PhD, University of Cincinnati, 2016, Business: Business Administration
Brand failures—that is, violations of implicit or explicit expectations we have for brand performance —are inevitable and can come with a hefty price tag to companies. Yet why is it that seemingly minor brand failures can have significant repercussions, whereas comparably major violations can go relatively unnoticed? Drawing from research on brand personalities, I propose that (i) brand personalities impact consumers' expectations regarding brand performance, (ii) violating these expectations heightens the severity of the brand failure, and (iii) this difference in severity determines brand forgiveness. In particular, I propose that the brand's dominant personality—namely, whether warm or competent—elicits different expectations regarding brand performance, such that consumers should expect their interactions with warm brands to align with communal brand dimensions and their interactions with competent brands to align with functional brand dimensions. Moreover, a brand failure that violates these expectancies (i.e., a communal brand failure committed by a warm brand, a functional brand failure committed by a competent brand) should be viewed as more severe and thus less forgivable than one that does not violate these expectations (i.e., a communal failure committed by a competent brand, a functional failure committed by a warm brand). Three experiments test these hypotheses and, in doing so, surprisingly reveal that consumers more readily forgive, rather than censure, brands failures which violate their expectations (Experiments 1 – 3). Moreover, these failures are shown to induce this unexpected result by heightening the credibility of the brand (Experiment 2). Finally, this effect is shown only for those consumers most likely to use brand failures to re-evaluate the brand (Experiment 3). These findings then, though contrary to expectations, offer novel insight into the importance of brand personality as a basis for brand forgiveness as well as the most effective m (open full item for complete abstract)
Committee: Joshua Clarkson Ph.D. (Committee Chair); Chung-Yiu Chiu Ph.D. (Committee Member); Frank Kardes Ph.D. (Committee Member)
Subjects: Marketing