This article proposes and empirically tests a model of buyer-based brand equity in industrial settings. We conceptualize industrial buyer-based brand equity as a second-order construct. We examine the mediating role of buyer-based brand equity and the determinant role of corporate reputation.
AakerDA (1991) Managing brand equity: Capitalizing on the value of a brand name. New York: Free Press.
2.
AakerDA (1996) Building strong brands. New York: Free Press.
3.
AilawadiKLLehmannDRNeslinS (2003) Revenue premium as an outcome measure of brand equity. Journal of Marketing67(4): 1–17.
4.
AlbaJWHutchinsonJW (1987) Dimensions of consumer expertise. Journal of Consumer Research13(4): 411–454.
5.
AllenNJMeyerJP (1990) The measurement and antecedents of affective, continuance and normative commitment to the organization. Journal of Occupational Psychology63(1): 1–18.
6.
AndersonEFornellCLehmannDR (1994) Customer satisfaction, market share, and profitability: Findings from Sweden. Journal of Marketing58(3): 53–66.
7.
ArmstrongSJOvertonTS (1977) Estimating nonresponse bias in mail surveys. Journal of Marketing14(3): 396–402.
8.
AurierPNgoboP-V (1999) Assessment of consumer knowledge and its consequences: A multi-component approach. In ArnouldEJScottLM (ed.) Advances in Consumer Research. Provo, UT: Association for Consumer Research, 569–575.
9.
BagozziR (1985) Expectancy-value attitude models: An analysis of critical theoretical issues. International Journal of Research in Marketing2(1): 43–60.
10.
BaldaufACravensKSBinderG (2003) Performance consequences of brand equity: Management evidence from organization in the value chain. Journal of Product & Brand Management12(4): 220–236.
11.
BendixenMAbrattR (2007) Corporate identity, ethics and reputation in supplier–buyer relationships. Journal of Business Ethics76(1): 69–82.
12.
BendixenMBukasaKAAbrattR (2004) Brand equity in the business-to-business market. Industrial Marketing Management33(5): 371–380.
13.
BerscheidESnyderMOmotoAM (1989) The relationship closeness inventory: Assessing the closeness of interpersonal relationships. Journal of Personality & Social Psychology57(5): 792–807.
14.
BeverlandMLimEACMorrisonMTerziovskiM (2006) In-store music and consumer–brand relationships: Relational transformation following experiences of (mis)fit. Journal of Business Research59(9): 982–989.
15.
BiedenbachG (2012) Brand equity in the business-tobusiness context: Examining the structural composition. Journal of Brand Management19(8): 688–701.
16.
BollenKA (1989) Structural Equations with Latent Variables. New York, Wiley.
17.
BollenKALongJS (1992) Tests for structural equation models. Sociological Methods and Research21(November): 123–131.
18.
BowlbyJ (1979) The making and breaking of affectional bonds. London: Tavistock.
19.
BowlbyJ (1980) Loss: Sadness and depression. New York: Basic Books.
20.
BoydBKBerghDDKetchenDJJr (2010) Reconsidering the reputation–performance relationship: A resourcebased view. Journal of Management36(3): 588–609.
21.
BrownTJDacinPA (1997) The company and the product: Corporate associations and consumer product responses. Journal of Marketing61(1): 68–84.
22.
BrownTJDacinPAPittLF (2010) Corporate image and reputation in B2B markets, insights from CI/ARG 2008. Industrial Marketing Management39:709–711.
23.
BrownTJDacinPAPrattMGWhettenDA (2006) Identity, intended image, construed image, and reputation: An interdisciplinary framework and suggested terminology. Journal of the Academy of Marketing Science34(2): 99–106.
24.
ByrneBM (2010) Structural equation modeling with AMOS. London: Routledge.
25.
CameronTAJamesMD (1987) Estimating willingness to pay from survey data: An alternative pre-test market evaluation procedure. Journal of Marketing Research24(4): 389–395.
26.
CarrollAB (2000) Ethical challenges for business in the new millennium: Corporate social responsibility and models of management morality. Business Ethics Quarterly10(1): 33–42.
27.
CaruanaACohenCKrentlerKA (2006) Corporate reputation and shareholders’ intentions: An attitudinal perspective. Journal of Brand Management13(6): 429–440.
28.
CenfetelliRTBassellierG (2009) Formative measurement in IS research. MIS Quarterly33(4): 689–707.
29.
CetindamarDHusoyK (2007) Corporate social responsibility practices and environmentally responsible behavior: The case of the united nations global compact. Journal of Business Ethics76(2): 163–176.
30.
ChaudhuriAHolbrookMB (2001) The chain effects from brand trust and brand affect to brand performance: The role of brand loyalty. Journal of Marketing65(2): 81–93.
31.
ChenY-MSuY-F (2012) Do country-of-manufacture and country-of-design matter to industrial brand equity?Journal of Business & Industrial Marketing27(1): 57–68.
32.
CordellVV (1997) Consumer knowledge measures as predictors in product evaluation. Psychology & Marketing14(3): 41–260.
33.
CretuAEBrodieRJ (2007) The influence of brand image and company reputation where manufacturers market to small firms: A customer value perspective. Industrial Marketing Management36(2): 230–241.
34.
CristauC (2005) L’attachement à une marque: conjonction de la dépendance et de l’amitié. Revue française du marketing, 2(207): 5–24.
35.
CroninJJTaylorSA (1992) Measuring service quality: A reexamination and extension. Journal of Marketing56(3): 55–68.
36.
Delgado-BallesterEMunuera-AlemanJL (2001) Brand trust in the context of consumer loyalty. European Journal of Marketing35(11/12): 1238–1404.
37.
DrumwrightME (1994) Socially responsible organizational buying: Environmental concern as a noneconomic buying criterion. Journal of Marketing58(3): 1–19.
38.
DuSBhattacharyaCBSenS (2007) Reaping relational rewards from corporate social responsibility: The role of competitive positioning. International Journal of Research in Marketing24(3): 224–241.
39.
DwyerRFTannerJF (2006) Business Marketing: Connecting strategy, relationships, and learning (3rd edition). New York: McGraw-Hill.
40.
DwyerRFSchurrPHOhS (1987) Developing buyer–seller relationships. Journal of Marketing51(2): 11–27.
EngelJFBlackwellRDMiniardPW (1990) Consumer Behaviour (7th edition). Chicago: The Dryden Press.
43.
EschF-RLangnerTSchmittBHGeusP (2006) Are brands forever? How brand knowledge and relationships affect current and future purchases. Journal of Product & Brand Management15(2): 98–105.
44.
FeldwickP (1996) What is brand equity anyway, and how do you measure it?Journal of Market Research Society38: 85–104.
45.
FlynnLRGoldsmithRE (1999) A short, reliable measure of subjective knowledge. Journal of Business Research46(1): 57–66.
46.
FombrunCJ (1996) Reputation: Realizing value from the corporate image. Boston, MA: Harvard Business School Press.
47.
FombrunCHShanleyM (1990) What’s in a name? Reputation building and corporate strategy. Academy of Management Journal33(2): 233–258.
FornellC (1992) A national customer satisfaction barometer: The Swedish experience. Journal of Marketing56(1): 6–21.
50.
FornellCLarckerDF (1981) Evaluating structural equation models with unobservable variables measurement error. Journal of Marketing Research18(1): 39–50.
51.
FornellCJohnsonMDAndersonEWChaJEveritt-BrayantB (1996) The American Customer Satisfaction Index: Nature, purpose and findings. Journal of Marketing60(4): 7–29.
52.
FournierSMickDG (1999) Rediscovering satisfaction. Journal of Marketing63(4): 5–23.
53.
GeigenmullerABettis-OutlandH (2006) Brand equity in B2B services and consequences for trade show industry. Journal of Business & Industrial Marketing27(6): 428–435.
54.
GillilandDIJohnstonWJ (1997) Toward a model of business-to-business marketing communications effects. Industrial Marketing Management26(1): 15–29.
55.
GlynnMS (2010) The moderating effect of brand strength in manufacturer–reseller relationships. Industrial Marketing Management39(8): 1226–1233.
56.
GordonGLCalantoneRJBenedettoAC (1993) Brand equity in the business-to-business sector: an exploratory study. Journal of Product & Brand Management2(3): 4–13.
57.
GregoryJRSextonDE (2005) Hidden wealth in B2B brands. Harvard Business Review85(3): 23.
58.
HaguePNJacksonP (1994) The power of industrial brands. London: McGraw-Hill.
59.
HåkanssonH (1982) International marketing and purchasing of industrial goods: An interaction approach. New York: Wiley.
60.
HartAERosenbergerPJIII (2004) The effect of corporate image in the formation of customer loyalty: an Australian replication. Australasian Marketing Journal12(3): 88–96.
61.
HuLTBentlerPM (1998) Fit indices in covariance structure modeling sensitivity to underparametrized model misspecification. Psychological Methods3(4): 424–453.
62.
HomburgCFurstA (2005) How organizational complaint handling drives customer loyalty: An analysis of the mechanistic and the organic approach. Journal of Marketing69(3): 95–114.
63.
HomburgCKlarmannMSchmittJ (2010) Brand awareness in business markets: When is it related to firm performance?International Journal of Research in Marketing27(3): 201–212.
64.
HomburgCKoschateNHoyerWD (2005) Do satisfied customers really pay more? A study of the relationship between customer satisfaction and willingness to pay. Journal of Marketing69(2): 84–96.
65.
Hsu (2012) The advertising effects of corporate social responsibility on corporate reputation and brand equity: Evidence from the life insurance industry in Taiwan. Journal of Business Ethics109: 189–201.
66.
HuangC-CYenS-WLiuC-YChangT-P (2014) The relationship among brand equity, customer satisfaction, and brand resonance to repurchase intention of cultural and creative industries in Taiwan. The International Journal of Organizational Innovation6(3): 106–120.
67.
HuttonJG (1997) A study of brand equity in an organizational-buying context. Journal of Product & Brand Management6(6): 428–440.
JacobyJChestnutR (1978) Brand loyalty measurement and management. New York: John Wiley & Sons.
70.
JarvisCBMackenzieSBPodsakoffPM (2003) A critical review of construct indicators and measurement model misspecification in marketing and consumer research. Journal of Consumer Research30(2): 199–218.
71.
JensenBMKlastrupK (2008) Towards a B2B customer-based brand equity model. Journal of Targeting, Measurement and Analysis for Marketing16(2): 122–128.
72.
JohnsonJL (1999) Strategic integration in industrial distribution channels: Managing the interfirm relationship as a strategic asset. Journal of the Academy of Marketing Science27(1): 4–18.
73.
JohnsonMDFornellC (1991) A framework for comparing customer satisfaction across individuals and product categories. Journal of Economic Psychology12(2): 267–286.
74.
KapfererJ-N (2004) The new strategic brand management: Creating and sustaining brand equity long-term. London: Les Editions d’Organisation.
75.
KapfererJ-N (2012) The new strategic brand management: Advance insights and strategic thinking. London: Les Editions d’Organisation.
76.
KellerKL (1993) Conceptualizing, measuring, and managing customer-based brand equity. Journal of Marketing27(1): 1–22.
77.
KellerKL (2008) Strategic brand management: Building, measuring and managing brand equity (3rd edition). Upper Saddle River, NJ: Pearson/Prentice Hall.
78.
KellerKLLehmannDR (2003) How do brands create value?Marketing Management (May/June): 27–31.
79.
KentRJAllenCT (1994) Competitive interference effects in consumer memory for advertising: The role of brand familiarity. Journal of Marketing58(3): 97–105.
80.
KotlerPPfoertschW (2006) B2B Brand Management. Berlin & New York: Springer.
81.
KrishnaA (1991) Effect of dealing patterns on consumer perceptions of deal frequency and willingness to pay. Journal of Marketing Research28(4): 441–451.
82.
LacoeuilheJ (2000) L’attachement à la marque: Proposition d’une échelle de mesure. Recherche et Applications en Marketing15(4): 61–79.
83.
LacoeuilheJBelaidS (2007) Quelle(s) mesure(s) pour l’attachement à la marque?Revue Française du Marketing3(213): 7–25.
84.
LaiC-SChiuC-JYangC-FPaiD-C (2010) The effects of corporate social responsibility on brand performance: The mediating effect of industrial brand equity and corporate reputation. Journal of Business Ethics95(3): 457–469.
85.
LaneVJacobsonR (1995) Stock market reactions to brand extension announcements: The effects of brand attitude and familiarity. Journal of Marketing59(1): 63–77.
LiuAHLeachMPBernhardtKL (2005) Examining customer value perceptions of organizational buyers when sourcing from multiple vendors. Journal of Business Research58(5): 559–568.
90.
LlewellynPG (2002) Corporate reputation: Focusing the zeitgeist. Business & Society41(4): 446–455.
91.
LynchJde ChernatonyL (2004) The power of emotion: Brand communication in business-to-business markets. Journal of Brand Management11(5): 403–419.
92.
MachleitKAAllenCTMaddenTJ (1993) The mature brand and brand interest: An alternative consequence of ad-evoked affect. Journal of Marketing57(4): 72–82.
93.
MaignanIFerrellOC (2004) Corporate social responsibility and marketing: An integrative framework. Journal of the Academy of Marketing Science32(1): 3–19.
MalavalPBenaroyaC (2005) Marketing businessto-business: Du marketing industriel au marketing d’affaires (3rd edition). Paris: Pearson.
96.
McQuistonDH (2004) Successful branding of a commodity product: The case of RAEX LASER Steel. Industrial Marketing Management33(4): 345–354.
97.
McQuittyS (2004) Statistical power and structural equation models in business research. Journal of Business Research57(2): 175–183.
98.
MenonAMenonA (1997) Enviropreneurial marketing strategy: The emergence of corporate environmentalism as market strategy. Journal of Marketing61(1): 51–67.
99.
MöllerKWilsonD (ed.) (1995) Business marketing: An interaction and network perspective. Boston, MA: Kluwer Academic Publishers.
100.
MorganRMHuntSD (1994) The commitmenttrust theory of relationship marketing. Journal of Marketing58(3): 20–38.
101.
MorganRMCrutchfieldTNLaceyR (2000) Patronage and loyalty strategies: Understanding the behavioral and attitudinal outcomes of customer retention programs. In Hennig-ThurauTHansenU (ed.) Relationship Marketing. Berlin: Springer, pp.71–87.
102.
MudambiS (2002) Branding importance in businessto-business markets: Three buyer clusters. Industrial Marketing Management31(6): 525–533.
103.
MudambiSDoylePWongV (1997) An exploration of branding in industrial markets. Industrial Marketing Management26(5): 433–446.
104.
NagleTTHoldenRK (2002) The strategy and tactics of pricing: A guide to profitable decision making (3rd edition). Upper Saddle River, NJ: Pearson/Prentice Hall.
105.
NunnallyJC (1978) Psychometric theory (2rd edition). New York: McGraw-Hill.
106.
OliverRL (1981) Measurement and evaluation of satisfaction processes in retail settings. Journal of Retailing57(3): 25–48.
107.
OliverRL (1996) Satisfaction: A behavioral perspective on the consumer. New York: Irwin/McGraw-Hill.
108.
OliverRL (1999) Whence consumer loyalty?Journal of Marketing63(special issue): 33–44.
109.
PalmatierRWDantRPGrewalDEvansKR (2006) Factors influencing the effectiveness of relationship marketing: A meta-analysis. Journal of Marketing70(4): 136–153.
110.
PappuRQuesterP (2006) Does customer satisfaction lead to improved brand equity?Journal of Product & Brand Management15(1): 4–14.
111.
ParkCWMothersbaughDLFeickL (1994) Consumer knowledge assessment. Journal of Consumer Research21(1): 71–82.
112.
PerssonN (2010) An exploratory investigation of the elements of B2B brand image and its relationship to price premium. Industrial Marketing Management39(8): 1269–1277.
113.
PonziLJFombrunCJGardbergNA (2011) RepTrak™ pulse: Conceptualizing and validating a shortform measure of corporate reputation. Corporate Reputation Review14: 15–35.
114.
PorterMEvan der LindeC (1995) Green and competitive: Ending the stalemate. Harvard Business Review73(5): 120–134.
115.
PreacherKJHayesAF (2004) SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behavior Research Methods36(4): 717–731.
116.
SalernoA (2001) Une étude empirique des relations entre personnalisation, proximité dyadique et identité de clientèle. Recherche et Applications en Marketing16(4): 25–46.
117.
SelnesF (1998) Antecedents and consequences of trust and satisfaction in buyer–seller relationships. European Journal of Marketing32(3/4): 305–322.
118.
SethuramanRColeC (1999) Factors influencing the price premium that consumers pay for national brands over store brands. Journal of Product & Brand Management8(4): 340–351.
119.
SteenkampJ-BEMvan TrijpHC (1991) The use of LISREL in validating marketing constructs. International Journal of Research in Marketing8(4): 283–299.
120.
SrivastavaRKShockerAD (1991) Brand equity: A perspective on its meaning and measurement. Cambridge, MA: Marketing Science Institute.
121.
TaylorSACeluchHGoodwinS (2004) The importance of brand equity to customer loyalty. Journal of Product & Brand Management13(4): 217–227.
122.
TaylorSAHunterGLLindbergDL (2007) Understanding (customer-based) brand equity in financial services. Journal of Services Marketing21(4): 241–252.
123.
ThomsonMMacInnisDJParkWC (2005) Les liens attachants: Mesurer la force de l’attachement émotionnel des consommateurs à la marque. Recherche et Applications en Marketing20(1): 79–98.
124.
Van RielACRPahuddeMortangesCStreukensS (2005) Marketing antecedents of industrial brand equity: An empirical investigation in specialty chemicals. Industrial Marketing Management34(8): 841–847.
125.
WalleyKCustancePTaylorSLindgreenAHingleyM (2007) The importance of brand in the industrial purchase decision: A case study of the UK tractor market. Journal of Business & Industrial Marketing22(6): 383–393.
126.
WalshGBeattySE (2007) Customer-based corporate reputation of a service firm: Scale development and validation. Journal of the Academy of Marketing Science35(1): 127–143.
127.
WalshGDinnieKWiedmannK-P (2006) How do corporate reputation and customer satisfaction impact customer defection? A study of private energy customers in Germany. Journal of Services Marketing20(6): 412–420.
128.
WebsterFEJrKellerKL (2004) A roadmap for branding in industrial markets. Journal of Brand Management11(5): 388–402.
129.
YooBDonthuN (2001) Developing and validating a multidimensional consumer-based brand equity scale. Journal of Business Research52(2): 1–14.
130.
ZhaoXLynchJGJrChenQ (2010) Reconsidering Baron and Kenny: Myths and truths about mediation analysis. Journal of Consumer Research37(2): 197–206.
