Brand Purchase Intention Research Articles

Perceptional components of brand equity: Configuring the Symmetrical and Asymmetrical Paths to brand loyalty and brand purchase intention

This research investigates the impact of brand perception on brand loyalty and brand purchase intention using the lenses of complexity theory. First, the study conceptualizes and operationalizes perceptional and behavioral components of brand equity. It then examines the dimensions of brand perception, and by assessing the consequences of favorable brand perception, the study enables a better understanding regarding whether a brand marketing approach helps to improve marketing performance. The research was conducted using a mixed methodology, beginning with interviews in order to gain a better understanding of the relationship between the dimensions of brand perception. These were followed by a questionnaire survey, and the resulting data were analyzed through content analysis and fuzzy-set qualitative comparative analysis (fsQCA). The results indicate that brand awareness, perceived quality, brand association, brand fondness, brand image, and product country image have a strong impact on the management of brand perception. The finding illustrates that it is the combinations of various perceptional elements of brand equity rather than any single factor that have strong impacts on brand loyalty and brand purchasing intention. The results support the importance of brand perception for the fashion industry, which needs to be more interactive in order to increase their customers' brand loyalty and brand purchasing intention.

Examining confirmation biases: implications of sponsor congruency

PurposeThe purpose of this paper is to investigate occurrences of confirmation bias existing for sponsors whose brand is congruent to a sport. More specifically, this research investigates: if confirmation biases for congruent brands occur in the absence of exposure, the impact audience segmentation has on sponsorship evaluations by comparing highly identified fans to non-fans, and if congruent sponsors are recalled more often than incongruent sponsors after exposure.Design/methodology/approachAn experiment was conducted to measure how exposure, type of sponsor, and fan identification impacts recognition, attitude, and purchase intention.FindingsThe results confirm sport-congruent brands are more likely to be falsely recognized as a sponsor than non-congruent sponsors in the absence of sponsorship participation. Sport consumers’ confirmation biases yield positive attitudes and purchase intentions for congruent brands even in the absence of immediate exposure. Lastly, exposure has no impact on recall or sponsor outcomes, suggesting the need for articulating the brand’s connection prior to the event to build stronger memory traces.Practical implicationsCongruent brands should carefully consider investment costs and expected return on investment, noting benefits of participation might be marginal as a result of confirmation biases. Potential sponsors should also understand cognitive benefits begin before exposure to the sponsorship occurs, and therefore need to articulate a connection to the event prior to exposure by consumers.Originality/valueThe findings suggest the importance of confirmation biases when attempting to reach sport consumers. Some brands may be able to increase recall and recognition even in the absence of exposure, thus helping decision makers when managing budgets.

PENGARUH DEAD ENDORSER TERHADAP BRAND PERSONALITY DAN DAMPAKNYA DALAM MENCIPTAKAN INTENSI PEMBELIAN KUKUBIMA ENER-G!

The aims of this research is to analyze the direct effect between dead endorser towards the brand personality and purchase intention, as well indirectly effect of dead endorser towards purchase intentions through brand personality. This research used samples as much 100 respondents who were in Kebomas-Gresik area and ever see ads of KukuBima Ener-G!. The analytical method used was path analysis. The analysis showed that the dead endorser has direct effect on brand personality, dead endorser has no direct effect on purchase intention, brand personality directly affects the purchase intention, and dead endorser has indirect effect on purchase intention through brand personality.

An examination of the interplay between country-of-origin, brand equity, brand preference and purchase intention toward global fashion brands

This study aims to propose and empirically test a behavioural model of consumer perceptions of country-of-origin, brand equity, brand preference and purchase intention in the context of fashion brands in Iran. To provide a detailed understanding of customers' perceptions of purchase intention, a survey study was conducted. The research model is validated, and the developed hypotheses are tested using a structural equation model (SEM). Country-of-origin is shown to be positively associated with brand equity. Consistent with expectations, our results reveal that brand equity influences brand preference and purchase intention. Findings also support the hypothesised relationship between brand preference and purchase intention. The present research is one of the pioneer studies that highlight the importance of purchase intention with regard to fashion brands in promoting a luxury market. This study contributes to the literature by developing and testing a comprehensive research model using SEM and offers important guidelines to international marketers who are planning to introduce their fashion brands to the Iranian market.

The effect of eWOM communication on brand image and purchase intention towards lifestyle products in India

The exponential growth of the internet has empowered customers and enhanced their interactivity. This has given pace for the phenomenal growth of the electronic word of mouth (eWOM) communication. In this easier, wider and faster medium of communication, the message itself performs a critical role in building brand image and persuading purchase intention. The present study is an attempt to explore the effect of eWOM on the brand image of lifestyle products and subsequent customer purchase intention. Based on the information obtained from 313 online customers, this paper analyses the effect of eWOM on brand image and purchase intention in the Indian context. Using structural equation modelling, this study confirms the significant effect of eWOM on brand image and the moderating role of the brand image between eWOM and purchase intention. The present study recommends that marketers should emphasis on favourable eWOM communications to enhance the brand image that subsequently would encourage customers' purchase intention.

Exploring social media users' behaviour based on electronic word-of-mouth: a multivariate analysis

Today, the advent and adoption of social media changed the way brands and consumers interact. Social media enable consumers to have more influence on the products and services that marketers create to meet their needs. Therefore, to explore attitude of Indian consumers' behaviour to affiliate with brands and engage in eWOM, this study carried out a survey of 181 social media users. Results of the study identified three factors-interpersonal influence, trust and endangerment that facilitate eWOM behaviour. Further, the study established the relationship between brand affiliation factors and purchase intention of social media users. The present study is the first research in India which performed segmentation of eWOM users.

Impact of Electronic word-of-mouth on Brand image and Purchase Intention: A Methodological and Thematic Review

Electronic word of mouth is now considered one of the most reliable forms of communication in recent years. Electronic WOM is an important extension in consumer environment and is an outcome of activity on social media. This research has used a systematic review of literature methodology to present the work of past researchers on the topic and identify the methodologies and major themes which have been studied by researchers. A total of 42 research articles were reviewed. Four major themes were identified, namely customer satisfaction, communication, marketing and psychology. In terms of methods used by past researchers, nonempirical research method was found to dominate the various methodologies used. Suggestion for future research is based on Methodological and thematic review.

The Impacts of Consumer Animosity in Chinese Consumers on Purchase Intention of Korean Cosmetics: Focusing on Moderating Effects of Brand Image and Brand Loyalty

Recently, the diplomatic problems between South Korea and China due to the THAAD issue have made it difficult for Korean cosmetic companies in the Chinese market. The difficulties faced with Korean cosmetic companies in the Chinese market are mainly due to the animosity of the Chinese people. This study investigates the relationship between the consumer animosity and the purchase intentions of Korean cosmetic brands and then analyzes the moderating effects of the brand image and brand loyalty. For this study, we conducted empirical analysis using hierarchical multiple regression. As a result, consumer animosity appears to have a negative effect on the purchase intention of Korean cosmetic brands. And brand image and brand loyalty appears to be moderating variables that have a positive moderating effect on the relationship between the consumer animosity and the purchasing intentions of Korean cosmetic brands. The results of this study suggest that it is the best way for Korean cosmetic companies to improve the brand image and brand loyalty in order to continue their business in China.

Brand equity and purchase intention in fashion products : a cross-cultural study in Asia and Europe

This research is the leading brand for purchase of assets, and analyzing the factors based on brand asset components and the relationship between the brand and brand assets assets impact factors and purchase intent on uncovering the relationship between components and trademarks centered on South Korea and the United Kingdom, by comparing the asset management plan would generate. The study, information navigation product knowledge affects of constant (+), brand attitudes and knowledge of the brand loyalty and brand value to the constant trademark (+). Brand value and brand loyalty and purchase intent-(+) in the United Kingdom, on the other hand, of the impact that do not affect that.

Original or counterfeit luxury fashion brands? The effect of social media on purchase intention

Italy is the country most affected by the counterfeit phenomenon in Europe. In the field of luxury fashion brands, the relationship between social media marketing (SMM) and consumers’ intention to purchase counterfeit products is still little analyzed. The aim of this pioneering work is to investigate the net impact of SMM communication, user-generated content (UGC), and firm-created content (FCC), on overall brand equity (OBE) and on intention to buy original and counterfeit luxury fashion brands. Findings based on 198 Italian undergraduate students indicate a positive effect of UGC on both OBE and purchase intention of counterfeit products, while purchase intention of original luxury fashion brands is positively affected by OBE and FCC. The last relationship is confirmed when UGC register a low appreciation by users. This study is significant for both academics and practitioners, extending the scope of antecedents influencing the purchase intention of both original and counterfeit luxury fashion products. Findings reveal the fundamental role of UGC as a tool that firms have to manage and monitor due to their moderating effect in the relationship between FCC and intention to buy original luxury fashion brands. This study contributes to providing implications for developing social media brand communications strategies.

기능성 화장품의 온라인 사용 후기 신뢰도가 브랜드 선호도, 광고 신뢰도 및 구매의도에 미치는 영향 - 자외선 차단제의 긍정적 사용 후기를 중심으로 -

Considering that the effectiveness of ads varies according to the credibility of consumers, it is necessary to establish data regarding consumer credibility in relation to online reviews. To conduct a successful study on the marketing strategies of online reviews, it is also necessary to analyze the relationship between credibility and the various factors that influence the purchase intentions of consumers. Therefore, this study attempted to examine the relationship between consumer trust of on-line reviews, brand preference, ads credibility, and purchase intentions in relation to cosmetics. The study was conducted through a normative descriptive survey method using stimuli and a self-administered questionnaire. Analysis of the structural equation model was conducted for the data analysis. The results revealed that consumer reliance on online reviews of cosmetics influences brand preference, credibility of brand ads and purchase intentions. The results also revealed that consumers’ on-line reviews, brand preference, and trust of brand ads are important factors for increasing the purchase intentions. The mediation effect of brand preference and brands’ ads credibility were found in the process where on-line reviews exercise an influence on the purchase intentions. It was also found that brand preference has a stronger influence on purchase intention than credibility of brand ads. It was discovered that the credibility of on-line reviews directly influences purchase intentions more than indirectly influences. Considering the results of this study, programs that encourage customers to post on-line reviews, and strategies to promote brand preference by targeting groups that exhibit high trust in online reviews would be recommended.

The Effect of Chinese College Students on Korean Brand Preference and Purchase Intention -Focusing on the Images of Fashion Products in Korean Dramas

The Effect of Chinese College Students on Korean Brand Preference and Purchase Intention -Focusing on the Images of Fashion Products in Korean Dramas

브랜드스토어의 VR마케팅이 브랜드태도 및 구매의도에 미치는 영향 : Burnd H. Schmitt의 체험이론을 중심으로

경영학자 Schmitt(1999)는 상품의 마케팅 활동에 있어 그 목적에 대해 고객 체험을 창조하는 것이라 강조하였으며, 기획의 출발점을 체험적 욕구를 충족하는 것이라 주장하였다. 이렇듯 체험의 가치가 높아지는 문화적 현상에 따라 최근 4차 산업 의 중심 동력으로 부상하고 있는 VR(Virtual Reality, 가상현실)기술은 시공간의 제약으로부터 자유로울 수 있으며, 몰입도 높은 가상 체험을 제공한다는 장점으로 인해 체험형 마케팅의 주요 화두로 부상하고 있다. 이에 본 연구는 VR이 마케팅의 수단으로써 적용되었을 때, 이를 체험하는 고객의 브랜드태도와 구매의도의 변화를 연구하 는데 목적을 두고 있다. 실증적 분석을 위해 모 브랜드스토어에서 집행되었던 VR마케팅 사례를 실험대상으로 선정하여 온 라인을 통한 설문조사를 실시하였으며, VR마케팅을 Schmitt의 체험 요소에 대입하여 그 속성을 분류하고 이를 브랜드태도 및 구매의도 간 상관관계를 통해 분석하였다. 총 30문항으로 구성된 설문을 대상자 123명에게 조사하여, 그 결과 결측값을 제외한 94명으로부터 설문 데이터를 수집하였고, 이를 통해 현재 VR 마케팅이 고객의 브랜드태도 및 구매의도의 변화에 어떠한 영향을 미치고 있는지 확인할 수 있었다. 본 연구는 Schmitt의 체험이론을 통해 체험마케팅의 일종으로써 VR기술 의 마케팅적 가치를 최초로 분석한 연구라는 점에 의의가 있다. 모집단의 제한적 연령, 온라인 조사에 한정하여 현장 방문 후, 매체를 경험한 체험자를 대상으로 직접 설문을 진행하지 못한 한계가 있었음에도 불구하고 본 연구는 브랜드스토어의 VR마케팅 활용에 대한 이론적 이해의 틀을 마련하며 체험요소 강화를 위한 마케팅 전략 수립에 도움이 될 수 있을 것으로 기대한다.

One step deeper: gender and congruity in celebrity endorsement

PurposeThe purpose of this paper is to examine the impact of user gender, celebrity gender, and celebrity-user gender congruity on celebrity personality-user personality (CP-UP) congruity, and consequently, brand purchase intention (BPI). Additionally, it delves into the mediating roles of CP-UP congruity and brand personality-celebrity personality (BP-CP) congruity.Design/methodology/approachA survey research entailing a sample of 709 adult consumers was used to test the framed hypotheses by means of a structural equation modelling.FindingsThe results indicate that while celebrity and user gender have a significant positive effect on CP-UP congruity, celebrity-user gender congruity has a negative effect. The study shows a partial mediation of CP-UP congruity in the relationship between gender congruity and BP-CP congruity. Furthermore, BP-CP congruity is shown to have a full mediation effect on the relationship between CP-UP congruity and BPI.Research limitations/implicationsConsistency of the results of this study may be corroborated by employing other methods to estimate congruity scores. Also, the results of the present study may not be generalisable across different product classes with varied consumer involvement.Practical implicationsThe findings have major implications for practitioners in understanding the significance of BP-CP congruity among celebrity-user-brand in the formation of purchasing intentions. The results of the study suggest a better CP-UP congruity when the gender of the celebrity is opposite to the gender of the user. This result questions the generalisability of the similarity theory that exhorts a prospect’s customary identification with a spokesperson of her/his own sex and further reinforces the selectivity hypothesis that indicates different information processing of males and females while they make judgements. Therefore, it might be a good idea for advertisers targeting female audiences to employ male celebrities in certain endorsements.Originality/valueThis is the first study that tests for the mediation effect of CP-UP congruity in the relationship between gender congruity and BP-CP congruity, and that of BP-CP congruity in the relationship between CP-UP congruity and BPI.

The Effects of Global Cosmetics Company's IMC activities on Chinese Consumers' Brand Image and Purchase Intention

The Effects of Global Cosmetics Company's IMC activities on Chinese Consumers' Brand Image and Purchase Intention

Conceptualisation of Role of Social Media Engagement in Influencing Purchase Behaviour of Gen Y: Role of Trust and Risk

Purpose: The present study seeks to conceptualise the role of social media engagement in purchasing intentions of gen Y and moderating role of trust and perceived risk. Design/methodology/approach: The paper draws upon the extant literature to present a series of research propositions relating to social media engagement. Findings: The study proposes a conceptual model based on the antecedents and consequences of social media engagement, and the moderating role of perceived risk and trust in the relationship between brand equity and purchase intentions. Research limitations: Being conceptual in nature, the paper needs to be empirically tested. Originality/value: The paper is among the first attempt to examine the moderating role of perceived risk and trust in the relationship between brand equity and purchase intention.

How previous positive experiences with store brands affect purchase intention in emerging countries

PurposeBrand experience is a key factor that helps elucidate why consumers choose a given brand among others. The purpose this paper is to investigate how previous experience with store brands affects store brand purchase intention in two emerging markets and whether the cultural context moderates the relationships between store brand positive or negative cues and store brand purchase intention.Design/methodology/approachA store-intercept survey undertaken in the Latin American context generated 769 usable responses from consumers of two metropolitan cities (Brasilia and Bogota), respectively, in Brazil and Colombia. The questionnaires were collected in four well-established retail chains by professional investigators. Structural equation modelling was used to test a series of proposed hypotheses.FindingsOverall, this paper reveals that consumers in Latin America do care about brand experience when shopping. More specifically, the results indicate that previous positive experience with store brands has a positive effect on consumer purchase intention in both countries investigated. In Brazil, store brand price perceptions mediate rather strongly the relationship between previous experience with store brands and purchase intention. In contrast, this effect is weak in Colombia. Store brand perceived risk has significant mediation effects in Brazil, but no mediation effects in Colombia. The authors also underline heterogeneous moderation effects of the cultural context, suggesting that common perceptions of Latin America as a culturally homogeneous region are stereotypical.Research limitations/implicationsRespondents were consumers of only two Latin American emerging countries (Brazil and Colombia) and shoppers of two retail chains in each country. Caution should therefore be exercised when generalising the results to other emerging markets.Practical implicationsThe paper offers recommendations on how to standardise/adapt brand experience management in different Latin American markets. Overall, retailers should go beyond the transaction itself and establish true differentiation using different store brand ranges. However, due to differences in cultural contexts, marketing communication should adopt different approaches to each country: emphasise the price advantages of store brands in Brazil, but focus on other factors such as quality in Colombia. Because they are culturally bound, risk perceptions towards store brands should also be managed carefully. It would be possible to target premium consumer segments with standard store brands in Colombia while a more sophisticated approach is necessary in Brazil (e.g. co-branding or launching more premium store brands).Originality/valueBy employing three theoretical frameworks (learning theory, cue utilisation theory and culture theory), this research investigates the effect of previous experience with store brands on purchase intention in two emerging countries that are geographically close but culturally different. It highlights direct and indirect processes of brand experience and underlines significant structural path differences between the two Latin American countries investigated in terms of consumption behaviour towards store brands.

INDIVIDUAL DIFFERENCES IN CULTURAL CAPITAL THE IMPACT OF THE VISUAL MERCHANDISE DISPLAY ON CONSUMER PURCHASES OF LUXURY BRANDS

INDIVIDUAL DIFFERENCES IN CULTURAL CAPITAL THE IMPACT OF THE VISUAL MERCHANDISE DISPLAY ON CONSUMER PURCHASES OF LUXURY BRANDS

SOCIAL MEDIA MARKETING AND CONSUMERBASED BRAND EQUITY THE ROLE OF BRAND EXPERIENCE AMONG MILLENNIALS IN ONLINE FASHION COMMUNITIES

Social media are increasingly becoming a strategic vehicle of modern companies’ way of communicating and interacting with consumers. Actually, social media marketing (SMM) has recently emerged as an effective two-way communication channel able to provide the sharing and exchange of information, ideas, and user-generated content in virtual environments. This is especially true for fashion brands, which are progressively creating interactive platforms such as online brand communities in order to enhance their consumer-based brand equity (CBE), interpreted as the consumers’ assessment of a company brand image, identity, and value. Scholars have widely analyzed the relationship between a company’s SMM and brand equity, thus finding a direct positive impact of the five main constructs depicting perceived SMM activities, namely entertainment, interaction, trendiness, customization, and word of mouth, on CBE. Despite this relevant scholarly interest, the consumer behavioral responses linking a company perceived SMM activities and CBE have been largely neglected. Actually, consumers’ benefits from virtual environments and online brand experience may represent significant elements marketing strategists should focus on in order to enhance a company’s brand equity. Building on the uses and gratifications theory and experiential marketing, we develop a conceptual model that unpacks such linkages, by relating SMM activities, perceived benefits of using social media, online brand experience, and CBE. Specifically, we interpret SMM activities as significant brand-related stimuli able to influence consumers’ cognitive, social interactive, personal interactive, and hedonic benefits, which in turn influence consumers’ sensory, affective, behavioral, and intellectual online experience. Moreover, we investigate the experiential responses of consumers that mostly affect a company’s brand equity, which finally impacts on consumers’ purchase intention of the fashion brand. The model is validated using structural equation modeling (SEM) on a sample of real users of online brand communities operating in the fashion industry. Our sample is composed of Millennials, which currently represent the most influential grown-digital generation of consumers. Overall, our findings shed light on consumers’ online behavioral and experiential responses to a company’s perceived SMM activities, thus proposing strategic implications for the management of brand online communities and suggesting interesting possibilities of future research on social media and fashion consumers.

Adolescents’ perceived brand deprivation stress and its implications for corporate and consumer well-being

Stress can impact various aspects of a person's well-being. While some researchers have suggested that consumption-related activities may cause stress, no research has yet explored such stress among vulnerable, younger consumers. To better understand this phenomenon, the concept of adolescents’ perceived brand deprivation stress (BDS) is introduced as a state of tension perceived negatively by a young consumer when he or she does not have specific brands from a particular product category. In a series of three studies with adolescents aged 11–17 years, a reliable and valid measure of BDS is developed and a framework encompassing antecedents and consequences of it is tested. This research demonstrates that an adolescent's peer group compared to the media exerts the strongest influence on BDS which is also affected by product involvement and age. In turn, stress influences both brand purchase intentions and psychosomatic illnesses, with the latter being reduced by consumer self-confidence. The studies show that BDS is real, but seemingly problematic for only a small portion of vulnerable adolescents. The findings suggest that marketers should be cautious when targeting young consumers and that educational programs aimed at developing consumer skills and confidence in adolescents are advisable.