Consumer Response to a Legitimated Brand Appeal a Preliminary Report
Consumer Response to a Legitimated Brand Appeal a Preliminary Report
David Bruce Montgomery
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A trier is defined as any buyer ifho tried Crest in one of her first twenty-five purchases after the endorse- 12 nent. A non-trier is one who did not try Crest in one of her first twenty- 13 five trials or in the period of the analysis. The lack of perfect measures of each variable led us to introduce a new /ariable. It was postulated that the theory would show up more clearly in ;ases where the buyers were loyal to one brand. If one were to view brand zhoice as a probabilistic process, loyal b...uyers are less likely to purchase 'rest by "chance". As an operational measure of brand loyalty we used the proportion of purchases devoted to the household's most frequently purchased brand in the )eriod prior to the endorsement. In summary, then, the theory should show ip significantly more for people who had been brand loyal prior to the endorse- lent while the low brand loyalty group is expected to contain a higher 14 lercentage of people who tried Crest. In a similar manner we defined a measure of dealing behavior as the iroportion of puichases made on a deal in the period before the ADA endorse- lent.
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