Self-Concept and Image Congruence: Some Research and Managerial Implications

Self-concept, despite its marketing relevance, has been overshadowed by other psychological concepts. The self-concept is, however, significant and relevant to the study of consumer behavior because many purchases made by consumers are directly influenced by the image an individual has of himself. A fundamental question involves the process of the formation of the self-concept. Several distinct qualities exist within the self-concept, and once the self-concept is established, these have a bearing upon the individual's behavior and his relationship with his objective, subjective, social, and ideal self. For marketers, an understanding of the self-concept and self-image can provide the means for developing more effective marketing programs. Consistency and congruence also play an important part in establishing the relationship between the self-concept, the individual's image, and final purchase behavior. Other factors also play a part in the process and, in some situations, misunderstandings about their importance can result in less than effective marketing efforts. Careful research and analysis of the relevant factors affecting the self-concept and their effect on purchase behavior can make for more effective market strategic planning. This article examines the various issues related to the marketing applicability of the self-concept and discusses its implications in terms of research and market strategic planning.