The DOI matches its Crossref record; 9 of the 9 references it cites were found in a registry or an index.
Customer relationship building: The role of brand attractiveness and consumer–brand identification
Open accessAbstract
Building enduring relationships with consumers is a key marketing objective for most firms, but how can they develop such relationships? Drawing on social identity and self-verification theories, this research postulates that value congruence and customer-to-customer similarity drives consumer–brand identification directly and indirectly through brand attractiveness, which in turn paves the way for the development of deep relationships with brands (captured through brand loyalty and resilience to negative information). The findings show that (1) brand identification extends to both private and public consumption settings, but the respective drivers of identification markedly differ; (2) the similarity–attraction paradigm helps explain why consumers are attracted to some brands and not others; (3) identified consumers tend to ignore negative information they receive about the brand. Findings suggest that managers should identify the salient determinants for enhancing identification and create the highest possible congruence between the values of the target market and the brand.
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The Social Identity Theory of Intergroup Behavior
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Reconsidering Baron and Kenny: myths and truths about mediation analysis
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Possessions and the Extended Self
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Basking in reflected glory: Three (football) field studies.
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Consumers' Need for Uniqueness: Scale Development and Validation
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Direct and indirect effects of self-image congruence on brand loyalty
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Zheng, X., Baskin, E., & Peng, S. (2018) · Journal of Business Research · doi:10.1016/j.jbusres.2018.04.041 · Cited by 139
Managing the consumer-based brand equity process: A cross-cultural perspective
Chatzipanagiotou, K., Christodoulides, G., & Veloutsou, C. (2019) · International Business Review · doi:10.1016/j.ibusrev.2018.10.005 · Cited by 82
Determinants of relationship quality and customer loyalty in retail banking
Izogo, E. E., Reza, A., Ogba, I.-E., & Oraedu, C. (2017) · African Journal of Economic and Management Studies · doi:10.1108/ajems-01-2016-0011 · Cited by 41
Jiang, Y., Sun, Y., & Tu, S. (2023) · Technological and Economic Development of Economy · doi:10.3846/tede.2023.19278 · Cited by 15
Metadata
- Authors
- Elbedweihy, A. M., Jayawardhena, C., Elsharnouby, M. H., & Elsharnouby, T. H.
- Venue
- Journal of Business Research
- Publisher
- Elsevier BV
- Published
- 2016-08
- Volume
- 69
- Issue
- 8
- Pages
- 2901-2910
- ISSN
- 0148-2963 (ISSN-L)
- OpenAlex
- W2283632079
- Cited by
- 330
- References
- 9
- FWCI
- 45.22
- Type
- journal article
- Language
- en
- Open access
- green
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- Elbedweihy, A. M., Jayawardhena, C., Elsharnouby, M. H., & Elsharnouby, T. H. (2016). Customer relationship building: The role of brand attractiveness and consumer–brand identification. Journal of Business Research. https://doi.org/10.1016/j.jbusres.2015.12.059
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
