BlackBar Consulting's branding models connect the development of consumer franchises with brand relationships to strengthen market position and valuation multiples.
Getting consumers to feel that a brand “shares their values” (SMV) seems to be among marketers’ top priorities these days. This presentation demonstrates that that guiding brand development via SMV is fraught with brand values contradiction and low returns in terms of acquisition, retention and generating social brand behavior. "Share my value" can produce brand shizophrenia.
Relational branding – A New Paradigm for Modeling Marketplace Effects of CBRBlackBar Consulting
This document discusses relational branding, a new paradigm for modeling consumer-brand relationships (CBR). It argues that previous models based on interpersonal relationships are imperfect for CBR and that a psychological model based on relational psychology is more appropriate. Relational psychology views relationships as influencing identity formation rather than innate drives. The document presents a study that identifies five universal brand relationships (reinforcement, identification, role model, self-differentiating, and playful) and finds these relationships influence financial metrics like market capitalization through building relationship equity and a stable customer franchise.
A Brand for All Media - Consumer Brand Relationships and their Influence on ...BlackBar Consulting
The document discusses how consumer brand relationships have fundamentally changed in the digital media landscape. It proposes moving from traditional perspectives of brand perceptions to understanding the two-way relationship between consumers and brands. This involves listening to both the brand and consumer perspectives to understand the nature of their relationship. There are five universal relationship types identified - reinforcement, identification, role model, self-differentiation, and playful. Strong consumer brand relationships can positively impact brand acquisition, retention, pricing power, valuation multiples, and word-of-mouth communication. The study methodology involved surveys of over 1500 consumers evaluating brands across categories and collecting business metrics for 30 brands.
This document discusses assessing consumer brand relationships across borders between Mexico and the USA. It presents BlackBar Consulting's model for measuring consumer brand relationships, which considers both brand perceptions and brand experiences/attitudes. The study measured brand relationships for various categories in Mexico and the USA. Key findings include reinforcement being the most important relationship in Mexico while identification was strongest in the USA. Brand relationships influence franchise development and pricing power in both countries. Relationship profiles differed across some categories and brands between the two countries.
Thoughts on finding consumer meaning and motivation behind the consumer behavior in those big internet data bases.
The meanings and motivations that form Consumer Brand Relationships have a lot to do with understanding and impacting the consumer brand behavior tracked in the big internet data bases. And that behavior when correctly combined with CBR can more efficiently and effectively build your consumer brand franchise
Identification and Measurement of Consumer Brand RelationshipsBlackBar Consulting
The document discusses identifying and measuring consumer-brand relationships. It defines a brand relationship as the combination of a specific brand image and the attitude of the brand. It identifies five universal brand relationships - Reinforcement, Identification, Role Model, Self-Differentiating, and Playful - that have emergent properties. These relationships are not additive and impact financial returns. Relationship equity, which is the combined effect of the relationships, influences sales to market cap ratio, operating profit, and stable franchise size. Different relationships contribute to acquiring and maintaining franchise.
1. The document analyzes brand relationships and their contribution to market value for Google, Apple, Facebook, YouTube, and LinkedIn. It finds that brand relationship equity accounts for about 40% of market value on average.
2. Google derives most of its market value from strong brand relationships like identification and reinforcement, while Apple's market value is dominated by operating profits. LinkedIn's value came entirely from brand relationships as it had no profits.
3. Google has the strongest brand relationships overall, particularly for identification which enhances customer self-expression through Google's variety of tools. Reinforcement relationships also contribute significantly to market value.
This document discusses reference groups and word-of-mouth communication in consumer behavior. It defines reference groups as sources of comparison, influence, and norms that shape people's opinions and behaviors. The main types of reference groups mentioned are family, social class, culture, and subculture. Word-of-mouth is communication where satisfied customers tell others about businesses, products, or services. Normative and comparative influences of reference groups are described. Factors that affect reference group influence and word-of-mouth are also summarized briefly.
Getting consumers to feel that a brand “shares their values” (SMV) seems to be among marketers’ top priorities these days. This presentation demonstrates that that guiding brand development via SMV is fraught with brand values contradiction and low returns in terms of acquisition, retention and generating social brand behavior. "Share my value" can produce brand shizophrenia.
Relational branding – A New Paradigm for Modeling Marketplace Effects of CBRBlackBar Consulting
This document discusses relational branding, a new paradigm for modeling consumer-brand relationships (CBR). It argues that previous models based on interpersonal relationships are imperfect for CBR and that a psychological model based on relational psychology is more appropriate. Relational psychology views relationships as influencing identity formation rather than innate drives. The document presents a study that identifies five universal brand relationships (reinforcement, identification, role model, self-differentiating, and playful) and finds these relationships influence financial metrics like market capitalization through building relationship equity and a stable customer franchise.
A Brand for All Media - Consumer Brand Relationships and their Influence on ...BlackBar Consulting
The document discusses how consumer brand relationships have fundamentally changed in the digital media landscape. It proposes moving from traditional perspectives of brand perceptions to understanding the two-way relationship between consumers and brands. This involves listening to both the brand and consumer perspectives to understand the nature of their relationship. There are five universal relationship types identified - reinforcement, identification, role model, self-differentiation, and playful. Strong consumer brand relationships can positively impact brand acquisition, retention, pricing power, valuation multiples, and word-of-mouth communication. The study methodology involved surveys of over 1500 consumers evaluating brands across categories and collecting business metrics for 30 brands.
This document discusses assessing consumer brand relationships across borders between Mexico and the USA. It presents BlackBar Consulting's model for measuring consumer brand relationships, which considers both brand perceptions and brand experiences/attitudes. The study measured brand relationships for various categories in Mexico and the USA. Key findings include reinforcement being the most important relationship in Mexico while identification was strongest in the USA. Brand relationships influence franchise development and pricing power in both countries. Relationship profiles differed across some categories and brands between the two countries.
Thoughts on finding consumer meaning and motivation behind the consumer behavior in those big internet data bases.
The meanings and motivations that form Consumer Brand Relationships have a lot to do with understanding and impacting the consumer brand behavior tracked in the big internet data bases. And that behavior when correctly combined with CBR can more efficiently and effectively build your consumer brand franchise
Identification and Measurement of Consumer Brand RelationshipsBlackBar Consulting
The document discusses identifying and measuring consumer-brand relationships. It defines a brand relationship as the combination of a specific brand image and the attitude of the brand. It identifies five universal brand relationships - Reinforcement, Identification, Role Model, Self-Differentiating, and Playful - that have emergent properties. These relationships are not additive and impact financial returns. Relationship equity, which is the combined effect of the relationships, influences sales to market cap ratio, operating profit, and stable franchise size. Different relationships contribute to acquiring and maintaining franchise.
1. The document analyzes brand relationships and their contribution to market value for Google, Apple, Facebook, YouTube, and LinkedIn. It finds that brand relationship equity accounts for about 40% of market value on average.
2. Google derives most of its market value from strong brand relationships like identification and reinforcement, while Apple's market value is dominated by operating profits. LinkedIn's value came entirely from brand relationships as it had no profits.
3. Google has the strongest brand relationships overall, particularly for identification which enhances customer self-expression through Google's variety of tools. Reinforcement relationships also contribute significantly to market value.
This document discusses reference groups and word-of-mouth communication in consumer behavior. It defines reference groups as sources of comparison, influence, and norms that shape people's opinions and behaviors. The main types of reference groups mentioned are family, social class, culture, and subculture. Word-of-mouth is communication where satisfied customers tell others about businesses, products, or services. Normative and comparative influences of reference groups are described. Factors that affect reference group influence and word-of-mouth are also summarized briefly.
Marketing involves creating value for and building relationships with customers. Companies market a variety of offerings including goods, services, ideas and organizations. The goal is to gain attention or a response from prospects. Effective marketing adapts to changing customer needs. It satisfies customer needs through market offerings while setting proper expectations and focusing on long-term customer satisfaction and value. Companies can focus on production, products, selling or marketing, with marketing orientation emphasizing customer value. Relationship and integrated marketing aim to deliver superior value through coordinated programs. Internal marketing and performance marketing also support customer goals.
This document discusses branding and marketing concepts through a series of sections. It begins by defining what a brand is, noting that a brand can take many forms including a name, sign, symbol, or slogan. It discusses the power of brands and how they meet customers' psychological and social needs. The document then covers brand values, leadership brands, emotional customer profiling, and how brands appeal to different levels of human needs according to Maslow's hierarchy. Overall, the document provides an overview of key branding concepts and how understanding human psychology can help build strong brands that resonate with customers.
Empathic Marketing – aka, what’s true in life is true in marketing.David Murphy
Empathic Marketing was inspired by my observations over time and across categories that the ways in which we form personal relationships mirrors how we form brand relationships.
Forces such as empathy, experiences, endorsement and energy help shape our real life relationships. These 4Es of real relationships – empathy, experiences, energy and endorsement – form a clear and measurable brand planning model to help marketers create more customer-centered brand platforms.
This lecture discusses how consumers are influenced by others and seek to conform to social groups. Reference groups that consumers aspire to or are members of can influence product choices. Opinion leaders who are experts, socially active, and similar to other consumers significantly impact purchase decisions through word-of-mouth recommendations. New social media is accelerating the spread of information and recommendations between consumers, with negative word-of-mouth carrying more weight than positive word-of-mouth. Marketers must understand how consumers are influenced by others in social networks and groups.
Presentation given at the 2nd International Consumer Brand Relationships Conference, www.consumer-brand-relationships.org
Copyright by
Chris Malone
Nicolas Kervyn
Susan Fiske
The document discusses brand image and its relationship to brand equity. It makes several key points:
1. Brand image is defined as the perceptions and associations connected to a brand that are held in a consumer's memory. It is made up of various attributes, benefits, and attitudes.
2. A brand's image is influenced by sub-images of the company, product, and typical user. It also takes on personality traits.
3. Maintaining a strong, positive brand image through consistent marketing activities is the driver of brand equity and increased profits. Understanding the brand meaning for consumers is important for effective management.
4. Various dimensions like attributes, benefits, and attitudes contribute to how consumers perceive the overall
A case study on HSBC about motivation and personality in Consumer Behavior. In this case study, HSBC targeted some dominant motives to persuade local consumer to their banking strategy.
Brand Personification in the Digital Age: How has the evolution of social med...Keely Galgano
The purpose of this paper is to examine the marketing landscape through the lens of digital and social media, and, ultimately, to discuss how this evolution impacts the establishment, maintenance, and characteristics of consumer-brand relationships. Past studies of consumer-brand relationships have focused heavily on the elements of social psychology reflected in the connections formed with brands. However, many researchers have questioned the application of human relationship theory as applied to inanimate objects or brands. With the advent of social media as a marketing tool, brands are quickly taking on human characteristics and working to engage consumers in conversation. With this increased personification, relational norms can be applied to current and future consumer behavior with new relevance.
Building A Brand: creating provocative brands that people care about. From brand architecture to fulfilling emotional needs to the path through purchase this is a creative guide to developing brand ideas.
Come dig in with us on three key aspects of engaging with customers and learn about specific techniques that will help drive sustainable growth in your business: Getting into the mindset of your prospects and customers, creating content that resonates with your target audience, and initiating a relationship.
Impact of Social Media on Products & Brands, Online Marketing & Social Media...Akshay Krishnapurkar
- Introduction
- Social Media Statistics
- Popular Social Media Channels
- How Social Media Marketing Helps Businesses Meet Marketing Goals
- Best Social Media Marketing Tips
- Consumer Behaviour on Social Media
- Consumer Decision Process
- How social media influence the consumer buying behaviour ?
- E-Commerce
- Factors of Online Customer Behavior
- Filtering Elements
- 10 Factors that Influence Customer Buying Behaviour Online
- Social Marketing vs Social Media Marketing
An PPT on Consumer Behaviour and Market SegmentationMOHD AMAAN HASAN
This document provides information about consumer behavior and market segmentation. It lists the names of students and their teacher. It then defines consumer behavior and explains why understanding it is important for marketers. It discusses the four types of consumer behavior and different factors that influence consumer decisions. The document also defines market segmentation and explains the need for it and its benefits. It describes different types of market segmentation including demographic, psychographic, behavioral, and geographic segmentation. Finally, it discusses the importance of conducting a consumer behavior audit to understand internal and external influences on consumers.
The document discusses the differences between brand identity and brand image. Brand identity is what a company wants to represent and is controlled through branding elements. Brand image is the perception of the brand formed in customers' minds based on their experiences and marketing. A strong brand identity is important because it increases brand awareness and encourages loyalty by forming an emotional connection with customers. Developing a brand identity strategically helps a brand stand out from competitors.
Reference Groups (RG) and Family Influences: What is a group? - Understanding the power of reference groups - Selected consumer - Related RG - Family decision making and consumption -Related roles-The family life cycle
Consumer behavior and factors influencing consumer behaviorWish Mrt'xa
The document discusses factors that influence consumer behavior, including cultural, social, personal, and psychological factors. Cultural factors encompass elements like culture, subcultures, and social classes that shape consumer values and preferences. Social factors include reference groups, family influences, and social roles/status. Personal factors pertain to individual characteristics like age, lifestyle, and income that affect purchasing decisions. Psychological factors are motivations, perceptions, learning, and beliefs/attitudes that drive consumer behavior at a subconscious level. Understanding these various influences is important for analyzing consumer decision-making processes.
The document discusses various aspects of brand identity and positioning. It begins by explaining that brand identity is the purpose for which a brand is created and goes beyond image. It then discusses dimensions of identity, including the brand as a product, organization, person and symbol. It also explains the concepts of inner and outer identity. Brand positioning is described as placing a brand in the customer's mind relative to competitors. The document also discusses tools for analyzing brand identity and positioning such as brand personality scales and multi-dimensional scaling. Finally, it covers repositioning brands over time as market conditions change.
This document provides an introduction to consumer behavior and its applications. It defines consumer behavior as the study of how individuals, groups, and organizations select, purchase, use, and dispose of products and services. The key points made are:
1) Consumer behavior involves the entire process from pre-purchase research to post-purchase use and disposal.
2) It examines how consumers are influenced by their environment, including culture, family, and media.
3) Studying consumer behavior helps marketers improve their strategies by understanding psychology, decision-making, and how to most effectively reach target consumers.
4) There are four main applications - improving marketing, informing public policy, conducting social marketing, and making consumers more informed decision
Brand personality is a set of human characteristics associated with a brand.
From the consumer’s point of view brand personality offer them a touch point that gives them the opportunity to connect with the brand on an emotional level. From a company’s point of view brand personality offers a host of benefits: it differentiates the brand, makes it more memorable, creates message consistency across all channels and it offers a vehicle for creating engaging brand messages.
In this presentation we explore some of the reasons why brand personality is so important in today's competitive environment, what brand personality is and some of the many ways to capture that personality visually.
The Human Truths Behind Consumer BehaviourXPotential
The document is a newsletter from XPotential titled "Market Watch - July 2013" that discusses insights into consumer behavior. It contains several articles that highlight the importance of understanding consumer personality and motivations. One article discusses how brands like Starbucks and Coca-Cola have benefited from incorporating consumers' names into their marketing. Another article examines how retailers can improve shoppers' experiences by making them feel more capable and in control of their purchasing decisions. A final article analyzes Abercrombie & Fitch's strategy of targeting only "popular and beautiful" consumers and how this has recently backfired.
The document discusses three models for brand planning: the brand positioning model, brand resonance model, and brand value chain model. The brand positioning model focuses on developing unique brand points-of-difference and shared points-of-parity to guide brand strategy. The brand resonance model describes building customer-based brand equity through six hierarchical levels. The brand value chain model traces how marketing expenditures create brand value at different stages.
The business case for Consumer Brand RelationshipsCBR Conference
Presentation given at the 3rd International Consumer Brand Relationships Conference, www.consumer-brand-relationships.org
Copyright by
Ed Lebar, Blackbar Consulting LLC, USA
Max Blackston, Blackbar Consulting LLC, USA
Marketing involves creating value for and building relationships with customers. Companies market a variety of offerings including goods, services, ideas and organizations. The goal is to gain attention or a response from prospects. Effective marketing adapts to changing customer needs. It satisfies customer needs through market offerings while setting proper expectations and focusing on long-term customer satisfaction and value. Companies can focus on production, products, selling or marketing, with marketing orientation emphasizing customer value. Relationship and integrated marketing aim to deliver superior value through coordinated programs. Internal marketing and performance marketing also support customer goals.
This document discusses branding and marketing concepts through a series of sections. It begins by defining what a brand is, noting that a brand can take many forms including a name, sign, symbol, or slogan. It discusses the power of brands and how they meet customers' psychological and social needs. The document then covers brand values, leadership brands, emotional customer profiling, and how brands appeal to different levels of human needs according to Maslow's hierarchy. Overall, the document provides an overview of key branding concepts and how understanding human psychology can help build strong brands that resonate with customers.
Empathic Marketing – aka, what’s true in life is true in marketing.David Murphy
Empathic Marketing was inspired by my observations over time and across categories that the ways in which we form personal relationships mirrors how we form brand relationships.
Forces such as empathy, experiences, endorsement and energy help shape our real life relationships. These 4Es of real relationships – empathy, experiences, energy and endorsement – form a clear and measurable brand planning model to help marketers create more customer-centered brand platforms.
This lecture discusses how consumers are influenced by others and seek to conform to social groups. Reference groups that consumers aspire to or are members of can influence product choices. Opinion leaders who are experts, socially active, and similar to other consumers significantly impact purchase decisions through word-of-mouth recommendations. New social media is accelerating the spread of information and recommendations between consumers, with negative word-of-mouth carrying more weight than positive word-of-mouth. Marketers must understand how consumers are influenced by others in social networks and groups.
Presentation given at the 2nd International Consumer Brand Relationships Conference, www.consumer-brand-relationships.org
Copyright by
Chris Malone
Nicolas Kervyn
Susan Fiske
The document discusses brand image and its relationship to brand equity. It makes several key points:
1. Brand image is defined as the perceptions and associations connected to a brand that are held in a consumer's memory. It is made up of various attributes, benefits, and attitudes.
2. A brand's image is influenced by sub-images of the company, product, and typical user. It also takes on personality traits.
3. Maintaining a strong, positive brand image through consistent marketing activities is the driver of brand equity and increased profits. Understanding the brand meaning for consumers is important for effective management.
4. Various dimensions like attributes, benefits, and attitudes contribute to how consumers perceive the overall
A case study on HSBC about motivation and personality in Consumer Behavior. In this case study, HSBC targeted some dominant motives to persuade local consumer to their banking strategy.
Brand Personification in the Digital Age: How has the evolution of social med...Keely Galgano
The purpose of this paper is to examine the marketing landscape through the lens of digital and social media, and, ultimately, to discuss how this evolution impacts the establishment, maintenance, and characteristics of consumer-brand relationships. Past studies of consumer-brand relationships have focused heavily on the elements of social psychology reflected in the connections formed with brands. However, many researchers have questioned the application of human relationship theory as applied to inanimate objects or brands. With the advent of social media as a marketing tool, brands are quickly taking on human characteristics and working to engage consumers in conversation. With this increased personification, relational norms can be applied to current and future consumer behavior with new relevance.
Building A Brand: creating provocative brands that people care about. From brand architecture to fulfilling emotional needs to the path through purchase this is a creative guide to developing brand ideas.
Come dig in with us on three key aspects of engaging with customers and learn about specific techniques that will help drive sustainable growth in your business: Getting into the mindset of your prospects and customers, creating content that resonates with your target audience, and initiating a relationship.
Impact of Social Media on Products & Brands, Online Marketing & Social Media...Akshay Krishnapurkar
- Introduction
- Social Media Statistics
- Popular Social Media Channels
- How Social Media Marketing Helps Businesses Meet Marketing Goals
- Best Social Media Marketing Tips
- Consumer Behaviour on Social Media
- Consumer Decision Process
- How social media influence the consumer buying behaviour ?
- E-Commerce
- Factors of Online Customer Behavior
- Filtering Elements
- 10 Factors that Influence Customer Buying Behaviour Online
- Social Marketing vs Social Media Marketing
An PPT on Consumer Behaviour and Market SegmentationMOHD AMAAN HASAN
This document provides information about consumer behavior and market segmentation. It lists the names of students and their teacher. It then defines consumer behavior and explains why understanding it is important for marketers. It discusses the four types of consumer behavior and different factors that influence consumer decisions. The document also defines market segmentation and explains the need for it and its benefits. It describes different types of market segmentation including demographic, psychographic, behavioral, and geographic segmentation. Finally, it discusses the importance of conducting a consumer behavior audit to understand internal and external influences on consumers.
The document discusses the differences between brand identity and brand image. Brand identity is what a company wants to represent and is controlled through branding elements. Brand image is the perception of the brand formed in customers' minds based on their experiences and marketing. A strong brand identity is important because it increases brand awareness and encourages loyalty by forming an emotional connection with customers. Developing a brand identity strategically helps a brand stand out from competitors.
Reference Groups (RG) and Family Influences: What is a group? - Understanding the power of reference groups - Selected consumer - Related RG - Family decision making and consumption -Related roles-The family life cycle
Consumer behavior and factors influencing consumer behaviorWish Mrt'xa
The document discusses factors that influence consumer behavior, including cultural, social, personal, and psychological factors. Cultural factors encompass elements like culture, subcultures, and social classes that shape consumer values and preferences. Social factors include reference groups, family influences, and social roles/status. Personal factors pertain to individual characteristics like age, lifestyle, and income that affect purchasing decisions. Psychological factors are motivations, perceptions, learning, and beliefs/attitudes that drive consumer behavior at a subconscious level. Understanding these various influences is important for analyzing consumer decision-making processes.
The document discusses various aspects of brand identity and positioning. It begins by explaining that brand identity is the purpose for which a brand is created and goes beyond image. It then discusses dimensions of identity, including the brand as a product, organization, person and symbol. It also explains the concepts of inner and outer identity. Brand positioning is described as placing a brand in the customer's mind relative to competitors. The document also discusses tools for analyzing brand identity and positioning such as brand personality scales and multi-dimensional scaling. Finally, it covers repositioning brands over time as market conditions change.
This document provides an introduction to consumer behavior and its applications. It defines consumer behavior as the study of how individuals, groups, and organizations select, purchase, use, and dispose of products and services. The key points made are:
1) Consumer behavior involves the entire process from pre-purchase research to post-purchase use and disposal.
2) It examines how consumers are influenced by their environment, including culture, family, and media.
3) Studying consumer behavior helps marketers improve their strategies by understanding psychology, decision-making, and how to most effectively reach target consumers.
4) There are four main applications - improving marketing, informing public policy, conducting social marketing, and making consumers more informed decision
Brand personality is a set of human characteristics associated with a brand.
From the consumer’s point of view brand personality offer them a touch point that gives them the opportunity to connect with the brand on an emotional level. From a company’s point of view brand personality offers a host of benefits: it differentiates the brand, makes it more memorable, creates message consistency across all channels and it offers a vehicle for creating engaging brand messages.
In this presentation we explore some of the reasons why brand personality is so important in today's competitive environment, what brand personality is and some of the many ways to capture that personality visually.
The Human Truths Behind Consumer BehaviourXPotential
The document is a newsletter from XPotential titled "Market Watch - July 2013" that discusses insights into consumer behavior. It contains several articles that highlight the importance of understanding consumer personality and motivations. One article discusses how brands like Starbucks and Coca-Cola have benefited from incorporating consumers' names into their marketing. Another article examines how retailers can improve shoppers' experiences by making them feel more capable and in control of their purchasing decisions. A final article analyzes Abercrombie & Fitch's strategy of targeting only "popular and beautiful" consumers and how this has recently backfired.
The document discusses three models for brand planning: the brand positioning model, brand resonance model, and brand value chain model. The brand positioning model focuses on developing unique brand points-of-difference and shared points-of-parity to guide brand strategy. The brand resonance model describes building customer-based brand equity through six hierarchical levels. The brand value chain model traces how marketing expenditures create brand value at different stages.
The business case for Consumer Brand RelationshipsCBR Conference
Presentation given at the 3rd International Consumer Brand Relationships Conference, www.consumer-brand-relationships.org
Copyright by
Ed Lebar, Blackbar Consulting LLC, USA
Max Blackston, Blackbar Consulting LLC, USA
C-Suite executives, corporate researchers and their agencies recognize that we are no longer driving on a one-way street. We have always known how important it is to manage both brand equity and customer equity. What’s different today is that the full power of marketing will come from understanding and managing them jointly. Our new research has clear implications for strategy and creative. It shows that personally relevant experiences with a brand, the specific experiences that are really meaningful to consumers, are highly correlated with brand usage and preference, and even more so with growing the customer base: acquiring new customers and winning back lapsed customers. At BrandPanorama, we help clients unlock the full value of their brands by understanding how brand equity builds customer equity and how we can forge and sustain these dynamic relationships between brands and consumers
Why PR Matters in Branding and Business Valuation.Bolaji Okusaga
Brand Valuation is an emerging subject, what with the IFRS recognition of attributes of the Brand as an intangible asset that can be factored into the value of Corporations.
This document discusses strategic brand management concepts and measuring brand equity. It defines brand equity as the differential effect that brand knowledge has on consumer responses. It identifies key elements of brand equity as brand loyalty, brand awareness, perceived quality, and brand associations. The document discusses how to build and measure each element, and the benefits they provide such as loyal customers and ability to charge a price premium. It emphasizes that managing brand equity requires understanding what drives brand equity according to consumers and how the brand performs on those drivers. Methods discussed for measuring equity include calculating a Brand Equity Index to evaluate brand strength over time and against competitors.
The document discusses key concepts related to brand management including:
1) The definition of a brand as a name, symbol or design that identifies a seller's goods/services and differentiates them from competitors.
2) Why brands matter for both consumers and marketers by simplifying decisions, building loyalty and establishing barriers.
3) Elements that contribute to strong brands like brand awareness, associations, perceived quality and loyalty.
The document provides an overview of branding and brand equity. It defines what a brand is, the roles of brands, and how branding works to differentiate products, simplify product handling, and provide legal protection. It also defines brand equity as the added value provided to products due to brand knowledge and outlines several models for measuring and managing brand equity, including how brand equity is built through brand elements, marketing activities, and secondary associations.
The document discusses brand management and customer-based brand equity. It defines what a brand is and discusses new challenges in branding. It introduces the concept of customer-based brand equity and how building strong customer brand knowledge and associations can provide benefits like greater loyalty and price premiums. The document outlines the strategic brand management process and emphasizes that for branding to be successful, customers must perceive meaningful differences between brands.
This document discusses brand management and customer-based brand equity. It defines a brand and explains the challenges brands face in today's complex marketing environment. The concept of brand equity is introduced, with a focus on customer-based brand equity. Determinants and benefits of customer-based brand equity are outlined. Strategic brand management involves identifying brand positioning, implementing marketing programs, measuring performance, and building brand equity over time. An integrated marketing communications approach can help create the brand knowledge structures that form customer-based brand equity.
This document discusses key concepts in brand management including definitions of brands and brand equity. It introduces a customer-based brand equity model which identifies the determinants and benefits of strong customer-based brand equity. These include brand awareness, associations, perceptions, and resonance. The document also outlines the strategic brand management process of identifying brand positioning, implementing marketing programs, measuring performance, and sustaining equity over time.
This is the presentation on Branding that Advokate gave at the Albany Chamber of Commerce for the Small Business Development Center of the University At Albany.
Kate Austin-Avon of Advokate, LLC, delivered this presentation on Developing Your Brand on Thursday, October 22, 2015, at SUNY Adirondack for the Adirondack Business Development Partnership and the Adirondack Regional Chamber of Commerce.
The document discusses branding and defines it as a name, symbol or design that identifies a seller's goods/services and differentiates them from competitors. An effective brand connects emotionally with its target audience through consistent messaging across all customer touchpoints to build trust and loyalty. The author emphasizes that branding is not just visuals but also reflected in things like staff, customer service, pricing and online presence. She provides questions to help businesses understand their brand identity and ensure consistency in representing it.
human and physical Branding resources.pptxssuserc63c04
branding
An organization that embraces values like integrity and teamwork is really no different from any other.
If you want to produce the kinds of specific outcomes that will allow your company to differentiate from others, you need to define a unique culture that cultivates the necessary kinds of employee attitudes and behaviors.
Companies that do this well also identify a desired brand identity and align their company culture to that identity.
Building this unique culture goes beyond internal aspirations. Companies that do this well also identify a desired brand identity, ‘how you want your organization to be perceived and experienced by customers and other external stakeholders.’
If your company culture is aligned and integrated with that identity, your employees are more likely to make decisions and take actions that deliver on your brand promise.
Brand types differ from brand archetypes, which classify brands according to classic storytelling character types such as the Hero, the Joker, and the Sage.
While brand archetypes can be helpful in creating a narrative and tone of voice to use in advertising campaigns and other communications, the brand types referred to here are strategic ways that brands compete and are positioned relative to each other.
For example, Patagonia falls into the “conscious brand” type because it is characterized by its sustainability mission, while Apple is an “innovative brand” type given its pursuit of new products.
Some of these brand types overlap, and some characteristics are—or should be—embraced by all brands. All brands should offer good service, for example.
But a brand that falls into the service brand type prioritizes delivering high-quality customer care and service above anything else — and its strategies, operations, and ultimately customer value propositions are all centered around differentiating through great service.
Each of the nine brands types is distinguished by two main characteristics. The first one is its point of reference — that is, the standard that your brand is positioned relative to or how you want customers to understand your brand.
A disruptive brand like Richard Branson’s Virgin is all about challenging the leader in every category, so Virgin brand’s point of reference is the category leader. The second characteristic that distinguishes a brand type is its tone and manner, which is how the brand usually behaves or expresses itself. For example, Walmart and Subway fall into the value brand type and they tend to act in down-to-earth, practical, and straightforward ways.
Once you know the type of brand you have or want to build, the next step to aligning external brand and internal culture is to identify the kind of culture required to deliver on it.
Different types of brands are achieved through different types of cultures. If you want to position your brand as disruptive, for example, then you must cultivate a culture of risk-taking so that your people are inclined to
The document discusses integrated marketing communications and customer-based brand equity. It defines the roles of marketing communications in informing, persuading, and building relationships with consumers to contribute to brand equity. It emphasizes that different communication options can accomplish different objectives depending on their strengths. The key is for marketers to evaluate all options to create the desired brand knowledge structures effectively and at optimal cost.
The document discusses various aspects of brand management including defining brands and brand equity, developing brand positioning, and measuring brand performance. It covers common brand equity models like Aaker's model and BrandZ, and how they measure elements such as brand strength, relevance, and consumer perceptions. It also outlines strategies for managing brand equity like brand reinforcement, extensions, and handling brand crises.
Would you consider your brand a “good friend” or merely an
“acquaintance”? Do customers trust your brand, but don’t see you as an advisor? Do you have a story to tell, but customers don’t know it? What kind of friend do you want to be to your audience? Brand as Friend helps you understand how your brand currently resonates and provides a path forward to create an effective, motivating and differentiated brand position, along with an integrated marketing plan to activate it and well-informed creative to bring it to life.
The document discusses branding and defines it as a name, term, sign, symbol or design that identifies a seller's goods/services and differentiates them from competitors. It states that a brand is a promise that represents quality, performance and other values that set a business apart. An effective brand delivers a clear message, confirms credibility, connects emotionally to targets, and motivates action to create loyalty. The document provides examples of well-known brands and advises that every business interaction should be considered through the lens of brand intention in order to engage customers and remain in control of how the brand is perceived.
This document discusses key concepts related to branding and brand equity. It defines branding as endowing products and services with the power of a brand to create meaningful differences. Brand equity is the added value provided by a brand and is reflected in consumer responses and the value of the brand. The document outlines several models for measuring and managing brand equity, including building brand awareness and associations over time. It also discusses strategies for brand portfolios, extensions, and architecture to leverage existing brand equity.
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2. Presentation Content
• Overview of the BlackBar Brand Relationships Model
• Demonstration of how and which brand relationships
influence consumer franchise power
• Contribution of Consumer Brand Relationships to brand
pricing power (perceptions of worth)
• Explanation of how branded business valuation multiples
are significantly impacted by Consumer Brand
Relationship Equity, customer franchise power and
operating profit
• Exploration of how consumer brand communication and
Consumer Brand Relationships work together to build
consumer franchise
3. Brand Perceptions
Brand Relationship is
defined by the combination
of a specific brand image
with a specific attitude of
the brand;
Brand Relationships are defined
by the combination of Brand
Perceptions and Brand
Attitudes or Experiences.
Brand Relationships are a two
way street.
Definition of Brand Relationships
11. Our Definition of Brand Relationships
• Based on the concepts of Relational Psychology, in
which relationships -- with other people and things --
form an integral part of the individual‟s personality.
• Relational Psychology recognizes how inanimate
relationship partners -- so-called “Transitional
Objects” -- may be invested with the same type of
characteristics (personality, motivations, imagined
behaviours, etc.) as animate ones.
• The Brand is a “Transitional Object”, represented in
the individual‟s psyche simultaneously as both the
object and source of emotions, feelings and
behaviors. The relationship with the brand reflects
both sides of these inner exchanges.
12. A Brand Relationship is defined by the conjunction of one
dimension of brand perception (image, personality, attributes…)
and a dimension of brand attitude or experience
Brand Attitudes/Experiences
Brand
Perceptions
Self-
Esteem
Self-
Expressio
n
Mentoring There For
Me
Pleasure
Performance/
Satisfaction
Emotional
Attachment
Charisma
Positive
Differentiatio
n
Relaxed &
Stylish
13. Brand Perception Factors
Relaxed and Stylish
Fun
Cool
Easy
Friendly
Stylish
Different
Positive Differentiation
Distinctive
Unique
Charisma
Dynamic
Excitingly Innovative
Leader
Progressive
Functionality
Performs well
Gives Satisfaction
Emotional Values
Love it
Fits my life
COPYRIGHT 2012 BRANDYIELD CONSULTING LLC
14. Brand Attitude/Experience Factors
• Mentoring
Challenges Me To Think
Differently
Teaches Me
Inspires Me
Shares My Values
• There For Me
Appreciates My Business
Is Recommended By People I
Care About
Responds To My Needs
Has My Interests At Heart
• Pleasure
Brings Back Good Memories
Provides A Little Treat For Me
Excites Me
• Self-Expression
Simplifies My Life
Helps Me To Express Myself
Frees Me To Be Myself
• Self-Esteem
Makes Me Look Good To
Others
Makes Me Feel Good About
Myself
COPYRIGHT 2012 BRANDYIELD CONSULTING LLC
15. These 5 Universal Brand Relationships have been identified across
multiple brands and categories with emergent properties: the
combination of the two components has an effect greater than the sum
of their parts
Brand Attitudes/Experiences
Brand
Perceptions
Self-
Esteem
Self-
Expressio
n
Mentorin
g
There For
Me
Pleasure
Performance/
Satisfaction
Emotional
Attachment
Charisma
Positive
Differentiatio
n
Relaxed &
Stylish
Reinforce
ment
Identification
Role Model
Self-
Differentiating
Playful
17. Acquisition of New Users is
Influenced by Brand
Relationships
4 of the Universal Brand Relationships
contribute significantly to trial consideration
among non-users
Entertaining
/Playful
Identification
Reinforcement
Self-
Differentiating
0.54*
0.48*
0.38*
0.22*
Acquisitions
Brand Relationships Build the
Customer Franchise
* Standardized regression coefficients
20. Brand Relationships Contribute to Consumer
Pricing Power (perceptions of Worth)
• The Five Universal Brand Relationships account for
almost 25 % of consumer price evaluations ( willingness
to pay/perceptions of worth)
• Identification has the most influence on pricing power;
the implication is that brands that inspire a strong
emotional bond (“ I love the brand/it loves me”) and
facilitates self expression are worth paying more for
• Self Differentiating and Role Model have significantly
less impact of pricing power. Brand Relationships built
around differentiation do little to assist a brand‟s power
to price.
22. Brand Perceptions
$Financial &
Market Returns
Brand Relationships influence
brands’ Market value directly,
and also indirectly via
their influence on
Customer
Franchise.
23. Relationship Equity and Stable
Franchise Size are both very
significant Influences on Sales to
Market Cap. multiple.
R2=.42
Market Cap.
/Sales
.48*
.43*
Stable Franchise is defined as the percentage of customers
saying they use the brand regularly less the percentage saying
they do so only if there is no alternative.
Brand Relationships Directly
Influence Branded Business
Valuation
Relationship
Equity
Stable
franchise
* Standardized regression coefficients
24. Relationship
Equity
Operating
Profit
Stable
franchise
R2=.86
Market
Cap.
.14*
.89*
.32*
-.22
The negative correlation between Relationship Equity
and Operating Profit reflects the fact that there is a trade-off
between investment in the brand and the quarterly or yearly
earnings statement. Nothing comes without a cost.
Actual Market Cap. is a function of
Relationship Equity, Operating Profit
and Stable Franchise Size
Brand Relationships Directly
Influence Branded Business
Valuation
* Standardized regression coefficients
25. Assessing Individual Company Brands:
Relative Contribution of Relationship Equity,
Operating Profit & Franchise to Market
Capitalization
When we apply this regression to 2012 financial data for the 30
„mono” brands in our data, the relative contributions of each of
the three factors average out as follows:
– Relationship Equity 40%
– Operating Profit 47%
– Stable Franchise Size 13%
• However, as shown in the following examples the relative
contributions on the three factors to the individual brands‟
market capitalization vary significantly from the above
averages
27. 92%
76%
70% 70%
64% 62%
31%
-5%
4% 13%
5%
24%
15%
44%
-4%
20% 17%
-25%
12%
24% 24%
-25%
-5%
15%
35%
55%
75%
95%
JC Penney Best Buy Lowes Sears Home Depot Target WalMart
"Big Box" Retail- The value of the Walmart brand draws on all three
componentsin a balanced way
Relative Contributions toMarket Capitalisationof:
RelationshipEquity Operating Profit Stable Franchise
Brand Relationships Directly
Influence Branded Business
Valuation
28. Brand Perceptions
$Financial &
Market Returns
Marketing investment in Brand
Relationships shape their
strength and pattern.
Marketing
Investments
Non-purchase
Behaviors/
Word of Mouth
Specific Brand Relationships
Encourage personal and
electronic word of mouth
30. Summary
• Identification prompts the most positive
communication about the brand – whether or
not people use it.
– People can use brand communication as a form of
self expression; that doesn‟t mean they necessarily
love the brand – or love it enough to use it.
31. 10.5
5.0 6.3 6.3 7.6 7.8
65.2
44.6
62.7 62.5
64.6 61.7
24.3
50.4
31.0 31.1 27.8 30.6
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Reinforcement Identification Role Model Differentiating Playful Total
Primary Relationship with Brand
Communications About the Brand by Primary Brand Relationship - all Brands
net
communication
about brand
positive
no
communication
net
communication
about brand
negative
If Identification is the Relationship with the most power; It
is likely to prompt positive communication about the brand
and discourage negatives communication
32. Summary
• Reinforcement generates the most negative and
least positive comment about the brand
– The brand‟s satisfactory performance will not bond consumers
with the brand unless it also provides active support for self
esteem – they are independent.
33. 5.4 4.5 4.6 4.9 4.9 4.9
48.6
41.2
51.4 51.9 53.1
49.3
46.0
54.3
44.0 43.2 42.0
45.8
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Reinforcement Identification Role Model Differentiating Playful Total
Primary Relationship with Brand
Communications About the Brand by Primary Brand Relationship - Brands Used
net
communication
about brand
positive
no
communication
net
communication
about brand
negative
Users’ generate more positive comments among all relations
But Users brand relationships discriminate little between am
positives and also little among negatives type of communica
34. YouTube Google
Outback Steakhouse
amazon.comJohnson & Johnson
Herbal Essences
L'Oreal 3M Apple Olive Garden
Lowes
Target
Applebees
Head & Shoulders Dove Hair Care
Pantene
Clairol Home Depot
Denny'sRed Robin
General Electric VisaJohn Frieda Facebookhomedepot.com Best BuyFriendly'slowes.com walmart.comjcpenney.com JC Penney WalMart
SearsPfizer
MasterCard
LinkedIN American Express
Chevron
JP Morgan Chase
Wells Fargo
Discover
Exxon MobilCitibank
Bank of America
BP
Goldman Sachs
-5
5
15
25
35
45
55
65
75
85
95
20.0 25.0 30.0 35.0 40.0 45.0 50.0 55.0 60.0 65.0
Net(PositiveminusNegative)%ofTotal
Communicating about the Brand
Consumer Brand Communication:
• Little communication (bottom left)
• Little communication – but what there is, positive (top left)
• A lot of communication, generally positive (top right)
36. Best Buy
LinkedIn
Discover
Lowes
Target
Goldman Sachs
MasterCard
3M
Facebook
American Express
Home Depot
CitibankBank of America
Visa
BP
Pfizer
JP Morgan Chase
WellsFargo
Johnson & Johnson
Google
WalMart
Chevron
GeneralElectric
ExxonMobil
Apple
.00
50000.00
100000.00
150000.00
200000.00
250000.00
300000.00
350000.00
400000.00
450000.00
0 100000 200000 300000 400000 500000 600000
PredictedMarketCapitalisation($000)
Actual Market Capitalisation ($ 000)
The Market Valuation Model:
Produces an Excellent Fit
Predicting Market Capitalization
Predicted vs. Actual market cap
37. Relative Contribution of Relationship
Equity, Operating Profit and Stable Franchise -
calculation of percentages for Individual Brands
In order to apply the regression equation to actual data – where operating profit is measured in $m‟s
, franchise in terms of % of consumers, and Relational Equity in terms of a constructed scale measure
– it is necessary to use non-standardized coefficients.
The three components of MarCap are:
MarCap= (c1 x RE) +(c2 x OP) + (c3 x StabFran)
1 2 3
The relevant percentages are calculated for each brand as::
1/MarCap,
2/Marcap
3/Marcap
38. Specific Brand Relationships and
Pricing Power
Regression vs3 pt. Value Scale
Model R R Square
Adjusted R
Square
Std. Error of
the Estimate
1 0.5000 0.2500 0.2499 0.6700
a Predictors: (Constant), Entertaining/Playful, Reinforcement, Self-Differentiating, Role Model, Identification
Coefficients
Unstandardized
Coefficients
Standardized
Coefficients t Sig.
Model B Std. Error Beta
1 (Constant) 1.700 0.007 249.659 0.000
Reinforcement 0.287 0.016 0.144 17.520 0.000
Identification 0.351 0.017 0.176 20.469 0.000
Role Model 0.199 0.019 0.083 10.522 0.000
Self-Differentiating 0.218 0.016 0.104 13.679 0.000
Entertaining/Playful 0.335 0.019 0.137 17.926 0.000
a Dependent Variable: value (3 pt.)
39. Consumer Brand Communication &
Relationship Equity
There is relatively little difference in Relationship Equity between those communicating
negatively and those not communicating at all about the brand. For brands used,
Relationship Equity is actually higher among the former - No news is not necessarily good
news.