Marketing When Fournier Refers to a Brand, Essay

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Marketing

When Fournier refers to a brand, she is reflecting that the brand is more permanent than the individual product. The brand association that a consumer forms begins with a product, but can be transferred from one product to another over time. Products that are extensions of the brand or improvements upon the original product, are essentially new products for the consumer, but the brand is not. Therefore, it is primarily the brand for which consumers have an attachment, rather than the specific product.

When consumers have a relationship with a brand, this reflects that consumers can develop brand associations that are relatively sophisticated. These brand associations can sometimes be taken on an emotional context, complete with attachment that goes beyond rationality. From a strictly rational point-of-view, consumers would purchase the highest utility product from a functional standpoint. However, if the consumer has a relationship with a brand, that can influence the consumer's perception of utility and therefore impact on the purchase decision. Thus, marketers seek to build brand relationships with consumers. The trick is to develop the two-way relationship, and this is typically done by convincing the consumer to give the brand specific attributes. Sometimes this is done by personifying the brand (i.e. The Geico gecko) and sometimes this is done by specifically highlighting brand attributes that the consumer will find appealing and that act as approximations of human traits (i.e. Ford trucks are reliable).

2. It is possible for consumers to form a relationship with an insurance brand.

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The insurance brand is often formed through interactions with the insurance company's representatives, who compete against each to form the best relationship with the consumer. While the consumer may initially form a relationship with the one representative, it is unlikely that over the long run the consumer will only have a relationship with one member of that organization. Thus, the relationship with the insurance company tends to carry over even when the representative changes and even when the policy changes (purchasing homeowner's insurance with your life insurance company, for example).

In addition, insurance companies have in recent years begun to extend the brand relationship approach to include marketing characters as the initial point of brand relationship formation. Examples of this would include the Geico gecko or the lady from Progressive. Consumers form positive relationships with the brand based on their positive feelings about the character. These relationships and positive sentiments can then characterize their interactions with the company as a whole. In insurance, Geico is focused mainly on automobiles, but auto insurance is a highly competitive business and it can be difficult for consumers to effectively parse through the different options to find the coverage that is the best value for them. Thus, Geico seeks to build a brand relationship, so that the consumer will purchase whatever product the company offers. This has only been….....

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