How to Succeed in Marketing? Show More Respect for the Dignity of Consumers

Not long ago, the air conditioning at this writer’s house was on the blink. That wouldn’t normally be a problem in October, but in central Virginia, daytime temperatures can still register 80 degrees when other states are getting their first overnight frosts. I called a local repair shop, the same one that had installed the heat pump two years ago. Within a few hours, I received a text message with a photo of my incoming technician, his name, and phone number. He arrived on time, called me by name, and identified the problems quickly. One of them was a dirty heating coil. I had two choices, he told me: Pay him $350 for a cleaning, or do it myself with a $3 brush from the hardware store. He’d even show me how if I wanted a lesson.This is what professor Cait Lamberton would describe as a dignified customer experience, the focus of her latest academic work. “It’s the most exciting thing I’ve ever worked on,” she told From Day One. “Businesses don’t necessarily understand how profound these experiences are for people, so they get them right sometimes by accident–but they could get them right on purpose.”In her 2024 book Marketplace Dignity: Transforming How We Engage with Customers Across Their Journey, Lamberton, a professor of marketing at the University of Pennsylvania’s Wharton School, and her coauthors, Neela A. Saldanha and Tom Wein, argue that “treating your customers with dignity means showing every customer that you value and respect them because of who they are, regardless of what they buy from you or how you engage with their brand.”They developed a three-part, marketplace-dignity framework that applies to every part of the customer journey, from pre-consumption to post-consumption. First, representation: Customers need to feel seen by the firm. Second, agency: Customers need meaningful choices when engaging with the company. And finally, equality: Customers must feel that they’re treated as peers.Marketers will recognize already-codified elements of marketplace dignity, even if they don’t go by that name. This is the kind of thing the U.S. Federal Trade Commission concerns itself with. The CAN-SPAM Act, for example, requires businesses to allow consumers to opt-out of email messages. And last October, the FTC released the final text of its new “click-to-cancel” rule, which requires that companies make it simple for customers to cancel subscriptions, and prohibits them from making misleading statements about how those subscriptions work.Objections to–and Misconceptions of–Marketplace DignityLamberton hears resistance from the business world about implementing this framework that respects customers’ representation, agency, and equality—and she’s sensitive to those objections. Businesses seem to really snag on the idea of customer agency, she said. The first protest she hears is that providing consumer dignity must be expensive. “They assume that this has to do with integrating lots of nice perks at every step along the way or redesigning their entire customer service program so their consumers get everything they want at every step in their experience.” But in some cases, the company already uses components of the framework, but customers aren’t aware. For instance, you may already offer customers a choice they don’t know is theirs to make.“Sometimes people think that agency means lots of choices. It doesn’t. It means lots of control, which is a very different thing,” Lamberton said. She notes that agency can actually be a money-saver. “When a firm says, ‘Would you prefer us to reach out to you by phone or by text?’ Half the time, the consumer is going to choose the option that’s less costly for the firm. It’s possible that by giving the consumer more agency, you’re actually going to cut your costs and make them happier.”Others object to the notion of equality, believing that “they’re going to end up having a battle between two groups of people who both want more voice, and if we give these people more of a voice, then these people are going to be mad because they don’t have a voice.” But this isn’t a zero-sum game, she said.Some believe representation is about ticking a box, like a clothing company that uses models of all shapes and sizes, or a retailer promoting rainbow merchandise for Pride Month. Companies have long been accused of “pinkwashing” every June. That is, capitalizing on Pride while ignoring the well-being of their own LGBTQ+ employees or customers. Lamberton notes that those who fail with representation often misunderstand that marketplace dignity isn’t about “being nice.”No matter their feelings on the consumer-dignity triad, companies don’t get to opt out. Not choosing is still choosing, as the adage goes. “Every interaction you have with your customers has some level of voice, has some level of agency, has some level of felt fairness,” Lamberton explained. “You don’t have the option to say, ‘We just aren’t doing anything about this.’ It’s a matter whether you decide to do it intentionally or not intentionally.”Compare my experience with the HVAC company to another one two years ago. Shopping around for a new heat pump and a company to install it, I called a few to visit the house and offer an estimate. One firm sent three techs to do a one-person job (and charged me accordingly). While tinkering around my house, not only was their chatter among each other crude and mostly about politics and their disdain for those who don’t share their beliefs, they spoke condescendingly to me about their inspection. They presented a menu of options, but told me that only one was the “smart choice.” Of course, it also had the heaviest price tag.That, Lamberton might say, is an undignified experience.How to Practice Marketplace DignitySo, how can a business uphold marketplace dignity? It must be systematic, Lamberton said. “If this is relying on people being nice, there’s no way it sticks. It has to be something for which you can actually audit.” You can measure it like anything else. Firms already survey consumer sentiment on a regular basis, so add a question to your polls: “Do you feel that we respect you?”This isn’t quite the same as net-promoter scoring. Lamberton and her coauthors tried creating a “net dignity score,” but they were never satisfied with the design. The correlation between NPS and a measure of dignity isn’t perfect, she said.Cait Lamberton, a professor of marketing at the University of Pennsylvania’s Wharton School (Photo courtesy of Penn)“In some industries, being respected is really tightly correlated with liking.” She uses Chick-fil-A as an example, where customers say they feel very respected, and they like the company. In other sectors, those scores don’t necessarily match. For example, “there are certain celebrities that are very popular, and people will forward their content on social media—eft, right, and center. Net promoter score: probably pretty high. They have no problem recommending this content to other people, but they don’t necessarily feel that these people respect them.” Banking is similar, where consumers are happy to sacrifice warmth for competence. “Customers may not feel respected by their bank, but that doesn’t mean they don’t see it as a competent business.”When it’s systematized, dignity isn’t “contingent on somebody’s mood that day or some of these other fad-based vacillations,” she said. Marketplace dignity is the remit of more than just the marketing department–it’s a cross-functional responsibility. Dignity is to be upheld at every point along the customer lifecycle: pre-consumption, evaluation, consumption, post-consumption.Discovering the Need for Customer DignityLamberton had an epiphany in 2019, while reading a book by political scientist Francis Fukuyama. In Identity: The Demand for Dignity and the Politics of Resentment, his thesis is that modern ideas of behavioral economics are as old as Plato, who segments soul into three parts: appetite, reason, and spirit. In behavioral economics, however, the first two are recognized (the things we want and the things we need), but the third, spirit, is ignored, Lamberton observed. This is where she identifies the desire for dignity. “I thought, maybe we’re missing something, and because we’re missing something, we’re trying to solve problems using the wrong tools.”Lamberton looked at current events and saw reflections of Fukuyama’s arguments. She watched the riots and outrage following George Floyd’s murder in 2020. “I’m reading one set of reports saying, ‘This is all unchecked emotion. This is irrational.’ I’m seeing other reports saying, ‘This is all a systematic attempt by a highly orchestrated group of leaders.’ I thought, ‘No way, isn’t this driven by a denial of dignity?’ I mean, isn’t that what we saw? Therefore, isn’t this perfectly rational?”She believes that’s why implicit-association training for police hasn’t solved the problems of racism and discrimination (it addresses reason) and why workplace anti-bias training hasn’t either (it addresses emotion). “The problem is actually that we need to figure out how to affirm the dignity of everyone involved.” This idea has undergirded Lamberton’s approach to teaching marketing ethics.Not all industries have a code of ethics, but the American Marketing Association does. It comprises three parts. The first two are to do no harm and to foster and maintain integrity (as Lamberton paraphrases it: “Don’t lie”). Your legal department will take care of those two, she said. As for No. 3: embrace ethical values. “If you dig into [the full text], it says to respect the dignity of the consumer. But of course, we never defined that. If that’s the only unique thing in our ethics that legal isn’t going to cover, then I think we have to talk about it.”When Lamberton picked up Fukuyama’s book, she was writing a commentary on anti-stigmatization cues in marketing. Her first instinct was to write about companies virtue signaling, but she went looking for a challenge to her own ideas. “Maybe there’s something bigger,” she said. That article was the first time she wrote about the idea of customer dignity.As people are more willing to air grievances publicly and divide among political lines, Lamberton believes her work has growing relevance. “I think people are going to continue to be very sensitive to these issues, and I think they should. The good news is that the conversation has sensitized people to concerns for dignity. I’m excited about the fact that businesses are interested because it’s a huge opportunity for them to do something affirmative rather than simply playing defense.”Emily McCrary-Ruiz-Esparza is a freelance journalist and From Day One contributing editor who writes about work, the job market, and women’s experiences in the workplace. Her work has appeared in the Economist, the BBC, The Washington Post, Quartz, Business Insider, Fast Company, and Digiday’s Worklife.(Featured photo by TommL/iStock by Getty Images)