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Distinctively Different: Exposure to Multiple Brands in Low-Elaboration Settings

Linyun W. Yang, Keisha M. Cutright, Tanya L. Chartrand and Gavan J. Fitzsimons
Journal of Consumer Research
Vol. 40, No. 5 (February 2014), pp. 973-992
Published by: Oxford University Press
DOI: 10.1086/673522
Stable URL: http://www.jstor.org/stable/10.1086/673522
Page Count: 20
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Distinctively Different: Exposure to Multiple Brands in Low-Elaboration Settings
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Abstract

Consumers see many brands during the course of a day but often pay very little attention to how such exposures will influence their subsequent decisions. This research examines how being exposed to multiple brands at once affects consumers’ reactions to these brands, particularly when little effort is exerted in processing this information. Focusing on the role of brand personalities, we argue that when a focal brand is seen with a brand that has a dissimilar personality, it will seem more distinctive and thus garner more positive consumer reactions than if it is seen with a brand that has a similar personality. The first two experiments provide support for the positive impact of dissimilar brand personalities under low-elaboration settings. The last two experiments examine the process that leads to stronger preferences for the focal brand and suggest that enhanced distinctiveness benefits the focal brand by differentiating it from similar competitors.

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