Global Marketing Conference 2016 Global Marketing Conference at Hong Kong , 2016 Global Marketing Conference at Hong Kong (p.67-67)

AUTHENTIC VERSUS ASPIRATIONAL BRANDING: AN INDIVIDUAL AND COUNTRY LEVEL STUDY OF THE ACTUAL AND IDEAL SELF-CONGRUITY EFFECT

키워드 :
self-congruity,self-construals,cosmopolitan orientation,local orientation,brand attitude

초록

Research offers conflicting evidence with regard to the potential effectiveness of using authentic (focused on the actual self) versus aspirational branding (focused on the ideal self) strategies. This study extends previous research by modelling how four individual characteristics of value for cross-cultural market segmentation (an individual’s level of independence, interdependence, cosmopolitan orientation and local orientation) influence the actual and ideal self-congruity effects. The model is tested by using survey data from US (n=828) and Indian non-student consumers (n=824). Findings show that the actual self-congruity effect on brand attitude is stronger than the ideal self-congruity effect for interdependents and locals. Conversely, the ideal self-congruity effect on brand attitude is stronger than the actual self-congruity effect for independents and cosmopolitans. The study offers practitioners suggestions on the use of authentic versus aspirational branding strategies in their brand communications in order to elicit most positive brand attitude among consumers depending on their individual characteristics.