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Brand Orientation – A Strategy for Survival

Mats Urde (Lecturer at the School of Economics and Management, Lund University, Sweden.)

Journal of Consumer Marketing

ISSN: 0736-3761

Article publication date: 1 September 1994



Brand orientation means that the formulation of company strategy is based on brands. By focussing the company′s commitment and resources on building, developing and nurturing brands, a platform for a sustainable competitive strategy is achieved. Presents a model of a brand‐oriented company using the concepts of product, trademark, corporate name, corporate identity, positioning, target group and brand vision. It is management′s task and challenge to synchronize these concepts with a view to generating added value and brand loyalty. The case of the Pharmacia Nicorette provides an illustration of the transition from product focus to brand orientation. The importance of brand orientation for industry and commerce is enhanced by three drivers: decreasing product divergence, increasing media costs and continuing market integration. A corporate management capable of exploiting the potential of brands may obtain long term competitive advantages – a strategy for survival in a growing number of companies.



Urde, M. (1994), "Brand Orientation – A Strategy for Survival", Journal of Consumer Marketing, Vol. 11 No. 3, pp. 18-32.




Copyright © 1994, MCB UP Limited

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