The media storm surrounding the Kyoto protocol, subsequent to Minister Baird’s announcement of a plan to reduce greenhouse gases, is a wonderful occasion for me to present the notion of societal expects. A growing number people seem to surround their consumption with concerns based on fundamental values of social equity and environmental safeguard. For example, […]

In the last couple of weeks, we have been entitled to the professions of faith of citizens, politicians and journalists, towards the dogma of the Kyoto protocol. Hand on the heart, they all proclaim their everlasting support for the norms of this agreement. This is only so much hypocrisy. It is well known that several […]

Relational expects refer to a consumer’s wish for personal interactions. The most typical example of this type of expects is that of a client expecting advice from a salesperson when purchasing clothing, cosmetics, a car, etc. For that matter, not wanting the assistance of a salesperson is also a form of relational expect, which explains […]

Financial expects refer to the consumer’s demands regarding price, what it costs to purchase and use goods or services. Several factors influence those expects, particularly available financial resources and the consumer’s values. Some prefer to buy the least expensive product; others may be willing to pay a slightly higher price to reduce expenses related to […]

Sensory expects first relate to the pleasure, or rather the pleasures, of consumption itself, to the satisfaction of getting what one wants. They also express pleasure of the senses driven from the use products purchased. Finally, the pleasure can relate to pleasant memories associated to a product or a brand. Advertising in general suggests the […]

Under the terms of the Consumer Protection Act, the « Office de la protection du consommateur » (Consumer Protection Agency) issues 36 violation reports against Saputo; the company may be subject to fines totalling $60,000. These accusations are made in response to a complaint lodged last month by the « l’Union des consommateurs » (Union […]

Aspirational expects address another form of symbolism, one which is much more deeply rooted. They reflect the consumer’s fundamental aspirations: personal values, self-image, self-esteem, etc. Aspirational expects are amongst the most influential elements on consumption. Cosmetics and perfumes offer excellent examples of products that appeal to the consumer’s aspirational expects; the image of femininity, very […]

Marketing specialists are very much aware of the fact that goods and services are often purchased more for their symbolic than functional value. Symbolic expects aim at associating the product to a symbol the consumer wants: fashion, status, life style, social class, wealth, power, technological modernity, etc. One seeks an image, a given life style […]

Functional expects refer to consumer requirements regarding the utilitarian aspects of a product; goods or services must fulfil the function for which one buys them. They express benefits sought by clients: safety, durability, ease of use or maintenance, performance, etc. They influence the physical characteristics of the product, technology used, etc. Clothing, childrenswear in particular, […]

Contrary to what marketing theoreticians would have us believe, one does not buy to satisfy inborn needs, but to build and maintain an image. Maslow’s hierarchy of needs is useful to understand the consumer’s fundamental motivation, why he wants to consume — the human being has limitless desires. However, my field experience in marketing and […]