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Personality and Lifestyle

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Chapter OBJECTIVES When students finish this chapter they should understand why: • A consumer’s personality influences the way he or she responds to marketing stimuli, but efforts to use this information in marketing contexts have met with mixed results. • Consumers’ lifestyles are key to many marketing strategies. • Psychographics go beyond simple demographics in helping marketers understand and reach different consumer segments. • Identifying patterns of consumption can be superior to knowledge of individual purchases when crafting a lifestyle marketing strategy. Chapter SUMMARY The study of personality is one of the most interesting undertaken in studies of consumer behavior (it is also one …show more content…

It operates on the pleasure principle (behavior guided by the primary desire to maximize pleasure and avoid pain). a) The id is selfish. b) The id is illogical (it acts without regard to consequences). 2) The superego (which is the counterweight to the id). It is a person’s conscience. a) It internalizes society’s rules. b) It works to prevent the id from seeking selfish gratification. 3) The ego (which is the system that mediates between the id and the superego). 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. Much of this battle occurs in the unconscious mind. b. The Freudian perspective hints that the ego relies on symbolism in products to make the compromise between the demands of the id and the prohibitions of the superego. c. There is a connection between product symbolism and motivation (according to Freudian theory). Discussion Opportunity—Ask: What are some products that are usually sold by telling you that the use of the product will make you attractive to the opposite sex? Discussion Opportunity—Ask: What are some products that make their appeals primarily to the id? What are some products that make their appeals to the superego (bring in

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