Managers of mature or established brands have received little guidance regarding the strategic and tactical decisions they must make to keep their brands healthy. By focusing on how existing consumers perceive, choose, and use brands, this paper suggests how managers can generate and prioritize...

Understanding a brand's equity is difficult for researchers. Building on means-end theory, describes a method - laddering - which has proven useful in uncovering insights related to the source and the nature of a brand's equity. Through laddering interviews a meaningful "mental map" can be...

When does advertising which describes a new use for a product or service (extension advertising) help or harm or strength a brand’s equity among loyal consumers? This paper illustrates how products and services with high brand equity can leverage their impact of their equity by increasing...

In two lab experiments, we show that when people wish to become closer to their ideal self,they tend to evaluate food that it associated with it as tastier. Participants rated the taste of products supporting a desired identity more highly. Participants who wanted to be seen as athletic rated...

Both researchers and managers have suggested that price promotion-induced stockpiling can increase a household's usage frequency of a product. Empirical evidence of any stockpiling effect, however, is mixed. In reconciling the inconsistent findings of these empirical studies, this paper shows...

Nearly every decision a person makes is restricted in some way. While we are painfully aware of some of these restrictions, others go largely undetected. This paper presents a conceptual framework for understanding how restrictions interact with situational and individual characteristics, as...

For this study, marketers responsible for loyalty programs from many companies shared their views on the successful elements of a brand loyalty program. This information was used to produce a comprehensive summary of the best practices of loyalty programs. A survey was also conducted using a...

What makes a brand loyalty program successful? In depth interviews of 41 experts were conducted to establish the best practices of brand loyalty programs. Following this, Study 1 examines three types of programs (small, moderate, and large benefit programs) for three segments of consumers (non-,...