Posts Tagged ‘impulse purchases’

If the Id, Ego and Superego influence all human volition (including the will to purchase), then they should be reflected in marketing terms as well. As we see, they do, to confirm the first part of our hypothesis: All products (categories) are necessarily Id-, Ego- and/or Superego satisfiers.

Given that the 3 ego-states are closer to human behavior, they should also offer better definitions – be less ambiguous, encompass products and behaviors that otherwise cannot be described, and more – when defining products.

 Impulse purchases

The Id is about impulsive, self-satisfying behavior. It is not rational or deliberate behavior – it is about doing what pleases the individual the most. It flies in the face of logic, and by definition, is contrary to social norms.

Much as we might grow into rational adults, we cannot ignore the fact that we often make purchases that might be absolutely irrational in nature. The Id (or the Child in us) represents our impulses towards self gratification, and “impulse purchases” are nothing more than the Id manifesting itself in the purchase process.

But while the term “impulse purchase” lends itself to certain products (and often those that are of low value), there are many more purchases that are marked by all the characteristics of the Id – the need for self gratification, with lack of reason – and few of these have any real classification in present-day advertising.

Purchases like cigarettes, alcohol, perfumes, cosmetics, fashion, cinema, restaurants, and other such product categories, cannot be “rationalized” as necessary purchases, and enough argument can also be provided in favor of cheaper or more generic alternatives.

(Some practitioners call them “emotional purchases”, and this is also true – the Id is about emotion, after all! But defining these as Id-satisfiers provides us a link with both – the nature of the consumer and the product as well. It is no longer a yuppie nail polish bought by a working-class woman; it is now an Id-satisfier that is satisfying the buyers Id, no matter who the buyer is. This, we shall see, is important in the process of planning and positioning products.

(If one were to rationalize, and say that within one’s social circle, it is impossible to be seen with less than a particular brand of whiskey, or a particular brand of jeans, then we can also say that Id purchases are also a function of peer pressure – an irrational pressure again!)

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