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ABSTRACTThis paper documents the application of prior knowledge about response patterns in brand image data for private label (PL) brands. We investigate if a well‐known pattern about response level and usage experience also holds for PLs. The main finding is that advertised national brands (NBs) enjoy a higher level of knowledge amongst their non‐users than do PLs. We did not find this to be the case for small non‐advertised NBs and small PLs. The finding emphasises the importance of advertising for NBs to maintain their position. Well‐branded and appropriately scheduled advertising leads to building up brand associations in consumers' memory, which increases the probability of thinking about or noticing a brand. We suggest that the higher knowledge among NB non‐users is the main advantage NBs have over PLs in the market. We provide implications of the findings for managers and academia. Copyright © 2014 John Wiley & Sons, Ltd.

PurposeDespite the growing availability of scanner-panel data, surveys remain the most common and inexpensive method of gathering marketing metrics. The purpose of this paper is to explore the size, direction and correction of response errors in retrospective reports of category buying.Design/methodology/approachSelf-reported purchase frequency data were validated using British household panel records and the negative binomial distribution (NBD) in six packaged goods categories. The log likelihood theory and the fit of the NBD model were used to test an approach to adjusting the errors post-data collection.FindingsThe authors found variations in systematic response errors according to buyer type. Specifically, lighter buyers tend to forward telescope their buying episodes. Heavier buyers tend either to over-use a rate-based estimation of once-a-month buying and over-report purchases at multiples of six or to use round numbers. These errors lead to overestimates of penetration and average purchase frequency. Adjusting the aggregate data for the NBD, however, improves the accuracy of these metrics.Practical implicationsIn light of the importance of purchase data for decision making, the authors describe the inaccuracy problem in frequency reports and offer practical suggestions regarding the correction of survey data.Originality/valueTwo novel contributions are offered here: an investigation of errors in different buyer groups and use of the NBD in survey accuracy research.

AbstractThe aim of the paper is to investigate whether deviations from the double jeopardy pattern observed in brand buying (panel) data such as niche brands (brands with few users, but high levels of brand loyalty) and change‐of‐pace brands (brands with many users, but low levels of brand loyalty) correspond with deviations from the same pattern in brand image data (i.e. brand image associations gathered through consumer surveys). The analysis of a unique data set in three product categories including brand purchases and brand image associations from the same consumers and for the same brands shows that such deviations in brand buying data and in brand image data seldom correspond. Moreover, deviations from the double jeopardy pattern in brand image data are rare and imply the existence of an underlying impact of a brand's associative rate (i.e. the average number of associations a brand obtains in a brand image consumer survey) on brand loyalty (measured as the frequency of brand buying). These findings provide contribution to buyer behaviour theory and have practical implications for branding strategies. For instance, to obtain any impact on brand loyalty, marketers may need to develop branding strategies aimed at increasing a brand's associative rate, whilst maintaining or enlarging its level of market penetration. Copyright © 2015 John Wiley & Sons, Ltd.

The paper considers consumer brand rejection of 'green' and non-green brands. We find empirically that 'green' brands are not considered largely because they are unfamiliar, rather than being consciously rejected. Consumers do not think about these brands in a buying situation, suggesting that their single 'green' message is not enough to make it into the shoppers' consideration set. Additionally, not being 'green' was not a reason for rejection of non-green brands. These findings highlight the importance of brand advertising to build multiple, relevant memory structures for any brand, thereby increasing the probability of being thought of during a buying occasion.

AbstractThe pace of online shopping revenue growth means it is important for retailers and manufacturers to understand how consumers behave online compared with their behaviour in brick and mortar stores. We conducted a study in which the detailed behaviour of 40 shoppers was screen recorded while they each undertook an online shopping 'trip'. The shopping trip comprised purchasing a basket of 12 commonly bought grocery categories at one of two major retailers. The shoppers were all inexperienced in online grocery shopping. Results show that online grocery shopping is fast, even for these consumers who were new to it – half of the online shoppers spent less than 10 seconds purchasing from a category. This result is very similar to that of past studies in physical stores. Indeed, half of all the 12 item‐shopping trips took less than 10 minutes. Also, most purchases were made from the first category page displayed in the retailer's online store. Shoppers also consistently used the default display options chosen by the retailers but used a combination of navigational tools to find their products. We conclude that online shoppers do not behave differently from those offline in terms of time spent or effort expended. Online shopping, in the grocery context at least, seems to primarily reflect a desire for time efficiency on the part of the shopper. In that regard, online shopping seems very similar to in‐store shopping. The study begins the job of documenting shopper behaviour into this new channel and provides practical knowledge for retailers and manufacturers. Copyright © 2015 John Wiley & Sons, Ltd.