Immunizing customers against negative brand-related information
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Published version
Author(s)
Merlo, Omar
Eisingerich, Andreas B
Hoyer, Wayne D
Type
Journal Article
Abstract
In today’s connected market, brands are more likely than ever to face negative press that can put their customers relationships to the test. Building and fortifying positive aspects of the brand-customer relationship (such as brand commitment, brand love and self-brand connections) may ward off some of the impact of negative information on customers, but this does not always provide full protection. Even customers who love a brand can turn against it when negative information enters the picture. Considering this, the current study provides an exploratory investigation into a new way to build up customer resilience that would otherwise not be formed simply by strengthening positive attributes of the customer-brand relationship. It argues that brands can strengthen their customers’ immunity to negative brand-related information by using an immunity metric (i.e., merely asking customers to reflect on their immunity makes them more resilient to actual negative information in the future). The construct of immunity has the dual benefit of being diagnostic of relationship strength, as well as acting as an immunizing agent. We test this effect and the process underlying it using three pilot studies, three multi-method studies, and interviews with customers and managers across different contexts. By doing so, the study establishes the theoretical and practical value of customer immunity to negative information and makes critical conceptual and pragmatic contributions to the existing body of customer research.
Date Issued
2024-01-01
Date Acceptance
2023-02-02
Citation
Journal of the Academy of Marketing Science, 2024, 52, pp.140-163
ISSN
0092-0703
Publisher
Springer
Start Page
140
End Page
163
Journal / Book Title
Journal of the Academy of Marketing Science
Volume
52
Copyright Statement
© The Author(s) 2023. Open Access This article is licensed under a Creative Commons Attribution 4.0 International License, which permits use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons licence, and indicate if changes were made. The images or other third party material in this article are included in the article's Creative Commons licence, unless indicated otherwise in a credit line to the material. If material is not included in the article's Creative Commons licence and your intended use is not permitted by statutory regulation or exceeds the permitted use, you will need to obtain permission directly from the copyright holder. To view a copy of this licence, visit http://creativecommons.org/licenses/by/4.0/.
License URL
Identifier
https://link.springer.com/article/10.1007/s11747-023-00929-3
Publication Status
Published
Date Publish Online
2023-03-11