Exploring Brand-Person Relationships: Three Life Histories Case Analysis

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Situation Toward the later years of the 20th century, marketing professionals observed a transformational shift from “old-guard” marketing tactics that embraced attracting customers with product features and attributes to the “new-guard” approach that tapped into the emotional appeal of brand relationships that would entrench a customer to the product over a long life cycle. Sophisticated tools and technologies have made it possible for marketing executives to become acutely aware of consumers’ brand attachment and their willingness to become strong advocates of the brands they associate with the most. As a result, companies have found it more advantageous and less costly to retain existing customers vs. attracting new ones. Jean’s Story A late middle-aged woman, she espouses very traditional values centered on family, work ethic, independence, sacrifice, charity, and a strong belief system. Those core values are the driving force in her daily routine around the home, at work, and at her social engagements. Jean appears to suffer from an identity crisis that has followed her throughout her life, so she attempts to compensate for this deficiency through things inside her control, such as purchasing “the best” she can afford (e.g. her home, jewelry, cooking ingredients like Pastene tomatoes). Her brand loyalty can be attributed to the fact she has a high degree of trust in products that have been around a long time (e.g. Frigidaire), products that have maintained a consistent quality over the years (e.g. Bounty paper towels) or trusting her inner circle of friends for products like Boar’s Head meat (Gloria the butcher) or Benjamin Moore paint (house painter). Being a 2nd generation Italian, cooking is more than a duty for Jean, it stimulates an emotional high. Strong brand associations like Revere Ware, Pastene tomatoes, Bertollli olive oil, and Progresso

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