PurposeThis inquiry aims to contribute to the literature on the historical developments that have influenced the origin, uses, and meanings of branding.Design/methodology/approachIn this qualitative work an historical methodology was followed and, according to Howell and Prevenier's guidelines, a wide variety of sources were selected of the data presented. Moreover, this study draws on three important perspectives – that of the practitioner, the scholar, and the consumer – in order to offer a thorough view of the relevant issues concerning the evolution of branding.FindingsThe investigation suggests that various forces (e.g., the media, economic developments during the Second World War, marketing research and theorizing) have enacted a comprehensive transformation in the concept of branding. First, the paper offers evidence of the link between fire/burning and the origin of branding. Second, it shows that, in its early days, branding was characterized as a phenomenon with limited applicability. Third, the paper demonstrates how that phenomenon was transformed into a multidimensional, multifunctional, and malleable entity. Last, it presents recent evidence from both business and academia that shows the current, complex status of the concept of branding.Originality/valueThe paper is novel in its large perspective and integrative narrative, and the unusual exposure of its various conceptual issues and links. It should be of interest to marketing historians, brand managers, and scholars of branding.
Seven studies test and support the prediction that consumers are more willing to accept a price increase for an experiential versus a material purchase; an effect explained by the greater uniqueness of experiences. Critically, the uniqueness model advanced here is found to be independent of the happiness consumers derive from the purchase. To gain a deeper understanding of the uniqueness mechanism, this investigation then advances and tests a four‐facet framework of uniqueness (unique opportunity, unique purchase, unique identity, and counterconformity). Together, the findings converge on the conclusion that consumers perceive the opportunity to have a particular experience (vs. object) as more unique, and this unique opportunity increases their willingness to accept a price increase. Overall, this work extends the experiential versus material purchases literature into a new domain—that of pricing; identifies the dimension—uniqueness—and its precise facet responsible for the effect—unique opportunity; and demonstrates that this model unfolds in a pattern distinct from the oft researched model centered on consumer happiness. Theoretical and practical implications are discussed.
Purpose
This paper aims to examine how conversing about experiences and objects affects consumer happiness. In contrast to previous research focusing on conversation frequency, this paper explores how each conversation instance influences happiness.
Design/methodology/approach
Four experiments use three different methodologies, namely, actual talking behavior (Study 1), recalled and mental framing interventions and measurement of the focal variables (Studies 2 and 3) and manipulation of purchase conversationality (Study 4).
Findings
Consumers derive equivalent levels of happiness from each material or experiential conversation they have. When the object is highly conversational (when it generates as much conversation as experiences do), it advances as much happiness as experiences.
Research limitations/implications
The findings inform precisely how the purchase conversationality model unfolds; clarify previous claims made in the literature; establish the direction of causal effect; and reveal a novel boundary condition of happiness superiority of experiences.
Practical implications
The findings inform marketing managers how to optimally allocate their world-of-mouth (WOM) resources to advance consumer happiness. Additionally, this work shows a mental framing strategy able to increase WOM for objects – i.e. a tool for the manager.
Originality/value
This is the first investigation to disentangle the frequency of conversation from each conversation’s ability to advance happiness. It is also the first to engage participants in an actual conversation and measure changes in their happiness, and therefore, conclusively establish the direction of the effect. Additionally, by manipulating purchase conversationality, this work demonstrates a new boundary condition associated with conversationality.
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