Co-Branding Arrangements and Partner Selection: A conceptual Framework and Managerial Guidelines
Authors
Published
Journal of Academy of Marketing Science,
2
ed., vol.
42, pp.
103–118,
July (3rd Quarter/Summer)
2013
Abstract
Cobranding, the strategy of marketing brands in
combination, has received increasing attention from academics and practitioners alike. This study examines two cobranding decisions facing a firm: the cobranding structure and the election
of a partner. Propositions rooted in the theories of attribution and categorization posit (a) how the levels of cobranding integration, exclusivity, and duration influence brand evaluation and consideration and (b) how consistency with the partner brand in hedonic attributes, complementarity in functional attributes, and brand breadth moderate the effect of partnership
structure. Higher integration or longer duration likely has a greater impact on evaluation and consideration; an exclusive arrangement has a greater effect on evaluation but lowers consideration. For managers, these propositions are directly applicable; the outcomes of brand evaluation and consideration map onto the strategic goals of brand development and market
development, respectively.
