When Identity Marketing Backfires: Consumer Agency in Identity Expression
Consumers prefer brands positioned around identities they possess. Accordingly, the consumer identity literature emphasizes the importance of a clear fit between brands and target identities, suggesting that identity marketing that explicitly links brands to consumer identity should be most effective. In contrast, five studies demonstrate that explicit identity-marketing messages can backfire. Messages that explicitly connect a particular brand to consumer identity increase the salience of external determinants of behavior, reducing consumers’ perceptions of agency in identity expression. Hence, compared to messages that merely reference consumer identity, messages that explicitly define identity expression reduce purchase likelihood, despite more clearly conveying identity relevance. These findings highlight the need to consider consumers’ need for agency in addition to their drive for self-definition and expression through consumption, offering a foundation to examine both the risks and the rewards of identity marketing.
Year of publication: |
2014
|
---|---|
Authors: | Bhattacharjee, Amit ; Berger, Jonah ; Menon, Geeta |
Published in: |
Journal of Consumer Research. - University of Chicago Press. - Vol. 41.2014, 2, p. 294-294
|
Publisher: |
University of Chicago Press |
Saved in:
Online Resource
Saved in favorites
Similar items by person
-
Escaping the crosshairs : reactance to identity marketing
Bhattacharjee, Amit, (2010)
-
When identity marketing backfires : consumer agency in identity expression
Bhattacharjee, Amit, (2014)
-
Facets of the irony : emerging development trends and directions in Orissa
Pradhan, Jagdish, (1997)
- More ...