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Posts Tagged ‘Id ego and superego’

If the Id, Ego and Superego come into play in every aspect of our lives, there is every reason to believe that they should influence our behavior as consumers as well!

Conventional psychoanalysis states that we suppress the impulses of the Id to conform to the demands of the society (the Superego). Our behavior as consumers follows more or less the same pattern.

We might want to sing out loud in the street (satisfy the Id), but convention (the Superego) dictates that we behave correctly. Speeding down the road (Id satisfaction) but having to respect speed limits (the control of the societal Superego) is more or less the same.

We might want to live off a diet of chocolate, but we also have doctor’s orders. Chocolates are not likely to take precedence on our shopping list, and supermarkets will not place them, either, so that they take precedence over our staples.

Society wants us to dress according to occasion and convention; we buy our clothes depending on whether they are for work or leisure.

The list of controls (Superego) and the list of desires (the demands of the Id) can be built endlessly, but what we will always find is that as consumers our choices are limited by our willingness to conform or not – ergo, the Id and the Superego determine to what extent we will make our choices, with the rational Ego being the faculty that helps us make a decision towards one extreme or another.

But what products are more likely to belong to which category? This, we shall see, is not difficult to define!

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(The reconciliation of the impulses of the Id with the demands of the Superego (the two extremes of desire, and often in conflict with each other), is the basis of all individual behaviour. There is no reason to believe that this should not also hold true for all “purchase behaviour”.)

Imagine a baby, the mother and their pet dog in a room. The child is tempted to play with the animal the way a baby would – tugging at its ears, tail, or fur. While the animal may be a part of the family, and even pacific by nature, the mother may intervene and prevent the child from being too harsh with the pet, for fear of the animal reacting.

            Here, the child represents the Id in its purest form. All humans are born as bundles of Id, unconcerned with anything except personal gratification. This bundle of Id doesn’t know, even, the difference of good and bad – it will revel in its own excreta – there is absolute absence of any form of reason.

            This individuality of the baby (Id) is sharply contrasted by the demands of the mother, the control imposed on the self-gratifying child. She represents the Superego, or the norms of society, created by experience collected over time.

            Let us assume that the child eventually does get bitten by the dog. Now even the baby knows, vis-à-vis the dog, what his actions can lead to. In the future, it will approach the dog with more than caution. The baby has learnt to reason, and this reasoning, between the two extremes of the self-seeking id and the imposed superego, is the ego, the rational aspect of the reasoning mind. It represents the individual’s logical functions, which allow for independence from the demands of both the id and the superego.

            These three aspects of the human psyche exist in each individual for all time to come, albeit with variations which can be linked to the nature of the society, culture, family and personal experiences and/or preferences. And these three aspects are the ones that influence all our decisions, including those linked to purchase of products or services.

            Once again, we can reiterate our hypothesis if human behavioris subject to the pressures of the Id, Ego and Super Ego, then these three ego states should influence our purchase behavior as well. Let us now see how these three aspects can be related to the process of marketing and advertising.

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