Academy of Marketing Science Review, Vol. 10(12), pp. 1-20, 2007
21 Pages Posted: 26 Nov 2016
Date Written: February 1, 2007
Many scholars agree that vast and diverse Russian consumer markets are under-researched, and further conceptual and empirical studies are needed to better understand cultural issues and their effect on consumer behavior. This paper contributes to the exploration of cross-cultural communications and brand marketing in contemporary Russia.
This study represents a conceptual framework, continuing and enhancing prior research conducted by many scholars. Diverse environments and the fluid nature of Russian consumer psychology call for further brand marketing research to better understand and more accurately predict consumer behaviors, particularly those leading them from initial intent to actual purchase.
The paper analyzes links between tangible and intangible brand equity components to illustrate and explain the evolution of consumer psychology as the economy transitioned from Soviet central planning to the unique Russian model of capitalism. It is shown that in this transitional economy, consumers demonstrate a strong propensity to buy “heritage” Western brands, i.e., brands familiar to Russians during Soviet times, rather than “new” brands, which appeared on the market after the collapse of the Soviet Union. The concept of INverse BRAnd NOSTalgia (INBRANOST) is introduced to interpret certain antecedents of consumer behavior. INBRANOST is attributed primarily to consumers who spent their adolescent and adult years in the scarcity-driven Soviet society; were deprived Western brand experience; and now seek “retribution” through ownership of “heritage” brand name products.
The paper links consumer purchase intent to gender, age and culture-related matters. Capitalizing on existing theoretical and empirical research of Russian consumer ethnocentrism referenced in the paper, this study focuses on brand equity aberrations. “Heritage” brands enjoy popularity among wealthy and influential consumer groups and sell in Russia at premium prices. At the same time “new” brands gain market share at a slower pace and a greater advertising and promotional cost than those predicted by Western marketing models. Such brand equity aberrations are the subject of an in-depth analysis in the paper.
Keywords: Cross-Cultural Research, Russia, Brand Perception, Nostalgia, Transitional Economy, Consumer Behavior, Positioning Strategy, Heritage Preference Formation, Brand Choice
Suggested Citation: Suggested Citation
Kivenzor, Gregory, Brand Equity Aberrations: Heritage Brand Perception Effects in Russian Markets (February 1, 2007). Academy of Marketing Science Review, Vol. 10(12), pp. 1-20, 2007. Available at SSRN: https://ssrn.com/abstract=2827063