European Business Schools Librarian's Group

Les Cahiers de Recherche,
HEC Paris

No 918: Consumer reactions to self-expressive brand display

Sandor Czellar (), David E. Sprott (), Eric R. Spangenberg () and David Raska ()

Abstract: Brand names and other brand elements are often displayed on one’s body or clothes for the purpose of personal value expression. Despite the frequency of such brand displays in the marketplace, we know little about how consumers respond to seeing brands in this fashion. A recent view of consumer brand identification—the concept of brand engagement in self-concept (BESC)—provides a unique perspective from which to explore how consumers react when see-ing brands displayed by others. Across three experiments, we demonstrate a consistent pattern of findings indicating that consumers’ reactions to others ostentatiously displaying brands as means of value expression are strongest for those with high BESC levels and with a high value focus during brand exposure. The research highlights important variations in consumers’ responses to self-expressive brand stimuli associated with others; implications for branding practice and re-search are provided.

Keywords: Brand engagement; self-concept; advertising; brand management

JEL-codes: D11; D12; D91

36 pages, December 8, 2009

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