Conational Drivers Influencing Brand Preference Among Consumers

When calibrating a brand choice model cross-sectionally, a measure of brand loyalty is often introduced into the utility function to account for differences in utility across households and over time. One of the most widely used measures of brand loyalty, proposed by Guadagni and Little (1983), is an exponential smoothing model of past choice behavior by the household. In this study, we argue that the exponential smoothing model of brand loyalty cannot properly distinguish between sources of variation in utility due to heterogeneity (across households) and sources of variation due to nonstationarity (within household over time). We introduce a new measure of brand loyalty, derived from a nonstationary Dirichlet-multinomial choice model, in which heterogeneity and nonstationarity are handled distinctly.

Purpose – This article aims to estimate the relationship between brand loyalty and price promotions on the German yoghurt market. It considers consumer loyalty to various corporate brands and their respective sub-brands to analyze promotional strategies between and within certain corporate brands with a larger loyal consumer segment and a moderate strength of consumer loyalty are well suited for effective price promotions following the idea of loss leader by Lal and Matutes (1994). Design/methodology/approach – The paper’s approach follows Allender and Richards’ (2012) and extends to explicitly considering the product line management of every manufacturer in the market. In the first step, a random coefficient logit specification is estimated to compute measures of brand loyalty for each brand. In the second step, the relationship between brand loyalty measures and the frequency and depth of price promotions is analysed. Findings – The results suggest that weaker corporate brands are promoted more aggressively supporting the model hypotheses by Koças and Bohlmann (2008). Within the manufacturer’s product line, sub-brands with a larger loyal consumer segment and a moderate strength of consumer loyalty are more often used for effective price promotions which reflects the idea of loss leading first introduced by Lal and Matutes (1994). Research limitations/implications – The results are limited to a static relationship between brand loyalty and price promotions. Analyzing the dynamics of the relationship between brand loyalty and price promotions should prove fruitful in enhancing the understanding of retailer strategies and provides additional implications for managerial decisions in retailing. Practical implications – Managers need to be more aware of the linkages between product line management and promotional strategies. Changes in the product line management may require a redirection of the promotional measures and strategies. Social implications – Consumer behavior with respect to brand loyalty to some extent determines price promotional strategies of retailers. The promotional strategies provide opportunities to save expenditures, especially for non-loyal and low income households. Originality/value – Matching and analyzing two detailed (consumer, retail) scanner data sets to investigate the relationship between the measures of brand loyalty and the retailers’ price promotional strategies. Novel is the modeling of two different dimensions of brand loyalty (size and strength) and the consideration of sub-brands. The results clearly show that promotional strategies vary not only between corporate brands but also between sub-brands of the same corporate brand.

In today’s highly competitive and dynamic marketplace, brand equity has emerged as a critical strategic asset that influences consumer perceptions and purchase decisions. With increasing product similarity and intense brand competition, marketers rely on strong brands to differentiate their offerings and build long-term consumer relationships. Youth consumers, in particular, represent a significant and influential market segment due to their purchasing power, brand consciousness, and high exposure to digital media. Understanding how brand equity affects youth buying behavior is therefore of substantial academic and managerial importance. The primary purpose of this study is to examine the impact of brand equity on youth buying behavior and to analyze the influence of its key dimensions—brand awareness, brand associations, perceived quality, and brand loyalty—on purchase decisions, brand preference, and repeat buying behavior among youth consumers. The study adopts a descriptive and analytical research design. Primary data were collected through a structured questionnaire administered to youth respondents in the age group of 18–30 years. Secondary data were sourced from academic journals, books, and credible online resources. Statistical tools such as percentage analysis, mean and standard deviation, correlation analysis, regression analysis, and reliability testing (Cronbach’s Alpha) were used for data analysis. The findings reveal that brand equity has a significant and positive impact on youth buying behavior. Among the dimensions of brand equity, perceived quality and brand awareness were found to have the strongest influence on purchase decisions, while brand loyalty showed a comparatively moderate but significant effect on repeat buying behavior. The study highlights the importance of building strong brand equity to influence youth consumers effectively. The results offer valuable implications for marketers by emphasizing the need for youth-centric branding strategies, consistent quality delivery, and effective digital and social media engagement to build sustainable brand relationships.

The objective of this study is to identify key quality service attributes in the automobile insurance business and determine their influence on brand loyalty. In this study distinction is made between the service during the hiring of the service and the service provided after an accident. In a preliminary exploratory inquiry quality service attributes were identified with the application of in-depth interviews. In an empirical study, hypothesis related to a direct relationship between the attributes and several measures of brand loyalty are contrasted. A sample of n=210 of automobile insurance clients was conformed. Five regression models were developed for the data analysis, one for each loyalty measure. These analyses allowed a specific detection of significant attributes for each case. Though it is concluded that attributes related to the service after the accident have a higher degree of influence on the customer loyalty, it is found that a particular attribute during hiring (reputation of the insurance company) also has an important role.

Recently, DuWors and Haines (1990) developed a new measure of brand loyalty based on event history analysis. They measure brand loyalty as the time until a consumer switches to another brand for the first time. This measure is an improvement since it can be applied for either static or timedependent loyalty. However, there are also problems. The measure does not consider competing-risks although their data contain multiple brands. More importantly, heterogeneity is not allowed for, which may lead to biased results and spurious state dependence (Heckman and Singer 1984). What appears as time-dependent loyalty may be an artifact due to aggregating consumers with heterogeneous purchase probabilities. In addition, they only consider the time until the first switch. This may provide a deceptive picture of loyalty if brand switching is frequent in a product category.

Emotional marketing in the cosmetics industry has gained significant traction as brands strive to connect with female consumers on a personal level. Recognizing that cosmetics are more than just products, brands increasingly foAcus on evoking emotions and building connections that resonate with consumers’ identities, values, and aspirations. By tapping into emotional drivers such as self-confidence, empowerment, and individual expression, cosmetics brands leverage storytelling, personalization, and value-driven messages to create bonds that transcend the traditional product experience. These strategies, by going beyond functional benefits, forge meaningful relationships that positively influence both brand loyalty and consumer preference. As brands grow in their understanding of consumer psychology1 , emotional marketing strategies have evolved from mere trend-following to becoming an integral part of brand identity and differentiation. In a highly competitive cosmetics market, emotional engagement becomes a key asset, distinguishing brands that merely offer quality products from those that offer experiences rooted in emotional satisfaction and alignment with personal values. For instance, storytelling allows brands to narrate their journey and core values—whether through ethical sourcing, sustainability efforts, or diversity and inclusion initiatives—which resonates deeply with consumers2 who prioritize similar values. Similarly, personalization caters to individual preferences, allowing consumers to feel seen and valued, thereby strengthening loyalty and increasing purchase intentions. This study employs a mixed-method approach, combining quantitative data from extensive surveys and qualitative insights from indepth interviews. This dual approach captures not only the broad trends in consumer responses but also the nuanced ways in which emotional marketing influences individual purchasing decisions. The quantitative analysis provides statistical insights into the correlation between emotional marketing and brand loyalty, while qualitative interviews shed light on personal consumer experiences and emotional connections with specific brands. Together, these methods form a holistic view of emotional marketing’s impact, particularly its role in shaping purchasing behaviors and brand preferences among female consumers in the cosmetics industry. Findings from this study reveal that emotional marketing significantly shapes purchasing decisions by enhancing consumer perceptions of brand authenticity, trustworthiness, and alignment with personal values. Female consumers, in particular, are drawn to brands that promote messages of self-love, empowerment, and ethical responsibility. The emotional connection fostered through such marketing initiatives translates to higher brand loyalty and preference, as consumers are more likely to remain loyal to brands that reflect their values and resonate with their self-image. Furthermore, these findings highlight the effectiveness of emotional marketing strategies, providing cosmetics brands with actionable insights into building consumer loyalty and strategically positioning themselves within a saturated market. This approach, focused on aligning with consumer emotions3 and values, offers a sustainable competitive advantage that promotes brand loyalty and encourages positive consumerbrand relationships.

The problem in this research is how creativity and endorsers influence the purchase decision process. The purpose of this study was to investigate the influence of advertising creativity and endorser of the purchase decision process. The population in this study is the Faculty of Economics, University of Semarang and consume ever watched an ad Mie Sedaap. The sample usedis determinedby the cluster sampling a total sample of 98 respondents. Methods of data analysis using descriptive analysis and multiple linear regression are in byusing SPSS22. The results showed that simultaneous hypothesis testing and endorser advertising creativity positive and significant impacton the buying decision process. While the partial test results show that advertising creativity positive and significant impacton the buying decision process while the endorser is also positive and significant impacton the buying decision process.The conclusionsin this study is the better creativity the nadvertising will in crease the purchase decision process and the better the endorser is used, it will increase the purchase decision process and the buying decision process would increase if advertising and endorser creativity is also enhanced

Due to the growing concern towards natural resource depletion and the increasing levels of waste generation caused by economic growth, sustainable consumption has gained the attention of both governments and society. Despite this, the market share of sustainable products remains low, and studies analysing the factors influencing consumers’ perception of sustainable products provide inconclusive results. This work aims to help bridge this gap by summarising the main literature results and focusing on practical implications. We perform a systematic literature review to identify the factors influencing consumers’ perception of sustainable products. Next, we classify these factors according to the triple bottom line framework, to provide a holistic perspective on the subject and present useful suggestions for companies. The findings suggest that most studies adopt a partial perspective on sustainability, focusing on only one of the sustainability dimensions or considering a single product category. The results also show that there are numerous factors that can influence consumer perception across all three sustainability dimensions. To increase the market share of sustainable products, companies should try and target new customer segments, by adopting a holistic approach to sustainability and analysing how consumers manage the trade-offs between the factors related to different sustainability dimensions. From a practical perspective, this study provides managers with a solid starting point to identify and assess the value of sustainable products in relation to the sustainability dimensions and the characteristics of the target customer segments.

The theory of reasoned action is applied to reconceptualize brand loyalty. According to the theory of reasoned action, the antecedents of purchase behaviour are attitudes towards the purchase and subjective norm. If the antecedents of purchase behaviour are integrated to predict and measure brand loyalty, the prediction and measurement of brand loyalty will be more stable over time and accurate. This paper aims to integrate three aspects of brand loyalty, and to investigate the relationships among several antecedents of behavioural brand loyalty by introducing the theory of reasoned action. Eight conditions of unit brand loyalty have different levels of brand loyalty shown by the consumers. When attitude, subjective norm and purchase behaviour are all consistent and favourable, the maximum level of unit brand loyalty will be realized.

The purpose of this study was to examine understanding consumers' buying decision process toward halal products. In this study, employing the Dewey (1910) five stages buying model, and analysed how the factors of need recognition, information search, evaluation of alternatives and post-purchase experiences affect the purchase decision. To conduct this study, data were collected from 204 Muslim students of Shahjalal University of Science and Technology, Sylhet, Bangladesh in a convenient way. Factor analyses were used to test the reliability and validity. Regression analyses were used to test the hypotheses. Findings revealed that need recognition and evaluation of alternative were influenced significantly on the buying decision of halal product, but information search and post-purchase experiences were not influenced significantly. Theoretically, this study is one of the first attempts to use five stages model empirically; and managerially the research results can be helpful to design marketing strategy related to Muslim consumers.

The purpose of this study was to examine understanding consumers' buying decision process toward halal products. In this study, employing the Dewey (1910) five stages buying model, and analysed how the factors of need recognition, information search, evaluation of alternatives and post-purchase experiences affect the purchase decision. To conduct this study, data were collected from 204 Muslim students of Shahjalal University of Science and Technology, Sylhet, Bangladesh in a convenient way. Factor analyses were used to test the reliability and validity. Regression analyses were used to test the hypotheses. Findings revealed that need recognition and evaluation of alternative were influenced significantly on the buying decision of halal product, but information search and post-purchase experiences were not influenced significantly. Theoretically, this study is one of the first attempts to use five stages model empirically; and managerially the research results can be helpful to design marketing strategy related to Muslim consumers.

This research is descriptive and causal research. Sampling technique in this study was purposive sampling. The number of samples in this study as many as 100 people. This study used a questionnaire instrument. This study uses the PATH Statistical Analysis tools. The results showed that the labeling of halal and quality products together (simultaneously) to the brand image has a strong relationship or positive, and partially labeled halal significant effect on brand image. Brand image of the purchase decision process there is a strong relationship. Halal label and product quality together (simultaneously) the purchase decision process also has a strong relationship or positive, and partially significant effect on the quality of the product purchase decision process. Halal label and product quality together (simultaneously) the purchase decision process through brand image also have a strong relationship or positive, and partially significant effect on the quality of the product purchase decision process through brand image.

This study aims to investigate the effect of green marketing and product knowledge on brand preference for 100% Aqua Recycle Life products in the Greater Jakarta area. The type of research used is explanatory research with a non-probability sampling approach. Data were obtained from 120 respondents who are 100% consumers of Aqua Recycle Life products and represent the population of the Greater Jakarta area. The variables studied include green marketing, product knowledge, and brand preference. Green marketing is measured through consumer perceptions of environmentally friendly marketing efforts carried out by 100% Aqua Recycle Life. Product knowledge is measured through consumer understanding of the attributes and benefits of 100% Aqua Recycle Life products. Brand preference is measured by looking at consumers' preferences and willingness to choose Aqua Recycle Life 100% compared to other bottled water brands. Data analysis was performed using multiple linear regression techniques to examine the relationship between the independent variables (green marketing and product knowledge) and the dependent variable (brand preference). The results of the study show that green marketing and product knowledge each significantly influence brand preference for Aqua Recycle Life 100% products in the Jabodetabek area. Abstrak Penelitian ini bertujuan untuk menginvestigasi pengaruh green marketing dan pro-duct knowledge terhadap brand preference pada produk Aqua Recycle Life 100% di wilayah Jabodetabek. Jenis penelitian yang digunakan adalah explanatory research dengan pendekatan nonprobability sampling. Data diperoleh dari 120 responden yang merupakan konsumen produk Aqua Recycle Life 100% dan mewakili populasi wilayah Jabodetabek. Variabel yang diteliti meliputi green marketing, product knowledge, dan brand preference. Green marketing diukur melalui persepsi konsumen tentang upaya pemasaran yang ramah lingkungan yang dilakukan oleh Aqua Recycle Life 100%. Product knowledge diukur melalui pemahaman konsumen tentang atribut dan manfaat produk Aqua Recycle Life 100%. Brand preference diukur dengan melihat preferensi dan kesediaan konsumen untuk memilih Aqua Recycle Life 100% dibanding merek air minum dalam kemasan lainnya. Analisis data dilakukan menggunakan teknik regresi linear berganda untuk menguji hubungan antara variabel independen (green marketing dan product knowledge) dengan variabel dependen (brand preference). Hasil penelitian menunjukkan bahwa green marketing dan product knowledge yang masing-masing secara signifikan mempengaruhi brand preference pada produk Aqua Recycle Life 100% di wilayah Jabodetabek.

Online shopping gains increasing popularity with the advance of Internet technology -- for example such trend is formed with the new ways of shopping clothing products. Recently, virtual try-on image interaction technology has been used by online clothing retailers in an attempt to increase sales. It is interesting to investigate how virtual try-on image interaction technology affects online shoppers' purchase decision, especially from a combined view of utilitarian, hedonic, and risk perspectives. This study proposes to study the effect of perceived usefulness, perceived ease of use, perceived enjoyment, perceived socialisation, perceived product risk, and perceived transaction risk on online shoppers' attitudes towards purchasing clothes online which in turn is expected to influence their purchase decision. This study could enhance our understanding of the roles that virtual try-on image interaction technology plays in online shoppers' purchase decision-making process. This study also suggests key aspects of virtual try-on image interaction technology for designers and online retailers.

This study reviews the empirical research on the topic of private label consumers published in international journals in the last 20 years (1996–2016). A comprehensive data base of 109 articles was built including information about the journals where they were published, the countries and variables studied. The analysis indicates that Europe and the USA account for more than two thirds of the published studies. There is a high concentration of the publications, since 40% of the papers were published in just four journals, all included in the Scimago Journal Rank. The key consumer characteristics that prior researchers have found to influence private labels’ purchase decision process are also identified and categorized. Based on the statistically significant results obtained by previous research, it can be concluded that perceptual variables mostly influence consumers’ attitude towards private label while psychographic variables tend to have an effect on private label purchase intention. Therefore, future research could be addressed to estimate an empirical model in order to clarify this issue.