When students finish this chapter, they should understand why:
1. A consumer’s personality influences the way he responds to marketing stimuli, but efforts to use this information in marketing contexts have been met with mixed results.
2. Psychographics go beyond simple demographics in helping marketers understand and reach different consumer segments.
3. Consumer activities can be harmful to individuals and to society.
Chapter SUMMARY
A consumer’s personality influences the way he responds to marketing stimuli, but efforts to use this information in marketing contexts meet with mixed results.
The concept of personality refers to a person’s unique psychological makeup and how it consistently influences the way a person responds to her environment. Marketing strategies based on personality differences have met with mixed success, partly because of the way researchers have measured and applied these differences in personality traits to consumption contexts. Some analysts try to understand underlying differences in small samples of consumers by employing techniques based on Freudian psychology and variations of this perspective, whereas others have tried to assess these dimensions more objectively in large samples using sophisticated, quantitative techniques. Psychographics go beyond simple demographics to help marketers understand and reach different consumer segments.
Psychographic techniques classify consumers in terms of psychological, subjective variables in addition to observable characteristics (demographics). Marketers have developed systems to identify consumer “types” and to differentiate them in terms of their brand or product preferences, media usage, leisure time activities, and attitudes toward broad issues such as politics and religion.
Consumer activities can be harmful to individuals and to society.
Although textbooks often paint a picture of the consumer as a rational, informed decision maker, in reality many consumer activities are harmful to individuals or to society. The “dark side” of consumer behavior includes terrorism, addiction, the use of people as products (consumed consumers), and theft or vandalism (anti-consumption).
Chapter Outline
I. Personality
A. Personality refers to a person’s unique psychological makeup and how it consistently influences the way a person responds to his or her environment.
1. There has been debate about whether the concept of personality is valid since it changes with situations and circumstances.
2. Underlying characteristics are part of what defines behavior, but situational factors often play a large role as well.
B. Consumer Behavior on the Couch: Freudian Theory
1. Sigmund Freud developed the idea that much of one’s adult personality stems from a fundamental conflict between a person’s desire to gratify her physical needs and the necessity to function as a responsible member of society.
2. Freudian Systems separate the mind into three parts:
a. The id (which is entirely oriented toward immediate gratification).
a.i. It operates on the pleasure principle (behavior guided by the primary desire to maximize pleasure and avoid pain).
a.ii. The id is selfish.
a.iii. The id is illogical (it acts without regard to consequences).
b. The superego (which is the counterweight to the id).
b.i. It is a person’s conscience.
b.ii. It internalizes society’s rules and it works to prevent the id from seeking selfish gratification.
c. The ego (which is the system that mediates between the id and the superego).
c.i. The ego tries to balance these two opposing forces according to the reality principle, whereby it finds ways to gratify the id that will be acceptable to the outside world.
c.ii. Much of this battle occurs in the unconscious mind.
3. Consumer researchers adapted Freud’s ideas because they highlight the importance of unconscious motives that
Characteristics of Persuasion 301/ Social Psychology Characteristics of Persuasion Persuasion surrounds us; it is everywhere that humans exist. From politicians, teachers, religious leaders, police officers, sales persons, family and friends, we are literally surrounded. Anytime you log onto the internet and see an ad, when you are cruising down the road and see a billboard, when you pick up a sales ad for your favorite store, when you read reviews of a book before purchasing it, it is all…
multiple-motive heuristic-systematic model, this study examines (1) how individuals process messages in the context of genetically modified foods to change their attitudes and (2) how the persuasion process varies across types of motives. In the three treatment conditions of accuracy, defense, and impression motives, the respondents changed their attitudes through either the heuristic or the systematic mode, depending on their motives. The accuracy-motive group appeared to use the systematic processing mode…
concealed emotions leak out and can be easily read by others. c. Social surroundings affect our self- awareness. Ex- Being around people that look different than you make you notice how different you are and how different people perceive us. d. Self-interest colors our social judgment. Ex- When things go good at home, we see ourselves as more responsible. e. Self-concern motivated our social behavior – Ex – making a positive impression we worry about our appearance. f. Social…
jounal ofBcnonalny and Social Psychology )q$i Vd 47. No. 6. II9I-IM5 Copynjhi 1484 by itac American Psychological Association. Inc Empirical Validation of Affect, Behavior, and Cognition as Distinct Components of Attitude Steven J. Breckler Johns Hopkins University A prevalent model of attitude structure specifies three components: affect, behavior, and cognition. The validity of this tripartite model was evaluated. Five conditions needed for properly testing the three-component distinction were identified…
Weak theory of advertising generally follows the philosophy of habit theory which states that advertising reinforces current attitudes, advertising is used as a defence mechanism, advertising keep hold of current customers through nudge and it views consumers as an active problem solver (Koekemoer, 2004). Weak theory of advertising has two models, developed by Andrew Ehrenberg in…
disparities with the goal of achieving health equity. Health communication scholars have a crucial role to play within these efforts. As evidenced by two publications in Patient Education and Counseling, which provide brief overviews of selected persuasion (Cameron, 2009) and interpersonal (Bylund, Peterson, & Cameron, 2012) theories, models, and frameworks, there is heightened interest among interdisciplinary researchers and medical practitioners regarding these foundations routinely used by health…
Commercials with a story line that builds rapidly to a crescendo & end on a high note create the most affective involvement & liking for the commercial b. Brand ID should be embedded NOT at the end. c. Each point in the ad should anchor for the next point d. Ex: Taster’s Choice commercial ix. Anchors in Shelf Placements, Catalog, Web-Page Design x. Framing – Gain & Loss Frames/Quadrants, How you describe options and the framing/context in which you imbed them (the larger frame in which you position it …
psychology identifying the relationship between a person’s behavioural intention towards certain conduct and the likelihood of the individual acting in alignment with that conduct. A person’s behavioural intention can be used to predict an individual’s attitude towards the specified behaviour and environmental perceptions (Peace et al, 2003); this is known as the theory of reasoned action (TRA). Consequently, many studies involving digital piracy have been conducted on the basis of social psychological…
refers to ___d__. a. increasing loyalty to your own country b. global competition characterized by networks that bind countries, institutions, and people. c. competition in an increasingly borderless world d. b and c only 2. Which of the following is correct about measuring globalization: C a. The United States is the most globalized country. b. Globalization is measured using only economic factors. c. Trade, travel,…
self-fulfilling prophecy Stigma: negative attitude toward a group or a condition. Confirmatory bias: Self-fulfilling prophecy b. Rosenhan’s study – “On being sane in insane places” Pseudopatients reported hallucinations. Admitted to hospitals and acted normal. Staff interpreted their behaviors in terms of mental illness and treated them differently. Pseudopatients reported feeling dehumanized and received diagnoses. c. Incidence & prevalence d. Criteria for defining abnormal behavior Unusual…