Branding the hotel industry: The effect of step-up versus step-down brand extensions

Magnus Hultman, Christina Papadopoulou, Pejvak Oghazi*, Robert Opoku

*Corresponding author for this work

Research output: Contribution to journalArticleScientificpeer-review

14 Citations (Scopus)


The study investigates how customer perceptions of parent brands influence the perceived value of brand extensions in the hotel industry and how these relationships are moderated by the nature of the brand extension in question. Drawing on brand equity logic, the study proposes that perceived positive brand attributes, awareness, attitudes, and loyalty toward the parent brand positively relate to higher perceived value of the brand extension, and that these positive relationships grow stronger in cases of step-down extensions rather than step-up extensions. Survey results from UK hotel customers reveal that only perceived parent brand attributes and attitudes seem to have a positive impact on perceived value of the extension and subsequent (re)visit intentions. The moderation results further reveal that the positive relationships turn stronger in cases of step-down extensions and insignificant during step-up extensions. Managers are therefore cautioned to apply step-up extensions too frivolously, as such extensions seem largely ineffective in generating consumer value and subsequent behavioral intentions, whereas the effectiveness is heightened in cases of step-down extensions.
Original languageEnglish
Peer-reviewed scientific journalJournal of Business Research
Pages (from-to)560-570
Number of pages11
Publication statusPublished - 2021
MoE publication typeA1 Journal article - refereed


  • 512 Business and Management
  • brand extension
  • hotel
  • brand value
  • step-up extension
  • step-down extension
  • brand equity


Dive into the research topics of 'Branding the hotel industry: The effect of step-up versus step-down brand extensions'. Together they form a unique fingerprint.

Cite this