MARKETING MANAGEMENT 12TH EDITION BY KOTLER AND KELLER
LECTURE NOTES
CHAPTER 9
Prof. dr. Teoman Duman
Student: Irfan Djedović
CREATING BRAND EQUITY
Every business has a brand! Why? Because your brand is your business™!
In this chapter we will address the following questions:
1. What is a brand and how does branding working?
2. What is brand equity?
3. How is brand equity built, measured managed?
4. What are the important decisions in developing a branding strategy?
What Is Brand Equity?
Brand - a name, term, sign, symbol, or design, or a combination of them, intended to identify
the goods or services of one seller or group of sellers and to differentiate them from those of
competitors.
A brand is thus a product or service that adds dimensions that differentiate it in some way
from other products or services designed to satisfy the same need.
Branding has been around for centuries as a means to distinguish the goods of one producer
from those of another.
Functional, rational, or tangible—related to product performance
Symbolic, emotional or intangible—related to what the brand represents
The Role of Brands
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The ability of a brand to simplify decision making and reduce risk is invaluable;
Brands also perform valuable functions for firms;
Simplify product handling or tracing;
Help to organize inventory and accounting records;
Offers the firm legal protection for unique features or aspects of the product;
Intelectual property;
Brands can signal a certain level of quality so that satisfied buyers can easily choose
the product again;
Brand loyalty provides predictability and security of demand;
Loyalty also can translate into a willingness to pay a higher price—often 20 to 25
percent more;
Competitive advantage;
Sustained future revenues to their owner.
The Scope of Branding
How do you „brand“ a product?
Branding is endowing products and services with the power of a brand.
Marketers need to teach consumers:
"who" the product is;
"what" the product does; and
"why" consumers should care.
It is all about making differences between products.
Defining Brand Equity
Brand equity is the added value endowed to products and services.
Customer-based brand equity can be defined as the differential effect that brand knowledge
has on consumer response to the marketing of that brand.
Positive customer-based brand equity - when consumers react more favorably to a product
and the way it is marketed when the brand is identified as compared to when it is not
Negative customer-based brand equity - if consumers react less favorably to marketing
activity for the brand under the same circumstances.
Brand knowledge consists of all the thoughts, feelings, images, experiences, beliefs, and so
on that become associated with the brand.
In particular, brands must create strong, favorable, and unique brand associations with
customers, as has been the case with Volvo (safety), Hallmark {caring), and Harley-Davidson
{adventure).
List that summarizes some of these key benefits of brand equity:
 Improved Perceptions of Product Performance
 Greater Loyalty
 Less Vulnerability to Competitive Marketing Actions
 Less Vulnerability to Marketing Crises
 Larger Margins
 More Inelastic Consumer Response to Price Increases
 More Elastic Consumer Response to Price Decreases
 Greater Trade Cooperation and Support
 Increased Marketing Communications Effectiveness
 Possible Licensing Opportunities
 Additional Brand Extension Opportunities
Brand Equity as a Bridge
The quality of the investment in brand building is the critical factor, not necessarily the
quantity.
Brand promise is the marketer's vision of what the brand must be and do for consumers.
ex: Burger King
Brand Equity Models:
 Brand asset valuator
 Aaker model
 Brandz
 Brand resonance
Building Brand Equity
Marketers build brand equity by creating the right brand knowledge structures with the right
consumers.
There are three main sets of brand equity drivers:
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The initial choices for the brand elements or identities making up the brand (e.g.,
brand names, URLs, logos, symbols, characters, spokespeople, slogans, jingles,
packages, and signage).
The product and service and all accompanying marketing activities and supporting
marketing programs.
Other associations indirectly transferred to the brand by linking it to some other entity
(e.g., a person, place, or thing)
Choosing Brand Elements
Brand elements are those trademarkable devices that serve to identify and differentiate the
brand.
The test of the brand-building ability of these elements is what consumers would think or feel
about the product if they only knew about the brand element.
ex: Nike
Brand element choice criteria:
 Memorable
 Meaningful
 Likeability.
 Transferable.
 Adaptable
 Protectible
Designing Holistic Marketing Activities
A brand contact can be defined as any information-bearing experience a customer or prospect
has with the brand, the product category, or the market that relates to the marketer's product or
service.
Activities
 Personalization
 Integration
 Internalization
Leveraging Secondary Associations
Measuring Brand Equity
An indirect approach - assesses potential sources of brand equity by identifying and tracking
consumer brand knowledge structures.
A direct approach - assesses the actual impact of brand knowledge on consumer response to
different aspects of the marketing.
A brand audit is a consumer-focused exercise that involves a series of procedures to assess
the health of the brand, uncover its sources of brand equity, and suggest ways to improve and
leverage its equity.
Brand-tracking studies are a means of understanding where, how much, and in what ways
brand value is being created.
Brand Valuation
Brand equity is not same as brand valuation.
Brand valuation is estimating the total financial value of the brand.
John Stuart, co-founder of Quaker Oats, said: "If this business were split up, I would give
you the land and bricks and mortar, and I would take the brands and trade marks, and I
would fare better than you."
1.
2.
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4.
5.
6.
7.
8.
9.
10.
Coca-cola
Microsoft
IBM
GE
Intel
Nokia
Toyota
Disney
McDonald's
Mercedes-Benz
67,00
56,93
56,20
48,91
38,32
30,13
27,94
27,85
27,50
22,13
Managing Brand Equity
Brand Reinforcement
Brand equity is reinforced by marketing actions that consistently convey the meaning of the
brand to consumers in terms of:
(1) What products the brand represents; what core benefits it supplies; and what needs it
satisfies; as well as
(2) How the brand makes those products superior and which strong, favorable, and unique
brand associations should exist in the minds of consumers.
Brand Revitalization
Changes in consumer tastes and preferences, the emergence of new competitors or new
technology, or any new development in the marketing environment could potentially affect
the fortunes of a brand.
The first thing to do in turning around the fortunes of a brand is to understand what the
sources of brand equity were to begin with.
 Positive associations
 Negative associations
ex: Harley Davidson
Devising a Branding Strategy
The branding strategy for a firm reflects the number and nature of common and distinctive
brand elements applied to the different products sold by the firm.
Devising a branding strategy involves deciding the nature of new and existing brand elements
to be applied to new and existing products.
When a firm introduces a new product, it has three main choices:
1. It can develop new brand elements for the new product.
2. It can apply some of its existing brand elements.
3. It can use a combination of new and existing brand elements.
When a firm uses an established brand to introduce a new product, it is called a brand
extension.
When a new brand is combined with an existing brand, the brand extension can also be
called a sub-brand
An existing brand that gives birth to a brand extension is referred to as the parent brand.
If the parent brand is already associated with multiple products through brand extensions, then
it may also be called a family brand.
In a line extension, the parent brand is used to brand a new product that targets a new
market segment within a product category currently served by the parent brand, such as
through new flavors, forms, colors, added ingredients, and package sizes
In a category extension, the parent brand is used to enter a different product category
from that currently served by the parent brand.
A Brand line consists of all products—original as well as line and category extensions— sold
under a particular brand.
A Brand mix is the set of all brand lines that a particular seller makes available to buyers
Branded variants are specific brand lines supplied to specific retailers or distribution
channels.
A licensed product is one whose brand name has been licensed to other manufacturers who
actually make the product.
Branding Decisions
To Brand or Not to Brand?
Four general strategies are often used:
 Individual names;
 Blanket family names;
 Separate family names for all products;
 Corporate name combined with individual product names.
Brand Extensions
Recognizing that one of their most valuable assets is their brands, many firms have decided to
leverage that asset by introducing a host of new products under some of their strongest brand
names.
Most new products are in fact line extensions—typically 80 to 90% in any one year.
ex:
Advantages of brand extensions:
 New-Product Success
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Positive Feedback Effects
Disadvantages of brand extensions
Brand dilution
Brand Portfolios
All brands have boundaries—a brand can only be stretched so far. Multiple brands are often
necessary to pursue multiple market segments.
Other reasons for introducing multiple brands in a category include:
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To increase shelf presence and retailer dependence in the store;
To attract consumers seeking variety who may otherwise have switched to another
brand;
 To increase internal competition within the firm; and
 To yield economies of scale in advertising, sales, merchandising, and physical
distribution.
The brand portfolio is the set of all brands and brand lines a particular firm offers for sale to
buyers in a particular category.
Customer equity
We can relate brand equity to one other important marketing concept, Customer equity.
Customer equity - „ The sum of lifetime values of all customers“.
Strongest brends in 2010 on the former Yugoslavia teritory (22 million people):
 Coca-cola
 Milka
 Argeta