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Emotional Branding Pays Off

How Brands Meet Share of Requirements through Bonding, Companionship, and Love

John Rossiter, Steve Bellman
DOI: 10.2501/JAR-52-3-291-296 Published 1 September 2012
John Rossiter
University of Wollongong,
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  • For correspondence: jrossiter@uow.edu.au
Steve Bellman
Interactive Television Research Institute/Murdoch University,
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  • For correspondence: S.Bellman@murdoch.edu.au
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ABSTRACT

Emotional branding is defined here as the consumer's attachment of a strong, specific, usage-relevant emotion—such as Bonding, Companionship, or Love—to the brand. The present large-scale survey of buyers of frequently purchased consumer products finds that, for such products, full-strength emotional branding is attained among, at most, only about 25 per cent of the brand's buyers but that, if attained, it pays off massively in terms of personal share of purchases. Emotional branding may well be more widely effective for high involvement, positively motivated products (not surveyed here). It seems that advertising can generate the expectancy of strong, specific, emotional attachment, but very favorable brand usage experience must follow if this approach is to be successful. In general, the traditional benefit-based “USP” advertising strategy seems less risky with lesser though more widespread effectiveness.

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Vol 52 Issue 3

Journal of Advertising Research: 52 (3)
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Emotional Branding Pays Off
John Rossiter, Steve Bellman
Journal of Advertising Research Sep 2012, 52 (3) 291-296; DOI: 10.2501/JAR-52-3-291-296

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Emotional Branding Pays Off
John Rossiter, Steve Bellman
Journal of Advertising Research Sep 2012, 52 (3) 291-296; DOI: 10.2501/JAR-52-3-291-296
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