Science Current Events | Science News | Brightsurf.com
 

Why do consumers dislike corporate brands that get too familiar?

May 17, 2012
Although it is tempting to use the word "we" to make consumers feel like part of the family, people react negatively when brands overstep their boundaries, according to a new study in the Journal of Consumer Research.

"Marketers often desire to promote consumers' feelings of being in a close relationship with the brands they market, and they frequently craft their communications using language that portrays brands as close partners with consumers," write authors Aner Sela (University of Florida), S. Christian Wheeler (Stanford University), and Gülen Sarial-Abi (Koç University).

"Our research shows that seemingly inconsequential changes, as subtle as using 'we' versus 'you and the brand,' can have both positive and negative effects on people's evaluations of real-world brands with which they have working relationships," the authors write.

Because "we" seems to represent more closeness and shared identity, it would seems that using "we" would increase people's feelings of closeness and loyalty to the brand. But the authors found that that depended on how close consumers felt to the brand in the first place.

In one study, participants read an excerpt supposedly taken from an ad for Wells Fargo, a prominent banking brand, or Aetna, a prominent health insurance company. The authors first discovered that people tend to feel closer to their bank than to their insurance company. The excerpts were identical except for the use of the pronoun "we" versus "you and [the brand]."

Real Wells Fargo customers had more positive attitudes toward the banking company after reading the "we" version; but actual Aetna customers had more positive attitudes toward the brand when they read "you and Aetna." Interestingly, people who were not customers of either brand had more positive feelings about both companies when the ads used "you and [the brand]." "People who are not brand customers expect brands with which they are not affiliated to communicate with them using less intimate language-just as people generally expect strangers to interact with them using less intimate language," the authors conclude.

University of Chicago Press Journals



More Corporate Brands Current Events and Corporate Brands News Articles

Design Management: Using Design to Build Brand Value and Corporate Innovation

Design Management: Using Design to Build Brand Value and Corporate Innovation
by Brigitte Borja de Mozota (Author)


Written by a leading authority in the fields of marketing and design, here is first book ever to bring together the theory and practice of design management. In eleven comprehensive chapters, Design Management offers time-tested tools for choosing the right design agency . . . integrating design in the organization . . . creating value and contributing to company performance . . . contributing to brand value and corporate vision . . . and implementing design projects. What’s more, dozens of case studies, real-life examples, and leadership profiles illustrate essential theories from design, management, and marketing. An indispensable reference for every design and marketing professional.• Copublished with the prestigious Design Management Institute in Boston • Features case studies...

Brand Psychology: Consumer Perceptions, Corporate Reputations

Brand Psychology: Consumer Perceptions, Corporate Reputations
by Jonathan Gabay (Author)


Revealing the hidden processes behind why certain brands command our loyalty and trust, Brand Psychology looks at how to build up a positive brand image through Corporate Social Responsibility and ethical transparency.Reputation management authority Jonathan Gabay takes readers on a tour of the corporate, political and personal brands whose understanding of consumer psychology has either built or broken them.  He answers key questions about brand and reputation management, including:
--Why do we trust some brands more than others?
--How important is integrity for a brand's survival?
--How can brand confidence be rebuilt during a crisis?Using case studies and tips from respected neuropsychologists, economists, and IT, advertising, PR, and industry leaders, Brand Psychology turns...

Brand Atlas: Branding Intelligence Made Visible

Brand Atlas: Branding Intelligence Made Visible
by Alina Wheeler (Author), Joel Katz (Author)


A company’s brand is its most valuable asset.  Wheeler takes the most seminal tools used by a wide variety of thought leaders and practitioners and makes the information understandable, visible, relevant, exportable and applicable. With her best-selling debut book, Designing Brand Identity (Wall Street Journal, Best-Seller, Spotlight 1/23/2011), now in its third edition, Alina Wheeler reinvented the marketing textbook using a straightforward style to help demystify the branding process. This new offering from Wheeler, Brand Atlas, builds on this user-friendly approach to aggregate and simplify the science behind branding with a unique visual teaching method suited for time-crunched professionals.
Brand Atlas follows the recent YouTube-iPhone-Pecha Kucha era trend toward fast-paced...

Corporate Director's Guidebook

Corporate Director's Guidebook
by ABA Business Law Section Corporate Law Committee (Author)


The Sixth Edition is being published in the wake of the 2007-2010 financial crisis and the resulting legislation, the Dodd-Frank wall street Reform and Consumer Protection Act (Dodd-Frank Act). As a result, this edition emphasizes themes arising out of the crisis and important to all directors, particularly those in public companies.

Essential Elements for Brand Identity: 100 Principles for Designing Logos and Building Brands (Design Essentials)

Essential Elements for Brand Identity: 100 Principles for Designing Logos and Building Brands (Design Essentials)
by Kevin Budelmann (Author), Yang Kim (Author), Curt Wozniak (Author)


Design terms are often used inconsistently - or just as bad, interchangeably. This leads to confusion for designers as well as clients. New in paperback, Essential Elements for Brand Identity lays a foundation for brand building, defining the tools and building blocks, and illustrating the construction of strong brands through examples of world-class design. It is a one-stop reference for connecting visual design elements for logos to branding concepts, and demonstrates core identity design principles through clear organization and a variety of sources and examples.Through a cohesive structure that explores broader concepts in relation to graphic identities, identity programs, and brand identities, Essential Elements for Brand Identity links formal design concerns with business issues....

Brand Thinking and Other Noble Pursuits

Brand Thinking and Other Noble Pursuits
by Debbie Millman (Author), Rob Walker (Foreword)


The notion of the brand, like any concept that dominates markets and public consciousness, is a challenge to define. Is it a simple differentiator of the cereals in our cupboards, a manipulative brainwashing tool forced on us by corporations, or a creative triumph as capable as any art form of stimulating our emotions and intellect? For those of us who grapple with these questions on a daily basis, Brand Thinking and Other Noble Pursuits elevates the discussion to the level of revelation. Each chapter is an extensive dialogue between Debbie Millman, herself a design visionary, and a different leader in the field. By asking questions deeply informed by her own expertise, Millman coaxes lucid, prescient answers from twenty-two interview subjects, among them Malcolm Gladwell, Tom Peters,...

Leveraging The Corporate Brand

Leveraging The Corporate Brand
by James R. Gregory (Author), Jack Wiechmann (Author)


"Jim Gregory has long been a pioneer in seeking ways to quantify the Return on Investment of corporate advertising. His unique approach to defining the relationship between advertising and corporate reputation will be helpful to any company in planning an effective communications strategy." -- Richard Costello, Manager, Corporate Marketing Communications General Electric Company "Advertising agencies need to demonstrate the value of their work to clients who are skeptical about the power of advertising to build brands. Jim Gregory's work has helped shed light and understanding on this dynamic process as it relates to corporate advertising." -- O. Burtch Drake, President American Association of Advertising Agencies "Leveraging the Corporate Brand explains in elegant detail marketing's...

Corporate Reputation: Brand and Communication

Corporate Reputation: Brand and Communication
by Stuart Roper (Author), Chris Fill (Author)


Why should and how can organisations manage their reputations? All organisations, the executives who direct them, the employees who create value and their stakeholders who influence them, all interact and can impact corporate reputation. In a 24/7 media environment, where even a tweet can shape impressions, the importance of reputation management has never been higher. Every single move, decision taken and each isolated event that involves a company or public figure, is scrutinised, documented and publicised globally, compounding the task of reputation managers. Just ask BP, Toyota or Tiger Woods.

Tata: The Evolution of a Corporate Brand

Tata: The Evolution of a Corporate Brand
by Morgen Witzel (Author)


A series of high-profile acquisitions, including Jaguar Land Rover and Corus Steel, together with the launch of the Nano (the world s first Rs. 1 Lakh/ below US$ 2500 car), is set to change our perception of India': on the threshold of becoming a truly global brand.*s oldest and most respected corporate brand. With a major international presence, in a variety of areas including steel, tea, chemicals, communications and software, Tata now stands 65th in the world brand valuation league. But what is the Tata brand all about? What are its values? How do people perceive it, in India and around the world? In this absorbing and informed book Morgen Witzel digs into the heart of the Tata enterprise, describes its origins, how Tata's reputation and image evolved, and how the group has worked to...

Brand Against the Machine: How to Build Your Brand, Cut Through the Marketing Noise, and Stand Out from the Competition

Brand Against the Machine: How to Build Your Brand, Cut Through the Marketing Noise, and Stand Out from the Competition
by John Michael Morgan (Author)


The machine blasts messages at the world and it does not care who you are or what you have to say or whether its message is relevant to you at all. The machine is a moron. You, however, are not. Which is why your brand needs to rage against the traditional forces of advertising. You must engage your audience and win their business by giving more and selling less. Yours must be a Brand Against the Machine.

Brand Against the Machine offers proven and actionable steps for companies and entrepreneurs to increase their visibility and credibility, and create an indispensable brand that consumers can relate to, creating lifelong customers. Discover the aspirational currency that makes your brand one that people want to be or want to be friends with. Learn how to be real with your...

© 2015 BrightSurf.com