Winning hearts, minds and sales: How marketing communication enters the purchase process in emerging and mature markets

Name: Winning hearts, minds and sales: How marketing communication enters the purchase process in emerging and mature markets
Author: Pauwels, Koen Hendrik, Erguncu, S., Yildirim, G.

İsim	Winning hearts, minds and sales: How marketing communication enters the purchase process in emerging and mature markets
Yazar	Pauwels, Koen Hendrik, Erguncu, S., Yildirim, G.
Basım Tarihi:	2013-03
Basım Yeri	- Elsevier
Konu	Emerging market, Institutional context systems, Consumer mindset metric, Brand attitudes, Marketing-attitude responsiveness, Attitude-sales conversion, Econometric models, Hierarchical linear model
Tür	Süreli Yayın
Dil	İngilizce
Dijital	Evet
Yazma	Hayır
Kütüphane:	Özyeğin Üniversitesi
Demirbaş Numarası	0167-8116
Kayıt Numarası	bc13b59d-947b-49c2-ae0c-6d12ee401893
Lokasyon	Business Administration
Tarih	2013-03
Örnek Metin	Consumers differ in the way their minds and hearts respond to marketing communication. Recent research has quantified effectiveness criteria of mindset metrics, such as brand consideration and liking, in the purchase process for a mature market. This paper develops and illustrates our conceptual framework of how mindset effectiveness differs in an emerging and a mature market. We propose that the responsiveness, stickiness and sales conversion of mindset metrics depend on the regulative, cultural and economic systems that provide structure to society. In particular, we focus on regulative protection, collectivism and income. First, we propose that a lack of regulative protection leads consumers to be more attentive to, and thus more aware of marketing communication. Second, we propose that consumers living in a collectivist culture are less responsive to advertising in their consideration and liking of the advertised brand. Finally, we propose that lower income reduces the sales conversion of brand liking. We examine our predictions empirically with data for the same brands in the same time period in Brazil and the United Kingdom. First, we find that brand liking has a higher responsiveness to advertising, a higher stickiness and a higher sales conversion in the U.K. versus Brazil. Thus, the advice to focus on the emotional brand connection is more appropriate in the analyzed mature versus the emerging market. In contrast, knowing the brand is more important to purchase in Brazil, and is more responsive to advertising. These first findings set up an intriguing research agenda on winning hearts and sales in emerging and mature markets.
DOI	10.1016/j.ijresmar.2012.09.006
Cilt	30

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Winning hearts, minds and sales: How marketing communication enters the purchase process in emerging and mature markets

Yazar Pauwels, Koen Hendrik, Erguncu, S., Yildirim, G.

Basım Tarihi 2013-03

Basım Yeri - Elsevier

Konu Emerging market, Institutional context systems, Consumer mindset metric, Brand attitudes, Marketing-attitude responsiveness, Attitude-sales conversion, Econometric models, Hierarchical linear model

Tür Süreli Yayın

Dil İngilizce

Dijital Evet

Yazma Hayır

Kütüphane Özyeğin Üniversitesi

Demirbaş Numarası 0167-8116

Kayıt Numarası bc13b59d-947b-49c2-ae0c-6d12ee401893

Lokasyon Business Administration

Tarih 2013-03

Örnek Metin Consumers differ in the way their minds and hearts respond to marketing communication. Recent research has quantified effectiveness criteria of mindset metrics, such as brand consideration and liking, in the purchase process for a mature market. This paper develops and illustrates our conceptual framework of how mindset effectiveness differs in an emerging and a mature market. We propose that the responsiveness, stickiness and sales conversion of mindset metrics depend on the regulative, cultural and economic systems that provide structure to society. In particular, we focus on regulative protection, collectivism and income. First, we propose that a lack of regulative protection leads consumers to be more attentive to, and thus more aware of marketing communication. Second, we propose that consumers living in a collectivist culture are less responsive to advertising in their consideration and liking of the advertised brand. Finally, we propose that lower income reduces the sales conversion of brand liking. We examine our predictions empirically with data for the same brands in the same time period in Brazil and the United Kingdom. First, we find that brand liking has a higher responsiveness to advertising, a higher stickiness and a higher sales conversion in the U.K. versus Brazil. Thus, the advice to focus on the emotional brand connection is more appropriate in the analyzed mature versus the emerging market. In contrast, knowing the brand is more important to purchase in Brazil, and is more responsive to advertising. These first findings set up an intriguing research agenda on winning hearts and sales in emerging and mature markets.

DOI 10.1016/j.ijresmar.2012.09.006

Cilt 30