Brand choice is the biased, mindful and behavioral tendency which direct consumer’s predisposition toward a brand. Brand choice is a fundamental element for all market ing strategies.
Strong brand choice is the founding block for brand loyalty. Brand loyalty is one of the key
drivers of top-line growth. The committed loyal customers become evangelists for the brand. The
brands are increasingly finding it difficult to retain the customers in the era of the brand deluge.
The brand success cannot be achieved without achieving brand loyalty. Loyal customers stay with their preferred brand as long as the brand continues to deliver its superior value proposition. Marketers and academics always interested to measure brand choice and brand loyalty. Marketing
models are developed to measure both constructs. This paper tests brand choice through the expectancy-value model and brand loyalty score is measured by using this Colombo- Morrison
brand-loyalty model. This research is carried out in the smartphone segment in India. Smartphone
segment dominated the total handset market by holding a 50% market share during Q3 2018. Top
five brands captured 77% share of the total smartphone market during the quarter. In the
smartphone segment, Xiaomi leads the market by having a 27 % market share in Q3 of 2018.
This paper concludes by developing precise brand choice score and brand loyalty score.
The document discusses how branding influences consumer purchasing behavior. It defines a brand as a name, design, or feature that identifies a seller's product. It also outlines the key elements of brands, the stages of the consumer buying process, and how advertising and income levels affect consumer preferences for branded versus non-branded products. Data is presented showing sales increases for various electronics brands, and how consumer needs and budgets influence their selection of branded versus normal products.
The document summarizes a research project comparing brand loyalty for the apparel brands Arrow, Allen Solly, and Van Heusen. The objectives are to select the three brands, identify their products/markets, devise a methodology to measure consumer loyalty, formulate a questionnaire using statistical tools, and study how to increase brand loyalty and profits. The literature review discusses factors influencing brand loyalty like perceived value, satisfaction, trust and repeat purchases. It also outlines research methodology including exploratory/conclusive research using primary/secondary data collection and statistical analysis.
The document discusses brand loyalty of curry powder brands in Angadippuram, Kerala, India. It analyzes brand loyalty among customers of four major brands - Eastern, Nirapara, Malayil, and Supernova. The study aims to understand factors influencing customers' buying decisions such as quality, price, and taste. It finds that 50% of respondents select brands based on quality, while 30% choose based on taste and 8% based on variety of products. Customers become aware of brands mainly through television (40%) and friends/relatives (30%).
Data Science Project on Brand Health Track.
o Primary Objective: To measure the Health of Leading Fashion Brands.
o Secondary Objective: To identify the key drivers that make a difference in Consumers Brand Choice and Purchase Behavior.
o Brands: WESTSIDE, SHOPPERS STOP, LIFESTYLE, PANTALOONS, CENTRAL, FBB.
o Questionnaire Preparation and Conduct Survey to collect Primary Data for analysis. (In Progress)
o Final Outcome: Represent Brand Health Data and Key Research findings using visualization and Shiny App.
Impacts of 4Ps towards consumer behaviour by SAITOT K JOEL MBASAITOT KELVIN JOEL
Coca-Cola has long dominated the beverage market through strategic use of the 4Ps of marketing: product, price, place, and promotion. However, competition is increasing. The document discusses Coca-Cola's marketing mix strategies over time for each of the 4Ps and how they have impacted customer behavior. It recommends that Coca-Cola improve social media integration and use LinkedIn more to distribute content about product offerings to strengthen the brand and increase awareness and sales in the face of rising competition.
The document discusses brand evaluation and patronage intentions in consumer behavior. It begins by defining brands and the objectives of branding. It then covers different types of brands and methods for evaluating brands, including economic income, market comparable, and cost approaches. The key dimensions for evaluating corporate brands are also outlined.
The document also discusses the importance of evaluating brands for stakeholders and adapting marketing strategies. It explores motives for consumer purchases, categorizing them as emotional vs. rational and product vs. patronage motives. Finally, it presents a model and measures for assessing the relationship between perceived store attributes, value, and patronage intentions.
1. The document discusses decision rules that consumers use when purchasing cars, such as compensatory and non-compensatory rules. Compensatory rules allow trade-offs between attributes, while non-compensatory rules do not.
2. It provides examples of how different decision rules may be applied in car purchasing, such as using the lexicographic rule to prioritize price before other attributes for a used car. Consumers also often use weighted compensatory rules to evaluate multiple important attributes of new cars.
3. A survey found that brand name and price are the two most important attributes for car purchasers in Pakistan, though other functional and hedonic features are also considered, explaining preferences there for
The document discusses how branding influences consumer purchasing behavior. It defines a brand as a name, design, or feature that identifies a seller's product. It also outlines the key elements of brands, the stages of the consumer buying process, and how advertising and income levels affect consumer preferences for branded versus non-branded products. Data is presented showing sales increases for various electronics brands, and how consumer needs and budgets influence their selection of branded versus normal products.
The document summarizes a research project comparing brand loyalty for the apparel brands Arrow, Allen Solly, and Van Heusen. The objectives are to select the three brands, identify their products/markets, devise a methodology to measure consumer loyalty, formulate a questionnaire using statistical tools, and study how to increase brand loyalty and profits. The literature review discusses factors influencing brand loyalty like perceived value, satisfaction, trust and repeat purchases. It also outlines research methodology including exploratory/conclusive research using primary/secondary data collection and statistical analysis.
The document discusses brand loyalty of curry powder brands in Angadippuram, Kerala, India. It analyzes brand loyalty among customers of four major brands - Eastern, Nirapara, Malayil, and Supernova. The study aims to understand factors influencing customers' buying decisions such as quality, price, and taste. It finds that 50% of respondents select brands based on quality, while 30% choose based on taste and 8% based on variety of products. Customers become aware of brands mainly through television (40%) and friends/relatives (30%).
Data Science Project on Brand Health Track.
o Primary Objective: To measure the Health of Leading Fashion Brands.
o Secondary Objective: To identify the key drivers that make a difference in Consumers Brand Choice and Purchase Behavior.
o Brands: WESTSIDE, SHOPPERS STOP, LIFESTYLE, PANTALOONS, CENTRAL, FBB.
o Questionnaire Preparation and Conduct Survey to collect Primary Data for analysis. (In Progress)
o Final Outcome: Represent Brand Health Data and Key Research findings using visualization and Shiny App.
Impacts of 4Ps towards consumer behaviour by SAITOT K JOEL MBASAITOT KELVIN JOEL
Coca-Cola has long dominated the beverage market through strategic use of the 4Ps of marketing: product, price, place, and promotion. However, competition is increasing. The document discusses Coca-Cola's marketing mix strategies over time for each of the 4Ps and how they have impacted customer behavior. It recommends that Coca-Cola improve social media integration and use LinkedIn more to distribute content about product offerings to strengthen the brand and increase awareness and sales in the face of rising competition.
The document discusses brand evaluation and patronage intentions in consumer behavior. It begins by defining brands and the objectives of branding. It then covers different types of brands and methods for evaluating brands, including economic income, market comparable, and cost approaches. The key dimensions for evaluating corporate brands are also outlined.
The document also discusses the importance of evaluating brands for stakeholders and adapting marketing strategies. It explores motives for consumer purchases, categorizing them as emotional vs. rational and product vs. patronage motives. Finally, it presents a model and measures for assessing the relationship between perceived store attributes, value, and patronage intentions.
1. The document discusses decision rules that consumers use when purchasing cars, such as compensatory and non-compensatory rules. Compensatory rules allow trade-offs between attributes, while non-compensatory rules do not.
2. It provides examples of how different decision rules may be applied in car purchasing, such as using the lexicographic rule to prioritize price before other attributes for a used car. Consumers also often use weighted compensatory rules to evaluate multiple important attributes of new cars.
3. A survey found that brand name and price are the two most important attributes for car purchasers in Pakistan, though other functional and hedonic features are also considered, explaining preferences there for
The document outlines the consumer decision making process, which consists of problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation. It also discusses alternative forms of decision making like habitual, limited, and extended decision making. Heuristics and decision rules that help consumers in their decision making are also explained. Key aspects of each step in the consumer decision making process are defined along with relevant examples.
This study examines consumer buying behavior for economy class cars in Bengaluru, India. It finds that consumer decisions are influenced by income, family size, lifestyle, fuel efficiency, price, brand, safety, and mileage. Consumers in Bengaluru prefer hatchback models for their ease of use and cargo space. Brand loyalty and opinions from friends/family also impact purchases. Economy class is considered between 400,000-500,000 Indian rupees, indicating that features, quality, and value are priorities over just price. Understanding reference groups and improving perceptions of quality, luxury and service can help manufacturers market to consumers.
Nature of Consumers' information search , types of information sought by consumers, sources of consumer information, marketing strategy in the information search process, consumers evaluative criteria and its measurement, consumer decision rules, Marketing strategy in the evaluation process.
The document discusses key concepts related to consumer decision making and behavior. It covers the consumer decision making process, which includes need recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation. It also outlines various factors that influence consumer decisions, such as cultural, social, individual, and psychological factors. Finally, it provides learning objectives that explain why marketers should understand consumer behavior and identify the different types of consumer decisions and levels of involvement.
This document summarizes research conducted on the brand health of Alpha Mayonnaise in India. Key findings include:
- Mayonnaise consumption is growing among upper-income Indian households and is commonly used in sandwiches, burgers, and other Western dishes.
- Alpha has the strongest brand awareness and highest trial rates compared to competitors like Beta and Gamma. However, many consumers still are not familiar with mayonnaise brands.
- Attributes like quality, healthiness, and taste are most important to consumers. Alpha is seen as a healthy brand but could strengthen perceptions of being premium.
- Both current and lapsed users express high purchase intent for Alpha, suggesting strong loyalty. Increasing availability and trials through new sizes and
This document summarizes a research study that examined factors influencing consumer buying behavior for DTH (direct-to-home) brands in Jodhpur City, India. The researchers conducted a survey of 500 consumers to identify key variables that impact consumer purchasing of DTH services. Multiple regression analysis identified 10 variables that influence consumer buying behavior for DTH brands, including awareness of products, picture quality, expectations, preference for bestselling brands, interest in new brands, searching for good packages, carefully selecting providers based on value, spending habits, brand loyalty, and changing providers regularly. The study aims to understand how celebrity endorsements directly or indirectly impact consumer buying behavior for DTH services in Jodhpur City.
This chapter discusses information search, which is an important stage of consumer decision making. It covers the nature of internal and external information searches, key types and sources of information consumers seek, and factors that influence the amount of external search. The chapter also examines how the internet has become a major source of information and how marketers can drive consumers to their online information.
A study on relationship between income level and branded milkAlexander Decker
This study examined the relationship between income level and dimensions of branded milk in India. 325 milk consumers in Tamil Nadu completed questionnaires assessing their perceptions of branded milks along dimensions like imagery, feelings, and resonance. Statistical analysis found significant differences in imagery and feelings based on income level, but no significant differences in salience, performance, or resonance. The study provides insights into how income impacts consumer perceptions of branded milk brands.
This document provides an overview of problem recognition and information search in consumer decision making. It discusses that problem recognition occurs when a consumer perceives a discrepancy between their actual and ideal state. This can activate an internal search of memory or an external search of the environment for more information. The document then examines the types of internal and external searches consumers engage in, what information is retrieved from each, and limitations like confirmation bias, information overload, and the costs and benefits of acquiring more information.
This document discusses brand tracking, which is a way to continuously measure how key variables related to a brand are developing over time. These variables can include brand awareness, preference, and usage. The document provides examples of questions that can be asked in a brand tracking interview or survey to measure these variables. It discusses tracking product brands, corporate or family brands, and brands globally. Brand tracking data can show the top of mind and in mind brands for awareness, preference, latest purchases, and advertisement awareness. This allows brands to monitor their performance and the consumer consideration set over time.
BB Chapter Seven : Post Purchase Processes, Customer Satisfaction and LoyaltyBBAdvisor
The document discusses post-purchase processes, customer satisfaction, and consumer loyalty. It covers topics like post-purchase dissonance, product use and non-use, product disposal, purchase evaluation, customer satisfaction, and repeat purchase behavior. The key aspects of each topic are explained through examples and frameworks. Customer satisfaction is influenced by expectations, perceived performance across instrumental, symbolic, and affective dimensions. Dissatisfaction can lead to actions like taking no action, switching brands, or warning others.
The document discusses consumer buyer behavior and marketing concepts. It outlines four main goals: 1) Learn the consumer market and model of buyer behavior, 2) Know the four factors influencing buyer behavior, 3) Understand types of buying decisions and stages in the buying process, and 4) Comprehend the adoption and diffusion process for new products. It provides details on stimulus-response models, characteristics affecting consumer behavior like culture, groups, and psychological factors. It also examines the different stages in the buyer decision process and classifications of adopter categories for new products.
This document provides an overview of Chapter 5 from a marketing textbook. It includes 8 learning outcomes that cover topics like understanding consumer behavior, the consumer decision-making process, and cultural, social, and psychological factors that influence consumer decisions. For each learning outcome, there are definitions, concepts, and examples to illustrate key points. The chapter examines the consumer behavior process and how marketing managers can apply insights about consumer decisions.
Brand loyalty is a pattern of consumer behavior where consumers become committed to brands and make repeat purchases from the same brands over time. Loyal customers consistently purchase products from their preferred brands, regardless of convenience or price.
The document discusses consumer buyer behavior and marketing strategies. It covers the consumer market and a model of consumer buyer behavior. It also discusses the four factors that influence buyer behavior: cultural, social, personal and psychological. Additionally, it outlines the different types of buying decisions and stages in the consumer decision process. Finally, it covers the adoption and diffusion process for new products.
A brand is a product, service, or concept that is publicly distinguished from other products, services, or concepts so that it can be easily communicated and usually marketed
This document provides an overview of consumer behaviour and its importance for marketers. It discusses key terms like consumer, customer, and motives. Understanding consumer decision making processes and factors that influence purchasing decisions can help marketers create effective marketing strategies. The study of consumer behaviour is important for individuals, marketers, and society to appreciate its role in everyday life and support better decision making.
This document summarizes a study on consumer buying behaviour and perceptions of product quality for cosmetics in Dhaka, Bangladesh. Some key findings:
- Garnier was the most preferred cosmetic brand, used by 40% of respondents aged 15-30.
- Over 85% of Dhaka residents used Garnier cosmetics. 57.5% agreed and 35% strongly agreed they trust Garnier as an established Bangladeshi brand.
- Respondents placed high importance on overall product quality and chose brands that provided better quality.
- Advertisements and friends were major information sources for potential customers.
- Most respondents were satisfied with their chosen cosmetic brands.
This document reports on a study of consumer decision processes in buying behavior. The objectives were to define consumer roles, understand the consumer buying decision process, and examine how consumer behavior changes with the environment. The study found that consumers go through problem recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation. It identified common factors influencing brand and store choice like price, location, and promotions. The research helped define consumer roles and provided insight into how their decisions and behaviors change.
Changing Dynamics of IT and Marketing Teams in the Procurement of Marketing T...Anurag Anwariya
With the increase of digitization in marketing, marketers are steering towards the purchase of technologies which enables them to make informed decisions. Initially marketers in association with their agencies were making the purchase decision of these marketing technologies without defining technical specifications. This ultimately led to the role conflict between IT and Marketing due to implementation challenges and lack of IT compliance. This white paper tries to bring forth the necessary viewpoints on how IT can play a vital role in executing marketing strategies and be the revenue generator of the organization. By collaborating both IT and Marketing teams can define each other’s responsibilities, draw a strategy road map and work towards the shared goal of the organization.
This document summarizes a research paper from the International Journal of Management that examines retailer brand awareness. The paper aims to understand the effect of demographic variables and brand awareness on consumer purchasing behavior. A survey was conducted with 500 respondents in Bangalore, India across various retail locations. The findings show that consumers are interested in knowing the manufacturer of retailer brand products. Consumers were also able to differentiate retailer brands from other brands. Statistical analysis found that demographic variables and brand awareness influence consumer buying behavior. The paper concludes that retailers launching private brands can tap new market opportunities by improving brand awareness through promotions.
The document outlines the consumer decision making process, which consists of problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation. It also discusses alternative forms of decision making like habitual, limited, and extended decision making. Heuristics and decision rules that help consumers in their decision making are also explained. Key aspects of each step in the consumer decision making process are defined along with relevant examples.
This study examines consumer buying behavior for economy class cars in Bengaluru, India. It finds that consumer decisions are influenced by income, family size, lifestyle, fuel efficiency, price, brand, safety, and mileage. Consumers in Bengaluru prefer hatchback models for their ease of use and cargo space. Brand loyalty and opinions from friends/family also impact purchases. Economy class is considered between 400,000-500,000 Indian rupees, indicating that features, quality, and value are priorities over just price. Understanding reference groups and improving perceptions of quality, luxury and service can help manufacturers market to consumers.
Nature of Consumers' information search , types of information sought by consumers, sources of consumer information, marketing strategy in the information search process, consumers evaluative criteria and its measurement, consumer decision rules, Marketing strategy in the evaluation process.
The document discusses key concepts related to consumer decision making and behavior. It covers the consumer decision making process, which includes need recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation. It also outlines various factors that influence consumer decisions, such as cultural, social, individual, and psychological factors. Finally, it provides learning objectives that explain why marketers should understand consumer behavior and identify the different types of consumer decisions and levels of involvement.
This document summarizes research conducted on the brand health of Alpha Mayonnaise in India. Key findings include:
- Mayonnaise consumption is growing among upper-income Indian households and is commonly used in sandwiches, burgers, and other Western dishes.
- Alpha has the strongest brand awareness and highest trial rates compared to competitors like Beta and Gamma. However, many consumers still are not familiar with mayonnaise brands.
- Attributes like quality, healthiness, and taste are most important to consumers. Alpha is seen as a healthy brand but could strengthen perceptions of being premium.
- Both current and lapsed users express high purchase intent for Alpha, suggesting strong loyalty. Increasing availability and trials through new sizes and
This document summarizes a research study that examined factors influencing consumer buying behavior for DTH (direct-to-home) brands in Jodhpur City, India. The researchers conducted a survey of 500 consumers to identify key variables that impact consumer purchasing of DTH services. Multiple regression analysis identified 10 variables that influence consumer buying behavior for DTH brands, including awareness of products, picture quality, expectations, preference for bestselling brands, interest in new brands, searching for good packages, carefully selecting providers based on value, spending habits, brand loyalty, and changing providers regularly. The study aims to understand how celebrity endorsements directly or indirectly impact consumer buying behavior for DTH services in Jodhpur City.
This chapter discusses information search, which is an important stage of consumer decision making. It covers the nature of internal and external information searches, key types and sources of information consumers seek, and factors that influence the amount of external search. The chapter also examines how the internet has become a major source of information and how marketers can drive consumers to their online information.
A study on relationship between income level and branded milkAlexander Decker
This study examined the relationship between income level and dimensions of branded milk in India. 325 milk consumers in Tamil Nadu completed questionnaires assessing their perceptions of branded milks along dimensions like imagery, feelings, and resonance. Statistical analysis found significant differences in imagery and feelings based on income level, but no significant differences in salience, performance, or resonance. The study provides insights into how income impacts consumer perceptions of branded milk brands.
This document provides an overview of problem recognition and information search in consumer decision making. It discusses that problem recognition occurs when a consumer perceives a discrepancy between their actual and ideal state. This can activate an internal search of memory or an external search of the environment for more information. The document then examines the types of internal and external searches consumers engage in, what information is retrieved from each, and limitations like confirmation bias, information overload, and the costs and benefits of acquiring more information.
This document discusses brand tracking, which is a way to continuously measure how key variables related to a brand are developing over time. These variables can include brand awareness, preference, and usage. The document provides examples of questions that can be asked in a brand tracking interview or survey to measure these variables. It discusses tracking product brands, corporate or family brands, and brands globally. Brand tracking data can show the top of mind and in mind brands for awareness, preference, latest purchases, and advertisement awareness. This allows brands to monitor their performance and the consumer consideration set over time.
BB Chapter Seven : Post Purchase Processes, Customer Satisfaction and LoyaltyBBAdvisor
The document discusses post-purchase processes, customer satisfaction, and consumer loyalty. It covers topics like post-purchase dissonance, product use and non-use, product disposal, purchase evaluation, customer satisfaction, and repeat purchase behavior. The key aspects of each topic are explained through examples and frameworks. Customer satisfaction is influenced by expectations, perceived performance across instrumental, symbolic, and affective dimensions. Dissatisfaction can lead to actions like taking no action, switching brands, or warning others.
The document discusses consumer buyer behavior and marketing concepts. It outlines four main goals: 1) Learn the consumer market and model of buyer behavior, 2) Know the four factors influencing buyer behavior, 3) Understand types of buying decisions and stages in the buying process, and 4) Comprehend the adoption and diffusion process for new products. It provides details on stimulus-response models, characteristics affecting consumer behavior like culture, groups, and psychological factors. It also examines the different stages in the buyer decision process and classifications of adopter categories for new products.
This document provides an overview of Chapter 5 from a marketing textbook. It includes 8 learning outcomes that cover topics like understanding consumer behavior, the consumer decision-making process, and cultural, social, and psychological factors that influence consumer decisions. For each learning outcome, there are definitions, concepts, and examples to illustrate key points. The chapter examines the consumer behavior process and how marketing managers can apply insights about consumer decisions.
Brand loyalty is a pattern of consumer behavior where consumers become committed to brands and make repeat purchases from the same brands over time. Loyal customers consistently purchase products from their preferred brands, regardless of convenience or price.
The document discusses consumer buyer behavior and marketing strategies. It covers the consumer market and a model of consumer buyer behavior. It also discusses the four factors that influence buyer behavior: cultural, social, personal and psychological. Additionally, it outlines the different types of buying decisions and stages in the consumer decision process. Finally, it covers the adoption and diffusion process for new products.
A brand is a product, service, or concept that is publicly distinguished from other products, services, or concepts so that it can be easily communicated and usually marketed
This document provides an overview of consumer behaviour and its importance for marketers. It discusses key terms like consumer, customer, and motives. Understanding consumer decision making processes and factors that influence purchasing decisions can help marketers create effective marketing strategies. The study of consumer behaviour is important for individuals, marketers, and society to appreciate its role in everyday life and support better decision making.
This document summarizes a study on consumer buying behaviour and perceptions of product quality for cosmetics in Dhaka, Bangladesh. Some key findings:
- Garnier was the most preferred cosmetic brand, used by 40% of respondents aged 15-30.
- Over 85% of Dhaka residents used Garnier cosmetics. 57.5% agreed and 35% strongly agreed they trust Garnier as an established Bangladeshi brand.
- Respondents placed high importance on overall product quality and chose brands that provided better quality.
- Advertisements and friends were major information sources for potential customers.
- Most respondents were satisfied with their chosen cosmetic brands.
This document reports on a study of consumer decision processes in buying behavior. The objectives were to define consumer roles, understand the consumer buying decision process, and examine how consumer behavior changes with the environment. The study found that consumers go through problem recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation. It identified common factors influencing brand and store choice like price, location, and promotions. The research helped define consumer roles and provided insight into how their decisions and behaviors change.
Changing Dynamics of IT and Marketing Teams in the Procurement of Marketing T...Anurag Anwariya
With the increase of digitization in marketing, marketers are steering towards the purchase of technologies which enables them to make informed decisions. Initially marketers in association with their agencies were making the purchase decision of these marketing technologies without defining technical specifications. This ultimately led to the role conflict between IT and Marketing due to implementation challenges and lack of IT compliance. This white paper tries to bring forth the necessary viewpoints on how IT can play a vital role in executing marketing strategies and be the revenue generator of the organization. By collaborating both IT and Marketing teams can define each other’s responsibilities, draw a strategy road map and work towards the shared goal of the organization.
This document summarizes a research paper from the International Journal of Management that examines retailer brand awareness. The paper aims to understand the effect of demographic variables and brand awareness on consumer purchasing behavior. A survey was conducted with 500 respondents in Bangalore, India across various retail locations. The findings show that consumers are interested in knowing the manufacturer of retailer brand products. Consumers were also able to differentiate retailer brands from other brands. Statistical analysis found that demographic variables and brand awareness influence consumer buying behavior. The paper concludes that retailers launching private brands can tap new market opportunities by improving brand awareness through promotions.
The strong brand equity value has turned into an exceptionally critical element that influences
customers' behaviour of a brand. Success brand management climbs from understanding and overseeing brand
equity fittingly to create the characteristics that will impact customers' behaviour when settling on their decisions.
The study makes use of primary and secondary data relating to consumers’ behaviour and brand equity. Data
collected from 100 customers from two major cities in odisha. Convenient sampling method is adopted for the
selection of samples. This paper stresses on the examination of the effect of purchaser behaviour and brand equity
dimensions on purchase of durable products. Spearman's Correlation Coefficient is used for analysis and
interpretation in order to study the difference among the purchase value of durable goods, consumer’s buying
behaviour of durable goods, brand awareness, brand image, perceived quality, brand association and brand
loyalty
The strong brand equity value has turned into an exceptionally critical element that influences customers' behaviour of a brand. Success brand management climbs from understanding and overseeing brand equity fittingly to create the characteristics that will impact customers' behaviour when settling on their decisions. The study makes use of primary and secondary data relating to consumers’ behaviour and brand equity. Data collected from 100 customers from two major cities in odisha. Convenient sampling method is adopted for the selection of samples. This paper stresses on the examination of the effect of purchaser behaviour and brand equity dimensions on purchase of durable products. Spearman's Correlation Coefficient is used for analysis and interpretation in order to study the difference among the purchase value of durable goods, consumer’s buying behaviour of durable goods, brand awareness, brand image, perceived quality, brand association and brand loyalty.
International Journal of Business and Management Invention (IJBMI)inventionjournals
International Journal of Business and Management Invention (IJBMI) is an international journal intended for professionals and researchers in all fields of Business and Management. IJBMI publishes research articles and reviews within the whole field Business and Management, new teaching methods, assessment, validation and the impact of new technologies and it will continue to provide information on the latest trends and developments in this ever-expanding subject. The publications of papers are selected through double peer reviewed to ensure originality, relevance, and readability. The articles published in our journal can be accessed online.
International Journal of Business and Management Invention (IJBMI)inventionjournals
International Journal of Business and Management Invention (IJBMI) is an international journal intended for professionals and researchers in all fields of Business and Management. IJBMI publishes research articles and reviews within the whole field Business and Management, new teaching methods, assessment, validation and the impact of new technologies and it will continue to provide information on the latest trends and developments in this ever-expanding subject. The publications of papers are selected through double peer reviewed to ensure originality, relevance, and readability. The articles published in our journal can be accessed online
International Journal of Business and Management Invention (IJBMI)inventionjournals
The document is a research paper that examines customers' post-purchase behavior of retailers' brands. It analyzes a sample of 500 customers through surveys and interviews. The study finds that customers are generally satisfied with retailers' brands and that retailers actively work to solve any product issues for customers. Customers also feel retailers' stores provide a relaxing shopping environment. However, the paper aims to further analyze how customers' demographic characteristics and purchasing experiences affect their post-purchase behavior and relationship with retailers' brands.
1. The document discusses a research study on the influence of brand name on consumer decision making when purchasing cars. It outlines the objectives to understand consumer decision processes when buying cars and the impact of brand name.
2. The literature review discusses past studies that found brand names influence consumer choices, with consumers preferring well-known brands over unknown brands.
3. The proposed study will use a questionnaire survey of 50 respondents to examine the relationship between brand image and consumer buying behavior factors like quality consciousness, price consciousness, and customer motives. The goal is to analyze how brand name impacts the consumer decision process.
Branding plays an important role in consumer purchasing decisions. Strong brands help simplify consumer choice by allowing them to select brands they have trusted in the past. Branding can also provide competitive advantages by differentiating products. Brand equity refers to the financial value and assets associated with a brand name, including consumer goodwill and loyalty. It is created when consumers are willing to pay more for a branded product due to the brand's reputation and perceived quality. Managing brand equity well is important for companies as it can positively impact sales volumes and consumer perceptions.
This document appears to be a research paper that studied the effect of branding on consumer purchase intentions in the clothing industry. It includes typical research paper sections like an introduction, literature review, research methodology, results and discussion, and conclusion. The literature review discusses how brands influence consumer perceptions and previous research on the topic. The methodology section describes a customer survey of 100 respondents used to understand the relationship between brand equity factors and purchase behavior. The results found that brand awareness, brand association and loyalty positively impact purchase decisions, and that visual brand elements like logo, color, and price mainly guide choices. The conclusion is that building strong brand equity can help clothing companies maintain customer loyalty.
BRANDING: AN IMPORTANT ASPECT OF CONSUMER BUYING BEHAVIOUR TOWARDS BRANDED AP...IAEME Publication
Purpose of this study is to deliberate upon the young consumer behaviour towards branded apparel in Jaipur, Rajasthan & to understand concept of branded apparel, to observe brand awareness for different apparel brands, to analyse factors responsible for brand recognition, discover significant factors which persuade a consumer to choose any brand among from available brands; to study factors creating brand association & to analyse how brand loyalty is beneficial to marketers. The study is descriptive in nature based on primary data for analyses of results. A structured questionnaire was formulated using likert scale, multiple grid, multiple choice questions administered to 80 young consumers (Age 15-34 Years) including both males and females varying from professional, businessman, student or job seekers using convenience sampling from different places of Jaipur, Rajasthan. The results were analysed based on demographic profile (work status, age, gender, education and income) which was the subject under study for this paper. This vital information can help the companies in better understanding customer needs & deliver them the products. Today buying has become a delightful experience rather than mere satisfaction. Following the entry of several new brands, the branded segment has grown at 25% annually. This represents a shift from unbranded to the branded segment which is mainly due to factors like, rising income levels of Indians, changing demographics, improvements in standard of living and increasing brand consciousness especially for young consumers in Jaipur, Rajasthan. Thus, marketers should devise attractive consumer strategies to bring more loyalty towards their brands in young consumers to avoid brand shifting. Brand loyal consumers respond positively to a brand changes in terms of price, quality, competition, variety. This study is also useful for the researchers in understanding the entire branding process and how each stage in branding is important to ultimately ensure brand loyalty.
A Study on Buying Behavior of Retailers at Sri Jayalakshmi Garments Dindugulijtsrd
This paper is based on the study of how a Consumer as an individual or as a groups or organizations select, buy, use and dispose ideas, goods and services to satisfy their needs and wants. Retailers buying behavior is the result of the attitudes, references, intentions, and decisions made by the customers in the market place before buying a product. The objective of this study is to find the level of retailer's satisfaction, to identify the most influencing factor of buying behavior of retailers and to identify relationship between socio - economic variables and retailers buying behavior towards Sri Jayalakshmi Garments. The descriptive type of research is used in this study. The primary and secondary data are used for this study. The tool used is chi - square test. The population size is 150 and the sample size is 100. The study was restricted only to Dindugul district. A. Mohamed Bilal | A. Priyanka Jain | V. Priyanka "A Study on Buying Behavior of Retailers at Sri Jayalakshmi Garments Dindugul" Published in International Journal of Trend in Scientific Research and Development (ijtsrd), ISSN: 2456-6470, Volume-3 | Issue-6 , October 2019, URL: https://www.ijtsrd.com/papers/ijtsrd29164.pdf Paper URL: https://www.ijtsrd.com/management/marketing/29164/a-study-on-buying-behavior-of-retailers-at-sri-jayalakshmi-garments-dindugul/a-mohamed-bilal
This document provides details on the research methodology for a study investigating the effects of brand loyalty on consumer purchasing patterns. The study will use a qualitative questionnaire in the form of a cross-sectional survey of students at Varsity College Durban North. The research paradigm is interpretivism, aiming to understand consumer behaviors and purchasing decisions from the consumer's point of view. A literature review found that relationships, customer satisfaction, brand equity, and corporate social responsibility can influence purchasing patterns and promote brand loyalty. The study aims to identify what factors students consider when choosing brands and if they use the same criteria for different product types.
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Determinants of Brand Equity in two Wheeler Industry A Study with Special Ref...ijtsrd
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3. Social Media Optimization (SMO)
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Customer choice expectancy value model and Brand Loyalty Expectancy Value & Colombo - Morrison Model Approach
1. 24 Journal of International Business Research and Marketing, vol. 4, issue 1, pp. 24-29, November 2018
Journal of International Business Research and
Marketing
Volume 4, Issue 1, 2018
journal homepage: www.researchleap.com
Measurement of Customers' Brand Choice and Brand Loyalty Expectancy Value &
Colombo - Morrison Model Approach
1
M.Prasanna Mohan Raj, 2Varadaraj A.,Ananth. S.
1
Associate Professor, School of Business, AllianceUniversity, Bangalore, India
2
Professor, School of Business, Alliance University, Bangalore, India
3
Assistant Professor,School of Business, Alliance University, Bangalore
ABSTRACT
2016 Research Leap/Inovatus Services Ltd.
All rights reserved.
DOI: 10.18775/jibrm.1849-8558.2015.41.3003
URL: http://dx.doi.org/10.18775/jibrm.1849-
8558.2015.41.3003
Brand choice is the biased, mindful and behavioural tendency which direct consumer’s
predisposition towarda brand. Brand choice is a fundamental element for all marketingstrategies.
Strong brand choice is the founding block for brand loyalty. Brand loyalty is one of the key
drivers of top-line growth. The committedloyal customers become evangelists for the brand. The
brands are increasingly finding it difficult to retain the customers in the era of the brand deluge.
The brand success cannot be achieved without achieving brand loyalty. The loyal customers stay
with their preferredbrand as long as the brand continues to deliver its superior value proposition.
Marketers andacademics always interestedto measure brandchoice andbrand loyalty. Marketing
models are developed to measure both constructs. This paper tests brand choice through the
expectancy-value model and brand loyalty score is measured by using this Colombo-Morrison
brand-loyalty model. This research is carried out in the smartphone segment in India. Smartphone
segment dominated the total handset market by holdinga 50% market share during Q3 2018. Top
five brands captured 77% share of the total smartphone market during the quarter. In the
smartphone segment, Xiaomi leads the market by having a 27 % market share in Q3 of 2018.
This paper concludes by developing precise brand choice score and brand loyalty score.
Keywords:
BrandChoice, BrandLoyalty, Expectancy-value
Colombo-Morrison model, Preference behavior
model
1. Introduction
Brand choice is a fundamental element for all marketing
strategies. Brand choice is the biased, mindful and behavioral
tendency which direct consumer’s predisposition toward a
brand. Strong brand choice is the founding block for brand
loyalty. Brand loyalty is one of the key drivers of top-line
growth. The committed loyal customers become evangelists for
the brand. The brands are increasingly finding it difficult to
retain the customers in the era of the brand deluge. Marketers
are interested in building brand loyalty for their brands to retain
their customers.Brand loyal customers do not switch brands for
offers and discounts offered by a competitor brand. Brand loyal
customers are less price-sensitive. The brand success cannot be
achieved without achieving brand loyalty. The loyal customers
stay with their preferred brand as long as the brand continues to
deliver its superior value proposition in the market. Sometimes
the brand loyalty results into habitual buying brand choice and
the brand will be placed in the long-term memory of the
customer. Smartphone segment dominated the total handset
market by holding a 50% market share during Q3 2018. Market
share of 77% share held by top 5 players in the smartphone
market during the quarter. In the smartphone segment, Xiaomi
leads the market by having a 27 % market share in Q3 of 2018.
Table 1: Smartphone’s Market share in India
Brand 2018Q3
Samsung 22%
Xiaomi 27%
vivo 10%
Micromax 9%
Oppo 8%
Others 24%
Source: India Smartphone Market Share, November 2018,
Counterpoint Market Research
2. Literature Review
Brand loyalty was analyzed and measured only based on its
behavioral dimension. The repeated purchase in terms of
volume and value was the only parameter considered for brand
loyalty measurement until the 1950s (Lu Ting Pong, 2001). The
2. 25 Journal of International Business Research and Marketing
loyalty measurements emphasized on well-defined
mathematical models such as Bernoulli, The Markov chains, or
the linear learning models (Morrison, D. G. (1966), Styan &
Smith Jr (1964), Researchers and marketers simply defined
loyalty as behavior of the customer. However, brand loyalty
involves a deep-emotional link between the customer and the
brand. Oliver defines brand loyalty as “a deeply held
commitment to re-buy or re-patronize a preferred product or
service in the future despite situational influences and
marketing efforts having the potential to cause switching
behavior”.
David Aaker (1996) distinguishes five levels of customer
attitude toward a brand, from the lowest to highest in his words
as follows:
Customer will change Brands, especially for price reasons.
No brand loyalty.
The customer is satisfied. No reason to change the Brand.
The customer is satisfied and would incur costs by changing
Brand
Customer values the Brand and sees it as a friend
The customer is devoted to the Brand.
If the Customer attitudes come towards the class of 4, 5 then he
becomes more loyal to the Brand. Brown (1953) classifies
brand loyalty into four types based on purchase pattern;
undivided Loyalty, divided loyalty, unstable loyalty, and no
loyalty. Hard-core loyal, the customers always buying the same
brand denoting undivided loyalty. Divided loyalty is
characterized as customers may be loyal to two brands in the
same product category and their final brand choice depends on
relative advantages offered by any one of those brands at the
time of purchase. They may not be the hard-core loyal
customers of any of these two brands, but their loyalty is
divided between these brands. The brand choice will be brand
‘A’ or Brand ‘B’ and the buying pattern may be AAA BBB.
Unstable loyalty may be exhibited as buying a few brands
continuously with a different pattern and switch to otherbrands.
The brand choice will be Brands ‘A’,’B’,‘C’ and the buying
pattern may be ABC CBA. No loyalty is described as buying of
any brand without any commitment. Customers may switch to
any brand in any buying situation. All four types of loyalty will
be witnessed in most of the markets. So it is not easy to define
brand loyalty only based on purchase criteria. Brand Loyalty is
the complex multi-dimensional concept.The definition drafted
by Jacoby & chestnut (1978) is well appreciated by the
researchers. According to Jacoby, J., and Chestnut, Brand
Loyalty is:
“The biased (non-random) behavioral response (purchase)
expressed over time by a decision-making unit concerning one
or more alternative brands out of a set of such brands,and is a
function of psychological processes (decision-making,
evaluative process)”.The committed loyal customers buy their
favorite brand with a robust and favorable attitude towards the
brand. Brand choice sets the foundation for brand loyalty.
Brand choice sets the foundation for brand loyalty. Customers
develop strong brand preferences which may lead to
satisfaction. Customer satisfaction is the key to building brand
loyalty.
3. Research Methodology
This research study is a descriptive research design in nature.
The major objectives of this study are to measure brand choice
and brand loyalty for the top 3 Android smartphones in India.
Samsung, Xiaomi, and Vivo are considered for this study.The
data collection is carried out through a survey among 120
respondents.Quota sampling technique is adopted.The sample
is divided into three quotas consists of40respondents each who
are using the Samsung, Xiaomi, and Vivo. The research is
conducted during the last quarter of 2018. Brand choice is
measured through Expectancy-value model and brand loyalty
is measured through Preference-Behavior model and Colombo-
Morrison model. Preference-Behavior model measures
hardcore loyalty and shifting loyalty, which will be the measure
of brand switching. Colombo-Morrison model measures the
final loyalty scores.
4. The Expectancy-Value Model for Measuring Brand
Choice
The Expectancy-Value model is one of the multi-attribute
decision-making models which is mainly applicable for brand
choice measurement. Brand choice can be measured using this
model based on the key attributes of the product. Customers
apply a variety of decision approaches to select the brand.Some
approaches are simple choice heuristics while others are high-
involvement purchases require more time and energy to
evaluate brands. Mathematical evaluation models see the
consumer evaluation process as cognitively oriented. However,
Expectancy Value model treats the consumer as forming
product judgments on a conscious and rational basis. The
expectancy-value model is a cognitively oriented model that
assumes that buyers form a set of beliefs about where each
brand stands on each attribute and then combines those brand
beliefs, both positive and negative, according to their
importance. The brand choice of smartphone is measured by
using the expectancy-value model.
According to the research studies (Duarte& Raposo (2010),
Malviya et.al (2013), Kinra (2006) ), the following factors are
considered as the significant factors to influence brand choice
in smartphones. i) Price ii) Variety iii) Aesthetic appeal iv)
Functionality and v) Service and warranty. The above factors
were considered in the model for the calculation of the brand
choice. Customers were asked to assign values for these factors
through a fixed sum scale. This was carried out to capture the
relative importance of each factors consumers assign out of
100.
3. 26 Journal of International Business Research and Marketing
The fixed sumscale used in this study shown below:
Table 2: Brand Choice Fixed sum scale
Factors Score
Price
Variety
Aesthetic appeal
Functionality
Service and warranty
Total 100
Customers have provided different values for these five factors
out of 100. Interestingly no respondents have given any value
to the service and warranty.
Customers are increasingly changing their mobile phone often
which may be the primary reason for not considering service
and warranty is the major driving factor. The mean values for
the rest ofthe four factors are given below in percentage format.
The weights assigned by the respondents were found to be.
Table 3: Brand Choice weighted score
Factors Score
Price (W1) 40.0%
Variety (W2) 30.2%
Aesthetic appeal (W3) 19.9%
Functionality (W4) 9.9%
Total 100
Consumers and then they were asked to rate the preference for
individual brands of mobile phones (Samsung, Xiaomi and
Vivo) on all the factors on a five-point Likert scale. Table 3
shows the format of ‘Brand ratings in each attribute’.
Table 4: Calculation of brand ratings score for Samsung in
choice criteria
Customers of each brand (40) have given the different rating
score for each attribute for the brands based on theirperceptions
and experiences. Rating scores for each attribute are calculated
by:
Samsung Brand choice score in
Price Sp = ∑ Sp1+Sp2+…. +Spn / 200
N=40
Similarly, brand choice scores are calculated for otherattributes
Sv, SA and SF
The final brand choice score is calculated as
Samsung’s Brand Choice
Score = Sp (W1) + Sv (W2) + SA (W3) + SF (W4).
4.1 Brand choice Measurement of Samsung
The brand score (Samsung) was calculated through the mean
score of Samsung in four factors and the factorscore is obtained
by multiplying the brand score and the factor weightage.
Table 5: Brand Choice weightage score for Samsung
Factors Weightage
Samsung
Score
Factor
Score
Price 0.4 75 30.0
Variety 0.3 80 24
Functionality 0.1 85 8.5
Aesthetic appeal 0.2 70 14
Brand Choice Score 76.5
Samsung scores the best in the factors of ‘functionality’ and
‘varieties’ making the brand leading in all segments of mobile
devices. Samsung mobiles are available in different price
ranges from INR Rs. 1100 (Guru 1200) to 65,000 (Galaxy S9+)
tapping to different market segments. Samsung has mobile
phones in the Windows operating systemalso. Samsung gains
wide brand preferences by having varieties of models at
different price ranges.
4.2 Brand Choice measurement of Xiaomi
Table 6: Brand Choice weightage score for Xiaomi
Xiaomi scores the best in the factor of ‘price’ which leads to
gain high brand preferences in smartphone brands. Redmi Note
4, the flagship brand of Xiaomi has become the fastest selling
smartphone to reach $1 sales marks in India with its latest
smartphones. This model is priced in the range of Rs 10000-
11000 in India with the specifications at par with higher priced
mobile phones. The pricing strategy yields the leadership
position to Xiaomi in a short span oftime. Xiaomi entered India
Samsung Xiaomi Vivo
Price Sp Xp Vp
Variety Sv Xv Vv
Aesthetic appeal SA XA VA
Functionality SF XF SF
Factors Weightage
Xiaomi
Score
Factor
Score
Price 0.4 80 32.0
Variety 0.3 76 22.8
Functionality 0.1 69 6.9
Aesthetic appeal 0.2 78 15.6
Brand Choice Score 77.3
4. 27 Journal of International Business Research and Marketing
in 2014 with Mi 3 and Redmi 1S which redefined the low
budget category. Xiaomi became the leader in the smartphone
market in 2017 and continues to dominate the industry.
4.3 Brand choice measurement of Vivo
Table 7: Brand Choice weightage score for Vivo
Factors Weightage
Vivo
Score
Factor
Score
Price 0.4 75 30.0
Variety 0.3 60 18.0
Functionality 0.1 62 6.2
Aesthetic appeal 0.2 85 17.0
Brand Choice Score 71.2
Vivo relatively scores high on the Aesthetic appeal comparing
to other brands. Vivo had launched a new mid-range premium
device called V5 Plus with the highlight being a dual selfie
camera in 2018. Vivo had a 10% share of India’s smartphone
market in the third quarter of 2018 according to the
Counterpoint Technology Market Research, a Hong Kong-
based firm that tracks device shipments. During the same year,
Oppo’s share, another competing Chinese brand increased to
8% from 4% during this time. In the year 2017, Oppo and Vivo
were among the fastest-growing smartphone brands.
Interestingly, both the brands focus on the specialized mobiles
for a selfie.
Table 8: Brand choices scores
Brand Score in %
Samsung 76.5
Xiaomi 77.3
Vivo 71.2
5. Colomobo-Morrison Model for Measuring Brand
Loyalty
Brand loyalty score the brand can be measured by using this
Colomobo-Morrison brand-loyalty model. This model is based
on the concept of an asymmetric generalization. Colombo and
Morrison (1989) assume that few non-switchers are committed
to brand loyal customers whereas other customers are
represented by a zero-order symmetric switching probability.
The Colombo-Morrison (C-M) brand choice model classifies
consumers as “Hard-Core Loyals” (consumers who do not
consider any other brand than the one they are loyal to) and
“Potential Switchers” (consumers who consider all the brands
in the market before making a purchasing decision).This model
measures loyalty by considering the switching pattern also.
X = αi + (1- αi) x βi.
Based on this model, brand loyalty of Samsung is measured as
follows:
Calculation of αi:
αi (Brand A) = (All respondents who use & prefer only brand
‘A’ i.e.: no switching)/ (sum of all those respondents who
currently use brand ‘A’ & also prefer other brands).
Calculation of βi:
βi (Brand A) =(Sum of all respondents who currently use other
brands except brand ‘A’ but have said they prefer brand ‘A’ ie:
may switch)/ (sum of all respondents who currently use all
brands including brand ‘A’ and have said they prefer brand ‘A’
ie: may switch).
Preference –behavior model could be developed to find the
values of α and β.
Obermiller, C. (2002) proposes the preference behavior model
which measures the preference and switching behavior of the
customer. This model captures both behavioral and attitudinal
components of brand loyalty. The brand last purchased and the
brand the consumer prefers are considered as input for this
model. Different brands in the category can be taken for this
exercise on both the axis. This matrix is illustrated in table.
Table 9: Preference Behavior Model matrix
Current Brand
Bran
d 1
Bran
d 2
Bran
d 3
Bran
d 4
Total
PreferredBrand
Bran
d 1
X 1 2 3
X+1+2+
3
Bran
d 2
X
Bran
d 3
Y X
Bran
d 4
Z X X+Z
Total A B C D E
X: Hardcore loyalist who bought the brand they preferred.
Y: Switcher who prefers Brand 3 but last bought Brand 1.
Z: Switcher who prefers Brand 4 but last bought Brand 2.
Based on the above model, table 10 is developed based
on the data collected from 120 respondents.
Table10: Calculation of Preference Behavior Model
Current Brand
Samsung Xiaomi Vivo Total
Preferred
Brand
Samsung 20 16 16 52
Xiaomi 12 12 14 38
Vivo 8 12 10 30
Total 40 40 40 120
We can compute the brand loyalty score of Samsung based on
the data in Table 10.
5. 28 Journal of International Business Research and Marketing
Calculation of αi:
αi (Samsung) = (All respondents who use & prefer only
‘Samsung’ i.e.: no switching)/ (sum of all those respondents
who currently use brand ‘Samsung’ & also prefer other brands)
= 20/40
=0.5
Calculation of βi:
βi (Samsung) =(Sum of all respondents who currently use other
brands except brand ‘Samsung’ but have said they prefer brand
‘Samsung’ ie: may switch)/ (sum of all respondents who
currently use all brands including brand ‘Samsung’ and have
said they prefer brand ‘Samsung’ ie: may switch).
= 32/52
=0.615
Substitute the values of αi and βi in the Colombo-Morrison(C-
S) brand-loyalty model, to get the final loyalty score.
= 0.5 + (1-0.5)*0.615
= 0.8075
So, the final brand loyalty score of Samsung based on (C-S)
model is 0.807. Similarly, αi & βi values are calculated for the
rest of the brands Xiaomi and Vivo.
Table 11: Final Brand loyalty scores
Brand Score
Samsung 0.807
Xiaomi 0.770
Vivo 0.732
Brand loyalty scores reflect the loyalty which is the
combination of brand choice and brand’s purchase. Xiaomi is
the most preferred brand in customers’ choice. But, Samsung
scores high in brand loyalty.
5.1 Customer Commitment Score
Customers’ commitment can also be measured based on the
preference-behavior model. It is measured as the ratio of
customers who prefer Samsung & using Samsung.
The above table shows the ‘commitment’ score for the three
brands by using the same calculation. Customer commitment
reflects the brand loyalty scores. Customer commitment and
brand loyalty are highly interdependent with each other.
Table12: Customers’ commitment scores
Hardcore loyalty score
Brand in Ratio in %
Samsung 20/40 50
Xiaomi 12/40 30
Vivo 10/40 20
6. Conclusion
Expectancy-Value Model captures the brand choice and also
identifies the key driving factors of product preferences. The
model identified pricing and the varieties are the key factors for
smartphone preferences. Brand loyalty is measured through
Colomobo-Marrison model and Customers’ commitment score
also captured by preference behavior model for all the brands.
Samsung tops the chart in both brand choice and brand loyalty
in the highly competitive market. Samsung has a lot of varieties
in the different price range. Samsung understands the market
driving factors and scored well to retain the leadership position.
But Xiaomi has taken over the leadership from Samsung in
2017. Currently, smartphone market could be termed as a
‘Hyper-dynamic market’. Samsung was the market leader in
2016 and a year after Xiaomi captured the market leader in
smartphone market. In 2018, Xiaomi is launched more phones
than ever and has launched more than nine models in this year
. So the Marketers huge challenge is to convert their buyers into
committed customers to stay in the market. Identifying the
market dynamics and consumer gaps, Launching of new
models with different features which will satisfy the consumer's
latent demand are the few ways to win over the customers
forever.
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