Tag Archives: customer brand engagement

The Customers’ Brand Identification with Luxury Hotels: A Social Identity Perspective

This is an excerpt from one of my latest papers.

How to Cite: Rather, R.A. & Camilleri, M.A. (2019). The Customers’ Brand Identification with Luxury Hotels: A Social Identity Perspective. In Harrison, T. & Brennan, M. (Eds.) 2019 AMS World Marketing Congress. University of Edinburgh, Scotland (July 2019). Academy of Marketing Science (Download Now).


Relevant theoretical underpinnings on the social identity theory (SIT) suggests that the consumers’ self-expressions are somewhat associated with their relationships with firms and brands (Rather & Hollebeek, 2019; Fujita, Harrigan & Soutar, 2018; Elbedweihy, Jayawardhena, Elsharnouby & Elsharnouby, 2016; So, King & Sparkes, 2014; So, King, Sparks & Wang, 2013; Bhattacharya & Sen, 2003). For this reason, this paper relied on the SIT perspective to explore the consumer-brand relationships (Elbedweihy et al., 2016; Lam, Ahearne, Mullins, Hayati, & Schillewaert, 2013; Ahearne, Bhattacharya & Gruen 2005).

The individual consumers form part of a social group who regularly experience the delivery of services (Fujita et al., 2018; Huang, Cheng, & Chen, 2017; Elbedweihet al., 2016; So et al., 2013; Kuenzel & Halliday, 2008; Bhattacharya & Sen, 2003). Hence, the service brands can be considered as the facilitators of the consumers’ social identity and expression as individuals can identify with brands if they perceive that they match their self-concept (Stokburger-Sauer, Ratneshwar, & Sen, 2012; Homburg, Wieseke & Hoyer, 2009). In a similar vein, the customer-brand identification (CBI) concept describes the relationships between the brands and their customers, as it explicates how the brands relate to the individuals’ self-concept (Martinez & Rodriguez del Bosque, 2013). Many brands are increasingly looking after their existing customers by satisfying their various needs, wants and desires (Chaudhuri & Holbrook, 2001; Martinez & Rodriguez del Bosque, 2014). They do so to retain their existing customers. The loyal customers are usually willing to pay more, spend more and recommend more than new prospects (Martinez & Rodriguez del Bosque, 2014; Harris & Goode, 2004).

The subject of brand loyalty has been explored extensively in the marketing literature. Past studies have often focused on the antecedents of loyalty, including;  customer satisfaction (Popp & Woratschek, 2017), trust (Martinez & Rodriguez del Bosque, 2014; So et al., 2013), perceived service quality (So et al., 2013), commitment (Narteh, Agbemabiese, Kodua, & Braimah, 2013; Su, Swanson, Chinchanachokchai, Hsu, & Chen, 2016), customer engagement (Rather, Hollebeek & Islam, 2019; So et al., 2014), as well as perceived value (So et al., 2013), among other constructs. Notwithstanding, CBI has been investigated in different research contexts, and has often yielded contradictory results. For instance, Su et al. (2016) indicated that brand identification was not significant in predicting customer loyalty. While other studies suggested that the relationship between customer retention, word-of-mouth and loyalty were positive and significant (Kuenzel & Halliday, 2008); other research reported that there is a correlation between CBI and customer loyalty (Rather & Hollebeek, 2019; Martinez & Rodriguez del Bosque, 2013; 2014). However, the literature did not devote sufficient attention to discover the antecedents of CBI, albeit a few exceptions (Su et al., 2016; So et al., 2013; Keh & Xie, 2009).


Research Question

Previous theoretical underpinnings and empirical studies have contributed to advancing our knowledge on brand loyalty and customer-brand relationships (Ahearne et al., 2005; Bhattacharya & Sen, 2003; Fujita et al., 2018; He, Li, & Harris, 2012; So et al., 2013). However, there is still a gap in the extent literature that explores CBI by using the social identity perspective (Ahearne, et al., 2005; Choo, Park, & Petrick, 2011; Elbedweihy et al., 2016; He et al., 2012; Martinez and Rodriguez del Bosque, 2014; Popp & Woratschek, 2017; So et al., 2013; Su et al., 2016). Hence, this paper addresses this lacuna in academic literature. The aim of this study is to provide further empirical evidence on the CBI construct (Keh & Xie, 2009; Su et al., 2016). To the best of our knowledge, few studies have combined the social identity theory with social exchange factors to explain the determinants of hotel brand loyalty. Many researchers maintain that by incorporating the social identity (Rindfleisch, Burroughs, & Wong, 2009; Homburg et al., 2009; Tajfel & Turner, 1986) and the service dynamics (Harris & Goode, 2004; Martinez & Rodriguez del Bosque, 2014) they would better understand the psychological processes that are linked to brand loyalty. Prior empirical studies in the hospitality context did not incorporate certain aspects of brand loyalty, including the mediating effects of commitment, satisfaction and trust. Hence, this research differentiates itself from other contributions; by building on the foundations of previous research on the social identity perspective of customer-brand loyalty. However, it considers the direct and indirect effects of social exchange variables from the marketing science literature, to explore the causal path from CBI to brand loyalty. In sum, this study addresses the following research questions: (i) How is CBI related to customer satisfaction? (ii) How is CBI related to trust? (iii) Is CBI different from customer commitment? (iv) Are CBI, customer satisfaction and commitment influencing brand loyalty?


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