Japanese Psychological Research I nvited Paper

2001, Volume 43, No. 4, 195206

Special I ssue: Consumer behavior
Research background and
objectives
Many companies are trying to get target
customers attention by creating a distinctive
brand image for their products. I n the United
States, promotion of General Motors
Chevrolet truck emphasized the image of
Like a rock, and that of Canons EOS Rebel
X camera emphasized the image of in-
dependence, dynamism, and brilliance through
the tennis player Andre Agassi. These kinds of
human characteristics associated with a brand
are called brand personality.
The importance of brand personality to
consumers brand loyalty and repurchasing
behavior has not been widely acknowledged.
The effect of brand personality and brand
identication on brand loyalty: Applying the
theory of social identication
CHUNG K. KIM
1
School of Business Administration, Sungkyunkwan University,
3-53 Myungnyun-dong, Chongno-ku, Seoul, Korea
DONGCHUL HAN
School of Business Administration, Seoul Womens University,
126 Kongnung 2 dong, Nowon-ku, Seoul, Korea
SEUNG-BAE PARK
School of Business Administration, Sungkyunkwan University,
3-53 Myungnyun-dong, Chongno-ku, Seoul, Korea
Abstract: This study investigated the effect of brand personality on brand asset management
by using the concept of consumers identi cation with a brand. The focus was on one im-
portant type of high-technology product, the cellular phone. The authors develop a conceptual
framework to explain the effect of brand identi cation on brand loyalty. The important
variables of this framework include the attractiveness of the brand personality, the distinctive-
ness of the brand personality, the self-expressive value of the brand personality, positive word-
of-mouth reports of the brand, and brand loyalty. The empirical results indicated that there are
positive relationships between attractiveness, distinctiveness, and self-expressive value of
brand personality. These relationships had a statistically signi cant effect on consumers
identication with a brand. Furthermore, brand identi cation had a direct effect on word-of-
mouth reports and an indirect effect on brand loyalty. The theoretical and managerial impli -
cations of the empirical results are presented, and suggestions are made regarding both the
limitations of the present study and future directions for research.
Key words: brand personality, word-of-mouth reports, brand loyalty, social identi cation,
self-expression.
1
We would like to thank Dr. Heesung Sung, at Seoul Womens University, and Hong-Seong Kim, at the Global
M arketing Research Center of Samsung Electronics, for their general support. We also would like to thank Professor
Kojima, Professor Hayashi, and two anonymous reviewers. This study was funded by the Korea Research Foundation.
2001 Japanese Psychological Association. Published by Blackwell Publishers Ltd, 108 Cowley Road,
O xford O X4 1JF, UK and 350 M ain Street, M alden, M A 02148, USA.
04_Kim 07/09/2001 11:59 am Page 195 (Black plate)
Only a few researchers, such as Plummer
(1985) and David Aaker (1996), have pointed
out the importance of brand personality in
building competitive advantage and brand
loyalty. Recently, Jennifer Aaker (1997) pre-
sented the empirical results of her research on
the measurement of brand personality.
I n short, the issues of why and how brand
personalities affect consumers brand loyalty
have not been addressed. The study reported
here borrowed the methodology developed by
Aaker (1997) to measure some dimensions
of brand personality. This paper presents a
theoretical framework for understanding any
effects of brand personality on brand asset
management. The paper also species con-
sumers behaviors in respect of word-of-mouth
reports about a brand, and brand loyalty.
The specic research objectives of this study
were as follows. First, it examined the existence
of brand personality in the cellular phone
market in Korea. Furthermore, the research
showed that the self-expressive value and
distinctiveness of the brand inuence the
attractiveness of a brand personality. When
there is a t between brand personality and
a consumers self-expression, the consumer
may consider a brand as a person, or even a
companion. I n the real world, we nd this
kind of relationship between brand and human
(Fournier, 1998). Sometimes, the human charac-
teristics attached to a certain brand are used to
express ones own image or personality.
Second, this study investigated any possible
linkage between brand and consumer through
the social identication theory developed in
social psychology. The concept of social
identication relates to a persons sense of
belonging to a certain group or organization
(Bhattacharya, Rao, & Glynn, 1995; Mael &
Ashforth, 1992). Therefore, a consumers
identication with a certain brand or a certain
company makes that consumer differentiate
the brand from others. Social identication
theory is widely used in social psychology
(Mael & Ashforth, 1992).
Third, this study examined the effect of
brand identication on brand loyalty and
positive word-of-mouth reports about the
brand. Social identication theory has mainly
been applied to organizational identication, in
which variables such as organizational prestige,
expectation level, length of membership, and
contact frequency have been studied (Mael &
Ashforth, 1992). Some of these concepts are
applied to our study in order to examine the
role of brand identication.
Many people are likely to express them-
selves and/or enhance themselves by selecting
particular brands. The degree to which the
brand expresses and enhances their identity is
determined by their level of brand identi-
cation. The major research subjects of our
paper are as follows:
1. With what kinds of brand personalities do
consumers in Korea associate their cellular
phones?
2. How does brand personality affect brand
loyalty?
The latter is broken down into three parts:
1. Which aspects of brand personalities are
connected to a brands attractiveness, self-
expressive value, and distinctiveness?
2. Does the attractiveness of brand person-
ality positively affect the level of brand
identication?
3. Does brand identication have a positive
effect on the level of brand loyalty and
word-of-mouth reports?
This study will be of interest both to
businesses and academically. I n the business
world, it is expected that the results of studies
like the present one will be used to develop
strategies for corporate advertising and store
design. Furthermore, it will help our under-
standing of how brand personality may be
used to enhance customers self-expression
and product differentiation. Academically,
studies about brand personality have pro-
gressed to identifying dimensions of brand
personality. Beyond such identication, this
study, within the framework of social identi-
cation, examines how brand personality affects
brand loyalty.
196 C. K. Kim, D. Han, and S. B. Park
Japanese Psychological Association 2001.
04_Kim 07/09/2001 11:59 am Page 196 (Black plate)
I n the next section, the literature on two
important areas, brand personality and social
identication, is selectively reviewed, and some
hypotheses are introduced. The theoretical back-
ground to this paper is also explained. Then an
interdisciplinary study of marketing and social
psychology is described. The theoretical and
managerial implications of the ndings and
future research directions are also presented.
Literature review and hypotheses
Studies of brand personality
How human personality affects various aspects
of consumer behavior has been widely studied,
but studies of brand personality began only
recently, although in the eld of marketing
several studies have already been completed
and published. For example, Plummer (1985)
studied how brand personality affects con-
sumers choice of a soft drink with a distinctive
brand image in the United States. Aaker (1996)
summarized the role of brand personality in
building up brand power, and pointed out
the importance of and the need for empirical
research. Aaker (1997), after realizing the need
for further empirical research, developed a
new measurement scale for measuring brand
personality along ve dimensions, extracted
from her research. These ve dimensions were
sincerity, excitement, competence, sophisti-
cation, and ruggedness. But these studies have
not shown how brand personality affects im-
portant marketing variables such as brand
loyalty. We need to study how brand person-
ality affects brand loyalty, using a theoretical
framework such as social identication.
Studies of social identication
I n social psychology, social identication means
that a person identies him/herself as a member
of a society. An expression of identication
with an organization is treated as a special type
of social identication (Bhattacharya et al.,
1995; Hogg & Abrams, 1988; Lau, 1989; Mael
& Ashforth, 1992).
People tend to use various factors to classify
themselves as belonging to a specic group.
This phenomenon, which is widely rooted in
our social life, is often called social identi-
cation. I n short, social identication implies
the sense of belonging to certain groups or
organizations (Ashforth & Mael, 1989; Hogg,
Hardie, & Reyrolds, 1995). Here, a group in-
cludes a reference group; it includes not only a
group to which people belong but also a group
to which they aspire to belong. Fournier (1998)
has studied how consumers identify themselves
with brands by using idiographic analysis.
Studies of organizational identication may
be divided in two. First, there is a group of
studies on the antecedents of identication.
Such studies have examined: the degree of
competition with other organizations (Mael
& Ashforth, 1992); organizational prestige
(Bhattacharya et al., 1995); and tenure (Hall,
Schneider, & Nygren, 1970). Second, there is a
group of studies on the effect of group identi-
cation. For example, Mael and Ashforth
(1992) found a positive relationship between
identication and alumnis contribution to
their Alma Mater. Dutton, Dukerich, and
Harquail (1994) argued that there is a positive
relationship between identication and group
cooperation. Shamir (1990) proposed that
identication has a positive effect on the will-
ingness to contribute to collective work.
However, all these studies investigated
organizational identication, not brand identi-
cation. I n the papers cited above, studies of
the relationship between consumer and brand
(i.e., consumers identication with a brand)
were suggested as a likely next research topic.
Recently, Aaker (1999) offered a concept of
brand identication based on her study of
brand role in self-expression.
Research hypotheses
This study was designed to test the inter-
relationships between six constructs. The
constructs have been categorized into two
groups. The rst group (antecedent variables)
comprises the self-expressive value and distinc-
tiveness of brand personality. The second
group (outcome variables) comprises attrac-
tiveness of brand personality, brand identi-
cation, positive word-of-mouth reports, and
The effect of brand personality and brand identication on brand loyalty 197
Japanese Psychological Association 2001.
04_Kim 07/09/2001 11:59 am Page 197 (Black plate)
brand loyalty. The main focus in this study was
on brand identication.
First, self-concept, self-consistency, and self-
continuity are interrelated. The brand will be
perceived as attractive when it helps a person
to express him/herself, and when the person
identies with the brand (Belk, 1988). Aaker
(1999) argued that a brand is used for self-
expression and to reect self-concept. When
expressed properly, brand personality posi-
tively affects a consumers attitude to the brand.
Based on the literature review, it is expected
that the greater are the self-expressive value
and the distinctiveness of the brand personality,
the more the brand personality will appeal.
Therefore, we have the following hypotheses:
1. The greater the self-expressive value and
the distinctiveness of brand personality
are, the greater will be the attractiveness of
the brand personality.
2. The greater the attractiveness of the brand
personality is, the more consumers will
identify with that brand.
Second, we expect that the more consumers
identify with the brand, the more will be their
word-of-mouth reports and brand loyalty. Some
research results regarding the outcome
variables of identication show that the more
an organizations members identify with the
organization, the more they agree with its
norms and cooperate with it. As indicated
above, previous studies have empirically shown
that group identication has a positive effect
on alumnis contributions, group cooperation,
and willingness to contribute to a collective
work (Dutton et al., 1994; Mael & Ashforth,
1992; Shamir, 1990). This means that a
consumers identication with a social object
(whether it is a group, an organization, or a
brand) leads the person to behave positively
toward the group. Therefore, we conclude that
brand identication will positively affect brand
loyalty and word-of-mouth reports.
2
Therefore,
we have the following additional hypothesis.
3. The more consumers identify with a brand,
the more will be the consumers word-of-
mouth reports and brand loyalty.
The three hypotheses are linked in the research
model shown in Figure 1.
198 C. K. Kim, D. Han, and S. B. Park
Japanese Psychological Association 2001.
Figure 1. The research model.
Self-
expressive
value
Attractiveness
of brand
personality
Word-of-mouth
reports
Distinctiveness of
brand
personality
Brand
identification
Brand loyalty
2
Bhattacharya et al. (1995) examined the difference
between brand identification and brand loyalty. They
stated that brand loyalty is a reflection of the functional
utility of products and services, whereas brand iden-
tification is necessarily related to the goals of the
organization and the reasons why it exists. Therefore,
brand identification can affect brand loyalty, but brand
loyalty does not guarantee identification with the brand
or the company.
04_Kim 07/09/2001 11:59 am Page 198 (Black plate)
Method
Sample and data collection
Since this research dealt with the effect of
brand identication on consumer behavior,
any product could be the object of study as
long as consumers carried a sense of brand
identication in relation to it. The cellular
phone was chosen as the target product for this
empirical study. When the data were collected
in late 1999, ve companies were competing for
the market of cellular phones in Korea.
First, a questionnaire was devised and a
short pretest conducted; the questionnaire was
then revised based on the results of the pretest.
Second, 180 of the revised questionnaires
were distributed to university students in
Seoul, Korea. Of the 150 that were returned
(a response rate of approximately 83%),
130 were entered in the nal data analysis
(20 incomplete questionnaires were omitted).
Measures
Most of the major variables in this study were
measured using multi-item ve-point or seven-
point scales developed and validated by pre-
vious research. The specic items are presented
in Table 2. Seven instruments were used to
gather the data to test the three research
hypotheses. Some appropriate modications
were made to the items.
1 Forty-two dimensions of brand personality
were measured with the Brand Personality
Scale (BPS), developed by Aaker (1997).
The BPS employs a ve-point Likert scale
(1 being strongly agree, 5 strongly
disagree ).
2. Brand identication was measured on a
six-item, seven-point Likert scale (1 being
strongly disagree, 7 strongly agree ),
originally developed by Mael and Ashforth
(1992).
3. Brand loyalty was measured on a four-item
scale developed by Aaker (1996) and
Ratchford (1987) and modied by Kim
(1998). This scale comprised a seven-point
Likert scale (1 being strongly disagree,
7 strongly agree ).
4. Word-of-mouth report behavior was
measured on a three-item, seven-point
Likert scale, based on that used in the
study by File, Judd, and Prince (1992).
5. The scale for the self-expressive value of
brand personality was based on previous
studies by the authors. I t comprised
three items rated on a seven-point scale:
The brand helps me to express myself,
The brand reects my personality,
and The brand enhances myself.
6. The scale for attractiveness of brand per-
sonality was also based on the authors
previous studies and comprised three
items rated on a seven-point scale: I t
is attractive, I t is favorable, and I t is
distinctive.
7. The distinctiveness of the brand person-
ality was measured by another group of
three items which compared different
products on a seven-point scale: closely
related vs. not related; completely similar
vs. different; and many common features
vs. few common features.
Results
I n order to test the hypotheses, the structural
modeling method called LI SREL was used. We
found several interesting and important results
in relation to the hypotheses. Before we
present the main results, however, we show an
initial analysis procedure and some ndings
regarding the dimensions of brand personality.
We also present the reliability and validity of
the measures used in the main analysis.
Analyzing the dimensions of brand
personality
An exploratory factor analysis was done on the
42 items of brand personality with a varimax
rotation. During the factor analysis, six
variables that were not related to any factor
(i.e., down-to-earth, family-oriented, real, in-
dependent, cool, cheerful) were excluded, and
a total of ve factors were extracted from
remaining 36 items. The factors were named
Sincerity, Excitement, Competence,
The effect of brand personality and brand identication on brand loyalty 199
Japanese Psychological Association 2001.
04_Kim 07/09/2001 11:59 am Page 199 (Black plate)
Sophistication, and Ruggedness, in accord-
ance with their respective factor loadings
(Table 1).
Reliability and validity of the measures
First, the Cronbachs alphas were determined
in order to test the reliability of the variables.
The results (Table 2) indicated that the
measures of the key variables were generally
reliable.
Second, in order to test the validity of the
measures, the data were analyzed using
LI SREL VI I I (Joreskog & Sorbom, 1993). A
conrmatory factor analysis was performed
according to the method of Bagozzi (1980). As
shown in Tables 3 and 4, respectively, the
validity of outcome variables and antecedent
variables was tested in order. The result of the
conrmatory factor analysis for 13 outcome
variables is shown in Table 3. The overall
match for the measurement model regarding
the attractiveness of brand personality, brand
identication, word-of-mouth reports, and
brand loyalty was within acceptable levels
(
2
= 102.59, p = .05). The following indices
were found to be appropriate: root mean
square residual (RMSR) (.05), goodness-of-t
index (GFI ) (.91), adjusted goodness-of-t
index (AGFI ) (.86), normed t index (NFI )
(.89), and comparative t index (CFI ) (.97).
The result of the conrmatory factor analysis
for ve measures of the two antecedent
constructs is shown in Table 4. The overall t
for the measurement model according to the
self-expressive value of brand personality and
the distinctiveness of brand personality was
also within acceptable levels (
2
= 28.02,
p = .05). The indices were found to be
appropriate: RMSR (.06), GFI (.95), AGFI
(.89), NFI (.95), and CFI (.98). Thus the
measures used for the main analysis were
valid.
Results of hypothesis testing and
implications
The test result of the measurement model for
this study was positive. The correlation analysis
was done on the data in order to identify the
directions of relationships among the variables
measured. For this empirical testing, mean
scores on the measures were utilized. The
results are shown in Table 5.
Before hypothesis testing, a separate test
was done to identify whether the self-
expressive value of brand personality and the
distinctiveness of brand personality were
related to the level of brand identication
without the attractiveness of brand personality
(alternative model). I ndices for the overall t
for this alternative model were GFI (.83),
AGFI (.77), RMSR (.08), NFI (.81), CFI (.89);

2
= 262.38, df = 125, p = .00.
The various indices for the overall t of the
research model (shown in Figure 1) were GFI
(.82), AGFI (.76), RMSR (.89), NFI (.80), CFI
(.88);
2
= 275.04, df = 127, p = .00. The
difference between the research model and
the alternative model was not signicant
(
2
= 12.66, df = 2).
The relationships between variables and
path coefcients of the structural model are
presented in Table 6. The self-expressive value
of the brand personality had a signicant effect
on the attractiveness of the brand personality
(
11
= .84, t = 6.17). The distinctiveness of the
brand personality had a signicant effect on
the attractiveness of the brand personality
(
21
= .21, t = 2.31), but the effect was weaker
than that of self-expressive value. Therefore,
these results support hypothesis 1 (the higher
the self-expressive value of the brand person-
ality and the higher the distinctiveness of
the brand personality are, the more attractive
will be the brand personality). Furthermore,
the attractiveness of the brand personality
had a signicant effect on the level of
brand identication (
21
= .56, t = 4.61). There-
fore, hypothesis 2 (the more attractive the
brand personality is, the higher the level of
brand identication will be) is also supported.
The degree of brand identication positively
affected word-of-mouth reports (
32
= .38,
t = 3.00), but it did not signicantly affect the
level of brand loyalty (
42
= .11. t = 0.88).
Therefore, hypothesis 3 (the higher the con-
sumers identication with brand is, the higher
the consumers word-of-mouth reports and
brand loyalty will be) is only partly supported.
200 C. K. Kim, D. Han, and S. B. Park
Japanese Psychological Association 2001.
04_Kim 07/09/2001 11:59 am Page 200 (Black plate)
The effect of brand personality and brand identication on brand loyalty 201
Japanese Psychological Association 2001.
Table 1. Factor analysis results brand personality
Factor 1: Factor 2: Factor 3: Factor 4: Factor 5:
Factor item sincerity excitement competence sophistication ruggedness Communality
I ntelligent .79
a
.12 .17 .10 .02 .6737
Successful .72
a
.26 .17 .07 .24 .6754
Leader .66
a
.07 .05 .06 .40 .6088
Upper class .66
a
.11 .36 .13 .27 .6717
Secure .66
a
.15 .24 .24 .10 .5811
Technical .65
a
.34 .14 .14 .27 .6512
Corporate .65
a
.01 .36 .36 .09 .5677
Reliable .63
a
.01 .37 .37 .12 .6256
Hardworking .63
a
.17 .34 .34 .03 .5587
Condent .60
a
.30 .14 .14 .19 .5218
Trendy .04 .79
a
.18 .12 .11 .6924
Young .01 .70
a
.15 .14 .05 .6412
Contemporary .41 .71
a
.05 .02 .08 .6758
Unique .21 .68
a
.28 .06 .17 .6125
Up-to-date .35 .65
a
.21 .20 .09 .6348
Spirited .04 .64
a
.24 .29 .03 .5556
Western .30 .58
a
.11 .01 .41 .6069
O utdoorsy .15 .50
a
.18 .12 .45 .5263
Charming .30 .27 .70
a
.26 .14
Sentimental .20 .10 .69
a
.24 .03 .7488
Smooth .20 .06 .67
a
.38 .16 .5829
Feminine .06 .28 .66
a
.09 .12 .6603
Good-looking .17 .25 .65
a
.27 .19 .5399
Glamorous .35 .20 .64
a
.25 .10 .6285
I maginative .13 .32 .54
a
.12 .08 .6432
Daring .33 .22 .54
a
.13 .32 .4420
Exciting .25 .39 .53
a
.14 .10 .5624
Wholesome .13 .05 .11 .74
a
.02 .5778
Honest .29 .01 .02 .69
a
.19 .5962
Small-town .06 .08 .16 .63
a
.11 .4420
Sincere .19 .03 .25 .62
a
.25 .5462
Friendly .13 .39 .24 .50
a
.06 .4783
O riginal .32 .16 .17 .50
a
.09 .4134
Tough .16 .12 .13 .24 .80
a
.7623
M asculine .29 .13 .15 .28 .75
a
.7626
Rugged .44 .15 .16 .21 .60
a
.6449
Explained by factors 5.9736 4.7723 4.4836 3.6345 2.7770
Eigenvalue 12.2277 3.6994 2.5413 1.6902 1.4824
Cronbachs .9110 .8702 .8825 .7768 .8373
a
Factor loading .5.
04_Kim 07/09/2001 11:59 am Page 201 (Black plate)
Finally, the attractiveness of the brand
personality signicantly affected positive word-
of-mouth reports, but it did not signicantly
affect brand loyalty (
31
= .33, t = 2.64,
41
= .14,
t = 1.16).
Discussion and conclusion
Summary of results
Most of the hypotheses were supported by the
test results. The conrmation of the rst
202 C. K. Kim, D. Han, and S. B. Park
Japanese Psychological Association 2001.
Table 2. Reliability of items
O riginal number Final number Cronbachs
Construct I tem of items of items
a
Those items which were not reliable and loading low on the corresponding constructs were excluded from further
analysis.
Attractiveness of
brand personality
Self-expressive value
of brand personality
Distinctiveness of
brand personality
Brand identication
Word-of-mouth
reports
Brand loyalty
1. Attractive
2. Favorable
3. Distinctive
1. The brand helps me to express myself
2. The brand reects my personality
3. The brand enhances myself
1. The brand was not related to other brands
(vs. closely related)
2. The brand is completely different from other
brands
a
(vs. completely similar)
3. The brand has few features in common with
other brands (vs. many features)
1. This brands successes are my successes
2. I am interested in what others think about this
brand
3. When someone praises this brand, it feels like
a personal compliment
a
4. When I talk about this brand, I usually say we
rather than they
5. I f a story in the media criticized the brand, I
would feel embarrassed
6. When someone criticizes this brand, it feels like
a personal insult
1. Recommend to other people that the brand
should be theirs as soon as possible
a
2. Recommend the brand to other people
3. Talk directly about your experience with them
1. I will continue to use this brand because I am
satised and acquainted with the brand
2. I will use this brand in spite of competitors
deals
3. I would buy additional products and service in
this brand
a
4. I prefer the brand to others
3
3
3
6
3
4
3
3
2
5
2
3
.89
.92
.50
.82
.78
.81
04_Kim 07/09/2001 11:59 am Page 202 (Black plate)
hypothesis (the higher the self-expressive value
of the brand personality and the higher the
distinctiveness of brand personality, the higher
consumers will evaluate the attractiveness of
the brand personality) shows that there is a
positive relationship between customer and
brand.
Second, it turns out that the brand identi-
cation has a positive effect on word-of-mouth
reports, but it does not have a signicant direct
effect on brand loyalty. But, since word-of-
mouth reports signicantly affect brand loyalty
and since brand identication signicantly
affects word-of-mouth reports, it can be said
that brand identication has an indirect effect
on brand loyalty through positive word-of-
mouth reports.
Similarly, the attractiveness of the brand
personality directly affects positive word-of-
mouth reports and indirectly affects brand
loyalty. Unlike previous studies which argued
that the strength of ve dimensions of brand
personalities affect brand asset, the instrument
measuring attractiveness in this study had
three dimensions attractiveness, distinctive-
ness, and favorableness and these were
shown to affect brand loyalty and word-of-
mouth reports.
The effect of brand personality and brand identication on brand loyalty 203
Japanese Psychological Association 2001.
Table 3. Factor loadings (t values) from the conrmatory factor analysis of outcome variables
Factor items
a
Attractiveness Brand identication Word-of-mouth reports Brand loyalty
Attractiveness of brand personality
I tem 1 .86 (7.52)
I tem 2 .86 (7.54)
I tem 3 .84 (7.40)
Brand identication
I tem 1 .75 (8.78)
I tem 2 .54 (5.95)
I tem 4 .76 (8.98)
I tem 5 .80 (8.76)
I tem 6 .55 (6.08)
Word-of-mouth reports
I tem 2 .84 (8.76)
I tem 3 .77 (8.45)
Brand loyalty
I tem 1 .73 (6.60)
I tem 2 .74 (6.66)
I tem 3 .79 (6.91)
GFI = .91, AGFI = .86, RM SR = .05, NFI = .89, CFI = .97;
2
= 102.59, df = 80, p = .05.
a
See Table 2 for the numbered items.
Table 4. Factor loadings (t values) from the
conrmatory factor analysis of antecedent
variables
Self-expressive
Factors
a
value Distinctiveness
Self-expressive value
1 .91 (13.10)
2 .91 (13.06)
3 .81 (10.84)
Distinctiveness
1 .71 (3.53)
3 .53 (3.29)
GFI = .95, AGFI = .89, RM SR = .06, NFI = .95, CFI = .98;

2
= 28.02, df = 17, p = .05.
a
See Table 2 for the numbered items.
04_Kim 07/09/2001 11:59 am Page 203 (Black plate)
Implications for marketing strategies
Some strategic implications of this empirical
study are as follows. First, it is necessary for
rms to develop efcient communication
methods in order to launch a distinctive and
attractive brand personality. Communication
plays a vital role in creating and maintaining
brand personality. Unlike foreign examples,
there are few Korean cases in which brand
personality is consistently created. This re-
quires not only communication strategies but
also other activities such as the rms com-
munity service and consumer support activities.
However, many companies fail because they
emphasize and focus only on short-term goals
by responding ad hoc or emulating other
companies strategies. Therefore, the effective
use of brand personality (uniquely and in such
a way that the brand helps people enhance
their self-expression) can increase brand
loyalty and word-of-mouth reports. Usually,
brand personality is created by various
activities such as marketing communication,
sales promotion, social contribution, and
public relations. Therefore, brand personality is
not easily created, but once created it tends to
have a long life.
The results of this study have an important
theoretical implication, concerning the relation-
ship between brand and consumer. Recently,
with the increasing number of I nternet users,
more businesses have been focusing on customer
relationship management (CRM). The develop-
ment of brand identication affects the building
of a relationship between brand and consumer.
I n other words, when brand personality seems
attractive, brand identication is created. I f
brand identication increases, then online con-
sumers will not so readily click away from the
brands website. Brand personality would also
204 C. K. Kim, D. Han, and S. B. Park
Japanese Psychological Association 2001.
Table 5. Correlation matrix of research constructs
M ean SD 1 2 3 4 5 6
1. Self-expressive value 3.58 1.49 1.000
2. Distinctiveness 4.41 1.12 .156* 1.000
3. Attractiveness 3.96 1.28 .760* .021 1.000
4. Brand identication 3.20 1.30 .378* .151* .326* 1.000
5. Word-of-mouth reports 3.42 1.53 .445* .109 .386* .411* 1.000
6. Brand loyalty 3.87 1.50 .323* .047 .424* .299* .588* 1.000
This table shows the correlation matrix used for the LI SREL analysis. Those who would like to replicate our analysis could
use the correlation matrix rather than the full data set.
* p .1.
Table 6. Results of model and hypotheses
Hypothesis Coefcient value t value

11
Self-expressive value Attractiveness .84 6.17* *

21
Distinctiveness Attractiveness .21 2.31* *

21
Attractiveness I dentication .56 4.61* *

31
Attractiveness Word-of-mouth reports .33 2.64* *

41
Attractiveness Brand loyalty .14 1.16

32
I dentication Word-of-mouth reports .38 3.00* *

42
I dentication Brand loyalty .11 0.88

43
Word-of-mouth reports Brand loyalty .74 4.08* *
GFI = .82, AGFI = .76, RM SR = .89, NFI = .80, CFI = .88;
2
= 275.04, df = 127, p = .00.
* * p .05.
04_Kim 07/09/2001 11:59 am Page 204 (Black plate)
help a website powerfully differentiate itself
from competing sites, although they are
necessarily similar to each other, physically and
functionally. I n short, developing and main-
taining brand identication through brand
personality helps consumers consider the
brand as their long-term companion. This kind
of long-term relationship with customers is the
main objective of CRM.
Academically, this study has the following
theoretical implications. Unlike previous
research, this study tested possible relationships
between the self-expressive value of brand
personality, distinctiveness of brand person-
ality, and attractiveness of brand personality.
Most of these relationships are supported by
the current data. I n short, careful management
of brand personality helps consumers to develop
a favorable image of the company.
Limitations and future research directions
This study makes an important theoretical
contribution to connect the concept of brand
personality with the theory of social identi-
cation. Nevertheless, it has some limitations.
First, this study focuses only on cellular
phones, and many other products categories
could have been tested for the same purpose.
One of the interesting future areas is to
examine the issue of brand identication in
relation to sports marketing, brand extension,
I nternet marketing, and so on. For example, a
consumers identication with the brand of
a company (or simply brand identication)
would be signicantly affected by the con-
sumers identication with the sports team or a
star player sponsored by the company.
Second, this study tested the relationship
between brand identication and brand loyalty/
word-of-mouth reports, but additional theoret-
ical relationships could be tested within the
same framework. For example, repurchasing
behavior or intention ofine (or revisit be-
havior or intention online) could be included in
a future study.
3
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3
We would like to thank one of the reviewers who
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(Received Jan. 17, 2001; accepted May 13, 2001)
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