When is celebrity endorsement effective? Exploring the role of celebrity endorsers in enhancing key brand associations
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Author(s)
Jun, Mina
Han, Jeongsoo
Zhou, Zhimin
Eisingerich, Andreas
Type
Journal Article
Abstract
This study examines how a celebrity endorser’s key associations can complement and help improve a brand’s low corresponding associations. By conducting three studies, we find that when consumers have no prior knowledge about the benefits of a brand, a celebrity’s enabling, enticing, and enriching (3E) associations get transferred to the brand. However, when consumers know that a brand has low 3E benefits, only the celebrity endorsers’ enriching associations are transferred to the brand. Thus, from the current study the importance of a celebrity’s enriching benefits is emphasized for both unknown and well-known brands. Furthermore, we theorize and demonstrate consumer elevation as the underlying mechanism whereby the enriching benefits of a celebrity endorser are transferred to a brand. The current findings extend the extant literature on celebrity endorsement management and provide valuable managerial insights for developing effective celebrity endorsement strategies.
Date Issued
2023-09
Date Acceptance
2023-04-11
Citation
Journal of Business Research, 2023, 164, pp.1-15
ISSN
0148-2963
Publisher
Elsevier
Start Page
1
End Page
15
Journal / Book Title
Journal of Business Research
Volume
164
Copyright Statement
© 2023 The Author(s). Published by Elsevier Inc. This is an open access article under the CC BY-NC-ND license (http://creativecommons.org/licenses/bync-nd/4.0/).
Identifier
https://www.sciencedirect.com/science/article/pii/S0148296323003090
Publication Status
Published
Article Number
113951
Date Publish Online
2023-04-28