Diagnosing Service Brand Strength: Customer-Dominant Brand Relationship Mapping

Research output: Contribution to journalArticleScientificpeer-review

12 Citations (Scopus)

Abstract

Purpose – Managing service brands entails managing a portfolio of brand relationships with customers and non-customers. We develop a framework for diagnosing the strength of a service brand colored by a customer-dominant business logic perspective.
Design/methodology/approach – Combining insights from the literature on branding, service, and relationship management, we develop a customer-dominant conceptual and methodological approach. Brand strength captures customers’ attachment to a brand in terms of their thoughts, feelings, and actions toward the brand. Since brand strength is the configuration of customers’ and non-customers’ brand relationships, we divide the brand relationship into two components—brand connection and purchase status—to compose a brand strength map.
Findings – Grounded in customers’ accumulated positive and negative experiences, the framework creates a diagnostic picture of the strength of the brand, and an illustrative empirical study demonstrates the mapping procedure’s applicability to service brands.
Research limitations/implications – Our approach is an alternative to a traditional measurement scale development approach. Future studies should explore the framework’s adaptability to different contexts, stakeholders, and industries.
Practical implications – Our distinctive model comprehensively captures the aggregate picture of customers’ brand relationships, and the managerially parsimonious framework can be adapted to different service settings.
Originality/value – Our framework represents a novel diagnostic tool for service companies to explore their brand’s strength. The approach is unique because it adopts a customer-dominant perspective. Furthermore, it includes behavior with a relational perspective and negative responses, which reduce overall brand strength.
Original languageEnglish
Peer-reviewed scientific journalJournal of Service Management
Volume24
Issue number5
Pages (from-to)502-519
Number of pages18
ISSN1757-5818
DOIs
Publication statusPublished - 01.10.2013
MoE publication typeA1 Journal article - refereed

Keywords

  • 512 Business and Management
  • KOTA2013
  • Equis Base Room
  • Customers and Relations

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