Beruflich Dokumente
Kultur Dokumente
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
Personality
At the end of this session, you should understand:
The nature of personality The different approaches to personality theory and their relevance to consumer behaviour The self-concept and its influence on consumer behaviour The concept of brand personality and its importance in marketing
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-2
Personality - defined
The characteristic patterns of behaviour and
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-3
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-4
Personality theories
The following are approaches to personality theory:
Psychoanalytical theory
Social/environment theories
Trait theory
Self concept theory
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-5
controlled the conscious mind and this plays a significant role in developing our personalities
This is very much linked to the concepts of human
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-6
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-7
three parts:
Id
Our primitive instincts or drives Our urge to do what is right achieving perfection The balance between the id and the superego
Superego
Ego
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-8
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-9
Underlying sexual connotations in ads Show glamorous people using the product - appealing to social acceptance of the product rather than its practical uses
Communicate message that anxiety may be reduced with the use of a particular product/service
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-10
Those who further developed Freuds ideas but presented new ways of looking at personality
Many consider that although the unconscious mind is important, other factors such as the conscious mind and external factors are also important influences on personality One of the best known Neo-Freudians is Carl Jung
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-11
Carl Jung believed that individuals engage in constant adaptation and creative development, based on the environment Suggested there are three components of personality: The ego
Our current conscious thoughts Where information is buried or stored day to day but can be remembered when there is a trigger Comprises memory traces from an individuals ancestral past
Believed the self came from a a mix of the conscious and unconscious Formed four classifications of psychological function personality types
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-12
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-13
See EXHIBIT 7.6 Advertisements reflect the expression of a consumers identity, page 200. PowerPoint slides supplied on the Instructor Resource CD to accompany Consumer Behaviour include advertisement images.
Considered ego to be a major motivating force in human development and personality The stronger your selfidentity, the more confident and assertive you are Implications for marketing are that people are more likely to buy brands that reflect their self image
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-14
of inferiority We strive for something better - express our superiority We are influenced by heredity, the environment and intrinsic factors
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-15
Argued that sociocultural factors could explain personality differences, not just basic gender differences She believed that basic anxiety leads to conflict and an intense need for approval and affection Marketers commonly appeal to needs for greater self-improvement and social standing
See EXHIBIT 7.7 Peugeot makes you feel superior, page 201. PowerPoint slides supplied on the Instructor Resource CD to accompany Consumer Behaviour include advertisement images.
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-16
or shy
Trait theories attempt to identify and categorise
personality characteristics
Marketers can use this information to identify
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-17
Interest in new things How methodical you are Degree of sociability Extent of a persons social likeability
Conscientiousness
Extroversion/introversion
Agreeableness
Neuroticism
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-18
Self-concept theory
Based on the set of attitudes a person holds about
Self-image Self-esteem
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-19
Real self
How we perceive ourselves How we think we are perceived by others How others see us
Ideal self
Social self
sense of self
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski 7-20
Their physical and material possessions convey status, success and prestige
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-21
Brand personality
Brands are often perceived as having a distinct personality Positioning is a technique to market a product so that it occupies a unique position within a consumers mindset Appeals used within advertisements and other promotional materials help establish this uniqueness
See EXHIBIT 7.13 Different brands have different personalities. In the tea category, Dilmah is unique, page 213. PowerPoint slides supplied on the Instructor Resource CD to accompany Consumer Behaviour include advertisement images.
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-22
Copyright 2005 McGraw-Hill Australia Pty Ltd PPTs t/a Consumer Behaviour by Karen Webb Slides prepared by Sarah Fletcher and Morena Dobrowolski
7-23