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The influence of brand trust and brand identification on brand evangelism

Enrique P. Becerra (Texas State University-San Marcos, San Marcos, Texas, USA)
Vishag Badrinarayanan (Texas State University-San Marcos, San Marcos, Texas, USA)

Journal of Product & Brand Management

ISSN: 1061-0421

Article publication date: 19 August 2013

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Abstract

Purpose

The purpose of this study is to examine how the nature of consumers' relationship with a brand influences brand evangelism, which represents an intense form of brand support behavior. Specifically, the study investigates the influence of two consumer-brand relational constructs, brand trust and brand identification, on brand evangelism. Brand evangelism, conceptualized as an amalgam of adoption and advocacy behaviors, is operationalized in terms of three supportive behaviors: purchase intentions, positive referrals, and oppositional brand referrals.

Design/methodology/approach

Drawing from prior research on consumer-brand relationships, a framework of brand relationships and brand evangelism is developed. To provide a more robust test of theory, consumers' extraversion, gender, and brand experience are included as control variables. Structural equation modeling is used to test the proposed hypotheses.

Findings

The findings reveal that consumer-brand relationships influence brand evangelism, albeit in different ways. Whereas brand trust influences purchase intentions and positive referrals, brand identification influences positive and oppositional brand referrals. Overall, the findings reveal the power of consumer-brand relationships in engendering brand evangelism, relative to other factors such as extraversion, gender, and brand experience.

Practical implications

In today's consumption society, where it is increasingly easier for consumers to demonstrate extreme devotion and derision toward brands, it is important for marketers to understand the drivers of behaviors directed toward brands. This study suggests that marketers can cultivate brand evangelism by building brand trust and brand identification.

Originality/value

Marketing researchers and practitioners are only recently beginning to understand brand evangelism. This study demonstrates that consumer-brand relationships, rather than personality, gender, and usage experience, trigger brand evangelism and offers directions for future researchers to further explicate brand evangelism.

Keywords

Acknowledgements

Received 11 September 2013. Revised 11 September 2013. Accepted 11 September 2013.

Citation

P. Becerra, E. and Badrinarayanan, V. (2013), "The influence of brand trust and brand identification on brand evangelism", Journal of Product & Brand Management, Vol. 22 No. 5/6, pp. 371-383. https://doi.org/10.1108/JPBM-09-2013-0394

Publisher

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Emerald Group Publishing Limited

Copyright © 2013, Emerald Group Publishing Limited

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