.1016/j.tourman.2021.104485

Jung, S., Yu, U. J., & Kincade, D. H. (2021). Unveiling consumers’ luxury perceptions of fashion apparel displayed in virtual reality retail environments. Journal of Business Research, 135, 619–629. https://doi.org/10.1016/j.jbusres.2021.06.038

Kahneman, D. (2011). Thinking, fast and slow. Farrar, Straus and Giroux.

Kalkan, A., & Gürses, A. (2020). Investigation of students' metaphorical perceptions about open education: ZMET example. Turkish Online Journal of Distance Education, 21(3), 53–75. https://doi.org/10.17718/tojde.762024

Karatzas, A., Phau, I., & Huang, X. (2019). Eliciting the ZMET tree for ethical luxury: A mixed-method approach. Journal of Business Research, 100, 364–378. https://doi.org/10.1016/j.jbusres.2018.12.057

Koelewijn, A., Lemain, C., Honingh, A. K., & Sterkenburg, P. S. (2023). View of relatives on quality of care: Narratives on the care for people with visual and intellectual disabilities. Disability & Society, 38(3), 483–502. https://doi.org/10.1080/09687599.2021.1947192

Kotler, P., & Keller, K. L. (2016). Marketing management (15th ed.). Pearson.

Kövecses, Z. (2010). Metaphor: A practical introduction (2nd ed.). Oxford University Press.

Lakoff, G., & Johnson, M. (1980). Metaphors we live by. University of Chicago Press.

Lerner, J. S., Li, Y., Valdesolo, P., & Kassam, K. S. (2015). Emotion and decision making. Annual Review of Psychology, 66, 799–823. https://doi.org/10.1146/annurev-psych-010213-115043

Levy, S. J. (2005). The evolution of qualitative research in consumer behavior. Journal of Business Research, 58(3), 341–347. https://doi.org/10.1016/S0148-2963(03)00132-8

Lichtenstein, S., & Slovic, P. (Eds.). (2006). The construction of preference. Cambridge University Press.

Lin, L. Z., & Yeh, H. R. (2022). Using ZMET to explore consumers’ cognitive model in virtual reality: take the tourism experience as an example. Current Issues in Tourism, 26(14), 2250–2264. https://doi.org/10.1080/13683500.2022.2084048

Lincoln, Y. S., & Guba, E. G. (1985). Naturalistic inquiry. Sage Publications.

Liu, X., Wang, X., & Chu, Y. (2023). Research on emotional design of electric vehicles based on ZMET and image metaphor decoding. Journal of Intelligent & Fuzzy Systems, 44(3), 4421–4438. https://doi.org/10.3233/JIFS-222585

Ma, Y., Gao, J., Zhang, Y., & Li, P. (2023). How do consumers perceive service robots? An application of ZMET. International Journal of Contemporary Hospitality Management, 35(4), 1321–1341. https://doi.org/10.1108/IJCHM-08-2022-1043

MacInnis, D. J., & Folkes, V. S. (2017). The disciplinary status of consumer behavior: A sociology of science perspective on key controversies. Journal of Consumer Research, 44(4), 899–914. https://doi.org/10.1093/jcr/ucx096

Mauri, C. (2020). What does sustainability mean to you? Exploring deep-seated metaphors through ZMET. Sustainability, 12(23), 10127. https://doi.org/10.3390/su122310127

McAdams, D. P., & McLean, K. C. (2013). Narrative identity. Current Directions in Psychological Science, 22(3), 233–238. https://doi.org/10.1177/0963721413475622

Noh, M., Run, E. C., & Kee, D. M. H. (2023). Exploring the phenomenon of human brands’ social advocacy using the Zaltman Metaphor Elicitation Technique (ZMET). Young Consumers, 24(1), 1–18. https://doi.org/10.1108/YC-08-2021-1367

Owoseni, O. (2023). Digital transformation of small businesses in Nigeria: A ZMET investigation. Journal of Small Business & Entrepreneurship, 1–23. https://doi.org/10.1080/08276331.2023.2263018

Page, M. J., McKenzie, J. E., Bossuyt, P. M., Boutron, I., Hoffmann, T. C., Mulrow, C. D., ... & Moher, D. (2021). The PRISMA 2020 statement: An updated guideline for reporting systematic reviews. BMJ, 372(71), n71. https://doi.org/10.1136/bmj.n71

Pham, M. T. (2007). Emotion and rationality: A critical review and interpretation of empirical evidence. Review of General Psychology, 11(2), 155–178. https://doi.org/10.1037/1089-2680.11.2.155

Prestini, S., & Sebastiani, R. (2021). Embracing consumer ambivalence in the luxury shopping experience. Journal of Consumer Behaviour, 21(1), 1–26. https://doi.org/10.1002/cb.1933

Prince, M., Davies, M., Johnson, K., & Ma, J. (2019). Identifying the archetypal CEO: a ZMET investigation. Qualitative Research in Organizations and Management, 14(3), 317–338. https://doi.org/10.1108/QROM-10-2017-1575

Schacter, D. L., Guerin, S. A., & St. Jacques, P. L. (2011). Memory and consciousness: Dissociations, interactions, and integration. In P. G. Zelazo, M. Moscovitch, & E. Thompson (Eds.), Cambridge handbook of consciousness (pp. 541–570). Cambridge University Press. https://doi.org/10.1017/CBO9780511995194.022

Shearer, R. L., Gregg, A., & Joo, Y. J. (2020). A ZMET approach to explore the online learning experience. Educational Technology Research and Development, 68(5), 2333–2359. https://doi.org/10.1007/s11423-020-09807-9

Sheth, J. N. (2011). Impact of emerging markets on marketing: Rethinking existing perspectives and practices. Journal of Marketing, 75(4), 166–182. https://doi.org/10.1509%2Fjmkg.75.4.166

Simon, H. A. (1955). A behavioral model of rational choice. The Quarterly Journal of Economics, 69(1), 99–118. https://doi.org/10.2307/1884852

Sun, G., Liu, B., & Li, J. (2023). Understanding the construction of public culture in rural tourism destinations: A ZMET-fsQCA approach. Tourism Management, 96, 104714. https://doi.org/10.1016/j.tourman.2022.104714

Swidler, A. (2001). Talk of love: How culture matters. University of Chicago Press.

Thaler, R. H., & Sunstein, C. R. (2009). Nudge: Improving decisions about health, wealth, and happiness. Penguin.

Trabelsi-Zoghlami, A., & Touzani, M. (2019). Exploring virtual experience through the ZMET-inspired album-on-line method. Journal of Research in Interactive Marketing, 13(4), 514–537. https://doi.org/10.1108/JRIM-01-2019-0019

Truong, D. (2020). Eliciting deep meaning of livable city through ZMET: A perspective of university students. Journal of Urban Planning and Development, 146(4), 04020049. https://doi.org/10.1061/(ASCE)UP.1943-5444.0000614

Tseng, Y.-C. V., & Chiu, M.-H. P. (2020). Exploring the patients’ mental model of the Sunshine Social Welfare Foundation’s support group on Facebook: A ZMET approach. Journal of Educational Media & Library Sciences, 57(2), 215–252. https://doi.org/10.6120/JoEMLS.202007_57(2).0006.RS.BM

Tulving, E. (2000). Concepts of memory. In E. Tulving & F. I. M. Craik (Eds.), The Oxford handbook of memory (pp. 33–43). Oxford University Press.

Valenzuela, A., Darke, P. R., & Briñol, P. (2022). Brand hate: In love with hate. Journal of Consumer Psychology, 32(4), 575–591. https://doi.org/10.1002/jcpy.1285

Varela, F. J., Thompson, E., & Rosch, E. (1991). The embodied mind: Cognitive science and human experience. The MIT Press.

Vohs, K. D., & Baumeister, R. F. (2016). Handbook of self-regulation: Research, theory, and applications (3rd ed.). Guilford Press.

Wang, Y., Li, Y., & Jia, L. (2022). How does situational environmental education impact tourists' environmentally responsible behavior? A ZMET-SEM approach. Journal of Sustainable Tourism, 30(6), 1374–1393. https://doi.org/10.1080/09669582.2021.1955010

Warden, C. A., Yen, C. H., & Tsao, W. C. (2021). Exploring the presence and absence of self in servicescapes: An application of ZMET. Journal of Retailing and Consumer Services, 61, 102553. https://doi.org/10.1016/j.jretconser.2021.102553

Wei, W., Huang, Z., & Liu, H. (2022). Understanding the sense of place in urban heritage tourism destinations: The case of Shichahai, Beijing. Journal of Destination Marketing & Management, 23, 100687. https://doi.org/10.1016/j.jdmm.2022.100687

Wilson, T. D. (2004). Strangers to ourselves: Discovering the adaptive unconscious. Harvard University Press.

Woodside, A. G. (2004). Advancing means-end chains by incorporating Heider's balance theory and Fournier's consumer-brand relationship typology. Psychology & Marketing, 21(4), 279–294. https://doi.org/10.1002/mar.20003

Xiang, K., & Cheah, C. W. (2023). The embodied experience and self-identity construction of Chinese gay tourists in Thailand. Tourism Management Perspectives, 48, 101169. https://doi.org/10.1016/j.tmp.2023.101169

Xiang, Y., Su, L., & Huang, X. (2023). Understanding the glampers’ communitas experience: A ZMET study. International Journal of Contemporary Hospitality Management, 35(4), 1453–1471. https://doi.org/10.1108/IJCHM-07-2022-0870

Xiang, Y., Zhang, L., & Chen, X. (2022). Unveiling the psychological impact of COVID-19 prevention rituals in hotels: A ZMET study. Journal of Hospitality and Tourism Management, 52, 252–261. https://doi.org/10.1016/j.jhtm.2022.06.014

Yoo, J., Lee, J. H., & Lee, S. (2022). Eliciting the values of religious tourism: A ZMET approach. Journal of Travel Research, 61(5), 1052–1067. https://doi.org/10.1177/00472875211018147

Zaltman, G. (1997). Rethinking market research: Putting people back in. Journal of Marketing Research, 34(4), 424–437. https://doi.org/10.1177/002224379703400403

Zaltman, G. (2003). How customers think: Essential insights into the mind of the market. Harvard Business School Press.

Zaltman, G. (2016). Marketing’s forthcoming epic: Transcending models of the mind and models of the market. Cambridge Scholars Publishing.

Zaltman, G. (2017). In the customer’s mind: How ZMET illuminates the link between thinking and buying. Journal of Advertising Research, 57(2), 163–168. https://doi.org/10.2501/JAR-2017-019

Zaltman, G. (2018). How neuroscience can inform brand strategy. Journal of Advertising Research, 58(2), 159–162. https://doi.org/10.2501/JAR-2018-015

Zaltman, G., & Coulter, R. H. (1995). Seeing the voice of the customer: Metaphor-based advertising research. Journal of Advertising Research, 35(4), 35–51.

Zaltman, G., & Zaltman, L. (2008). Marketing metaphoria: What deep metaphors reveal about the minds of consumers. Harvard Business Press.

Downloads

Published

2025-11-18

How to Cite

Utama, J. S. A., & Widyarini, N. (2025). The Zaltman Metaphor Elicitation Technique (ZMET) in qualitative research: a systematic review of its use for exploring the subconscious mind. Insight: Jurnal Ilmiah Psikologi, 27(2), 156–188. https://doi.org/10.26486/psikologi.v27i2.4505