Name Letter Branding: Valence Transfers when Product Specific Needs are Active

Brendl, C. Miguel and Chattopadhyay, Amitava and Pelham, Brett W. and Carvallo, Mauricio. (2005) Name Letter Branding: Valence Transfers when Product Specific Needs are Active. Journal of Consumer Research, 32 (3). pp. 405-415.

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Respondents in five experiments were more likely to choose a brand when the brand name started with letters from their names than when it did not, a choice phenomenon we call "name letter branding." We propose that during a first stage an active need to self-enhance increases the positive valence of name letters themselves and that during stage 2 positive name letter valence transfers to product-specific attributes (e.g., taste of a beverage). Accordingly, when respondents form a brand preference (e.g., of beverages), activating a product-specific need (e.g., need to drink) boosts the influence of this (transferred) valence.
Faculties and Departments:06 Faculty of Business and Economics > Departement Wirtschaftswissenschaften > Professuren Wirtschaftswissenschaften > Marketing (Brendl)
UniBasel Contributors:Brendl, C. Miguel
Item Type:Article, refereed
Article Subtype:Research Article
Note:Publication type according to Uni Basel Research Database: Journal article
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Last Modified:14 Feb 2019 10:50
Deposited On:14 Feb 2019 10:50

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