The influence of luxury brand personality on digital interaction evaluations: a focus on European and North American markets

Cowan, K. and Kostyk, A. (2023) The influence of luxury brand personality on digital interaction evaluations: a focus on European and North American markets. International Marketing Review, (doi: 10.1108/IMR-02-2022-0044) (Early Online Publication)

Abstract

Purpose: Do luxury consumers negatively evaluate digital interactions (website and social media) by international luxury brands? The topic has received much debate. The authors argue that luxury brand personality (modern vs. traditional), which encompasses a more stable form of brand identity in global markets, affects evaluations of digital interactions. They further investigate the role of self-brand connection in this process. Design/methodology/approach: Three experiments on Prolific use a European sample and manipulate a single factor between subjects (modernity: less vs. more; traditionality: less vs. more) of French luxury brands and measure evaluations as the dependent variable. Two studies assesses self-brand connection (continuous) as a moderator (studies 2a, 2b). Study 2b rules out some alternative explanations, with culture (independent vs. collectivist) as an independent variable. A fourth study, using a North American sample on CloudResearch, assesses the effect of personality manipulation (more modernity vs. more traditionality) on consumer evaluations of an Italian brand, and assesses ubiquity perceptions as a mediator. Findings: Consumers evaluate digital interactions of international luxury brands less favorably when luxury brand personality exhibits more (vs. less) modernity or less (vs. more) traditionality. Perceptions of ubiquity mediate these relationships. When self-brand connection is high, this effect is attenuated. Originality/value: The research sheds light on the debate on whether luxury brands should create digital interactions in international markets, given that these global brands operate in multiple channels. Findings show that luxury brands can develop strategies based on aspects of their brand identity, a less malleable feature of brand identity within global markets. Additionally, the research contributes to the conversation about a global luxury market. In short, the findings offer evidence in favor of brand identity (personality) influencing the digital channel strategy a brand should undertake in international markets, first, followed by consumer needs.

• Item Type: Articles
• Keywords: international luxury strategy, brand personality, e-commerce, social media, self-brand connection, modernity.
• Status: Early Online Publication
• Refereed: Yes
• Glasgow Author(s) Enlighten ID: Kostyk, Dr Alena
• Authors: Cowan, K., and Kostyk, A.
• College/School: College of Social Sciences > Adam Smith Business School > Management
• Journal Name: International Marketing Review
• Publisher: Emerald Group Publishing Limited
• ISSN: 0265-1335
• ISSN (Online): 1758-6763
• Published Online: 06 November 2023
• Copyright Holders: Copyright © 2023 Emerald Publishing Limited
• First Published: First published in International Marketing Review 2023
• Publisher Policy: Reproduced in accordance with the publisher copyright policy