Chapter 5: Personality and Consumer Behavior

Choose a study mode

Play Quiz
Study Flashcards
Spaced Repetition
Chat to Lesson

Podcast

Play an AI-generated podcast conversation about this lesson

Questions and Answers

What does the term 'innovativeness' refer to in the context of consumer behavior?

Innovativeness measures a consumer's degree of variety seeking and their openness to novel products.

How does the need for uniqueness influence purchasing decisions?

The need for uniqueness can drive individuals to purchase unusual products or brands to create a distinctive personal image.

What is meant by 'optimum stimulation level' in consumer behavior?

Optimum stimulation level refers to the preferred amount of sensory input consumers seek, affecting their willingness to try new products.

Describe the difference between visualizers and verbalizers.

<p>Visualizers prefer information presented visually, while verbalizers favor written information or textual descriptions.</p> Signup and view all the answers

How does the need for cognition impact a consumer's response to advertisements?

<p>Individuals with a high need for cognition are more likely to engage with ads that offer rich product information.</p> Signup and view all the answers

What role does dogmatism play in consumer innovativeness?

<p>Dogmatism measures how open or resistant an individual is to new and unconventional ideas or products.</p> Signup and view all the answers

Explain exploratory purchase behavior as it relates to consumer innovativeness.

<p>Exploratory purchase behavior involves consumers trying out new products or brands to satisfy their curiosity and need for novelty.</p> Signup and view all the answers

Why might a consumer lose interest in a product when it becomes extremely popular?

<p>A consumer may lose interest in a product once it becomes mainstream because they value individuality and uniqueness.</p> Signup and view all the answers

What are the three components of Freudian theory?

<p>Id, Ego, and Superego.</p> Signup and view all the answers

How is personality defined in the context of consumer behavior?

<p>Personality reflects individual psychological characteristics that determine responses to the environment.</p> Signup and view all the answers

What role does the Neo-Freudian personality theory emphasize in human development?

<p>It emphasizes the importance of social relationships in the formation and development of personality.</p> Signup and view all the answers

According to trait theory, how is personality analyzed?

<p>Personality is analyzed quantitatively as a set of psychological traits.</p> Signup and view all the answers

What influence does a consumer's personality have on their purchasing decisions?

<p>A consumer's personality influences the types of products they choose, reflecting their self-image.</p> Signup and view all the answers

What personality traits are associated with potato chips as per the provided table?

<p>Ambitious, successful, high achiever, impatient.</p> Signup and view all the answers

What is the primary goal individuals seek according to Neo-Freudian theory?

<p>Individuals seek to overcome feelings of inferiority.</p> Signup and view all the answers

Identify one characteristic of individuals who prefer snack crackers based on their personality.

<p>Rational.</p> Signup and view all the answers

In Freudian terms, what does the ego do?

<p>The ego balances the demands of the id and the moral constraints of the superego.</p> Signup and view all the answers

What did Karen Horney focus on in her study of personality?

<p>She focused on child-parent relationships and the pursuit of overcoming feelings of anxiety.</p> Signup and view all the answers

What are the three proposed personality groups according to the content?

<p>Compliant, Aggressive, and Detached.</p> Signup and view all the answers

How does trait theory define a personality trait?

<p>A distinguishing, relatively enduring way in which one individual differs from another.</p> Signup and view all the answers

What is meant by 'consumer innovators'?

<p>Consumers who are receptive to new products, services, or practices.</p> Signup and view all the answers

Explain the concept of dogmatism in the context of consumer behavior.

<p>Dogmatism reflects how rigid a person is toward unfamiliar products and contrary information.</p> Signup and view all the answers

Describe the difference between inner-directedness and other-directedness.

<p>Inner-directedness relies on personal values, while other-directedness looks to societal expectations.</p> Signup and view all the answers

What is the significance of the need for uniqueness in consumer behavior?

<p>It reflects a consumer's desire to avoid conformity and stand out in their choices.</p> Signup and view all the answers

What role does optimum stimulation level play in consumer traits?

<p>It represents the optimal level of excitement a consumer seeks from experiences.</p> Signup and view all the answers

How does variety-novelty seeking relate to consumer innovativeness?

<p>Variety-novelty seeking drives consumers to pursue new and diverse experiences.</p> Signup and view all the answers

What characterizes a consumer who avoids conformity?

<p>They tend to resist appearing like others and seek unique experiences.</p> Signup and view all the answers

In what way does personality influence consumer choices?

<p>Personality traits are linked to preferences in product categories rather than specific brands.</p> Signup and view all the answers

How do the concepts of non-cognitive (NC) and visualizer/verbalizer affect advertisers?

<p>NC affects how consumers process information, while visualizer/verbalizer influences their preferred media formats.</p> Signup and view all the answers

What is consumer materialism?

<p>Consumer materialism refers to the extent to which an individual is considered materialistic.</p> Signup and view all the answers

Define compulsive consumption behavior.

<p>Compulsive consumption behavior describes consumers who are 'addicted' or 'out-of-control' in their buying habits.</p> Signup and view all the answers

What are some indicators of compulsive buying as per the sample items provided?

<p>Indicators include impulsive buying, irresistible urges to shop, and purchasing items that are not needed.</p> Signup and view all the answers

What characterizes ethnocentric consumers?

<p>Ethnocentric consumers believe it is wrong to buy foreign-made products and prefer domestic goods.</p> Signup and view all the answers

How can advertisers effectively target ethnocentric consumers?

<p>Advertisers can stress nationalistic themes and emphasize the value of buying American-made products.</p> Signup and view all the answers

What is the CETSCALE used for?

<p>The CETSCALE is used to measure consumer ethnocentrism by assessing attitudes towards purchasing foreign vs. American-made products.</p> Signup and view all the answers

Explain the difference between fixated consumption behavior and compulsive consumption behavior.

<p>Fixated consumption refers to focusing on particular products, while compulsive consumption reflects an uncontrollable buying inclination.</p> Signup and view all the answers

What is brand personality, and how does it influence consumer perception?

<p>Brand personality refers to the personality-like traits associated with brands, such as freshness or dependability, influencing consumer perception by creating emotional connections.</p> Signup and view all the answers

Choose one brand and describe its personality traits and any associated gender characteristics.

<p>Nike embodies an athlete persona, characterized by traits like competitiveness and energy, often associated with masculinity.</p> Signup and view all the answers

How do geographical elements influence brand personality?

<p>Geographical elements, such as actual locations or fictitious names, imbue brands with character traits that resonate with local culture and identity.</p> Signup and view all the answers

In what ways can color impact a brand's personality?

<p>Color combinations in packaging and products can convey specific personality traits, influencing consumer emotions and behaviors.</p> Signup and view all the answers

What are some characteristics of products that are often perceived as masculine or feminine?

<p>Products like coffee and toothpaste are often seen as masculine, whereas bath soap and shampoo are typically viewed as feminine.</p> Signup and view all the answers

What are the different types of self-images mentioned in the content?

<p>The different types of self-images are Actual Self-Image, Ideal Self-Image, Ideal Social Self-Image, Social Self-Image, and Expected Self-Image.</p> Signup and view all the answers

How do possessions contribute to a consumer's extended self?

<p>Possessions can extend the self by actually representing the individual, symbolically reflecting their identity, conferring status, and bestowing feelings of immortality.</p> Signup and view all the answers

In what ways can consumers alter their self-image through products?

<p>Consumers can alter their self-image by creating a new self, maintaining the existing self, extending the self, or conforming to societal expectations.</p> Signup and view all the answers

What factors contribute to the makeup of an individual's self-image?

<p>The makeup of an individual's self-image is influenced by traits, skills, habits, possessions, relationships, and behaviors developed through background and experience.</p> Signup and view all the answers

How can marketers effectively target products to different 'selves' of consumers?

<p>Marketers can target products by aligning them with the specific self-image that consumers want to express in various situations.</p> Signup and view all the answers

What role does the concept of multiple selves play in consumer behavior?

<p>The concept of multiple selves indicates that a consumer may behave differently in varying social contexts, influencing their purchasing decisions.</p> Signup and view all the answers

How do consumers use self-altering products to express individuality?

<p>Consumers use self-altering products to showcase individuality by transforming their appearance or behavior and aligning themselves with desired self-images.</p> Signup and view all the answers

What significance does the 'extended self' hold in understanding consumer psychology?

<p>The 'extended self' embodies how consumers integrate possessions into their identity, influencing their emotional attachments to products.</p> Signup and view all the answers

What is the impact of a consumer's self-image on their product selection?

<p>A consumer's self-image heavily influences product selection, as individuals tend to choose products that are congruent with their perceived identities.</p> Signup and view all the answers

What are the ways that possessions can bestow feelings of magical powers to consumers?

<p>Possessions can bestow feelings of magical powers when they are associated with personal significance, cultural symbolism, or perceived special qualities.</p> Signup and view all the answers

Flashcards

Personality

Inner characteristics influencing how a person responds to surroundings.

Freudian Theory

Personality driven by unconscious needs & desires.

Id

Part of personality seeking immediate pleasure.

Superego

Part of personality representing moral standards.

Signup and view all the flashcards

Ego

Balances id and superego.

Signup and view all the flashcards

Neo-Freudian Theory

Personality shaped by social relationships.

Signup and view all the flashcards

Trait Theory

Personality described as a set of traits.

Signup and view all the flashcards

Product Personality

Human-like traits assigned to products.

Signup and view all the flashcards

Consumer Purchases

Purchases reflecting consumer personalities.

Signup and view all the flashcards

Self-Image

How a consumer perceives themselves.

Signup and view all the flashcards

Personality Traits

Distinguishing characteristics that differ individuals from one another and endure relatively consistently over time.

Signup and view all the flashcards

Consumer Innovators

Consumers willing to try new products, services, and practices.

Signup and view all the flashcards

Innovativeness

A personality trait measuring how open a consumer is to new things.

Signup and view all the flashcards

Dogmatism

A personality trait that shows a person's resistance to new ideas or beliefs.

Signup and view all the flashcards

Social Character

A measure of whether a consumer is influenced by external social expectations

Signup and view all the flashcards

Need for Uniqueness

The desire to stand out from the crowd in choices and behaviors.

Signup and view all the flashcards

Optimum Stimulation Level

The level of stimulation needed to be comfortable.

Signup and view all the flashcards

Variety-Novelty Seeking

Desire for new and different experiences and products.

Signup and view all the flashcards

Compliant

A personality group driven by the desire for love, acceptance and appreciation.

Signup and view all the flashcards

Aggressive

A personality group focused on moving against others.

Signup and view all the flashcards

Need for Cognition

A person's enjoyment of thinking.

Signup and view all the flashcards

Visualizers vs. Verbalizers

A person's preference for either visual or verbal information.

Signup and view all the flashcards

Exploratory Purchase Behavior

When consumers try out new products to add variety to their selection.

Signup and view all the flashcards

Brand Personality

Personality-like traits associated with a brand. This includes qualities like freshness, athlete, performance, and dependability.

Signup and view all the flashcards

Brand Personality Examples

Examples of brands with associated personalities: Purdue (freshness), Nike (athlete), BMW (performance), and Levi's 501 jeans (dependable and rugged).

Signup and view all the flashcards

Brand Gender

Some brands are perceived as having a gender (masculine or feminine), affecting product perceptions.

Signup and view all the flashcards

Product Geography

Brands using actual or fictitious locations to evoke personality (e.g., Philadelphia cream cheese, Hidden Valley).

Signup and view all the flashcards

Brand Personality Impact

A strong and favorable brand personality can strengthen the brand but it doesn't necessarily increase prices.

Signup and view all the flashcards

Consumer Materialism

The degree to which a person prioritizes material possessions.

Signup and view all the flashcards

Fixated Consumption

Consumers who are overly focused on specific products or product categories.

Signup and view all the flashcards

Compulsive Consumption

Uncontrolled or excessive buying behavior.

Signup and view all the flashcards

Compulsive Buying

Irresistible urge to spend money, often impulsively.

Signup and view all the flashcards

Consumer Ethnocentrism

The belief that it's wrong to buy foreign-made products.

Signup and view all the flashcards

CETSCALE

A scale used to measure consumer ethnocentrism.

Signup and view all the flashcards

Targeting Ethnocentric Consumers

Advertisers can appeal to consumers' national pride to encourage buying.

Signup and view all the flashcards

Nationalistic Themes

Appealing to patriotism, national pride, and supporting local businesses.

Signup and view all the flashcards

Multiple Selves

A single consumer can act differently in multiple situations or with different people.

Signup and view all the flashcards

Makeup of Self-Image

Self-image is influenced by our traits, skills, habits, possessions, relationships, and way of behavior. It's shaped by our background, experiences, and interactions with others.

Signup and view all the flashcards

Extended Self

Products can extend our sense of self in various ways, including achieving status, feeling immortal, or associating with magical powers.

Signup and view all the flashcards

Altering the Self-Image

Consumers use self-altering products like makeup, clothing, or accessories to express their individuality, change their appearance, or conform to social norms.

Signup and view all the flashcards

Actual Self-Image

How you perceive yourself.

Signup and view all the flashcards

Ideal Self-Image

The person you aspire to be.

Signup and view all the flashcards

Social Self-Image

How you think others perceive you.

Signup and view all the flashcards

Ideal Social Self-Image

The impression you want to make on others.

Signup and view all the flashcards

Expected Self-Image

The image you believe others expect of you.

Signup and view all the flashcards

Self-Expression

Using products to express individuality and maintain or extend your sense of self.

Signup and view all the flashcards

Study Notes

Chapter 5: Personality and Consumer Behavior

  • This chapter explores personality theories and their impact on consumer behavior.

  • Personality is defined as the inner psychological characteristics that both determine and reflect a person's response to their environment.

  • Personality is thought to be both consistent and enduring, but can also change over time.

  • Different aspects of personality are explored, including:

    • Freudian theory, examining unconscious drives and motivations influencing consumer decisions.
    • Neo-Freudian theory, focusing on the impact of social relationships on shaping personality and influencing consumption habits
    • Trait theory, analyzing personality traits and their connections to consumer preferences and choices.
    • Cognitive factors, including need for cognition (NC), the degree to which an individual enjoys thinking and is receptive to complex product information. It also explores how visualizers and verbalizers react to different types of marketing messages, such as images versus plain text.
    • Consumer materialism and compulsive consumption.

  • The chapter differentiates between consumer materialism, encompassing the degree to which a person considers material possessions important, and compulsive consumption, encompassing consumers' fixated focus or addictive tendencies related to particular product categories.

  • Different approaches can be used to measure personality and consumer behavior, described in the chapter, including various self-assessments.

  • Consumption frequently relates to self-image, where consumers seek to express, change or reinforce their personal identity.

  • Brand personality is important in marketing products, where personality-like traits are associated with brands like Purdue and freshness, Nike and athlete, BMW and performance, Levi's 501 jeans and reliability. Brand personalities can strengthen brand recognition but don't always need to charge higher prices to do so.

  • Personality traits that influence consumer innovativeness and willingness to adopt new products, and social behavior (how consumers interact with others) are examined.

  • Examples: Potato chips portray an ambitious, high-achieving but impatient person; Tortilla chips align with meticulousness and punctuality; pretzels are seen as lively and adaptable.

  • The concepts of inner-directed and other-directed consumers are explored in relation to consumer attitudes and the adoption of new products.

  • Consumers who avoid appearing to conform to others' expectations and standards are also discussed.

  • Consumer ethnocentrism is a personality trait that influences a consumer's willingness to purchase products from foreign countries or to support domestic products and producers.

  • Marketing strategies are described that companies use to target consumers who are sensitive to these personality traits.

Chapter Outline

  • Personality theories
  • Cognitive personality factors
  • Consumption
  • Product personality
  • The Self and self-image

Discussion Questions

  • How would you describe your personality?
  • How does your personality influence the products you purchase?
  • How do NC and visualizer/verbalizer factors affect advertisers?
  • Which media is best for each group?
  • Pick three of your favorite brands. Describe their personality. Do they have a gender? What personality traits do they have?

Studying That Suits You

Use AI to generate personalized quizzes and flashcards to suit your learning preferences.

Quiz Team

Related Documents

Chapter 5 Personality and Consumer Behavior PDF

More Like This

Use Quizgecko on...
Browser
Open
Browser
Browser