A consumer behaviour concept called “expectancy theory” can help illustrate how soft drink giant Coca-Cola (Coke) promoted class and race disparity in America. Expectancy Theory essentially explains that consumers’ decisions are driven by “positive incentives” (Solomon, White & Dahl, 2014). Choosing a certain product rather than any other alternative provides a consumer with a more positive result, like a higher social status. Coke’s marketing techniques during the time of America’s civil rights movement and during its early competition against rival Pepsi, draws a connection between a widening socio-economic class gap and consumers’ choices.

In Irene Angelico’s (1998) film, “The Cola Conquest,” we see how Coke was conceived in Atlanta, Georgia at the end of the American Civil War. To its core, the Coca-Cola company is a deeply southern company built through civil unrest. Specifically, Coke was born at a time when Black people were believed to be second-class citizens. And in their advertising, Coke used caricatures of Black people to demonstrate this belief. In Angelico’s film, Coke is described as a symbol of nationalism to the American people: for white people this meant something to be protected; for Black people it meant everything they were denied (Angelico, 1998).

Since its conception in 1886, the soda magnate has implemented an aggressive marketing strategy to capture as much of the market as possible. So when competition and copy cats came in, Coke easily pulled through with momentum they had been building for decades. At that point, consumers already associated ‘Coke’ with being  ‘American.’ When Pepsi launched into the marketplace, arguably Coke’s biggest competitor to this day, Pepsi was branded as a second class drink. People still enjoyed Pepsi, but not in public. “Real Americans” drank Coke. Pepsi was reserved for non-Americans (this usually meant Black Americans).

Consumers’ decisions to choose Coke, as shown in the film, is born out of a desire to not be “othered” by friends, family, or strangers. Coke identified how the socioeconomic gap existing between classes could be leveraged as a positioning strategy to align the brand with emerging middle and upper-class Americans. Consequently, this ultimately meant a specific race too. I think it’s critical to be aware of the fact that Coke’s success came at the cost of dignity for Black Americans. I also feel that Coke, without question, operated on their collectives biases which informed their marketing: so instead of developing marketing strategies based on consumers’ needs and wants, the company was guided by historical and racial differences.

Now, when I look at advertisements I have to think more critically about the messages they are conveying: what are they telling me to think? I think the truth of the matter is that while some messages will always go over my head, I need to be aware of the fact that I won’t always have context for every marketing message put in front of me.

It’s inevitable that how I see myself is probably always going to be tied to the products that I buy. But being smart about where I spend my money and recognizing that it’s a privilege to have the freedom to choose, helps me to become a more socially responsible consumer. I think consumers need to realize that big corporations, like the Coca-Cola company, have a significant impact on shaping our cultures and that choosing a product might sometimes mean jeopardizing a whole community.

Following the economic crisis that began in 2008, the sales of new automobiles dropped sharply virtually everywhere around the world — except the sales of Hyundai vehicles. Hyundai understood that people needed to feel secure and safe and ran an ad campaign that assured car buyers they could return their vehicles if they couldn’t make the payments on them without damaging their credit. Seeing Hyundai’s success, other carmakers began offering similar programs. Likewise, banks began offering “worry-free” mortgages to ease the minds of would-be homebuyers. For a fee of about $500, First Mortgage Corp., a Texas-based bank, offered to make a homeowner’s mortgage payment for six months if he or she got laid off (Jares, 2010).

Likewise, during the 2020 Coronavirus Pandemic, brands started to adopt a new line of “worry-free” messaging such as Pizza Hut’s “contact-free” delivery option for consumers living under conditions of quarantine and physical isolation.

Abraham Maslow’s hierarchical approach to motivation has been universally “adopted by marketers” (Solomon, White, & Dahl, 2015, p. 100) because it helps them to understand which level of need their target consumer is trying to meet and how to market their product to fulfill that need (Thompson, 2019). Coca-Cola (Coke) is known for its unique and innovative marketing strategies and their approach to Maslow’s Hierarchy of Needs is no exception. Throughout history, Coke has expertly targeted every tier of Maslow’s Hierarchy of Needs, and by doing so they have created and retained dedicated life-long customers.

The first tier in Maslow’s model is physiological, or basic, needs. The consumers at this level are solely seeking to satisfy their basic survival needs, such as water and staple food items (Walker, 2017). In 1986, Roberto C. Goizueta, the Chairman and CEO of Coke at the time, is quoted saying: “Eventually the number 1 beverage on earth will not be tea, or coffee, or wine, or beer, it will be soft drinks. Our soft drinks.” (Angelico, Neidik, & Webb, 1998) proving that the company was determined to target the consumers in this motivation tier. Since then, Coca Cola has managed to convince consumers that it should be a staple in their diet, and for many, it has completely replaced water, but this was not always the case (Angelico et al., 1998).

In 1886, John Pemberton combined the healing properties of the coco leaf and the cola nut to create a drink that would eventually become Coca Cola; he originally created and marketed it as a “brain-tonic” or “cure-all elixir” (Angelico et al., 1998). Though Maslow would not be born for another 20 or so years (The Editors of Encyclopaedia Britannica, 2019), Pemberton was inadvertently marketing his elixir to the second tier in Maslow’s Hierarchy of Needs: safety needs; which includes health, security, and protection. According to Maslow, consumers will not be motivated by safety needs until their physiological needs have been met (Walker, 2017). While Coke is no longer regarded as a “health” drink, it still appeals to consumers motivated by safety needs because it provides them with the comforting feel of home. During WW2, one severely wounded American soldier even credited holding in his hand an empty Coke bottle for being “the only thing that kept him from dying all night long” (Angelico et al., 1998).

The motivational needs in the third tier, belonging and love, address consumers who feel their physiological and safety needs have been adequately satisfied who are now looking to spend more of their disposable income (Walker, 2017). This tier is an appealing choice for marketers (Walker, 2017), Coke included, due to the sheer volume of consumers motivated to make purchasing decisions that satisfy their social needs. Coke’s global growth strategy resulting in the brand becoming  “within an arm’s reach” of the consumer at all times, combined with its air of nostalgia sentimentally depicted in advertisements featuring children and the good ol’ days, resulted in many consumers purchasing Coke as a way to fulfill their intimacy motivations (Angelico et al., 1998). “Coca Cola is your friend. Wherever you go Coca Cola is always there, it’s like coming home to mother.” (Angelico et al., 1998).

The second to final tier, self-esteem needs, generally consists of luxury brands (Walker, 2017). In modern-day Eurocentric and Western cultures, we might not consider Coke a luxury item, but its early history is rooted in social status and classism. Mid-20th century, as a feature of American culture and domestic hospitality, a host would be expected to serve friends and family Coke over Pepsi, the former regarded as a luxury and the latter regarded as a, “second-class drink” (Angelico et al., 1998).

This social tier also encompasses motivations surrounding achievement, a theme present throughout Coke’s marketing  since the early days when a company hanging a Coke sign out resulted in “immediate business success” (Angelico et al., 1998). Achievement and success were also strong themes developed through the brand’s sponsorship marketing strategies, namely as a feature sponsor for Olympic events including the 1996 Olympics in Atlanta (Angelico et al., 1998) , which continue to this day.

Self-actualization needs, the final tier, addresses the motivations of  consumers who have already fulfilled their needs in all of the previous tiers and now desire a sense of self-fulfillment and accomplishment (Walker, 2017). Asa Candler, who transformed Coke into the soda giant we know today, appealed to consumers – name business men at the time –  in this tier by claiming “a Coca Cola taken at 8, energizes the brain ‘till 11” (Angelico et al., 1998). Candler also oversaw the creation of Coke’s iconic Normal Rockwell-style of advertisements which would catalyze 2 decades of “ads linking Coke to life’s special moments” (Angelico et al., 1998).

I believe Coke is the perfect brand to study when learning about Maslow’s Hierarchy of Needs. Being able to market to the different motivations of consumers at each level of the model cannot be easy, but I believe it is the reason Coca Cola has maintained so much success over such a long period of time. Maslow’s model teaches us that, “[c]onsumers may have different need priorities at different times and stages of their lives” (Solomon et. al, 2015, p. 101), thus by marketing to all 5 tiers, Coca Cola can essentially guarantee life-long consumers.