Does Excessive Sales Promotion Result in Dilution of Brand Equity

A brand is what can either attract people to you or make people avoid you; people would identify you by the brand you portray. One can communicate their brand through actions and words. “It is essential to understand that wherever we are, in whatever we do, we are all building our brand”.

According to Holt (2004), a brand can be defined as a term, name or a design that distinguishes product or service of one manufacturer from others. Brands are normally utilized in advertising, business and marketing. In accounting terms, brand is an intangible asset which is present within every organization. It is most valuable asset that is outlined in the balance sheet of a company. Brands owners need to effectively manage their brands in order to enhance shareholder value. Brand valuation is an important technique that associates money with a brand. Effective branding often results into high sales volumes of a particular product. A customer who prefers a brand is more likely to choose other products which are offered by the same brand. Brand can be stated as a personality that facilitates identification of a company, product or service. It even encompasses relation with other constituents like customers, partners, investors, staff, etc. Individuals distinguish psychological aspect of a brand from experimental

According to the American Marketing Association (AMA), a brand is a “name, term, sign, symbol, or design, or a combination of them intended to identify the goods and services of one seller or group of sellers and to differentiate them from those of competition”. However, as Keller highlights, a brand is also “something that has actually created a certain amount of awareness, reputation, prominence, and so on in the marketplace”. Therefore, a brand is an identity created to differentiate itself from the competitors and to be remembered in consumer’s mind.

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Since an increasing number of people focus on brand names instead of product, brands become important elements for customers to choose products (Carroll, 2008). When customers trust the brand, the benefits for the manufactures are generated. In the first place, brands can be used by products as the tool to identify and differentiate themselves from various products. Secondly, brands are helpful for companies to build a competitive advantage (Bick, 2009). Therefore, organisations take more attention to branding.

Brand equity increases as brand loyalty, brand awareness, perceived quality brand associations, and number of brand-related proprietary assets increase and become stronger and more positive.

The value given to the brand by the consumer is the brand’s equity. The brand obtains its

A brand is defined as “a collection of symbols, such as name, logo, slogan and design that are intended to create an image in the customer’s mind that differentiates a product from competitors’ products” (Elliot, Rundle-Thiele & Waller, 2010, p.219). This makes the process of branding integral to the success of any given product in a market place

Within the context of evaluating marketing opportunities, brand value relates to the intangible aspects of a company that act as a major source of competitive advantage and benefit for both consumers and sellers. For example, a strong brand value allows for a faster purchase decision process for consumers as information can be gathered quickly, and alternatives will often not be considered with equal weighting. Healy confirms this stating that “Good brands create shortcuts in product choice” (p. 136).

Possibly the most challenging concept in the marketing is to deal with understanding the consumer behaviour. This research paper explains the changes occurred in consumer behaviour of India. The purpose of this research paper is to find out the factors that are affecting the consumer behaviour and what strategies can be formed to adopt those changes and achieve the long term growth and success. The synthesis of this research paper is based on the secondary data sources as well as the observation of buying behaviour of consumers. The attitude of Indian consumers has undergone a major transformation over the last few years. The Indian consumer today wants to lead a life full of

The article is explained according to three important perspectives that is from the view point of the practitioner, the consumer and the scholar. A major point in branding is the brand image. In conclusion it explain how the brand is considered as the core of marketing and how everything evolves around the brand within the company.

Perceived value is a subjective evaluation. In addition, an affective attachment to a brand can influence cognitive evaluation. The essence of brand identification includes affective attachment with the brand, thus customers are more likely to evaluate the value of the brand in a favourable way if the customer has a strong brand identification. Furthermore, He et al. (2012) found that, although not dealing with brand identification, research shows that relationship quality and intangible assets such as reputation relates to perceived value. At the same time, brand identification involves a deep and meaningful relationship between consumer and brand as well as the fact that brand identification is to a great extent related to corporate reputation. Thus brand identification influences perceived value. However, it is important to note that perceived value affects both customer satisfaction and brand trust in a way that leads to brand loyalty. In other words, perceived value can have a direct effect on brand loyalty but also an indirect effect on brand loyalty through customer satisfaction and brand trust (He et al.

Brand awareness is a fundamental attribute of customer brand equity. It tends to be an underestimated component of brand equity (Tong & Hawley, 2009). Brand awareness includes two elements which are brand recall and brand recognition. According to Aaker (1996) there is a positive relationship between trust, value and brand equity. Trust is the faith put into a brand with regard to its quality, consistency, etc. Value is created by providing a solution to consumers’ needs and wants in a way that the cost to the consumer is fair considering the benefits gained (Aaker,

A distinctive brand-identity is relevant, differentiated and well-esteemed which influences consumers’ perception. Brand’s respect stems from establishing a positive connection, resulting in a strong brand equity. This allows brands to attain consumers’ loyalty, commercial success, product awareness, power and value universally (Kotler and Armstrong, 2014). Upkeeping an image consistent over the years is built upon a set of associative networks which foster strong relations and satisfaction (Whalley,2010).

In order to discuss the term value and what it represents in relation to brands and the consumer, one must first try to define it, and understand its underlying message. In the early 2000s, many researchers tried to create holistic conceptualisations, such as Khalifa (2004) and Woodall (2003). These abstractions attempted to conceptualise in on an individual level (Holbrook 1994, 1999). However, recent definitions have tried to encapsulate a more rounded and pragmatic perspective which recognises value in the environment of consumer experiences (Edvardsson et al 2011). Further, Grönroos and Helle (2010) placed further emphasis on economic improvements created communally or by business partners. This, of course, is the definititions of value in a brand-oriented point of view. One of the more general definitions of value derives from Grönroos (2008) where he summarised value