Brand commitment in consumer-brand relationships: An investment model approach

Youngjun Sung, W. Keith Campbell

Research output: Contribution to journalArticle

33 Citations (Scopus)

Abstract

The present paper uses a theoretical model from research on interpersonal relationships, the investment model, to predict brand commitment. The investment model uses three variablessatisfaction, alternatives and investmentto predict level of relationship commitment. In Study 1, a survey established the link between the three predictor variables and the level of commitment to three different brands: a participant-selected brand, a product brand (Coca-Cola) and a service brand (Bell South). In Study 2, the levels of the three predictor variables were manipulated experimentally and three hypothetical brands were used. The results from both studies provided strong support for the investment model predictions regarding commitment to a brand. Implications for marketing and advertising message strategies are offered.

Original languageEnglish
Pages (from-to)97-113
Number of pages17
JournalJournal of Brand Management
Volume17
Issue number2
DOIs
Publication statusPublished - 2009 Oct 1
Externally publishedYes

Keywords

  • Brand commitment
  • Consumer satisfaction
  • Consumer-brand relationship
  • Relationship marketing

ASJC Scopus subject areas

  • Strategy and Management
  • Marketing

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