A Multinational Examination of the Symbolic–Instrumental Framework of Consumer–Brand Identification
Son K. Lam
University of Georgia
University of Houston - C.T. Bauer College of Business
Vlerick Leuven Ghent Management School
November 6, 2011
The authors propose a symbolic–instrumental interactive framework of consumer–brand identification (CBI) and explore its predictiveness across 15 countries. Using multinational data, they show that the negative impact of the misalignment between self–brand congruity and perceived quality on CBI is universal. The interaction among CBI, perceived quality, and uncertainty avoidance orientation in motivating consumers’ identity-sustaining behavior is weak. However, the synergy between CBI and perceived quality in motivating consumers’ identity-promoting behavior is stronger among collectivist consumers. The authors derive a typology of symbolic–instrumental misalignments to help international marketing managers motivate consumers to identify with and promote brands.
Number of Pages in PDF File: 45
Keywords: branding and brand management, survey research, partial least squares, multicultural, consumer–brand identification, social identity theory, relationship marketing
JEL Classification: M14, M31, M37, F2, F23working papers series
Date posted: November 8, 2011
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