personality and self concept.pdf

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  • Theories of Personality & Self concept and how they affect ones consumption patterns

  • PersonalitySome theorists prefer to view

    personality as a unified whole. Others focus on specific traits.DefinitionThose inner psychological

    characteristics that both determine and reflects how a person responds to his or her environment.

  • Nature Of PersonalityPersonality reflects individual differencesUnique combination of inner characteristics No two individuals are exactly alikeVenturesome (scuba diving, rock climbing) to

    some others who are not venturesome. Personality allows marketers to divide people

    into different groups based on their traits.

  • Nature Of PersonalityPersonality is Consistent & EnduringMother child has been impulsive from the

    day he was born enduring & consistent.Marketers cannot change consumers

    personalities to meet their products. But understanding which specific

    characteristics bring in required responses, can help marketers to appeal to these traits in their target audience.

  • Nature Of PersonalityPersonality Can ChangeMay be altered by major life events birth of

    a child, death of a loved one, personal tragedies accident, health problem, divorce, significant career promotion.

    Personality changes can also be part of maturing process.

    Womens personality in general has been changing faster. (Indica V2 Ad)

  • Theories of Personality

    Freudian Theory

    Neo Freudian Theory

    Trait Theory

  • Freudian TheoryPersonality consists of three interacting

    systems.Id related to physiological or impulsive

    needs to which one seeks immediate satisfaction.

    Super Ego individuals internal expression of moral / ethical codes of conduct; sociocultural forces.

    Ego The individuals conscious control. Functions as an internal monitor that attempts to balance the impulsive needs and socio cultural constraints.

  • Freudian TheoryBuilt on the premise that unconscious needs

    or drives, especially sexual and other biological drives are at the heart of human motivation ulterior motives.

    IdSystem 1

    EgoSystem 3

    Super EgoSystem 2


  • Although Ego is capable of resolving many of the conflicts that arise between the personality components, ------- there are certain occassions when no solutions could be achieved, leading to tensions within Defense mechanisms are

    unconsciously determined techniques for avoiding or escaping from such high levels of tension.

  • Defense MechanismsRepression: resolving conflict by minimizing

    aspects of the conflicting situation. (conflict about watching sporting event which brings

    in violent and entertaining aspects. As ego cannot reach the compromise, the individual will work to reduce the violent aspects of the sport in his mind).

    Projection: feelings generated by individuals id or super ego is ascribed to another person or group;

    (a persons disdain for others who constantly purchase products and display them can be from their own desire to engage in same behavior).

  • Identification: the individual unconsciously imitates the behavior of another person who has successfully handled a similar conflict.

    Vijay Mallya appearing in ads which says, I enjoy my drink, but I never drive after I drink.

    Reaction Formation: unconscious feelings held toward others are consciously expressed as opposites. a partner who is un-loyal might actually purchase many gifts for the other person.

  • Neo Freudian Personality Theory Social relationships are fundamental to

    formation of personality (Freud - impulsive and sexual in nature)

    Three personality Groups1. Compliant Individuals those who move

    towards others (desire to be loved, wanted and appreciated).

    2. Aggressive Individuals those who move against others (desire to excel / win admiration).

    3. Detached Individuals- those who move away from others (desire independence, self reliance, self sufficiency - freedom from obligation)

  • Trait TheoryDeparture from qualitative measures

    that typify the earlier theories.Quantitative or empirical in


    Measurement of personality in terms of specific psychological characteristics called traits.

    Checks personality traits related to how consumer makes his choices ----

  • The trait theory is based on three assumptions. 1. Individuals possess relatively stable

    behavioral tendencies.2. Different people differ in the degree

    to which they possess these tendencies.3. When identified and measured,

    these relative differences between individuals are useful in characterizing their personalities.

  • Personality Traits1. Consumer Innovativeness: Nature and boundaries of a consumers

    willingness to innovate2. Dogmatism: Trait that measures the degree of rigidity (vs.

    openness) that they show toward an information that is contrary to their own established beliefs.

    3. Social Character: Ranges from inner-directedness to other

    directedness. Inner directed consumers tend to rely on their own inner values while evaluating new products. While outer-directed tend to look for others opinion.

  • Personality Traits (contd.)4. Need for uniqueness: for such people,

    conformity to others expectations or standards either in appearance or in their possessions is something to be avoided.

    5. Optimum Stimulation Level: Some people prefer a simple, uncluttered and calm existence (whereas others prefer complex and unusual experiences). High OSL is linked to greater willingness to risks, try new products .

    6. Sensation Seeking: characterized by the need for varied, novel and complex experiences and willingness to take physical and social risks.

  • Brand PersonalityConsumers attribute various descriptive

    personality like traits to different brands in a wide variety of product categories.

    Volvo representing safety / family orientation

    Levis 501 jeans dependable, rugged & American

    BMW - performance drivenNivea Mild and caringNike - the athlete in all of us.

  • Brand Personality










    Upper classCharming



  • Is defined as the totality of individuals thoughts and feelings having reference to him/ her as an object. Life style, in many ways, is an outward expression of ones self-concept.

  • Self Concept - TheoryHolds that an individuals have a concept of

    self based on who they think they are (the actual self) and a concept of who they think they would like to be (the ideal self).

    Related to two key concepts of psycho-analytic theory, the ego and the super ego.

    Ego is similar to ones objective reality, so its similar to actual self.

    Superego is defined by the way things should be and hence can be seen as a reflection of ideal self.

  • Actual SelfThere is no one actual self.Consumers have various role identities

    mother, wife, working woman, volunteer etc. One of these roles is dominant in

    specific situations. This particular role affects the behavior (dressing style, talking, way they conduct etc)The amalgam of individuals roles

    makes up the individual self.

  • Studies have confirmed that consumers buy products related to their self concept.

    Dolich studied buying of beer, cigarettes, soaps and tooth paste and found that respondents tend to prefer brands they rate similar to themselves.

    The same is in the case of automobiles too.Marketing takeaways: the concept of actual

    self, says that image consumers have of themselves influences their purchases.

    They attain self consistency, by buying products they perceive as similar to their self-concept

  • Produ ct(Brand Image)

    Con su mer(self concept)

    Rela ti on shipBet wee n

    self con ce pt & bra nd image

    Beh aviorSeek products and

    Brands that improve/ maintain

    self concept.

    Sati sfacti onPurchases

    Contribute toDesired self


    Re in force s Sel f-Con cept

  • Ideal SelfConcept of ideal self relates to ones self

    esteem.The greater the difference between the

    actual self and the ideal self, the lower an individuals self esteem.Dissatisfaction with actual self, will end

    up in purchases of such products that they think will enhance their self-esteem.A woman who would like to be more

    modern, efficient and imaginative will use different perfumes, deodorant or shop at different stores than a woman who want to be warm/attractive.

  • (Marsh L Richins) advertising themes and images often increase the discrepancy between the real and ideal selves.Ads that features beautiful models and

    luxurious life styles leaves a sense of inadequacy based on a comparison of their real self with idealized self.Average fashion model is 59 tall and

    weighs 55 kgs. But the average Indian Woman is 52 tall and weighs 65 kgs.

  • The desire for both self consistency and self esteem can be conflicting.

    Generally consumers buy products that conform to their actual self image. But if they are lower in their self esteem they are more likely to be swayed by appeals to fantasy that portray an idealized self ... the alluring woman, the lone biker on Bajaj Discover or well groomed male in Vimal suiting.

    Buying to achieve an unrealizable


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