本土品牌逆袭与消费者偏好逆转的纵向扎根研究

  如今的中国市场，诸多行业本土品牌崛起甚至逆袭，消费者对全球品牌与本土品牌的偏好相应逆转。已有研究较为全面地揭示了全球品牌和本土品牌偏好的驱动因素，但本土品牌逆袭过程中全球品牌与本土品牌偏好的驱动因素是否相同、本土品牌逆袭与消费者偏好逆转的互动影响路径是怎样的，对这些问题缺乏探讨。         在梳理相关研究的基础上，以手机行业为研究对象，采用扎根理论的研究方法，通过对网络讨论数据的初始编码、聚焦编码和理论编码，首先研究全球品牌与本土品牌偏好的驱动因素的异同，然后结合对讨论数据的纵向统计结果，研究本土品牌逆袭过程中品牌逆袭与消费者偏好逆转的互动影响路径。         研究结果表明，本土品牌逆袭中，全球品牌与本土品牌偏好的驱动因素模型具有相似的结构，功能价值和社会价值的测量受个人因素调节而影响消费者偏好，但测量功能价值或社会价值的具体因素在全球品牌与本土品牌中存在差异。品牌逆袭有助于提升综合国力、促进消费者成熟，进而驱动消费者偏好逆转；消费者偏好逆转则通过反馈路径帮助品牌进一步逆袭。具体的，消费者对产品特质更加重视，全球品牌的原产国效应和符号价值表现力减弱，本土品牌的口碑效应和符号价值表现力增强，同时消费者的民族主义增强而爱国绑架感减弱，这些因素通过感知价值带来消费者偏好逆转。综合而言，本土品牌逆袭和消费者偏好逆转是互动提升的关系。         研究结果丰富了全球品牌和本土品牌的相关研究，为全球品牌和本土品牌的建设提供了实践启示。产品特质是影响消费者偏好的主要因素，并对其他驱动因素有支撑作用。所以全球品牌和本土品牌都要重视产品的创新和研发，还要根据各驱动因素的变化调整其营销策略。     

Consumer perceptions of luxury brands: An owner-based perspective

To deepen theoretical and practical understanding of consumers' perceptions of luxury brands, prior marketing literature has investigated the financial, functional, individual, and social dimensions of the luxury value construct. However, it has not considered the owners of luxury brands or detailed the moderated effects of luxury value on related attitudinal outcomes. To address this gap, this study draws on an existing second-order conceptualization of luxury value to introduce and empirically examine an extended conceptualization of the owner-based luxury value (OBLV) construct. The study draws on brand equity theory to offer a conceptual model of the attitudinal outcomes of OBLV in terms of brand loyalty, brand attachment, brand community behavior, and brand engagement. Using unique data from 452 actual owners of three luxury brands (Cartier, Louis Vuitton, and Prada), the authors confirm the predicted attitudinal outcomes of OBLV and reveal moderating effects of awareness of counterfeit existence. Their findings provide new insights and implications for luxury brand research and luxury brand managers. The research provides a richer understanding of OBLV and yields important managerial insights into how to influence luxury-seeking consumers' perceptions of, and attitudes to, luxury brands.     

品牌和单品忠诚对在线消费者选择行为的影响研究

不同消费者对于不同品牌特性有不同的偏好和忠诚度,如果不考虑不同类型的偏好,不在消费者品牌选择模型中引入消费者的品牌忠诚或单品忠诚行为,将不能很好地刻画消费者购买行为的异质性和动态性,难以提高模型的解释力度。文章通过构建动态多项Logit离散选择模型,研究和鉴别在线渠道每一个消费者品牌忠诚因子和单品忠诚因子。研究发现,在线环境下消费者在可乐产品的选择上,不同的忠诚特性对在线消费者品牌选择的影响强度是不同的,其中单品忠诚对在线消费者品牌选择的影响最为显著,这不仅刻画了消费者购买概率的异质性,而且提高了模型的解释力度;不同的属性虽然会对在线消费者的品牌选择行为产生影响,但这种影响并不是孤立存在的,而是会受到其他属性或忠诚变量的影响而产生相应变化。     

Meaning threats heighten consumer attachment: implications for global brand management

Global brand consumers have become more prone to engage in variety-seeking and loyalty-switching behavior, so global brand managers are in urgent need to develop effective strategies to reinforce brand loyalty and lower the propensity of consumer defection. As a growing body of research indicates, consumer attachment and brand loyalty are closely correlated. The current study, linking the concepts of fluid meaning compensation and consumer attachment, unravels a novel loyalty-reinforcing avenue. Three experiments, manipulating scenarios of meaning threats commonly seen in everyday life (sense of absurdity, anxious uncertainty and social exclusion) on global brand consumers, verify that meaning threats heighten attachment of consumers toward their most attached brands. More importantly, this finding applies to global brand consumers across product or service brand categories with luxury or non-luxury brand positions. Hence, maximizing the fluid meaning compensation function of attached brands is conducive to reinforcement of global brand loyalty. Academic and strategic implications are gleaned from the research result for global brand management.     

Social media and luxury: A systematic literature review

Luxury, historically an exclusive, rare and elitist phenomenon, is changing. This is predominantly driven by technological developments, particularly social media, and the rising level of consumer empowerment in the marketplace. A maturing stream of research has emerged assessing the effects of social media platforms on luxury brands, offerings and consumers. However, there has been no comprehensive analysis of this extant literature synthesizing the current state of knowledge and postulating future research directions. This paper addresses this gap by utilizing a systematic literature review approach. A total of 115 articles were collected and analysed and five core themes were identified, examining (1) luxury brand strategy, (2) luxury brand social media communications, (3) luxury consumer attitudes and perceptions, (4) engagement and (5) social media's influence on brand performance-related outcomes. These themes are comprehensively explored to understand the myriad impacts of social media on luxury businesses before conceptualizing the themes as a holistic framework explaining social media's role within luxury. The framework developed highlights the fragmented yet progressive nature of research on the confluence of social media and luxury, and signals fruitful avenues for further inquiry. It is proposed that scholarly attention is directed towards multiple lines of inquiry, including social media's role in luxury brand construction online, social media's role in facilitating ‘moments of luxury’, younger consumers’ luxury consumption, as well as the integration of both future innovative technological developments and novel social media platforms within luxury branding.     

品牌质量差异、消费者产品涉入程度对品牌敏感的影响研究

品牌敏感是消费者品牌行为研究方面的一个新课题,它反映了消费者在购买决策过程中对品牌的重视程度.同一产品类别不同品牌之间的质量差异和消费者的产品涉入程度被认为是品牌敏感的两类主要解释变量.本文利用结构方程模型进行的实证分析表明,品牌质量差异和消费者产品涉入程度总体上对品牌敏感起正向影响作用,但该作用因产品类别而异,因产品质量和产品涉入程度的维度而异.     

The impact of different fit dimensions on spillover effects in brand alliances

Brand alliances represent a popular business strategy in many industries, because firms hope to evoke positive consumer evaluations of both the alliance’s product and the partner brands. However, extant research offers mixed findings regarding the effects of a brand alliance on its partner brands (i.e., spillover effects). In response, this study separates spillover effects into the effects of the alliance product on the partner brands (brand alliance effects) and the effects between partner brands (brand contrast effects), while also noting the potential moderating impact of perceived attitude- and product-based fit between partner brands on resulting spillover effects. Two experimental studies consistently reveal the existence of brand contrast effects; furthermore, the partner brand’s attitude-based fit reduces undesired brand contrast effects and positively moderates spillover effects in brand alliances, whereas product-based fit does not. Therefore, a third study identifies relevant drivers of partner brand’s attitude-based fit for different brand alliances (i.e., co-branding, ingredient branding, and joint advertising). The findings have notable implications for the design and management of brand alliances.     

我国家用汽车顾客感知价值及提升策略研究

本文通过构建顾客感知价值五要素模型,探索家用汽车消费过程中主要驱动要素与感知价值之间的关系。归纳了顾客感知价值及其驱动要素相关理论,从家用汽车产品质量感知、服务质量感知、品牌价值感知、绿色价值感知和价格感知五个方面构建顾客感知价值构成要素模型。通过SPSS18.0对2013年1月-2月收集的223份有效问卷进行信度、效度检验,运用AMOS17.0构建结构方程模型,并进行拟合度检验。结果显示产品质量感知、服务质量感知、品牌价值感知和绿色价值感知与顾客感知价值呈正相关关系,顾客对品牌价值、服务质量和绿色价值的感知对感知价值的影响略高于对产品质量的感知;价格感知方面:价格与汽车基本性能的匹配度、价格与同类其他品牌汽车比较的满意度、价格整体的合理性与顾客家用汽车感知价值呈正相关关系,且前两者对顾客感知价值的影响明显高于价格整体的合理性。最后,结合实证研究结果,提出提升家用汽车顾客感知价值的策略。     

How can perceived consistency in marketing communications influence customer–brand relationship outcomes?

This paper examines the impact of perceived consistency in marketing communications on customer–brand relationship outcomes. The perception of consistent message and image through different marketing communication tools is one of the basic principles of the integrated marketing communications (IMC) approach. Although literature suggests that IMC might have an influence on customer–brand relationship outcomes, empirical evidence that supports this assumption is still weak and inconclusive. Three main brand relationship outcomes are established for the purpose of the study, i.e. trust, commitment, and loyalty. The relationships between perceived communication consistency and brand outcomes are examined in a hospitality context on a sample of 452 respondents who had to evaluate fast-food brands. Structural Equation Modelling was employed as the main technique for data analysis using Partial Least Squares (PLS). Results reveal that communication consistency has a strong direct impact on brand trust and brand loyalty. Although its influence on affective brand commitment is found to be positive, it is not statistically significant. The interrelationship between three brand relationship outcomes is also corroborated. The study contributes to our understanding of the role of IMC in the relationship marketing paradigm and provides deeper insights into the impact of communication consistency on different relationship outcomes with fast-food brands.     

O2O模式下消费者购买决策影响因素社群关系研究

O2O是对传统电子商务的颠覆和创新，近年来发展迅速，但缺乏理论支持。为此，以消费者购买评价为视角，通过对O2O模式下影响消费者购买意愿因素的实证分析，论文提出了影响消费者购买决策的多构面要素体系。然后，采用社会网络分析法，构建了O2O模式下消费者购买决策影响因素社群关系模型。通过对社群关系模型的挖掘与提炼，提取了构面要素社群关系的子图与O2O模式下消费者决策行为模式。研究表明，与其他变量相比，电商知名度、感知商品质量、商品品牌在影响消费者购买决策的构面要素体系中处于支配地位，消费者在购买决策时，既协同考虑电商知名度与感知商品质量、商品品牌与感知商品质量、商品线上价格与感知商品质量，又统筹权衡电商知名度与商品品牌、商品品牌与商品线上价格。最后，依据研究结果，论文为电商O2O模式营销策略提出了建议。     

关系营销中客户回报计划对客户品牌选择行为的影响研究

本研究在考虑客户间异质偏好性的基础上,利用一组客户的纵贯交易数据建立消费者离散选择模型研究了回报计划对客户个体层面品牌选择行为的影响,并利用策略实验及潜分层模型对相关问题进行了系统深入的分析。结果表明,回报计划可以有效提升客户的品牌选择购买概率,是一种有效的关系营销策略;策略实验分析得到,竞争的环境下,对零售超市而言其最优决策策略不仅是实施回报计划,而且要努力争取客户成为自己回报计划的会员;此外,通过潜分层模型评估发现客户回报计划仅会对一类特定客户具有明显的刺激作用。最后讨论了结论对企业营销管理实践的意义。     

Assessing perceived value: moderating effects of susceptibility to brand prestige and susceptibility to normative influence

Concerns about individuals’ susceptibility to brand prestige and their social implications of consumption often affect consumer behavior. To clarify such concerns in depth, this study assesses the relationship between brand credibility and perceived value by simultaneously examining the main effects and moderating effects of both susceptibility to brand prestige and susceptibility to normative influence. Empirical testing using a survey of 336 smartphone users from the high-tech and banking industries confirms most of the hypothesized effects in this study. Finally, based on its findings, this study discusses managerial implications as well as research limitations.     

炫耀性产品品牌策略：品牌延伸或新品牌？

企业在推出炫耀性产品时，可以采用两种品牌策略：品牌延伸或新品牌。为分析企业的炫耀性产品品牌策略，通过博弈论本文建立了无新产品、品牌延伸和新品牌三种模型，并得到了垄断情形与竞争情形下企业在不同品牌策略下的最优定价和利润。研究发现：在垄断情形下，企业总是采用品牌延伸策略。而在面临企业竞争时，如果消费者对地位身份不敏感，则企业选择不推出新产品；如果消费者对身份地位敏感，则当创建新品牌成本较小时，企业采用新品牌策略，否则企业选择放弃推出新产品。此外，一定条件下，企业推出新品牌会增加竞争对手的利润。     

特色品牌海外渠道与消费群体研究:基于顾客体验和口碑传播的双重视角

特色品牌的海外市场拓展依赖优质的顾客体验和高效的口碑传播，有限的海外市场资源条件下，如何选择品牌介入的渠道和目标顾客尤为关键。基于消费者购买行为和口碑传播理论，本文通过构建具有小世界特征的海外特定区域消费者网络，探讨了考虑渠道顾客体验的特色品牌购买意愿，分析了消费者个体间品牌口碑传播的影响因素与过程机制。使用Matlab建模与仿真方法，多情景设计的模拟实验结果显示，消费群体间口碑影响的差异程度越明显，特色品牌的口碑传播速度显著变缓、潜在消费者数量大幅减少，不同类别销售渠道在推动品牌口碑传播和吸引目标消费群体两个方面的作用呈分化趋势，此时应围绕具有影响力、联结紧密的消费者群体开展针对性营销。在消费者群体间差异显著的海外市场，设立实体直营渠道能迅速提升购买意愿，但在消费者规模较大且居住分散区域，尤其是规模少数群体占主导影响力时，适时借助网络渠道在消费者覆盖方面的优势，有助于发展更多具有较高购买意愿的潜在消费者。该研究对指导特色品牌的海外市场拓展，特别是面对海外多元消费群体的复杂社会背景，在初始消费群体选择和销售渠道设计方面具有理论支持与实践指导价值。     

功能性价值和象征性价值对品牌忠诚的影响:性别差异和品牌差异的调节作用

根据品牌资产、品牌关系和目标理论,本文从理论上阐释了价值作为品牌忠诚直接前置变量的作用,功能性、象征性价值对品牌忠诚的影响在实证研究中得到支持,而且这种影响存在非线性的特征.本研究进一步考察了性别差异和品牌差异对上述影响的调节作用,结果表明:(1)象征性价值对品牌忠诚的影响存在性别差异,其作用女性强于男性;(2)随着品牌差异的提高,功能性、象征性价值对品牌忠诚的影响增强.     

How does consumer age affect the desire for new products and brands? A multi-group causal analysis

Marketing lacks comprehension on the increasingly important segment of mature consumers in regard to their behavior and respective reasons for certain behavior. This study on the desire for alternative products or brands within the domain of fast moving consumer goods was capable of verifying differences among age-groups. While the keenness for cross-buying increases with age, the desire for switching to other familiar brands than the one usually purchased, and the desire for switching to new brand alternatives decrease with age; Thus indicating age-patterns in product category-specific innovativeness and variety seeking. The study also considers a wide range of behavioral determinants such as product satisfaction, product involvement, category experience, perceived purchase risk etc. mediating the effect of age on these desires, giving a fairly good picture of the unveiled causes for the age group differences. Furthermore, the issue of age potentially operating as a moderating variable on the effects of the behavioral determinants on the desires for product and brand alternatives found consideration in this study, but was proven to be of marginal relevance.     

消费者品牌忠诚对品牌商再制造市场策略的影响

独立再制造商IR的市场进入给品牌商带来了显著的竞争压力。品牌忠诚源于消费者对某个产品品牌的信任和特殊情感,在产品选择中具有明显的倾向性和排他性,进一步增加了品牌商市场策略的复杂性。针对这一现象,本文采用博弈论结合数值仿真研究了消费者具有品牌忠诚特性下的品牌商再制造市场策略问题。建立并求解了IR不进入且品牌商不再制造（n）、IR不进入且品牌商再制造（nR）、IR进入且品牌商不再制造（nr）、IR进入且品牌商再制造（nrR）四种市场模式,对模型结果进行了灵敏度分析,并探讨了各成员的模式偏好。研究表明：新产品价格、品牌再制品价格、一般再制品价格均与品牌忠诚度正相关;品牌忠诚度的提高一定增大品牌商的利润,但不一定会降低IR利润;当新产品制造成本较高时,品牌商的模式偏好始终为nR$\succ$nrR$\succ$n$\succ$nr,较低时模式偏好受到消费者品牌忠诚度的大小的影响;nr和nrR模式下,品牌忠诚度仅可能提高品牌消费者剩余,但会降低普通消费者剩余、总消费者剩余和社会总福利。     

网络视角的风险与时尚对消费者信息搜索行为影响研究

消费者决策一直是消费者行为研究的核心,信息搜索作为消费者决策的第一步受到理论和实践界的普遍关注。互联网时代,消费环境快速变化呈现出网络化特点,消费者追求时尚与个性化,产品技术复杂化增加了消费者购买的风险,这些因素使得消费行为越发嵌入于网络当中。基于此,文章从网络视角出发,以感知风险和时尚为切入点研究社会网络对消费者信息搜索行为的影响。在网络构建上,与通常直接建立网络的方法不同,作者将网络结构指标与回归分析相结合,通过对以往文献的梳理,构建了以网络规模、网络结构洞、网络凝聚子群和关系强度为指标的社会网络结构量表,采用回归的方法揭示社会网络对消费者信息搜索的作用。通过对样本消费者调查研究发现,时尚和社会网络影响消费者信息搜索行为。其中,时尚敏感度与消费者信息搜索行为之间存在正向关联。社会网络中的网络规模和关系强度会分别发挥正向和负向的调节作用,调节时尚敏感度与信息搜索行为之间的关系。该研究在一方面为今后网络角度的消费者行为研究在网络构建上提供帮助,另一方面验证了企业在进行产品设计、品牌营销时,可以借助社会网络,提高战略的针对性和有效性。     

Masstige model and measure for brand management

The purpose of this article is to reconceptualize the term “masstige” (Mass Prestige) marketing, develop a masstige model for brand management, and extend the use of the Masstige Mean Scale (MMS). The study was conducted based on the data from 600 individuals living in the United States, France, and India using a structured questionnaire consisting of different factors/sources of brand equity, such as mass prestige, brand knowledge, and perceived quality. On the basis of the findings, we establish that the greater the brand's Masstige Mean Index (MMI) value (“MMIV”), the higher the potential customers' top-of-mind brand awareness. Low MMIVs imply that firms have a long way to go to build their brands. We argue that MMI may allow firms to measure brand equity in different regions, within a country or in foreign countries, to derive insights into the popularity of their brands. We posit three theoretical propositions and develop two theoretical models (i) a hexagon model and (ii) a three-stage model for masstige marketing to define, reconceptualize, and explain the phenomenon.     

中国本土品牌形象对感知质量-顾客满意-品牌忠诚影响机制的实证研究——基于消费者视角

为探求品牌形象对消费行为的影响机制,在中国背景下构建品牌形象的理论架构,将品牌形象分为3个维度:品牌表现、品牌个性和公司形象;在此基础上,建立了品牌形象与感知质量、顾客满意和品牌忠诚的影响机制模型;对该模型进行了实证检验。分析结果表明品牌表现、品牌个性和公司形象对品牌感知质量有直接影响;品牌表现对顾客满意产生直接影响,品牌个性和公司形象对顾客满意产生间接影响;品牌表现、品牌个性对品牌忠诚有直接影响;公司形象与品牌忠诚无相关关系。