独特的品牌战略【外文翻译】.doc

1、 外文翻译 原文 Strategies for distinctive brands Material Source: Journal of Brand Management Author:Judith Lynne Zaichkowsky ABSTRACT Brand identity complements brand equity and it forms an important part of the strategic management of brands. Identity elements include a well-known brand name, logo, font

2、 type, symbols, colour, shape, as well as unique product and benefit descriptions. These different elements can contribute to distinct consumer perceptions of various brands in the marketplace and help to differentiate brands from competitors. Brand managers need to start with a vision of what they

3、want their brand to represent and then use the appropriate identity elements to build the brand. Some brand identity components may be influential to choice at the subconscious level of consumers, and therefore the understanding of individual psychological processes of perception and social meaning

4、is required by brand managers. Keywords: brand equity ; brand identity ; logos ; brand names ; packaging INTRODUCTION Much literature in the area of branding has focused on brand equity and its importance to strong brands. Although everyone agrees that understanding and creating brand equity is esse

5、ntial for marketing, very little academic attention is paid to understanding the importance of brand identity and its relation to brand equity and brand management. Brand identity is the visual picture and meaning derived from the visual impact of the brand. For the consumer to identify brands with

6、their respective manufacturers, the brands must be sold with distinctive features supplied by that particular manufacturer. Strong and unique links to one source is what complements and protects brands from being interchangeable in the marketplace. Brand differentiation, or identity, may be achieved

7、 through a well-known brand name, logo, typeface, symbol, colour, shape, distinctive design of the package or product, as well as product benefit descriptions known as unique selling points (USPs). Brand identity is an important component and complement to the brand equity model, and is not the same

8、 as brand equity. Brand identity may have nothing to do with the more abstract brand associations of awareness and loyalty, but it has a lot to do with the consumer s perception of the brand and its attributes, either real or imagined. These perceptions may shape the more affective and emotional lin

9、ks to a brand, as well as secondary links to product quality. A phrase made famous by Walter Landor can be summarized as, Products are produced in the factory, but brands are produced in the minds of the consumer . This is true because the costs of brand differentiation are in the initial stages and

10、 additional dollars spent on production and marketing, which may not be related to the quality or necessary benefits of the product. Take Grey Goose Vodka, for example, a relatively recent entrant to the US vodka market. Here, an unknown brand was elevated to international luxury status by linking i

11、tself to France, home of the luxury goods market, and by telling people, through advertising, that Grey Goose Vodka tastes better than other vodkas. France has no history or expertise in producing vodka. Advertising stating experts rated Grey Goose as the number one tasting vodka in the world provid

12、ed a USP, through concrete information for consumer decision making. This is a very good example of a perceived USP because vodka is rarely consumed pure , it is usually mixed with soda pop, fruit juices, vermouth, olives, orange slices and so on. How one could really taste vodka in a natural consum

13、er setting, to a point where a true differentiation can be made, is quite beyond rational reason. However, demand for Grey Goose Vodka skyrocketed and the brand was subsequently sold to Bacardi for US $ 2 billion. This is an example of the marketing skill of brand differentiation and positioning by

14、Sidney Frank, who then turned to the tequila and wine markets at the age of 85 years. The purpose of this article is to review the various components of brand names, logos / symbols, typefaces, colours, shapes, and product-benefit descriptions that help create distinctive and differentiated brands i

15、n the minds of consumers. Examples are drawn from industry and the academic literature, which at times goes far beyond marketing, and include design elements and perceptual processing. The goal is to provide businesses and brand managers with the idea of an identity programme through a coordinated e

16、ffort to relate all of the visible elements that the brand uses. These include brand names, logos / symbols, typeface, colours, shapes and product benefit descriptions used in advertising, package, product identification, publications, letterheads and websites. BRAND NAMES As consumers rely heavily

17、on brand names to identify goods and services for purchase, it is important for brand owners to select a name that is distinct when they want their brand to stand out in the marketplace. The kind of name selected for identifying one s goods might range from the following: (1) strong distinctive coin

18、ed letter combinations that have no meaning whatsoever, for example, ACCENTURE for business consulting; (2) less strong inherently distinctive words that have a meaning in English but have no reference or relationship to the goods or services associated with the mark, for example, CREST for toothpas

19、te; (3)relatively weak inherently distinctive words that are suggestive rather than descriptive of the character or quality of the goods or services, for example, SUNKIST for oranges and (4) weak inherently distinctive words that describe, but arguably do not clearly describe the character or qualit

20、y of the goods or services associated with the mark, for example, GARDENFRESH for frozen vegetables. There is some evidence that consumer judgments associated with descrip tive versus non-descriptive brand names vary with the product category. For example, low involvement products, such as household

21、 cleaners, that had descriptive brand names were consistently rated as higher quality, more effective, more positive and more likely to be purchased than those brands with non-descriptive names. One might think of the success of the SWIFFER floor cleaner from Procter and Gamble. The name SWIFFER is

22、close to sweep and swift. The consumer easily interprets the name as meaning quick easy cleaning. Therefore, SWIFFER is a good descriptive name for this low-involvement product category because the consumer does not want to think about a brand choice within a product category that carries little aff

23、ect and seems unworthy of the time spent on a decision. Recently, researchers have focused on more nuanced aspects of brand names such as phonetic effects, naming of brands by colour and flavour and semantic associations. Subtle effects for consumer perceptions and choice were found for all of these

24、 studies. However, these same subtle effects for brand attitudes and perceptions might not be found for such brand names for high-involvement products (for example, computers). For high-involvement products, consumers look initially beyond the brand name and focus on inherent attributes that are cen

25、tral to the quality assessment of the product. For these products, the consumer wants more information about the brand, and will then evaluate that information to form beliefs about the brand. Therefore, brand names serve different purposes for low- and high-involvement product categories, especiall

26、y for new brands where no history of the brand name exists. Regardless of the type of brand name that is desired by the company, the objective is to have the brand name linked to only the goods of the owner of the name. This distinctiveness is accomplished over time through extensive advertising wit

27、h quality products, service and image building. DEVELOPING UNIQUE BRAND NAMES: A CASE STUDY OF EXXON There are many consulting companies that specialize in creating new brand names. Some of these firms are worldwide, charging hundreds of thousands of dollars to develop brand names, which will work g

28、lobally. The amount of time, research, effort and money that goes into the selection of a good brand name is demonstrated by the classic case of Standard Oil, New Jersey. Standard Oil had four other company names at this time (Esso; Enco; Enjay and Humble) and sought only one name to build its ident

29、ity. The company s objectives were to select a brand name that was easily identified on a worldwide basis, available and appropriate for use on a wide range of products; would convey a desirable image for all audiences; and would be free from legal restrictions on usage. Consumer analysis and resear

30、ch suggested that the new name should have no meaning at all and be very simple. The search for a new name began with a team of linguistic experts, a leading graphic design firm, a battery of lawyers and a computer. The computer search generated 10 000 words of four and five letters. More consumer r

31、esearch and testing reduced the number of names to 234. The Committee then cut that list to 16 for further testing. Six names, including two existing trademarks (Enco and Enjay), were selected for final testing worldwide in 56 languages that are spoken by more than 5 million people. As a result, the

32、 two existing company names were eliminated: Enco, which meant stalled car in Japanese, and Enjay, which had translation problems in Chinese. EXXON became the clear choice for both company and brand name. The research indicated that it conveyed the idea of a large international enterprise, and portr

33、ayed the petroleum and chemical business in a way that was significantly superior to others. EXXON is easy to pronounce and remember, and it has no meaning in any language. BRAND NAMES FOR INNOVATIVE PRODUCTS If a company is first in the market, it can reap profits by having a brand so well known th

34、at all other similar products become known by the original s brand name. Manufacturers often view this as an ideal situation as consumers often end up buying the brand because they are unsure whether competing products are of the same quality. The cost of this success is that consumers may use the o

35、riginal brand name as the name for the product category, for example THERMOS for a container to hold hot beverages, JELL-O for gelatin desserts, or KLEENEX for tissues. Over time, some consumers may not realize that these are brand names. Taylor and Walsh call this genericide , or the threat of the

36、brand name being used as a generic term. Research by Simonson and Oakenfull and Gelb 15 point out the difficulty of such brand names, but the brand manager can take steps to prevent genericide. First, they can use the trademark as a descriptive adjective, such as ROLLARBLADE in-line skates or I-POD

37、MP3 player. A trademark identifies a particular brand of some product; hence, grammatically, it is an adjective. It is not the name of the product itself and it is not a noun. Second, a company can make sure the media uses the trademark properly to ensure the consumer recognizes the brand name as a

38、trademark. In other words, firms should use the trademark notice in advertising and labelling, for example, BLACKBERRY . Third, companies need to display the mark with some form of special typographical treatment. In summary, companies that launch new product brands should: (1) actively pursue any m

39、isuse of their brand name; (2) differentiate their product on more than brand name; and (3) extend the brand name to other related product categories. Successfully protecting one s brand name involves much more than attention to the brand name; it may involve a whole company strategy. TYPEFACE / FON

40、TS USED FOR THE BRAND One aspect that seems so minor, but is extremely important, is the type of font used to represent the company name. NAME-IT is a company in California that creates a selection of names from which clients can choose to fit their marketing criteria. In Figure 1, the various names

41、 and fonts for a new caf are displayed. One can see that the choice of name and font seems to be unlimited, and the best choice to represent the brand might be a difficult decision. The type of font used by a brand can be compared to different handwriting styles and their link to personality traits.

42、 16 Early research on fonts showed different typefaces were found to vary in perceived abstract qualities. 17 Century Bold was perceived to represent economy and strength, whereas Garmond Italics was perceived more exclusive and luxurious. Further research by Osgood 18 found italics to be associated

43、 with activity and bold to be associated with potency. Lewis and Walker 19 investigated the consequences of using the appropriate font, as images (or font) and words give parallel routes to meaning of the stimulus. They found people s response times are faster when the font is appropriate for the wo

44、rd being presented (for example, fast versus fast and strong versus strong ). Therefore, there are behavioural consequences to font word pairing in reaction times and perceptual fluency. The relationship between brand name and font style on choice was applied to the product category of chocolates (a

45、 low involvement affective product) by Doyle and Bottomly. They selected two equal brand names for the boxes of chocolates, namely Temptation and Indulgence. Then they selected two different fonts to write the brand names, Salem and Signet Roundhand. In a two-by-two experiment, they crossed font typ

46、e and brand name. They found no effect for brand name; that is, there was no difference in the number of people choosing chocolates when named either Temptation or Indulgence. But an effect was found for font type. Seventy-five per cent of the people chose the chocolates when the brand name (either

47、Indulgence or Temptation) was presented in the Signet Roundhand, and only 25 per cent chose the chocolates when the font of the brand name was in Salem . Subconsciously, more people were drawn to the name when it was in italics, as this font style is more congruent with the affective nature of the p

48、roduct category. From the research, it can be concluded that fonts generate their own connotative meaning. The font style used needs to match the company image (for example, innovative versus traditional), the product involvement category (low versus high; affective versus cognitive) and the message

49、 of the brand (for example, exclusive versus inclusive). Businesses also need to adopt a coherent font policy to cover current and possible future brand extensions. In some cases, the font chosen can represent a symbol to the customers and define the company s visual image. For example, the well-known script of Coca-Cola is used to enhance the identity of the brand and build market share. LOGOS Although brand names are central to the identity of the brand, the name itself may not be enough to be distinctive. The company must also think about ho