今さら聞けないマーケティング4.0時代の「自己実現」とは一体何なのか？
先日の記事でも触れましたが、世界で最も影響力のあるマーケティング学者の1人、フィリップ・コトラー氏は2014年に「マーケティング4.0」という概念を提唱しました。マーケティング4.0は、自己実現のマーケティングと呼ばれています。顧客の自己実現を助け、顧客を自己実現に導く商品やサービスの提供、あるいは自己実現を助けるような提供の仕方がマーケティング4.0であると言えるでしょう。
自己実現という言葉は近年、いたる所でよく聞こえてくる言葉です。あまりにもよく使われているがために、その意味をあえて問い直す機会も少ないであろう「自己実現」とはどういうものなのでしょうか。ふと疑問に感じたこの機会に、あらためて考えてみたく思いました。
マーケティング4.0の「自己実現」はマズローの欲求5段階説がモデル
コトラー氏は、マーケティング4.0における自己実現を、マズローの欲求5段階説の中の「自己実現の欲求」をモデルとしていました。
欲求5段階説というのは、下図のような構造を持ち、食事や睡眠など１の生理的欲求をある程度満たしたら、雨風をしのぐ家に居て明日の生活が保障されるというような２の安全の欲求を持ち、それがある程度満たされたら今度は、家庭や家族、パートナー、会社や学校などに所属し愛情が欲しいと思う３の所属と愛の欲求を持ち始める。3が満たされたら次は、社会や集団において自分が価値のある存在だと認めて欲しいという４の承認欲求を持つようになる。そして、周りの人によって何らかの形で存在や行為が認められ、４の欲求がある程度満たされた後に、５の自己実現の欲求を持つ、というように、人間が持つ欲求は5段階に分けることができ、人はその成長の過程で下位の欲求を満たしながら次第に上位の欲求を持つようになる、という理論です。
マズローによると、必ずしも全ての人が全ての段階の欲求を持つようになるとは限らないようなのですが、裏を返せば全ての人が5段階目の欲求を持つに至る可能性があるとも言えるでしょう。
各段階の欲求は100%満たさなければならないというものではなく、ある程度満たせば次の段階の欲求が出てくる、そして各階層は完全に分けられるものではなくある程度入り混じったものである、というのが近頃の心理実験や検証の結果、通説となっています。
そして、一度持つに至った欲求段階は、その後その段階の欲求が満たされない状態になったとしても持ち続けることができるようです。つまり、人に認められたいという4段階目の承認欲求を持つ人が、何らかの理由で3段階目の安全の欲求を求めないといけないような状態になった場合、4段階目の承認欲求を失わずに持ち続け、3の欲求を満たせない不安への耐性を持っていられるという事です。
「自己実現」の概念を最初に論じたのはユングだった
自己実現という概念を最初に提唱したのは、心理学者のC.G.ユングでした。自己実現というと、したい仕事をして、たくさんお金を稼いで幸せな家庭を築き・・・と、一般的に言われる成功者がモデルで、目標を達成して元々の自分とは全く違う存在に変わるようなイメージを抱くかもしれません。
でも、自己実現というのは、その人が元々持っている可能性を現実のものにして、よりその人らしい存在になっていく過程を言います。ユングは人生を前半と後半に分けるとしたら前半は自我やペルソナの確立が目的となり、例えば仕事で成功する、社会的地位を築く、結婚をするなど人生における意識的、社会的な面を構築する時期であるとしました。
そして、自我やペルソナの確立がなされた後に、その時点では意識化されていないがために未発達であるけれどもその人が本来的に持っている可能性を拓いていく事、これを自己実現と呼びました。例えば、これまで仕事ばかりに専念してきた人があらためて家族との関係を見直す、狭い世界で生きてきたけれども本当はもっと多様性のある環境で自由に生きてみたくて海外にはばたく、などが例としてあげられるでしょうか。
後半部分では、人がどう思うかや社会的にどう評価されるかではなく自分がどう感じるのかという心の内面に焦点が当たってきます。そしてここまで来たら完成というものではなく、その人だけが持っている理想像に近付いていく過程、であるようです。
ユングは自己実現の前段階として、自我やペルソナの確立が必要であると言っていました。そういう意味で、自己実現とは、自我の確立も含めた一生をかけて行われる、その人が本来の自分に近付いていく長い旅であると言えるかもしれません。
当たり前ですが、多種多様の自己実現は奥が深く、このブログ内で書ききれるようなものではありません。それはある意味、人生そのものと言えるようなもの。だからこそ、顧客の年齢や環境・状況を問わず、私達経営者が出来る事は沢山あるような気がしています。
商品、サービスに限らず、その提供の仕方においても顧客の自己実現を助けられるようなやり方がきっとあるでしょう。マーケティング4.0は提唱されてからそれほど年数が経っておらず、業界内でも模索中のようなところがありますが、この機会にご自身の自己実現について考えてみると、もしかするとそれが顧客の自己実現に繋がっていくかもしれません。
弊社のサービス提供においても、企業様や各個人の様々な問題を解決し、より自己実現をサポート出来る内容にして行くつもりです。弊社の考える自己実現のサポート法は「本質的な欲求や問題に気づいてもらうこと」そして「ボトルネックになっている（足を引っ張っている）問題を解消すること」だと考えています。
この2つが出来れば大きく自己実現に近づくことが出来るでしょう。
4年間経営した会社を倒産後、再度起業したインターネット広告代理店（エックスラボ）を3期目で年商約10億円グループにまで成長させる。集客をしたい中小企業の経営者や大手企業の担当者、同業他社までも参加するセミナーを開催する起業家。広告マン兼マーケッター。
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