“Brands as Intentional Agents”: Questions and extensions

The notion that consumers' relationships with brands can be characterized in ways that resemble their relationships with people is gaining considerable ground in the areas of consumer behavior and branding. Kervyn, Fiske and Malone's “Brands as Intentional Agents” offers additional support for this basic proposition. The authors argue that the ability to translate research on human social interaction relationships with brand relationships provides useful insights into brand positioning and brand communications. This author, while raising a few general questions about the SCM and BIAF models, identifies additional research questions in the consumer behavior and branding domains that might be informed by the basic components of the SCM model.     

Brands as intentional agents: Our response to commentaries

We are grateful for the stimulating and hospitable welcome to us as guests in consumer psychology. As sojourners, we share a keen interest, but know that we come to visit without knowing the territory intimately. Granted, Chris Malone is an experienced, senior marketing practitioner who now owns a research-based consulting firm with a particular interest and specialization in this area. In addition, Nicolas Kervyn, trained as an experimental social psychologist, has worked and consulted in marketing. Susan Fiske, trained as an experimental social psychologist, had kibitzed in consumer psychology since she first served on the JCP board as an assistant professor. However, none of us has imperialist ambitions in consumer psychology. We are happy nonetheless to offer our framework as what seems to us a potentially useful complement to prior and ongoing related work. These exceptionally thoughtful commentaries broaden and inform our framework (Kervyn, Fiske, & Malone, 2012--this issue). In return, we offer some responses regarding our own view of the Brands as Intentional Agents Framework (BIAF), its parent, the Stereotype Content Model (SCM), and relationships with the commentators’ own contributions.     

公司形象和产品属性超越的协同效应：基于刻板印象内容模型

由于消费者和品牌之间的关系与人际关系存在许多相似之处, 反映人际感知的刻板印象内容模型为品牌感知研究提供了全新的视角。然而, 以往研究多关注品牌感知两大维度--“感知能力”和“感知温情”二者之间的作用关系, 鲜有研究同时基于公司层面和产品层面考察品牌感知不同维度的前因变量及其交互作用机理。鉴于此, 本文实验1考察了公司形象/产品属性超越的不同维度与“感知能力”和“感知温情”的对应关系, 在此基础上进一步发现公司形象和产品属性超越对购买意愿的协同效应。具体而言, 当公司形象为能力型时, 产品享乐性(相对于功能性)属性超越下消费者的购买意愿更高; 当公司形象为诚信型时, 产品功能性(相对于享乐性)属性超越下消费者的购买意愿更高。而且, 品牌赞赏感在上述协同效应中发挥中介作用。实验2探究感知风险调节公司形象和产品属性超越对购买意愿的协同影响。文章最后讨论了本文的理论贡献, 对企业如何实现公司形象策略和产品属性策略的协同促进等方面的营销启示, 以及未来研究方向。     

Did They Earn It? Observing Unearned Luxury Consumption Decreases Brand Attitude When Observers Value Fairness

People frequently observe others’ consumption, making inferences about both the consumer and the consumed brands. Although these observations are often beneficial for brands, this research demonstrates that observing luxury brand consumers whose consumption arose from unearned (vs. earned) financial resources reduces observers’ brand attitudes when observers place a high value on fairness. When fairness values are high, observers do not perceive luxury brand consumers who use unearned (vs. earned) consumption resources as prestigious, and in turn, lower prestige perceptions adversely affect observers’ brand evaluations for luxury brands. Consistent with our theorizing regarding the signaling of prestige, the joint effect of consumers’ consumption resources and observers’ fairness values on observers’ brand attitudes does not hold for nonluxury brands, which are not associated with prestige and thereby are not denigrated when the consumer is not perceived as prestigious. This research sheds light on the role of moral values in marketplace judgments of luxury consumption and brand attitude by considering the influence of consumption resources on observers’ judgments.     

Consumers' perceptions of the dimensions of brand personality

Brand personality (human‐like characteristics of a brand) has been a popular topic in the marketing literature for over 50 years. However, there is a lack of consumer‐focused studies investigating what factors shape perceptions of brand personality. To address this gap, the purpose of the current study is to understand how consumers form their perceptions of the different dimensions of brand personality identified in Aaker's scale (sincerity, excitement, competence, sophistication and ruggedness), and what product or brand characteristics influence these perceptions. Sixty‐six interviews were conducted with graduate students, who were asked to discuss which brands reflected the specific dimensions of brand personality in Aaker's scale. As a result, we identify the kinds of brands consumers perceive as typical for each personality dimension, discover their common characteristics and explain the reasons why some brands are strongly associated with a particular dimension and some are not. Our findings indicate that specific brand personality dimensions are associated with particular product categories. However, brands mentioned as strong on respective personality dimensions share commonalities beyond just a product category. For instance, sincere brands share family‐related associations and high morals, exciting brands offer consumers the opportunity to experience exciting feelings and are related to special ‘exciting’ occasions, competent brands are mostly associated with expertise and quality, sophisticated brands are usually of feminine nature, whereas rugged brands are of masculine nature. Moreover, we find that brands which consumers perceive as lacking on a particular personality dimension also share common attributes. Copyright © 2011 John Wiley & Sons, Ltd.     

Warmth and competence in animals

Social‐perception dimensions may explain human‐animal relationships because animals show intent toward humans (social perception's warmth dimension) and, consequently, their potential effect on humans is relevant (competence dimension). After reviewing current literature about perceptions of animals’ ascribed intentions and abilities, three studies tested the Stereotype Content Model (SCM) (Fiske, Cuddy, Glick, & Xu, 2002) and the Behaviors from Intergroup Affect and Stereotypes Map (Cuddy, Fiske, & Glick, 2007) regarding animal targets. Study 1 found a four‐cluster SCM structure. Warmth and competence judgments predicted specific emotions and behavioral tendencies toward animals (Study 2). Study 3 supported associations between animals and social groups based on their respective perceived warmth and competence. Taken together, results showed the relevance of SCM dimensions for social perception of animals.     

When multiple identities compete: The role of centrality in self‐brand connections

The current research provides a framework for understanding how centrality impacts people's choice of brands and related brand connectedness. Motivated by the need to validate their self‐image, individuals use brands to express and confirm their identities. The authors hypothesize that greater centrality of the identity to the self strengthens the connectedness an individual has for brands with value‐expressive properties. Three studies using experimental designs examined whether people whose identity is central to their self‐conception leads to stronger self‐brand connectedness than peripheral identities. In study 1, the results showed that people whose shopping identity was central (versus peripheral) to their self‐concept led to stronger self‐brand connections. Study 2 replicated the findings of study 1 employing brand symbolism as a moderator. Brands high in symbolic properties led to stronger brand connections for an individual's central identities compared with their peripheral identities. Study 3 replicated the influence of centrality on brand choice and self‐brand connections by generalizing this effect to reference group identities. Collectively, the studies provide evidence that individuals integrate brand associations into their self‐concept on the basis of both the centrality of the identity and the level of symbolism the brands holds for an identity. Copyright © 2013 John Wiley & Sons, Ltd.     

Assessing the predictive validity of perceived globalness and country of origin of foreign brands in quality judgments among consumers in emerging markets

Consumers in emerging markets are known to have strong preferences for well‐known foreign brands. Drawing on schema and categorization theories, this study empirically investigates how accessible two components of brand foreignness – globalness and country of brand origin – are in consumer perceptions of brand quality in emerging markets. In addition, we argue that brand globalness can be shaped by inferential reasoning and test how consumer perceptions of brand globalness are affected by both a brand's country of origin and its perceived quality. Two different studies were conducted with young‐adult consumers in China. The study found that in their evaluations of foreign brands consumers are more influenced by country of origin than by brand globalness. It also found that consumers tend to perceive a high level of globalness in high‐quality brands and brands from a favorable country‐of‐origin. Further, this tendency was found to differ between well‐known and lesser‐known brands. These findings confirm the predictive validity of country of origin, but contrast with extant literature on the role of brand globalness as a principal quality cue for foreign brands among consumers in emerging markets. Our findings also imply brand globalness can be an inferred attribute of perceived brand quality and country‐of‐origin image. Keywords: brand foreignness, brand globalness, country‐of‐origin effect, emerging markets.     

Impact of consumers' corporate social responsibility‐related activities in social media on brand attitude,electronic word‐of‐mouth intention,and purchase intention: A study of Chinese consumer behavior

This study examines how consumers' corporate social responsibility (CSR)‐related activities in social media affect their responses to brands. We defined consumers' CSR‐related activities in social media as the extent to which consumers use social media to engage in CSR communication by companies. An online survey was conducted to examine social media users in China, the largest consumer market in today's global economies. This study developed a theoretical model and empirically tested the relationships between consumers' CSR‐related activities in social media, identification with the brand, and three consumer behavior outcomes: electronic word‐of‐mouth (eWOM) intention, brand attitude, and purchase intention. The results suggested that consumers' CSR‐related activities in social media significantly impacted eWOM intention and purchase intention through enhancing identification with the brand and positive brand attitude. This study provides important insights on consumer behavior and CSR by investigating social media, an important and emerging marketing platform. Moreover, this study fills in the research gap about the association between consumers' CSR‐related activities in social media and their responses to brands. Theoretical and managerial implications for CSR strategies in social media are discussed.     

Stereotype content of people with acquired brain injury: Warm but incompetent

Since stereotypes about people with acquired brain injury (ABI) can lead to prejudice, studying these stereotypes is highly important. In two studies, we examined these stereotypes both on idiosyncratic dimensions and on the two dimensions of the Stereotype Content Model. Participants completed a specific questionnaire about ABI and warmth and competence questionnaires regarding people with ABI and other social groups. Specific stereotypes about ABI were found to be underpinned by dimensions of “cognitive impairments and ADL limitations,” “catastrophic outcomes,” and “personal and interpersonal development.” Within the model, people with ABI were seen as being warm but incompetent. The ambivalent ABI stereotype could elicit prejudicial attitudes that may impede rehabilitation.     

品牌印象研究述评

品牌印象是消费者基于对品牌信息的感知和体验而在头脑中留下的品牌部分或整体信息。品牌印象形成涉及到类别信息加工和个别化信息加工两方面,其认知加工模式还存在争议。品牌印象实证研究主要存在以品牌主观形象为核心的品牌印象研究和以品牌拟人化特征为焦点的品牌印象研究两条线路。在分析比较的基础上,我们认为无论是品牌形象研究线路还是品牌人格研究线路,探讨的都是品牌的客观特性在消费者头脑中留下的主观印象,其本质都是对消费者品牌印象的研究。品牌印象是品牌与消费者的关系基础。品牌建设的任务就是在深刻把握消费者品牌印象形成机制的基础上,通过调节和控制消费者对品牌的认知、联想、态度、信任和忠诚来积累品牌资产。     

Understanding the richness of brand relationships: Research dialogue on brands as intentional agents

This essay offers some perspectives on Kervyn et al.'s insightful research on brand relationships and the role of perceived intentions and ability. After briefly discussing the importance of brand knowledge and functionality in understanding the diversity of brand relationships, some other antecedents and consequences of brand relationships are reviewed. Three antecedents of corporate credibility — expertise, trust, and likability — are suggested as another means to differentiate how consumers view different brands. Brand resonance — an intense, active loyalty relationship — is also suggested as an important outcome of brand relationships. The essay concludes by noting that any concept as complex as brand relationships lends itself to multiple concepts, perspectives, and analysis.     

参照群体类型与自我—品牌联系

自我－品牌联系(Self-brand Connection)指消费者使用某品牌构建、强化和表达自我的程度。研究参照群体的类型对消费者的自我－品牌联系的影响。研究结果表明：三种非成员群体对自我－品牌联系的影响是不同的,消费者会使用品牌形象与渴望群体一致的品牌来表明自己是什么类型的人,也会使用品牌形象与规避群体相悖的品牌来表明自己不是什么类型的人;消费者对成员群体的情感承诺程度会调节成员群体对自我－品牌联系的影响,情感承诺度高、中的成员群体比情感承诺度低的成员群体对自我－品牌联系的影响更大     

萌萌哒还是古灵精怪?奢侈品品牌可爱风格对消费者偏好的影响

奢侈品品牌热衷于使用可爱风格与消费者进行互动。本文以理想自我理论为基础,通过4个实验探索奢侈品品牌可爱风格类型对消费者偏好的影响机制和边界条件。实验1表明奢侈品品牌的可爱风格(婴儿图式/古灵精怪)会显著地影响消费者的品牌偏好,验证了主效应的因果链模型。实验2进一步明确了主效应的边界,结果表明品牌可爱风格对消费者偏好的影响只在奢侈品品牌的情境下才存在。实验3探索了自我监控水平对主效应的调节作用,发现对于低自我监控的个体,奢侈品品牌的可爱风格难以有效地影响品牌偏好。实验4分析了个体发展阶段对主效应的调节作用,结果表明对于成年期个体,古灵精怪可爱风格比婴儿图式可爱风格更能提高个体的奢侈品品牌偏好,对于童年期个体,婴儿图式可爱风格比古灵精怪可爱风格更易获得青睐。     

萌萌哒还是古灵精怪?奢侈品品牌可爱风格对消费者偏好的影响

奢侈品品牌热衷于使用可爱风格与消费者进行互动。本文以理想自我理论为基础,通过4个实验探索奢侈品品牌可爱风格类型对消费者偏好的影响机制和边界条件。实验1表明奢侈品品牌的可爱风格(婴儿图式/古灵精怪)会显著地影响消费者的品牌偏好,验证了主效应的因果链模型。实验2进一步明确了主效应的边界,结果表明品牌可爱风格对消费者偏好的影响只在奢侈品品牌的情境下才存在。实验3探索了自我监控水平对主效应的调节作用,发现对于低自我监控的个体,奢侈品品牌的可爱风格难以有效地影响品牌偏好。实验4分析了个体发展阶段对主效应的调节作用,结果表明对于成年期个体,古灵精怪可爱风格比婴儿图式可爱风格更能提高个体的奢侈品品牌偏好,对于童年期个体,婴儿图式可爱风格比古灵精怪可爱风格更易获得青睐。     

Is Cinderella resurging? The impact of consumers' underdog disposition on brand preferences: Underdog brand biography and brand status as moderators

This research attempts to explore the moderating roles of underdog brand biography and brand status in the impact of consumers' underdog disposition on brand preferences. A total of 218 on‐the‐job graduate students were randomly assigned to a 2 (explicitness of underdog brand biography: implicit vs. explicit) × 2 (brand status: emerging brands vs. established brands) factorial design. Results show that consumers with strong underdog disposition are likely to generate stronger brand preferences for established brands accompanied with explicit underdog brand biographies than emerging brands accompanied with explicit underdog brand biographies; in contrast, consumers with strong underdog disposition are likely to engender no differential brand preferences for emerging brands accompanied with implicit underdog brand biographies over established brands accompanied with implicit underdog brand biographies. Moreover, consumers with a weak underdog disposition are likely to engender stronger brand preferences for established brands than emerging brands, regardless of the explicitness of underdog brand biography. Copyright © 2015 John Wiley & Sons, Ltd.     

品牌社区的形成与发展:社会认同和计划行为理论的视角

品牌社区是指一种特定的,不受地域限制的,基于某一品牌崇拜者之间结构化的社会关系而建立的社区。大量研究围绕社会认同理论、计划行为理论等相关理论,试图揭示品牌社区的形成、发展及作用机制。现有研究发现消费者对品牌的态度及其所感受到的主观行为规范等因素会影响个体的社区参与水平,而参与品牌社区有助于社区成员产生品牌认同,进而有效地维持并提高其品牌忠诚度。未来研究应该更多地关注自尊、自我意识以及社会认同威胁等变量。此外,国内研究者还应当考虑到东西方文化差异,促进相关理论及概念的本土化。     

Anthropomorphizing brands: The role of attributed brand traits in interactive CSR communication and consumer online endorsements

Consumers tend to relate to brands in similar ways as they relate to individuals and groups. However, relatively little is known about the attribution of human traits to brands in online contexts. The current research focused on the role of attributed brand traits in interactive corporate social responsibility (CSR) communication and positive electronic word‐of‐mouth intentions. Results of an online survey (N = 174) revealed that higher levels of perceived interactivity were associated with stronger attributions of morality, sociability, and competence traits to brands. Yet only attributed brand morality was associated with consumers' willingness to endorse the brand and its CSR message on social networking sites. These findings underline the importance of brands' openness to dialogue regarding the promotion of CSR activities. Furthermore, these findings suggest that consumers are most likely to feel that brands can represent their identity when brand morality is considered to be high.