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University of Kentucky University of Kentucky
UKnowledge UKnowledge
Theses and Dissertations--Retailing and Tourism Management Retailing and Tourism Management
2014
Brand Analyses of Global Brands Versus Local Brand in Indian Brand Analyses of Global Brands Versus Local Brand in Indian
Apparel Consumer Market Apparel Consumer Market
Aniket Sengupta University of Kentucky, [email protected]
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Recommended Citation Recommended Citation Sengupta, Aniket, "Brand Analyses of Global Brands Versus Local Brand in Indian Apparel Consumer Market" (2014). Theses and Dissertations--Retailing and Tourism Management. 6. https://uknowledge.uky.edu/mat_etds/6
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REVIEW, APPROVAL AND ACCEPTANCE REVIEW, APPROVAL AND ACCEPTANCE
The document mentioned above has been reviewed and accepted by the student’s advisor, on
behalf of the advisory committee, and by the Director of Graduate Studies (DGS), on behalf of
the program; we verify that this is the final, approved version of the student’s thesis including all
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above.
Aniket Sengupta, Student
Dr. Min-young Lee, Major Professor
Dr. Scarlett Wesley, Director of Graduate Studies
BRAND ANALYSES OF GLOBAL BRANDS VERSUS LOCAL BRAND IN INDIAN
APPAREL CONSUMER MARKET
_______________________________________
THESIS _________________________________
A thesis submitted in partial fulfillment of the
requirements for the degree of Master of Science in the College of Agriculture
at the University of Kentucky
By
Aniket Sengupta
Lexington, Kentucky
Director – Dr. Vanessa Jackson, Professor of
Merchandising, Apparel and Textiles
Lexington, Kentucky
2014
Copyright © Aniket Sengupta 2014
ABSTRACT OF THESIS
BRAND ANALYSES OF GLOBAL BRANDS VERSUS LOCAL BRAND IN INDIAN
APPAREL CONSUMER MARKET
The purpose of this study was to conduct brand analyses on global brands in comparison to local retailers in India taking into account the regional differences and Indian consumers’ affinity towards global brands. The study has derived its conceptual framework from previous work done by Lee, Knight, and Kim (2008) and Bhardwaj, Kumar and Youn-Kyung (2010) with some added attributes. Quantitative data included a sample of 194 subjects where the sampling was conducted randomly as well as the involvement of convenient method to analyze the brands in real-world scenario. The survey involved the questionnaire which was utilized in previous researches and analyzed under the light of statistical treatment. The results confirm the importance of global brands (influence of European brand over American brand) over local brand in the Indian apparel consumer market.
KEYWORDS: Apparel, Brand, Affinity, Globalization, India
Aniket Sengupta
07/21/2014
BRAND ANALYSES OF GLOBAL BRANDS VERSUS LOCAL BRAND IN INDIAN
APPAREL CONSUMER MARKET
By
Aniket Sengupta
_____Dr. Min-young Lee______ Director of Thesis
Dr. Scarlett Wesley_______
Director of Graduate Studies
_________July 21, 2014_____ ____
In memory of Dida, Dadu and Mama
ACKNOWLEDGEMENTS
The completion of this thesis would never been possible without the loving
guidance and support from a lengthy list of academic faculty members, family, and
friends. A massive thank you goes to my thesis advisor Dr. Min-young Lee, for not only
helping me through entire aspect of this thesis process, but for being an enriching role
model and friend during my years at the department. I would also like to thank Dr.
Scarlett Wesley and Dr. Jason Swanson for being on my committee and helping me
throughout and opening email inboxes for my multiple questions. Without their guidance
my thesis would be incomplete. A special thank you also belongs to Dr. Kimberly Miller-
Spillman, Ms. Mika Pryor and Dr. Susan Michelman, for all the opportunities they
awarded me and always having a supportive outlook. A huge sense of appreciation and
heartfelt gratitude to my department chair Dr. Vanessa Jackson, her help has been just so
inspiring for me. My greatest supporter has been Dr. Ann Vail and Mr. Gary Schaeffer –
thanks always for being my second family.
I want to first thank my Papa, Mom, my wonderful cousins – Averi, Sounak,
Syamantak, Anirban, Mahua, Koushik and Prasenjit, my inspiring family – Arijeet,
Deepali, Lina and Sujit, lovely childhood friends – Antu, Jayeeta and Arkadyuti for
always keeping faith in me and telling me this day would come soon. To Debanjan,
Mary, Rohith, Sanjay, Amoha, Rajeev, Brent, Nandita, Mr. Kar, Mallory, Shawn, Adam,
Thomas, Tabitha, Anil, Wade, and Kyle I thank each of you for your unconditional
support and encouragement, without you all I would not have survived Graduate School.
iii
TABLE OF CONTENTS
Acknowledgments..............................................................................................................iii
List of Tables......................................................................................................................vi
List of Figures....................................................................................................................vii
Chapter One: Introduction Background.................................................................................................................3 Purpose of the study……………………………………………………………........5 Hypotheses..................................................................................................................5 Specific sub-objectives ..............................................................................................6 Justification ................................................................................................................9 Conceptual Framework…………………………………………………………….10 Assumptions and Limitations....................................................................................12 Summary ...................................................................................................................13 Chapter Two: Review of Literature Introduction………………………………………………………………………...15 Theory of Branding………………………………………………………………...16 Benefits of Branding……………………………………………………………….18 Expectation from Brands…………………………………………………………..19 Consumers’ Attachment to Brands………………………………………………...19 Consumer Satisfaction Measures…………………………………………………..20 Brand Analyses…………………………………………………………………….23 India – Country of Extremes…………………………………………………….....26 Global Brands in Indian Apparel Retail Market…………………………………...32 Regional Differences in the Choice of Brands…………………………………….36 Brands in the study………………………………………………………………...37 Previous studies on Country-Specific Apparel Brand Analyses…………………..39 Hypothesis Development…………………………………………………...41 Chapter Three: Methodology Introduction…………………………………………………………………………47 Research Design…………………………………………………………………....47 Research Method…………………………………………………………………...48 Brand Selection…………………………………………………………………….49 Instrument and Measures…………………………………………………………..49 Chapter Four: Results Introduction………………………………………………………………………..51 Sector – 1 Results………………………………………………………………….52 Sector – 2 Results………………………………………………………………….53 Sector – 3 Results……………………………………………………………….....54
iv
Sector – 4 Results………………………………………………………………….62 Sector – 5 Results………………………………………………………………….67 Summary…………………………………………………………………………..71 Chapter 5: Discussion & Conclusions Introduction…………………………………………………………………….....72 Sector – 3 Discussion……………………………………………………………..72 Sector – 4 Discussion……………………………………………………………..77 Limitations………………………………………………………………………..80 Conclusion………………………………………………………………………..80 Appendices Appendix A……………………………………………………………………....83 Appendix B……………………………………………………………………....90 References…………………………………………………………………………..91 VITA……………………………………………………………………………….101
v
LIST OF TABLES
Table 3.1, Measures…………………………………………………………….....50 Table 4.1, Reliabilities of the factors……………………………………………...54 Table 4.2, Results of repeat measure (split-plot) analysis………………………...55 Table 4.3, Estimated Marginal Means of Brands………………………………....55 Table 4.4, Results of Multi-group comparisons…………………………………..56 Table 4.5, Results of Multi-group comparisons…………………………………..62 of affinity for global brands Table 4.6, Estimated Marginal Means of Brands……………………………….....63 Table 4.7, Results of Paired Sample Analyses…………………………………….68 of Brands – Brand Specific Associations Table 4.8, Results of Paired Sample Analyses…………………………………….69 of Brands – General Brand Impressions Table 4.9, Results of Paired Sample Analyses…………………………………….70 of Brands – Brand Commitment
vi
LIST OF FIGURES
Figure 1.1 Retail in India………………………………………………………….3 Figure 1.2 Framework for Brand Analyses……………………………………....12 Figure 2.1 ASCI Customer Framework………………………………………….22 Figure 2.2 Customer Brand Equity Model……………………………………….23 Figure 2.3 Attributes of Brand Analyses ………………………………………..24 Figure 2.4 Size of Indian apparel retail market……………………………….....32 Figure 2.5 Share of Indian apparel retail market………………………………...32 Figure 2.6 International Fashion Brands in India………………………………..33 Figure 2.7 Global Retailers entry timeline in India……………………………...33 Figure 2.8 Country of Origin…………………………………………………….36 Figure 4.1 Frequency of shopping for study sample…………………………….53 Figure 4.2 Spend per season on clothing purchase for study sample……………53 Figure 4.3 Interaction plot of emotional value by region and brand type……….57 Figure 4.4 Interaction plot of perceived quality by region and brand type……...58 Figure 4.5 Interaction plot of brand awareness by region and brand type………59 Figure 4.6 Interaction plot of brand image by region and brand type…………...60 Figure 4.7 Interaction plot of brand loyalty by region and brand type…………..60 Figure 4.8 Interaction plot of purchase intention by region and brand type……..61 Figure 5.1 Regions of India………………………………………………………72
vii
Chapter – One
Globalization is the principal and most favorite slogan of brands and businesses
around the world. This concept has turned into a key idea for business theory and
practice, and also entered academic debates (Giddens, 1990). Globalization involves
economic integration of countries, the gradual transfer of policies across borders and the
transmission of knowledge ensuring a cultural stability (Larsson, 2001). The global
phenomenon has involved the interlacing of economic and cultural activity. Globalization
has heralded the onset of a borderless world (Ohmae, 1990). Globalization in the sense
of connectivity in economic and cultural life across the world has been growing for
centuries. We have also witnessed the rise and globalization of the idea of a ‘brand’.
Large corporations operate across many different countries by developing and marketing
products that can be just sold in New Delhi as well as in New York. Brands like Coca
Cola, Nike, Sony, and a host of others have become part of the fabric of vast numbers of
people's lives. Globalization involves the diffusion of ideas, practices and technologies.
“Globalization can thus be defined as the intensification of worldwide social relations
which link distant localities in such a way that local happenings are shaped by events
occurring many miles away and vice versa” (Giddens, 1990, p.64). It is something more
than internationalization and universalization. The phenomenon is not simply
modernization or westernization. It is not just the liberalization of markets but involves a
change in the way we understand geography and experience localness of a certain region.
Retail markets in developed countries such as the United States and Western
Europe have already reached a maturity stage, characterized by a slow population and
market saturation (Berner, Khermouch, & Pascual, 2001) and less space left for new
1
developments. These changing phenomena lead many retail conglomerates and firms to
expand towards rapidly developing countries to secure their position. For brands to strive
and expand their brands to global market, it is essential to understand consumer
preference for foreign and domestic brands based upon level of economic development,
ethnocentric bias, demographic characteristics of consumers, product type, and product
familiarity.
Countries like India, Brazil, China, and Indonesia have undergone a huge socio-
economic transformation over a short period of time due to income expansion and rising
trends of stable middle class (Kellogg Insight, 2012). These rising income groups are
potential buyers of various global brands with varying tastes and preferences (Eizenberg
& Salvo, 2012). Brands must be equipped with methods to impress these new consumer
segments – one of such methods is utilizing brand analyses to determine brand
awareness, brand impression, and brand commitment. Brand analyses involve properly
sizing up a business situation and ensuring the availability of long-term direction with the
establishment of appropriate objectives. Essentially also crafts an effective strategy for
further business development in a global market.
The choice for country in respect to the brand analyses in this study is India. India
is home to over 1.2 billion people (Census Bureau of India, 2011) and purchasing power
has significantly increased with the rise of middle-class enabling Indians to procure
various Indian and global brands more than ever. The Indian consumer market is very
attractive due to population size, increasing spending power and immense exposure to
media. The globalization of brands started in early 90s, when India opted for partially
free market-oriented economic policies (Rao, 1998; Bisaria, 2012) but there were many
2
problems associated which hampered the rapid growth of global brands. The recent
policy changes in foreign direct investment (FDI) into retail operations passed by the
Indian parliament has ushered in a new presence of global brands and created a renewed
interest in the Indian market (Chari & Madhav Raghavan, 2012).
The continental scale as well as the mix of languages and cultures makes India
complex but attractive as much as the European Union or maybe even more (Morell,
2012). India’s enormous consumer size makes it worth the effort put by global brands;
not an easy market to break into but for those who manage to thrive and survive – there
are surely some big profits to be won (Morell, 2012).
Background
Figure 1.1 Retail in India (2013)
As seen in the above Figure 1.1, the Indian consumer market is a crowded one with
many options. The competition is fierce and brands, both global and local need to be
adapt to the complexity of the Indian market. It has been noted that European origin
brands have significant market penetration and attracted consumers in India though
American brands entered the market early in the 1980s (Malviya, 2012). A brand like
3
Levi’s which has a nineteen year presence in the Indian market is rapidly losing ground
to European brands like Benetton. Benetton tend to attract the rising affluent young
Indian consumers with cheap price options and trendy designs which differentiate these
consumers from the older generations (Malviya, 2012). European brands entered the
Indian market in last decade and have followed more aggressive strategies for expansion
than their American counterparts (Morell, 2012). The rise of Indian brands like Flying
Machine, Killer, and Wills Lifestyle has increased the competition and the fight for
survival in the market. The immense need to analyze the market and to understand the
brand strategies of the brands irrespective of country of origin from a consumer point of
view gives rise to the need of this study.
Previous studies had limitation in accessing the broader sample demographics,
brands targeted in the research studies (Lee, Kumar & Kim, 2010; Bhardwaj, Kumar &
Kim, 2010), and so they have not adequately forecasted the effect of global brands on a
macro-economic level upon the Indian apparel retail market neither creating a possible
guideline for US origin brands to start expanding aggressively. India is an exception to
the rise and growth of global brands due to the presence of immense demographic
diversity and varying levels of consumer preferences when compared with other
emerging economies (Halepete & Iyer, 2008). Although consumers in developing
countries is not highly familiar with global brands before the brands actually enter the
market, they tend to become more loyal towards global brands compared to local brands
because of perception of better quality (Han & Qualls, 1985; Teas & Agarwal, 2000).
4
Purpose
This research study investigated two global brands (i.e., Benetton and Tommy
Hilfiger) and an Indian brand (i.e.,Wills Lifestyle). Each brand was analyzed by existing
brand analyses parameters (i.e., general brand impression, brand specific association, and
brand commitment) combined with two factors – difference in regions of India and
Indian consumers’ affinity towards global brands over local brands. The brands which
were chosen in this study are well known in India. Benetton is originally an Italian origin
brand, entered Indian market in 1991 and has steadily been growing with more and more
stores every year with solid profits (Knowledge@Wharton, 2013). Tommy Hilfiger, one
of the American fashion retail icons came to India in 1997 and has been growing through
multi-brand outlets and standalone stores (Afonso, 2012). Wills Lifestyle is India’s most
admired brand owned by ITC (Indian Tobacco Corporation). The company is a big player
in the Indian market operating various retail formats and accredited by Superbrands
Council of India.
Hypotheses
The study analyzed global and local apparel brands in the Indian market in the
parameters of general brand impression, brand specific association, and brand
commitment.
Hypotheses are developed to determine whether –
• Indian consumers’ responses to brand analyses components differ among global
brands and the local brand in respect to difference in regions.
5
• The impact of Indian consumers’ affinity towards global products on their
responses to brand analyses components differs among global brands and the
local brand.
Specific sub – objectives
Objective I - To examine brand emotional value and perceived quality of American
brand, European brand and local brand.
Brand-specific association has been linked to the feature and attribute that makes
consumers more associated with a brand or brand and makes it distinct from other brands
or brands (Dillon et. al., 2001). As proposed by Lee et al. (2008), perceived quality and
emotional value are the two major dimensions of brand-specific association as they form
critical factors in product perception. Emotional value in respect to global brands in
Indian market can be defined as the amount of value that relates to consumers’ feeling for
a certain brand (Sheth, Newman & Gross, 1991; Barnes & Mattsson, 2008). Perceived
quality can be simultaneously defined as consumers’ subjective evaluation of superiority
of certain brand over others (Rigaux-Bricmont, 1982; Zeithaml, 1988).
• Hypothesis 1a: Indian consumers will give higher ratings on emotional value
and perceived quality to the European brand than the American brand and the
local brand based on regional differences.
• Hypothesis 1b: Indian consumers will give higher ratings on emotional value
and perceived quality to the American brand than the European brand and the
local brand based on regional differences.
• Hypothesis 2a: Indian consumers with affinity towards global brands will give
higher ratings on emotional value and perceived quality to the European
6
brand, while they give lower ratings on emotional value and perceived quality
value to the American brand and the local brand.
• Hypothesis 2b: Indian consumers with affinity towards global brands will give
higher ratings on emotional value and perceived quality to the American
brand, while they give lower ratings on emotional value and perceived quality
value to the European brand and the local brand.
Objective II – To examine brand awareness and brand image of American brand,
European brand and local brand.
The conceptual framework for creation of the term general brand impressions
with two attributes - brand awareness and brand image was done in a previous study
(Keller, 1993). Brand awareness in relation to global brand can be defined as recognition
of brand name through visual representation (i.e., logo or ad jingle) (Hoyer & Brown,
1990; Rossiter & Percy, 1987). Brand image can be identified with consumers’
perception about a certain brand or brand, whether positive or negative (Dobni &
Zinkhan, 1990; Hofstede, 2007). This study is comparing the level of consumer brand
awareness and image ranging from American brand to European brand with a local brand
with prior consideration that an Indian consumer will have more favorable attitude
towards global brands (Suh & Smith, 2011).
• Hypothesis 3a: Indian consumers will give higher ratings on brand awareness
and brand image to the European brand than the American brand and the local
brand based on regional differences.
7
• Hypothesis 3b: Indian consumers will give higher ratings on brand awareness
and brand image to the American brand than the European brand and the local
brand based on regional differences.
• Hypothesis 4a: Indian consumers with affinity towards global brands will give
higher ratings on brand awareness and brand image to the European brand,
while they give lower ratings on brand awareness and brand image value to
the American brand and the local brand.
• Hypothesis 4b: Indian consumers with affinity towards global brands will give
higher ratings on brand awareness and brand image to the American brand,
while they give lower ratings on brand awareness and brand image value to
the European brand and the local brand.
Objective III - To examine brand loyalty and purchase intention of American
brand, European brand and local brand.
The enduring desire to maintain a value-oriented and symbiotic relationship with a brand
is defined as brand commitment (Traylor, 1981; Coulter et al., 2003). Brand commitment
has been linked with two attributes – brand loyalty and purchase intentions (Moorman et
al., 1992). Brand loyalty has been referred to as a continuous long-term attachment to a
brand which acts as an important strategy for brands to achieve a competitive advantage
in the particular market (Sirdeshmukh et al., 2002). Purchase intention can be referred to
as consumers’ tendency to procure specific brands in comparison to other existing brands
in a routine manner (Yoo et al., 2000).
8
• Hypothesis 5a: Indian consumers will give higher ratings on brand loyalty and
purchase intentions to the European brand than the American brand and the
local brand based on regional differences.
• Hypothesis 5b: Indian consumers will give higher ratings on brand loyalty and
purchase intention to the American brand than the European brand and the
local brand based on regional differences.
• Hypothesis 6a: Indian consumers with affinity towards global brands will give
higher ratings on brand loyalty and purchase intention to the European brand,
while they give lower ratings on brand loyalty and purchase intention value to
the American brand and the local brand.
• Hypothesis 6b: Indian consumers with affinity towards global brands will give
higher ratings on brand loyalty and purchase intention to the American brand,
while they give lower ratings on brand loyalty and purchase intention value to
the European brand and the local brand.
Justification
Most of the globalization research efforts have concentrated on the economic and
industry conditions that influence investment and business decisions in India, less
research has focused on Indian consumers. With several global and domestic brands
competing in India’s competitive apparel retail market, the success of marketing
strategies for both global and domestic brands can emanate from consumer perceptions of
these brands available in India. There are also many global brands which have not
formally entered the Indian market but have considerable presence through discount
online websites. The challenge for global brands is to understand how to compete
9
successfully against local brands by offering brands that act as a symbol of modernity and
good life to Indian consumers (Ger & Belk, 1996). The higher level of brand awareness
among Indian consumers can influence their selection or choice of brand during purchase
process, and hence benefit global brands by increased sales and more retail store space.
This study would help global brands specifically the American brands to reach out to all
segments of Indian consumer and in future to gain a foothold in the market. The domestic
brands if they received lower ratings after the study can learn from their mistakes which
will help them to boost consumer confidence by offering quality products which are
equivalent to those global brands but at a lower price as Indian consumers are very price-
sensitive (Mishra, 2010; Kuruvilla & Joshi, 2010; Prasad & Aryasri, 2011). As the
sampling is random in this study, so it is hoped that more and more consumers from
various demographics will be covered to give a real-world picture of effect of the
presence of apparel brands in India.
Conceptual Framework
Retail in India has emerged as one of the most vibrant and fast paced industries,
accounting for over 10 percent of the country’s GDP and 8 percent of total employment
(UKBIC, 2011). India’s retail market is projected to grow at a rate of 12 percent per
annum to reach $543 billion in 2014 (IBEF Annual Report, 2012).
Strong fundamental economic growth, the mushrooming population, increasing
disposable income, an expanding middle and upper class consumer base and the large
scale construction of organized retail infrastructure are key factors driving this growth,
making India the world’s fifth largest retail destination (AT Kearney, 2006). Despite this,
India’s venture into the organized retail space is still at an evolutionary level indicating
10
that the opportunity in India for global brands remains immense (Sikhri & Wadhwa,
2012).
In order to succeed in the Indian market, US/European brands need to understand
her diversity and uniqueness and accordingly adapt and reinvent their brands to fit the
tailored requirements of the sensitive Indian consumer (UKBIC, 2011). Replicating a
one-size-fits-all global model will not be a successful approach where India is concerned.
More often than not, US/European brands have the aspiration to customize their model
for India but lack the confidence to do so and therefore opt for the safer option which
does not always work (Technopak Survey, 2010).
The identity of a region refers to those differentiating physical, cultural and
historical features that make one region different from another (Paasi, 2002). Regional
identity refers to the extent to which people identify themselves with the region’s
practices, discourses and symbols (Paasi, 2002). This regional difference in Indian
context enables us to start the research which correlates with attitudes towards a global
brand versus Indian brand. Attitudes towards global brands stems from functionality of
product, design variations and need for uniqueness (Sheth, Newman & Gross, 1991).
India has many cosmopolitan cities and regions, the need and positive attitude for global
brands arises from this cosmopolitanism (Cleveland, Laroche & Papadopoulos, 2009).
The other regions might not be influenced by global trends, so their shopping preferences
are rather limited (Steenkamp & Gielens, 2003). Studies have revealed that affinity
towards global brands is related to brand preference (Kotler & Armstrong, 2006;
Grundey, 2006 and Rajput et.al, 2012). The framework represented in Figure 1.2
addresses the concept that regional differences in India have an effect on choice of brands
11
among Indian consumers. Another aspect of this framework touches on the favorable
attitude of Indian consumers towards global brands over local brands which would
determine brand preferences.
Figure 1.2 Framework for Brand Analyses
Assumptions and Limitations
Assuming the growing trend of apparel consumption among Indian consumers,
this study attempts to find out brand loyalty among various demographics. The
assumptions about the growth of economy, growth of retail space, rising income levels
and presence of young population is made from various surveys and researches done by
Confederation of Indian Industries, AC Nielsen, A.T. Kearney and Cushman &
Wakefield over the decade. Prior research on globalization and branding has examined
consumers’ evaluation and purchase intention of foreign products, mainly focusing on
quality factors (Aaker & Jacobson, 1994; Bandyopadhyay, 2001; Batra et al., 2000;
Gaedeke, 1973).
Brand commitment Brand Loyalty
Purchase Intention
General brand impressions Brand Awareness
Brand Image
Brand-specific associations Emotional Value Perceived Quality
Affinity towards
Global Products
Region
12
The limitations are primarily on the access to various types of demographics and
covering all big cities and large towns. This particular research attempted to cover three
metropolitan cities and five large towns. Thus future research can generalize the sample
more and cover all the states and even small towns and some semi-urban localities to get
the exact picture about the perception of Indian consumers toward global and domestic
apparel brands. Replication of this study in comparison with other rapidly developing
countries can be undertaken to set up a guideline to be followed when a global brand is
trying to enter a new market.
Summary
The research emanates from the term “globalization”. Globalization has been a
defining objective of the 21st century, but seeds of this phenomenon were laid in the
earlier centuries. Globalization gave rise to various brands, internationalization of brands
started as more and more countries opened up their economies. Brands are associated
with consumer attitude; in a foreign country, this attribute plays an important role to
decide the success of a certain brand. India has been chosen as a candidate to study the
effect of global brands and Indian brands on Indian consumer. India is a huge emerging
economy based upon strong private sector with brand conscious consumer. So this
quality attracts global brands to flock in the country but due to certain constraints and
government regulations, a certain retail revolution is on the anvil but not materialized.
This study attempted to uncover the effect of regional differences and affinity of Indian
consumers towards global and local brands with the help of brand analyses. Hypotheses
have been developed from the objectives of this study – consumers’ affinity towards
global brands and regional differences towards brands and responses towards brand
13
analyses among consumers. The assumptions and limitations of study are the sample size
and inability to study more brands. Future studies can reflect on broader study of
different regions in India and detailed analysis of Indian consumers.
14
Chapter – Two
The following literature review provided the study a generalized view regarding
the topic of brand equity and various aspects of brand management. The literature review
started with the description of the term “brand” and its origins and the brief evolution of
branding in the field of apparel and fashion. It also reflected the essence of branding and
its outcomes on the sales and marketing aspect of the industry. This review dealt with the
important aspect of consumers’ attachment to brands and the perceived notion of
possessing a certain brand and the psychological aspirations of the customers.
The following literature review mentioned various scholarly papers on the similar
topic done by researchers from various universities. There was an attempt to cover the
preliminary concept of managing a brand and the effective communication involved to
make the brand a success in the competitive market. The important aspect of this
literature review was the detailed informative study on the choice of market – which is in
this case, India. The rise of the Indian consumer market, brands operating in the market
and the influence of future demographics and socio-economic structure of the Indian
market are included in this literature review. Global apparel retail brands have entered the
Indian market since 1980s and more rapidly after the 1991 economic reforms. They have
had competition from Indian apparel retail brands and moreover with the rise of
consumerism, the difference of perception of various brands is decreasing thus bridging
the gap between the big cities and other urban centers. Regional differences in India have
also been incorporated in this review to uncover the changing Indian consumer market.
Studies done by various business analytics groups have been presented to support the
study of Indian consumer market.
15
After reviewing the literature available on the topic, a research model was
developed and then based on further analyses, hypotheses were derived. The underlying
premise of this literature review is to provide the reader a scholarly study of brand
analyses and its various parameters and why there is a need of brand analyses in the
research about brands in respective countries and studying the various aspects of
consumers which affect the growth of the brand. The literature review also attempts to
find out a logical pursuit to the concept of brand analyses and its effect on the consumer
study which would prepare the market for the entry of new global brands and also enable
the domestic brands to rectify their problem areas and to focus more on quality and
customer retention.
Theory of Branding
There are brands and logos present all around us, starting from the wine we
consume to the clothes we wear, in the billboards along the interstate, to the
advertisements which don the buses, subway and yellow cabs (Hampf & Lindberg-Repo,
2011). Branding has proven to be an essential strategy for marketing even in non-
commercial organizations like political outfits and charities. It can be utilized for
enhancing the profitability of actors, sports personalities, celebrities and also cities
(Moor, 2007). Branding is considered as a separate industry which acts as a key
mechanism to enable the smooth functioning of a market-oriented economy (Moor, 2007;
Henderson & Arora, 2010). Some brands of specific countries are considered superior to
others in countries which raised the question of effect on homogenization of culture
(Moor, 2007; Bastos & Levy, 2012) but the brands help create a working identity for a
product influencing consumers’ purchase intention.
16
Brand and advertising walks in continuum with each other creating a composite
industrial environment; this continued focus on advertising has given rise to a functioning
cultural economy at the expense of other forms of promotion (Du Gay & Pryke, 2002).
Branding converts a certain commodity into a self-promotional form which creates an
insatiable desire among consumers who want to procure it (Lury, 1993). Before delving
into further discussion about brands and how they help to generate revenue for brands
and corporations, we should understand the proper definitions.
A brand is a name, term, design, symbol, or any other feature that identifies one
seller's good or service as distinct from those of other sellers (American Marketing
Association Dictionary, 1960). The word "brand" is derived from the Old
Norse brandr meaning "to burn” which refers to the practice of producers burning their
mark (or brand) onto their products. The concept of brands is not new but comparatively
branding a brand is a product derived from the start of modern globalization at the end of
the Cold War. It was actually during the 1990s, that a previously essential set of practices
– product design, retail design, point-of purchase marketing came together to be known
as branding (Bastos & Levy, 2012). The effects of branding caught the unfettered
attention after the publication of Naomi Klein’s (2000) No Logo which created interest
among scholarly circles to research more and more on this concept. Promotional
activities of brands and corporations have always been subjected to public criticism and
activism but Klein’s book dealt more about identifying new avenues and creating
guidelines for innovative scope of marketing activity and to connect these to the ongoing
globalization of labor markets and analyzing its after-effects (Moor, 2007). There is
another definition which also defines brand as a unique property of a specific company
17
which has been developed over a certain time period enabling it to embrace a defined set
of values and attributes which meaningfully helps a consumer identify products otherwise
would resemble the similar attribute (Murphy, 1990). The perpetual rise of branding can
be attributed as a method of a more reflexive capitalism (Thrift, 1997) where a market is
created for the commodity to make the consumers slowly but steadily conform to the
structures presented in the concept envisaged by the certain company or brand.
Benefits of Branding
Proper branding can result in higher sales of not only one product, but on other
products associated with that brand (Bennett & Hill, 2012). Some people distinguish the
psychological aspect; brand associations like thoughts, feelings, perceptions, images,
experiences, beliefs, attitudes, and so on that eventually become linked to the brand from
the experiential aspect (Hislop, 2001). The experiential aspect invariably consists of the
sum of all points of contact with the brand and is known as the brand experience (Brakus
et.al, 2009) which is a brand's action perceived by a person. Brand experience as a
concept is defined as certain sensations, feelings, cognitions, and behavioral responses
evoked by brand-related stimuli which arise as part of a brand’s design and identity,
packaging, communications, and environments (Brakus et.al, 2009). The psychological
aspect, sometimes referred to as the brand image, is a symbolic construct created within
the minds of people, consisting of all the information and expectation associated with a
product, service or the company that is providing them (Engel, Blackwell & Miniard,
1995; Dacin & Mitchell, 1986).
18
Expectations from Brands
People engaged in branding seek to align the expectations behind the brand
experience, creating the impression that a brand associated with a product or service has
certain qualities or characteristics that make it special or unique. A brand is therefore one
of the most valuable elements in an advertising theme, as it demonstrates what the brand
owner is able to offer in the marketplace. So we can posit that the art of creating and
maintaining a brand is called brand management. “In marketing research, seven brand
management approaches have been identified during 1985–2006: the economic approach,
the identity approach, the consumer-based approach, the personality approach, the
relational approach, the community approach and the cultural approach. These
approaches reflect a development where the focus has shifted from the sending end of
brand communications in the first period of time; have then turned their attention to the
receiving end in the second period; and finally have addressed contextual and cultural
influences on the brand to the global understanding of brand consumption” (Heding,
Knudtzen & Bjerre, 2008, p.15). Careful brand management seeks to make the product or
services relevant to the target audience. Lastly, brands should be seen as more than the
difference between the actual cost of a product and its selling price as they represent the
sum of all valuable qualities of a product to the consumer (Duncan & Moriarty, 1997).
Consumers’ Attachment to Brands
Holding onto a consumer base has never been easy in a foreign market for a
global brand in the presence of millions of local brands (Kapferer, 2012). For example,
nowadays within a five-minute walk in majority of cities or towns, we can find at least
five retail outlets selling similar merchandise each competing for space and attracting for
19
more customer patronage. Corporations have spent billions of dollars trying to make
consumers as loyal to their products and services. Ever since consumers on market
research panels began weighing in on everything from baby food quality to shoe shapes,
companies have tried to tailor products to meet shoppers’ preferences (Gronroos, 2004).
More recently, as the Internet and other channels of electronic commerce became
common market-research tools in the mid-90s, businesses have tracked what individual
customers buy – and do not buy. Now, with all that information at their fingertips,
executives have been trying to figure out which business practices make faithful
customers loyal. Yet there is this constant dilemma about why customers stick with a
brand (Duncan & Moriarty, 1997).
Today, the search for the ties that bind customers to brands has taken on fresh
urgency. The branding aspect of commodities acts as an integral part of brand’s
sustainability (Okonkwo, 2007). The brand is the reason why consumers associated
themselves with a company that creates and sustains the attraction and desire for products
(Bororian & Poix, 2010). The equity markets are volatile and venture investors are
chastened, so loyal customers represent a company’s best prospects for pumping capital
into a business which can be counted on to build a solid base of revenues as well as to
expand profits.
Consumer Satisfaction Measures
Consumer satisfactions with brands are essential for a company or a brand to
sustain and survive in a certain market. Quantitatively, satisfaction scores can be
measured by only past experience, the American Customer Satisfaction Index (ACSI) in
20
Figure 2.1, for instance, plots whether a customer thought he/she perceived good value
from the particular brand. The index reflects a rational assessment at a particular moment.
People tend to stay faithful to brands that earn both their rational trust and their
inner affection. A consumer sees and interprets through the brand image which
eventually leads to a positioning of the brands in his/her mind through perceptions and
associations (Okonkwo, 2007). This allocation of a space for the brand in consumers’
mind is known as brand share and which influences further purchase decisions and
creates brand loyalty (Okonkwo, 2007). That dynamic turns out to be predictor of
behavior than consumer satisfaction measures alone.
When a brand inspires both rational loyalty and emotional attachment, customers
will continually reward it with their business. The customers will agree strongly with
both statements about a brand’s reliability – “this brand always delivers on what they
promise” and “this brand is a name I can always trust” – they are actually demonstrating
their confidence in the brand (Gallup, 2001). Confidence normally precedes more intense
feelings of attachment, because it determines whether a customer feels secure about a
brand’s utility (Gallup, 2001). The total branding concept is the source of brand’s wealth
and when the distinctive attributes are added together resulting in continuous demand and
commitment to the brand from consumers, then the brand is said to possess high brand
equity.
21
Figure 2.1 ASCI Customer Framework (Fornell et.al, 1996)
The brand equity is translated to brand value, which can be defined as
the financial success that a company eventually gains as a result of its brand’s strength
(Bororian and Poix, 2010). To understand brand equity, we need to understand the brand
equity model established by Keller (1993) known as Customer Brand Equity Model
(CBEM). The concept behind the Customer Brand Equity Model is simple – To
construct a strong brand, the company must shape how customers think and feel about
their product. They need to build the right type of experiences around the brand enabling
the customers to have specific, positive thoughts, feelings, beliefs, opinions, and
perceptions about it. When the company has strong brand equity, the customers will buy
more from them; they will recommend the certain brand to other people. They tend to
more loyal, and the company is less likely to lose this loyalty to competitors.
22
Figure 2.2 Customer Brand Equity Model (Keller, 1993)
Brand Analyses
Brand has always been portrayed as a powerful tool and its success depends on its
proper positioning among the consumers. Due to the immense competition among the
brands and diversification of consumers in global markets, the assessment of brand
evaluation becomes more and more challenging. To actually resolve this phenomenon,
global marketers and brands always seek for measures to strengthen their brands across
national boundaries by evaluating the effectiveness of the implementation of marketing
mix and positioning of the brands. Consumers always use brand names and various
product attributes as cues for information that help in the purchase decision making
process. More specifically, consumers often recognize a status brand only with a brand
name and image without any knowledge of other features of the brand (O’Cass & Frost,
2002). The attributes of brand analyses is depicted in Figure 2.3.
23
Figure 2.3 Attributes of Brand Analyses
Brand-Specific Association
Brand-specific association has been linked to the feature, attribute, or
characteristic that makes consumers more associated with a brand and makes it distinct
from other brands (Dillion et al., 2001). As proposed by Lee et al. (2008), perceived
quality and emotional value are the two major dimensions of brand-specific association
as they form critical factors in product perception. Emotional value is defined as the
value that relates to individuals to their feelings or affective states (Sheth, Newman, &
Gross, 1991) or the benefit derived from the sense of pleasure through either the purchase
or consumption of a brand (Sweeney & Soutar, 2001). Perceived quality has been defined
as a consumers’ appraisal or subjective evaluation of the overall excellence or superiority
of the products (Zeithaml, 1988).
General Brand Impression
The pivotal role in consumers’ decision-making process is played by general
brand impression. So much as marketers seek to add meaning to their brands, the
24
consumer also adds their own distinctive meaning to what the brand represents, and the
latter may be far more essential than anything the marketer meant or intend to achieve
(Hollis, 1995). Specifically, Keller (1993) provided a conceptual framework for creation
of general brand impressions with two dimensional attribute – brand awareness and brand
image. Brand awareness is defined as the brand knowledge involving recognition of the
brand name at the rudimentary level (Hoyer & Brown, 1990). In this context, Rossiter
and Percy (1987) related brand awareness to (a) the consumers’ ability to trace a brand in
different conditions and (b) the likelihood that a brand will easily come to consumers’
mind. Similarly, increase in brand awareness raises the likelihood that the brand will be
considered more frequently while purchase is made (Baker et al., 1986). Brand image is
generally the perception of the product by the consumer which links features or
characteristics of a particular brand to consumers’ memory and builds a general brand
impression. It is quite evident that brand awareness and brand image influence the
formation and strength of general brand impressions.
Brand Commitment
Brand commitment has been defined as an enduring desire to maintain a valued
relationship with a brand (Moorman et al., 1992) and can be classified into brand loyalty
and purchase intentions. Brand loyalty has been identified as an important strategy for
brands to obtain a competitive advantage in the market (Sirdeshmukh, Singh, & Sabol,
2002). Moreover brand loyalty has been perceived a continuous long-term attachment to
a brand. Similarly, Gaedeke (1973) emphasized that developing economies such as India,
China, and Taiwan prefer brands from western or developed countries and are more loyal
towards them. Another important component of brand commitment, purchase intention,
25
indicates the tendency of consumers to purchase specific brands in a routine manner
compared to other brands (Yoo et al., 2000).
India – Country of Extremes
According to Winston Churchill, India was just a geographical expression and
bound to fall apart. After six decades of successful existence, India is truly a unique
country in the world who embraces the extraordinary mixture of ethnic groups. There is
the dilution of mutually incomprehensible languages, the varieties of topography and
climate, the diversity of religions, countless cultural practices and the range of economic
developments (Tharoor, 1999).
Benefits and Opportunities
The consumer market relates to buyers who purchase goods and services for
consumption rather than resale (Lai, 1995). Consumers vary in their tastes, preferences
and buying habits which vary from country to country. Most consumer based brand
researches has been done on developed countries like US, UK, France, however, nearly
80 percent of global consumers reside in emerging and newly industrialized countries like
China, India and Brazil (Steenkamp & Burgess, 2002). A certain consumer market like
India or China will include varied demographic and geographic traits affecting brand
awareness and loyalty.
There are various reasons for choosing India as the country of focus in this
brand analyses study. India is currently facing the world’s most dynamic combination, of
highly informed and demanding consumers in one hand, and of rapidly increasing
consumption levels across various retail product categories specifically apparel and
accessories merchandise (Euromonitor, 2013). Higher growth levels of consumer demand
26
and the consequent response of leading retail businesses have created a more complex
and competitive marketplace – one which requires each firm or conglomerate to be more
adaptive to customer needs and more aggressive at exploiting their unique capabilities to
fulfill those needs (Silverstein, 2013). India has emerged as the most attractive market for
retail investment and development (Global Luxury Brand Study, 2008; Kearney, 2006).
Understanding an Indian consumer
To understand the scale of the prospect of luxury and fashion in India, there is a
need to consider the concept from two different perspectives (Bororian & Poix, 2010).
The first perspective is from the consumer side – who until a decade ago was a passive
spectator to the world of fashion brands (Bororian & Poix, 2010). They viewed India’s
rich tradition and magnificent heritage of fine craftsmanship and creativity only from
sidelines and consequently paid minimal attention towards the increasing number of
Indian brands who had previously ruled within a closed gambit of affluent class. This
type of consumer has however been fueled by change of demographics which has given
access to this huge base to redefine their priorities in respect to fashion (Bharadwaj,
Swaroop & Vittal, 2005). Indian consumer base is comprised historically affluent and
post 90s affluent class which enables them to travel abroad and to hone the fashion
sensitivity and satiate the need to procure global as well as local brands (Goswami,
2008). The other perspective is the global and Indian companies already present in the
market or whose future presence is imminent (Bororian and Poix, 2010) that are seeking
ever-green pastures where they desire to attract more and more Indian consumers.
Considering the current number of Indian consumers and further possibility of creating
new consumers puts the stakes high where a stage has been developing for two decades
27
to establish India as a leading consumer driven society. India’s ancient history, continued
traditions mixing with Western-style living coupled with diverse demographics forms an
ideal country for brands to grow across all the sectors (Bororian & Poix, 2010).
Whereas luxury and fashion have been a prevalent part of Indian life for centuries
but the concept of branding in these categories in regards to domestic knowledge and
practice have been very limited. “The tradition and heritage of being Indian and buying
Indian-made luxury and fashion items have, until very recently, not created a market
filled by the formidable local Indian talent” (Bororian & Poix, 2010, p.6). This has
provided eluding of Indian consumers towards the acceptability of domestic brands; they
feel comfortable towards foreign brands though in some cases, Indian brands fare better
in quality than their foreign counterparts (Gopal & Srinivasan, 2006). The factors which
fuel the growth of foreign brands in India can also spell the demise of domestic brands,
so there is a need to establish symbiotic and mutually beneficial relationship between the
two counterparts whose sole objective will be to develop the Indian consumer mindset
conforming to world-class standards.
“What makes India different from any other emerging markets: its heritage and
sense of tradition with intricate craft-work, an impressive platform in breadth and depth
in both jewelry and textiles, and a captive audience already in place and willing to spend”
(Bororian & Poix, 2010, p.6). Indians come very close to the Western ideas for products;
their sense of luxury has more natural instinct than their counterparts in South Korea,
China and Japan. India is quite a latecomer to the phenomenon of foreign brands in
comparison to other countries in the same level of economic development. The current
28
Indian scenario is similar to what happened in Japan about five decades ago (Bororian &
Poix, 2010).
Although the Indian retail market has a huge number of organized as well as
unorganized retail players, the recent changes in federal foreign direct investments
policies have encouraged the entry of global brands such as Levi’s , Reebok, Puma,
Mango, Marks & Spencer, United Colors of Benetton, Gucci, Louis Vuitton, French
Connection, Zara and Jack & Jones. At the same time, Indian consumers are becoming
more brand conscious and are spending more on branded products (Shashidhar, 2004). In
fact, India is ranked among the top three most brand conscious countries in the world
(Nielsen Global Luxury Brands study, 2008). The increase in the spending power of
Indian consumers is evidenced by the 25 percent to percent growth of Indian retail
industry, which is expected to be US $860 billion by 2018 (Technopak, 2008). The
numbers of multimillionaire families have been growing at the rate of 14 percent yearly
and currently there are approximately 1.6 million households that earn more than
US$100,000 per year, and they spend US$9000 per year in procuring fashion and luxury
items (Bororian & Poix, 2010).
According to McKinsey and Company (2008), Indian households are classified
into five economic groups based on real annual disposable income which is – a) Deprived
– Unskilled or low-skilled population in seasonal or part-time employment, b) Aspirers –
Small shopkeepers, small holding farmers, and low-skilled industrial or service workers,
c) Seekers (lower middle class) – Young college graduates, traditional white-collar
employees, mid-level government officials, and medium-scale traders, d) Strivers –
Urban business traders, senior government officials, medium-scale industrialists in towns
29
and rich farmers, e) Globals (the cream of society) – Senior corporate executives, large
business owners, politicians, big agricultural-land owners, celebrities and top-tier
professionals.
Among retail segments, branded apparel segment constitutes the second largest
retail sales in India (Vaid, 2007). In addition, Indian consumers are becoming aware of
products/services available from various countries due to their modern lifestyle that can
be explained by internet access, satellite communication, and travel, as well as increased
education (Global Emerging Market Survey, 2008). 29 percent of India’s population
resides in cities, among the lowest urbanization rates of any nation in the world. This has
been changing rapidly and over the next two decades, there is a huge expectation that the
number of Indians living in cities will grow by 300 million, where they will don new
styles and fashions to match new lifestyles (McKinsey, 2010). A large percentage of
these new city dwellers will be in their twenties, and making first-time choices for whole
categories of clothing items including denims, shirts, and even shoes. Younger Indian
consumers are more attuned towards westernization and therefore are more likely to
embrace the brands at a faster rate than their older generations, apparently an immense
potential exists for both global and domestic brands to target this segment of consumers
(Leone et.al, 2000). As the lifestyles of India’s booming urban consumers have evolved,
their clothing needs have broadened invariably, reflecting more varied usage occasions.
For men, clothing choices once came primarily in three basic categories: home-wear,
work clothes, and special occasion wear. Now, with more and more socializing
opportunities, men are buying more sophisticated combinations of outfits: party wear,
sportswear, and clothes for hanging out at the mall. Some 20 years ago, for example, men
30
from India’s northern regions only required a good dark suit or Sherwani, the traditional
long coat, to cover big occasions and important celebrations. But over the past several
years, men have begun to supplement those staples with expensive Western style jackets,
and collared shirts; some in “funky” patterns and cut for a night on the town, others in
stripes or checks for casual meetings with important business associates.
Nowadays, Indians are more inclined than consumers in other markets to buy
apparel for a specific purpose. Indeed, 38 percent of Indian respondents to a 2010
McKinsey study said they were highly likely to buy apparel for special events; a
significantly higher proportion than in Brazil (5 percent), Russia (3 percent) or China (6
percent). Family celebrations and weddings continue to consume an enormous share of
Indian consumers’ clothing budgets (Vaid, 2007). There has been minimal research
conducted on brand analyses or presence of only single brand research analyses in the
apparel retail sector in respect of Indian consumers. More and more data should be
collected randomly without controlled environment to track the actual growth parameters
of the Indian apparel retail market to forecast possible entry strategies for other global
brands that already have presence through e-commerce.
Indian apparel retail market has grown considerably over the decades; it has
shown resilience characterized by slow economic growth in recent months. The apparel
retail market is worth $38 billion as of 2012 estimate referring to Figure 2.4 (Technopak,
2012). The penetration of various apparel brands in Tier II and Tier III cities and rural
India are contributing to the growth of apparel retail market. Figure 2.5 reveals that the
share of apparel retail is increasing day by day. More and more global brands are
31
expected to enter the Indian market in the near future as the system becomes free of red-
tapism and bureaucratic control (McKinsey, 2010).
Figure 2.4 Size of Indian apparel market (McKinsey Report, 2010)
Figure 2.5 Share of Indian apparel retail market (McKinsey Report, 2010)
Global Brands in Indian Apparel Retail Market
Since the inception of Indian economic reforms in late 80s, the apparel sector has
been the principal benefactor for global brands (Saxena & Dutta, 2013). Though India
has a rich heritage of textiles, Indian consumers have always looked to the western world
for inspiration due to the impact of British colonial history and the ever-increasing
diaspora. Global brands have rising acceptability among the increasing Indian affluent
32
and middle class due to the rising consumer base and the rapidly growing economy
(Saxena & Dutta, 2013). These brands have positioned themselves in the premium-end of
the market. On the contrary, Indian companies have been enthusiastically supporting the
rise and acceptance of the global brands among the Indian consumers. Currently there are
over 200 global brands in the Indian apparel retail market and the numbers are increasing
rapidly (Saxena & Dutta, 2013).
Figure 2.6 International Fashion Brands in India (Saxena & Dutta, 2013)
Figure 2.7 Global Brands entry timeline in India
33
The luxury brands of Europe have had a long relationship with India’s
erstwhile princely and noble families, but modern India’s consumer market received the
global attention when she took steps towards economic liberalization in the late 80s. The
pioneering global brands in this era were Coats Viyella, Benetton and VF Corporation but
the Indian market was fragmented with some regional and few national brands (Sharma,
2011). Ready-to-wear apparel was a growing concept at that time in the land of countless
tailors, so global brands like Louis Philippe, Arrow, Adidas, and Nike got instant
acceptance for a huge consumer market that were eager for change in their wardrobes
(Sharma, 2011). The rapidly growing electronic and print media sector also helped the
global brands to gain consumer acceptance which helped establishing brand equity. Until
the late-1990s, India was a less attractive destination for global brands than West Asia or
East Asia (Saxena & Dutta, 2013).
The growth of good quality real-estate and large format department stores
enabled global brands to set up their businesses through franchisees or direct entry
through single brand retail stores in the early 2000s referring to Figure 2.6 and Figure 2.7.
The luxury retail market in India attracted brands like Prada, Cartier, Giorgio Armani,
Kenzo to set up businesses through their Indian counterparts and the trend is ongoing.
Spanish brand Zara got an overwhelming response in 2010 when it opened its first store
in Delhi and is currently on an aggressive expansion mode. There is a fresh round of
optimism regarding the Indian market as the pace of new brands entering the market has
picked up, and those already present in the market are showing signs of adapting their
strategies to grow their business including lowering prices and entering new segments.
34
As evidenced from Figure 2.8, which is derived from a study done by Third
Eyesight (2013), European brands have domination over American brands (30%) in the
levels of penetration in the Indian market. Renowned American brands like Gap,
Abercrombie & Fitch are unknown in the Indian consumer market, brands like Tommy
Hilfiger, Levi’s, and Lee etc. are well known in the Indian market (Saxena & Dutta,
2013). The confidence in the Indian consumer market has increased considerably after
the 2012 retail reforms passed by the Indian parliament. Existing global brands are
expecting the contribution from Indian businesses to grow multi-fold in the next decade.
Recently it has been reported that Italian brand Benetton grossed more than 20 percent
increase in revenues for 2013, on the other hand American icon Levi’s reported a
significant fall of 35 percent after it discontinued brands like Dockers, Sykes etc. as well
as closed down dozen standalone stores (Firstbiz, 2013). Rating agency Crisil has
predicted that the apparel consumer market will witness a trend of positive growth over
the decade. According to a study by Crisil, the branded apparel market in India is
expected to witness a positive growth over the next few years. The growth is driven by
rise of organized retail, rising disposable incomes, changing demographics and increase
of knowledge and awareness about brands.
However, it should always be kept in mind that Indian market is a unique one,
different from the West but also there are fewer similarities with other Asian economies
like China. Many of the global brands have had to create a very different positioning
from their country of origin which involved corrected pricing and investing on new
product development such as The Body Shop and Marks & Spencer (Saxena & Dutta,
2013). Brands like Puma have started to focus on varied consumer segment to
35
aggressively chase their India-specific objectives. The adoption of appropriate India
specific business model is required for global brands and this study will act as a guide
from a consumer point of view. Figure 2.7 chronicles the entry period of some global
brands into the Indian market.
Figure 2.8 Country of Origin (Saxena & Dutta, 2013)
Regional Differences in the Choice of Brands
In markets like India or United States, where it is characterized by a high degree of
competition, various levels of product differentiation and sometimes level of information
relayed to consumers vary regionally, differences of acceptance and knowledge of brands
will differ significantly (Cuellar & Claps, 2013). Brand choice emanates from these
factors and eventually defines the consumer segmentation of that certain brand category.
It can also depend upon the interpretation of consumers regarding certain brand names
through advertisements and their willingness to pay to procure such brands (Park et.al,
2010). Hoch et.al (1995) concluded about consumer demographic characteristics from
store-level data to determine demand of brands for a certain region. India is a
25%
30%
45%
Share of Foreign brands in Indian market
Others
American
European
36
geographically contiguous country with 29 states and 7 union territories. A cluster of
these states form five regions of India namely – 1) North India, 2) North-East India, 3)
East India, 3) West India & 4) South India. Each of these regions has diverse
demographics with varying language and cultural groups.
Consumer market varies across these regions as evidenced from a recent study on
Indian consumers revealing that the affluence level causes changes in brand acceptance
(Jin & Son, 2013). India has a mix of individualistic and collectivistic cultural tendencies,
even there are variations among states, and these attitudes invariably affect or influence
the growth of consumerism (Jin & Son, 2013). Levels of economic prosperity will define
the choice of brands; price of branded products in that case would be the principal
determinant (Cuellar & Claps, 2013). The identity of a region refers to those
differentiating physical, cultural and historical features that make one region different
from another (Paasi, 2002). Regional identity refers to the extent to which people identify
themselves with the region’s practices, discourses and symbols (Paasi, 2002). This
regional difference in Indian context has enabled to start the research which correlates
with attitudes towards a global brand versus Indian brand.
Brands included in the study
Benetton
Benetton Group S.p.A. is a global fashion brand, based in Ponzano Veneto, Italy. The
name derives from the original Benetton family who founded the company in 1965. The
company has a network of about 6,000 stores in the main international markets like
United Kingdom, China, India, Italy etc. The stores generate a total turnover of 1.6
billion Euros (2013 estimate). The company's core business remains their famous
37
clothing lines - United Colors of Benetton, Undercolors of Benetton, Sisley, and
Playlife. The products include womenswear, menswear, childrenswear and underwear
and they have also expanded into perfumes, stationery, and eyewear and travel bags.
Benetton is known for sponsorship of a number of sports, and for the provocative and
original "United Colors" publicity campaign. Their advertisements have been eclectic and
sometimes revolutionary. Benetton entered India in 1991 and since have expanded
rapidly in metropolitan cities and other big and small towns. Benetton today is a leading
brand in India with more than 106 stores across 45 cities in India. The retail network is a
mix of owned and franchised stores. India is also used as a market for Benetton Group's
global sourcing especially for kids' apparel (IBEF, 2008).
Tommy Hilfiger
Tommy Hilfiger is a US $6 billion apparel and retail company founded in 1985 by
American fashion designer, Tommy Hilfiger. The product line consists of men’s,
women’s and children’s apparel, sportswear, denim, and a range of licensed products
such as accessories, watches, fragrances and home furnishings. The company’s
headquarters are in Hong Kong, Amsterdam and New Jersey. Tommy Hilfiger has
become a global brand with a good distribution network in over 90 countries and
operating more than 1,000 retail stores throughout North America, Europe, Central and
South America and Asia Pacific. Tommy Hilfiger’s Indian subsidiary opened in 2004
with Arvind Brands as their partners. The subsidiary currently operates more than 1000
stores in 98 cities and in on an expansion drive throughout the country. Tommy Hilfiger
is the first designer wear brand to start operations in India which provides a unique
position in the market.
38
Wills Lifestyle
Wills Lifestyle is owned by an iconic Indian conglomerate called Indian Tobacco
Company (ITC) started in 2000. The brand has been established as a chain of exclusive
specialty stores providing the Indian consumer a delightful shopping experience through
world-class ambience, customer facilitation and clearly differentiated product
presentation. The product offerings are similar to Tommy Hilfiger and Benetton. Wills
Lifestyle was named Superbrand 2012 by the Superbrands Council of India. Wills
Lifestyle has also been declared one of 'Asia’s Most Promising Brands’ by the World
Consulting & Research Corporation. Wills Lifestyle is the title partner of India’s most
premier fashion runaway event- Wills Lifestyle India Fashion Week. Taking the
celebration of the event to its stores, Wills Lifestyle has partnered with several leading
Indian designers including Ritu Kumar, Rohit Bal, JJ Valaya, Ranna Gill and Rohit
Gandhi.
Previous studies on Country-Specific Apparel Brand Analyses
There have been two studies done earlier on the brand analyses framework by
incorporating Dillon et. al.’s (2001) model and addition of brand commitment component
by Lee et. al.’s (2008). The first study by Lee et.al (2008) based on this model was
constituted on the purpose to understand how consumers in three countries (Mexico,
South Korea, and Japan) perceive a US global brand versus domestic brands and how
they react to their marketing efforts. Increasing numbers of global brands has given rise
to immense competition among the brands, at the same moment, various global markets
are turning into complex and the consumers in several markets expect localized
marketing and branding strategies. The findings of this particular study revealed
39
significant primary effects of country and brand type (global versus domestic) on the
parameters of the proposed framework. Interactive effects were also noted among the
three parameters of the framework. The study demonstrated that there are varied and
unique brand analysis differences which exist among consumers in three different
countries for both US global brand and domestic brands. The results provide significant
insights into what global and domestic brands must stress upon to get success in
capturing the attention and retaining the loyalty of consumers.
The second study by Bhardwaj et.al (2010) investigates differences between U.S.
global and local brands in the Indian market. It is postulated that global and local brand
influence brand equity, which is composed of brand image, brand awareness, emotional
value, perceived quality, brand loyalty, and purchase intention. Based on the results in the
study, it is worth noting that in addition to targeting Indian consumers with high
global brand awareness and favorable ATAP (Attitude towards American Products),
U.S. brands can reach Indian consumers with unfavorable ATAP who also show
low levels of purchase intention and brand loyalty toward foreign brands. The result
of lower ratings on a local brand’s brand-specific association demonstrated that local
brands need to boost consumer confidence by offering quality products equivalent to
those of global brands but with lower prices because generally it has been
noticed that Indian consumers tend to very price sensitive. This study did not
take into considerat i o ns f a c t o r s t h a t m od e ra t e t h e i n f lu e nc e o f b r an d type
and ATAP on the outcome variables. The study also laid the foundation for future
research which could expand the present model by introducing other moderating factors
such as culture and consumer demographics.
40
Hypothesis Development
Objective I - To examine brand emotional value and perceived quality of American,
European and local brands respectively.
Brand-specific association has been linked to the feature and attribute that makes
consumers more associated with a brand and makes it distinct from other brands (Dillon
et. al., 2001). As proposed by Lee et al. (2008), perceived quality and emotional value are
the two major dimensions of brand-specific association as they form critical factors in
product perception. Emotional value in respect to global and domestic brands in Indian
market can be defined as the amount of value that relates to consumers’ feeling for a
certain brand (Sheth, Newman, & Gross, 1991; Barnes & Mattsson, 2008).
When brands start satisfying people-based needs, they impart value which puts
them at a strong footing, similar is the case with brand (Sweeney & Soutar, 2001).
Consumers start to attach emotional value to that certain brand which has satisfied their
needs fully or substantially. If we start to think that consumers are value driven then the
brands must focus their goal to achieve the needed market place advantage (Woodruff,
1997; Meyers-Levy & Malviya, 1999). In respect to this research study, the Indian
market can be utilized to create a market place advantage for the established brands as
well as new entrants. Perceived quality can be simultaneously defined as consumers’
subjective evaluation of superiority of certain brands over others (Rigaux-Bricmont,
1982; Zeithaml, 1988). From a consumer point of view, the quality of brand is an
important aspect in the influencing the perception towards that brand. The consumer
scrutinizes a certain brand according to his/her perceptions of quality which may vary
from the deliverance of high quality as portrayed by the firm (Aaker, 1990). He/she can
41
possess strong attitudes towards the quality of the brand on a positive or negative scale
which later is transferred to the attributes of the brand.
Global brands are also often related to the positive or negative impact of a
country on other country where it is introduced (Papadoupoulos et al., 1993). Positive
country opinions are known to lead to favorable opinions of associated features such as
product quality which indicates that they eventually attach emotional value to the brand
while making purchasing decisions (Peterson & Jolibert, 1995).
• Hypothesis 1a: Indian consumers will give higher ratings on emotional value
and perceived quality to the European brand than the American brand and the
local brand based on regional differences.
• Hypothesis 1b: Indian consumers will give higher ratings on emotional value
and perceived quality to the American brand than the European brand and the
local brand based on regional differences.
• Hypothesis 2a: Indian consumers with affinity towards global brands will give
higher ratings on emotional value and perceived quality to the European
brand, while they give lower ratings on emotional value and perceived quality
value to the American brand and the local brand.
• Hypothesis 2b: Indian consumers with affinity towards global brands will give
higher ratings on emotional value and perceived quality to the American
brand, while they give lower ratings on emotional value and perceived quality
value to the European brand and the local brand.
42
Objective II – To examine brand awareness and brand image of American,
European and local brands respectively.
The influence of brand impression on consumer has never been broader;
traditionally has been linked with the marketing department of any company keeping in
mind about the profit share of the company’s revenue (Burrows, 2013). General brand
impressions rely on the concept of word of mouth communication as it involves
information vividness and influences clarity of perception towards a certain product
(Herr, Kardes & Kim, 1991). Favorable brand attitude can be derived from this concept
of brand impressions.
The conceptual framework for creation of the term general brand impressions
with two attributes - brand awareness and brand image was done in a previous study
(Keller, 1993). Brand awareness in relation to global and domestic brand can be defined
as recognition of brand name through visual representation (i.e., logo or ad jingle) (Hoyer
& Brown, 1990; Rossiter & Percy, 1987). Brand awareness also derives from the premise
that the qualities of a product or brand names a certain consumer gives consideration
while making a purchase decision (Macdonald & Sharp, 2000). In this case, consumer is
a passive recipient of information of product while purchase with minimal knowledge,
the cues to which a consumer depends is principal attributes of a certain brand –
packaging, color and brand image.
Brand image can be identified with consumers’ perception about a certain brand,
whether positive or negative (Dobni & Zinkhan, 1990; Hofstede, 2007). Product brand
image influences consumers’ purchase decisions both directly and indirectly by reducing
various risk perceptions (Aghekyan-Simonian et.al, 2012). With this constructs of brand
43
impressions, this study is comparing the level of consumer brand awareness and image
ranging from American brand to European brand with Indian brand with prior
consideration that an Indian consumer will have more favorable attitude towards global
brands (Suh & Smith, 2011).
• Hypothesis 3a: Indian consumers will give higher ratings on brand awareness
and brand image to the European brand than the American brand and the local
brand based on regional differences.
• Hypothesis 3b: Indian consumers will give higher ratings on brand awareness
and brand image to the American brand than the European brand and the local
brand based on regional differences.
• Hypothesis 4a: Indian consumers with affinity towards global brands will give
higher ratings on brand awareness and brand image to the European brand,
while they give lower ratings on brand awareness and brand image value to
the American brand and the local brand.
• Hypothesis 4b: Indian consumers with affinity towards global brands will give
higher ratings on brand awareness and brand image to the American brand,
while they give lower ratings on brand awareness and brand image value to
the European brand and the local brand.
Objective III - To examine brand loyalty and purchase intention of American,
European and local brand respectively.
The continuing desire to achieve a value-oriented and reciprocal relationship with
a brand is defined as brand commitment (Traylor, 1981; Coulter et al., 2003). Brand
commitment can be compared with consumer commitment comprising of two
44
components – affective and continuance (Fullerton, 2003; Harrison-Walker, 2001). With
this theory of consumer commitment, brand commitment can be linked with two
attributes – brand loyalty and purchase intentions (Moorman et al., 1992). Here, affective
component is synonymous with purchase intentions and continuance component with
brand loyalty.
Brand loyalty has been defined as a continuous long-term connection to a brand
which acts as an imperative strategy for brands to achieve a competitive advantage in a
certain market (Sirdeshmukh et al., 2002). Brand loyalty is also referred to as complex
mixture of attitudinal and behavioral elements; some even view that it is the strength of
relationship between those elements (Dick & Basu, 1994; Oliver, 1999). Consumers do
form relationships with certain brands and this also strengthens the consumer
commitment to brands and helps the brands to have a dedicated consumer base.
Purchase intention is defined as consumers’ inclination to obtain specific brands
in comparison to other existing brands in a routine manner (Yoo et al., 2000). This is
also a type of affective commitment which enables them to return to their brands more
and more; the certain brand creates a motivation among the consumers to procure them.
The purchase intention is influenced by reputation of a brand, brand image in comparison
to other competing brands and role of price promotions (Grewal et. al, 1998). Sometimes
purchase intention might influence consumers’ willingness to pay more for a certain
brand than others. Purchase intention of consumers also depends upon the influence of
global brand in a certain market (Kumar et.al, 2009) Eventually consumers become aware
of various brands, possibly they travel abroad and adopt those brands, brand loyalty
increases with the rise of purchase intentions.
45
• Hypothesis 5a: Indian consumers will give higher ratings on brand loyalty and
purchase intentions to the European brand than the American brand and the
local brand based on regional differences.
• Hypothesis 5b: Indian consumers will give higher ratings on brand loyalty and
purchase intention to the American brand than the European brand and the
local brand based on regional differences.
• Hypothesis 6a: Indian consumers with affinity towards global brands will give
higher ratings on brand loyalty and purchase intention to the European brand,
while they give lower ratings on brand loyalty and purchase intention value to
the American brand and the local brand.
• Hypothesis 6b: Indian consumers with affinity towards global brands will give
higher ratings on brand loyalty and purchase intention to the American brand,
while they give lower ratings on brand loyalty and purchase intention value to
the European brand and the local brand.
46
Chapter – Three
This research is designed to determine how much influence the global brand
has over the Indian consumers in comparison to domestic brand and the competitiveness
of the American origin brand over the European origin brand and future implications for
the growth of American origin brands in India. It is also designed to examine how general
brand impression, brand specific association, brand commitment affect the consumers’
perception about a certain brand in comparison to other brands. A quantitative research
design is utilized for this study. This chapter will briefly describe the research design and
procedures which has been used, the methods utilized to sample the subjects and
instruments employed to study the sample.
Research Design
Descriptive survey research is a type of empirical social research that is frequently
employed to make descriptive assertions and assumptions about a certain population,
such as the distribution of certain traits or attributes (Babbie, 1973). This study has
utilized a self-administered survey questionnaire to sample size of 193 individuals. It is a
cross-sectional research survey which means to collect data at one particular time from a
selected sample to describe a large population at a certain point of time (Babbie, 1973).
Conducting a cross-sectional research survey can be very beneficial in quite many ways
since it is considered an efficient technique for identifying associations. This type of
study enables the researcher to study large numbers of people in small amounts of time
and with the little cost.
47
Research Method
The study involves opinion-based research method with quantitative analysis.
Opinion based research methods consists of designing a series of hypotheses and then
analyzing the significance of those hypotheses and formulating various analyses based
upon the research question. Questionnaires are an effective way of quantifying data from
a sample group, and testing emotions or preferences. This method is very cheap and easy,
where budget is a problem, and gives an element of scale to opinion and emotion. They
are arbitrary, but at least give a directional method of measuring intensity.
The survey was distributed through Facebook and Twitter to reach out the Indian
respondents. Snowballing method of data collection was employed to ensure anonymity
of respondents. Though the sample is small but it is evenly distributed in the country. The
respondents who were contacted were kept on reminding to take part in the study. The
initial respondents shared the survey on their Facebook wall and also posted into their
twitter feed. The sample data was collected over a period of fifteen days.
The study utilized a repeated measure (split-plot) design involving more than two
independent groups (Keselman et.al, 1998). A split-plot analysis of variance (ANOVA)
analyzed a design in which a repeated measure (i.e. within subjects) factor is crossed with
a between-subjects (i.e. treatment variable) factor. Here between-subjects factor is
regions of India. This design is to test the hypotheses based on whether the regions of
India have any effect on the brand analyses components affecting the choice of brands;
Indian consumers prefer American-origin or European-origin or Indian-origin brand. The
second portion of this study is to analyze the effect of attitude of Indian consumer
towards global brands and the components of brand analysis (i.e, brand-specific
48
associations, general brand impressions, and brand commitment) through multivariate
tests. The affinity of Indian consumers towards global brands were divided into three
factors – low (1), medium (2), and high (3). To test the significance of three brands with
each other, paired sample T-tests were conducted.
Brand Selection
Three brand types (i.e. US global, European global and Indian local) were chosen
for this study. The choice of the US global brand is Tommy Hilfiger, the European global
brand is United Colors of Benetton, and the Indian domestic brand is Wills Lifestyle
(Indian Tobacco Company affiliate). These brands have a strong presence through Single
Brand Outlets (SBO) and Multi Brand Outlets in metropolitan and big and medium sized
cities over the different states of India.
Instrument and Measures
The measures consisted of brand-specific associations (i.e. emotional value and
perceived quality), general brand impressions (i.e. brand awareness and brand image),
and brand commitment (i.e. brand loyalty and purchase intention). Scale items for
emotional value were adapted from Sweeney and Soutar (2001); perceived quality, from
Dodds et al. (1991); brand awareness and brand loyalty, from Yoo et al. (2000); brand
loyalty and purchase intention, from Lee, Knight and Kim (2008). The scale item for
consumer attitude towards global products versus Indian products was developed from
Lee, Kumar and Kim (2010). Each item was rated on a seven-point scale anchored by
“strongly disagree” (1) and “strongly agree” (7). The measures for this study, refer Table
3.1, were initially developed in the USA and India using American and Indian
consumers. Check for the questionnaire in Appendix-A for more details.
49
Table 3.1 Measurements
Constructs Items Source Brand Specific Associations
Emotional Value
Be one that I enjoy Make me feel good Give me pleasure Make me want to use it Feel comfortable using it
Sweeney & Soutar (2001)
Perceived Quality
Be reliable Be durable Be high quality Dodds et.al (1991)
General brand impressions
Brand Awareness
I can recognize this brand among competing brands I am aware of this brand I can quickly recall the symbol or logo of this brand
Yoo et.al (2000) Brand Image
Have good reputation Be prestigious brand
Brand Commitment
Brand Loyalty
I am loyal to this brand This brand is my first choice among competing brands
Lee, Knight & Kim (2008)
Purchase Intention
I intend to buy this brand frequently I plan to buy this brand more often
General Information
Gender Age Group Marital Status Employment Status
Consumer Information
Region Awareness of brands Frequency of shopping Choice of shopping outlets Spending per season Goswami & Mishra
(2009) Consumer Attitude
I prefer Global products over Indian products Global products are of higher quality than Indian products Given a choice, I would love to buy global-made rather than Indian products Lee, Kumar & Kim
(2010)
50
Chapter – Four
The purpose of this chapter was to present data results related to the following
research objectives: 1) Indian consumers’ responses to brand analyses components differ
among global brands and local brand in respect to difference in regions. 2) The impact of
Indian consumers’ attitude towards global products on their responses to brand analyses
components differs among the global brands and the local brand.
The data was presented in five sectors, the chapter starts with the description of
the sample. The second sector, reported the reliability of data scales based on Cornbach
alpha. Cronbach alpha “determines the internal consistency” of survey instruments,
which proved the survey tool, was reliable when results were stable over testing
repetition (Santos, 1999, p. 1). The third sector examined the individual attributes (brand
specific associations, general brand impressions, and brand commitment) tested in
accordance with regions of India. The repeated measure results of the estimated means
were used to assess interactions of brand specific associations, general brand impressions,
and brand commitment toward acceptance of brands in different regions of India. The
fourth sector examined the significant interactions between three brands in respect to
each other in relation to brand specific associations, general brand impressions and brand
commitment. In this sector the data were analyzed by using paired sample T-tests. Lastly,
the fifth sector examined individual attributes (brand specific associations, general brand
impressions, and brand commitment) tested in relation with Indian consumers’ attitude
towards global brands over local brands.
51
The multivariate test results of the estimated mean were utilized to assess interactions of
brand specific associations, general brand impressions and brand commitment over
affinity towards global brands among the Indian consumers.
Sector – 1 Results
Description of Sample
The sample is constituted from four metropolitan cities of India and other large
cities. The attempt of this research was to cover all the regions of India – North, East,
North East, West and South. The sample included professionals and students irrespective
of their gender, the age group attempted to cover in this research is 18 – 35 and income
status of middle class to upper middle class in these cities. The sample consisted of 256
respondents collected through the use of Facebook, Twitter and email. Of 193 usable
surveys, 37.8 percent were from women.
The age of the respondents ranged from 18 to 50 with a median age of 34. The
study consists of mostly unmarried individuals (72 percent). Nearly 47 percent of the
sample were employed with some kind of job with students (35.8 percent) forming the
second largest group.
According to Figure 4.1, majority of the respondents prefer to shop for clothing 3-
4 times in a year followed by respondents shopping 5-6 times and more than 10 times.
Figure 4.2 depicts the spending per season on clothing purchases by the study sample.
Majority of the respondents spend between the range of Rs 1000 (i.e., $17) – Rs 7000
(i.e., $119.6) in a certain season. The units are in Indian Rupees (i.e. $1 = Rs. 58.52).
52
Figure 4.1 Frequency of shopping for study sample
Figure 4.2 Spend per season on clothing purchase for study sample
Sector – 2 Results
Reliability Analyses
Table 4.1 depicts the reliability study of items of brand analyses. All the items have high
reliability. Any number of 0.6 is considered to have some reliability factor with the
questions asked in the survey.
53
Table 4.1 Reliabilities of the factors
Constructs Items Tommy Hilfiger
Cornbach’s Alpha
Benetton Wills
Lifestyle Brand Specific Associations
Emotional Value
Be one that I enjoy Make me feel good Give me pleasure Make me want to use it Feel comfortable using it
0.93 0.94 0.95
Perceived Quality
Be reliable Be durable Be high quality 0.94 0.95 0.96
General brand impressions
Brand Awareness
I can recognize this brand among competing brands I am aware of this brand I can quickly recall the symbol or logo of this brand
0.84 0.93 0.94
Brand Image
Have good reputation Be prestigious brand
0.91 0.89 0.96
Brand Commitment
Brand Loyalty
I am loyal to this brand This brand is my first choice among competing brands
0.88 0.92 0.95
Purchase Intention
I intend to buy this brand frequently I plan to buy this brand more often 0.87 0.92 0.91
Sector 3 – Results
• Indian consumers’ responses to brand analyses components differ among global
brands and local brands in respect to difference in regions.
54
Table 4.2 illustrates results of repeated measure analyses for the effect of region and
brand on brand-specific associations, general brand impressions, and brand commitment.
Table 4.4 displays the result of multi-group comparisons.
Table 4.2 Results of repeat measure (split-plot) analysis
Brand Analysis Subject analysis Region (R)
Brand Analysis (B)
R X B
Brand Specific Associations Emotional Value 12.227*** 5.328** 3.030* Perceived Quality 7.060** 6.184** 1.459 General Brand Impressions Brand Awareness 14.545*** 14.545*** 2.558 Brand Image 5.432* 2.091 4.128** Brand Commitment Brand Loyalty 22.314*** 13.796*** 2.775* Purchase Intention 18.314*** 8.483*** 2.162
Notes: * p < 0.05; * * p < 0.01; * * * p < 0.001
Table 4.3 Estimated Marginal Means of Brands
Items Tommy Hilfiger Benetton Wills Lifestyle Brand Specific Associations Emotional Value NNE (4.9); WS (4.7);
E (4.8) NNE (5.2); WS
(5.1); E (4.8) E (4.9); WS (4.7);
NNE (4.4) Perceived Quality NNE (5.5); E (5.4);
WS (5.1) E (5.6); WS (5.5);
NNE (5.4) E (5.6); WS (5.4);
NNE (4.8) General Brand Impressions Brand Awareness NNE (5.7), E (5.4);
WS (5.4) NNE (5.7); E (5.4);
WS (5.4) E (5.3); NNE
(4.9); WS (4.9) Brand Image NNE (5.5); E (5.4);
WS (5.1) E (5.6); WS (5.5);
N (5.4) E (5.6); WS (5.4);
NNE (4.8) Brand Commitment Brand Loyalty WS (4.3); NNE (4.2);
E (3.7) WS (4.9); NNE
(4.7); E (4.5) E (4.7); WS (4.5);
NNE (4.2) Purchase Intention NNE (4.3); WS (4.3);
E (3.9) WS (4.9); NNE
(4.8); E (4.5) E (4.6); WS (4.5);
NNE (4.2)
Notes: NNE – North & North East India; E – East India; and WS – West & South India
55
Table 4.4 Results of Multi-group comparisons
Items Tommy Hilfiger Benetton Wills Lifestyle Brand Specific Associations Emotional Value NNE (4.9) > E (4.6) NNE (5.1) > E (4.8);
WS (5.1) > E (4.8) E (4.8) > NNE
(4.4) Perceived Quality Not Significant NNE (5.3) > WS
(5.0) E (5.1) > NNE (4.5); E (5.1) >
WS (4.7) General Brand Impressions Brand Awareness Not Significant Not Significant E (5.2) > NNE
(4.9); E (5.2) > WS (4.9)
Brand Image NNE (5.5) > E (5.4) > WS (5.1)
Not Significant E (5.6) > NNE (4.8)
Brand Commitment Brand Loyalty NNE (4.2) > E (3.7);
WS (4.3) > E (3.7) WS (4.9) > E (4.5) E (4.7) > NNE
(4.2) Purchase Intention NNE (4.3) > E (3.9);
WS (4.3) > E (3.9) WS (4.9) > NNE
(4.8) > E (4.5) E (4.6) > WS (4.5)
> NNE (4.2)
Notes: NNE – North & North East India; E – East India; and WS – West & South India
The interaction plots are represented for the effect of region and brand on brand-
specific associations (Figure 4.3 and Figure 4.4), general brand impressions (Figure 4.5
and Figure 4.6), and brand commitment (Figure 4.7 and Figure 4.8).
Brand – Specific Associations
The significant main and interactive effects of regional differences of India and
brand type on brand-specific associations lead to the support of H1a with respect to both
emotional value and perceived quality. In terms of emotional value, Tommy Hilfiger (m =
4.7) had a lower estimated mean than Benetton (m = 5.0) but both had slightly higher
estimated mean than Wills Lifestyle (m = 4.6). The interactions between two region
groups (NNE and E) were significant in the brands Tommy Hilfiger and Wills Lifestyle
only in reference to Table 4.4. For Benetton, three region groups (NNE, E and WS) were
56
significant. According to Table 4.3, in Tommy Hilfiger, NNE (m = 4.9), was followed by
WS (m = 4.7) and E (m = 4.6). Similarly, in Benetton, NNE (m = 5.2) was followed by
WS (m = 5.1) and E (m = 4.8). For Wills Lifestyle, E (m = 4.9), was followed by WS (m
= 4.7) and NNE (m = 4.4). Results about perceived quality revealed that, Tommy Hilfiger
(m = 5.0) had a slightly lower estimated mean than Benetton (m = 5.1) but both had
higher estimated mean than Wills Lifestyle (m = 4.7). The interactions between three
region groups (NNE, E and WS) were significant in Tommy Hilfiger referring to Table
4.4. Similarly, the interactions between two region groups (E and NNE) were significant
in Wills Lifestyle. There were no significant differences in region groups for Benetton.
According to Table 4.3, in Tommy Hilfiger, NNE (m = 5.5) was followed by E (m = 5.4)
and WS (m = 5.1). Similarly, in Benetton, E (m = 5.6) was followed by WS (m = 5.5) and
NNE (m = 5.4). For Wills Lifestyle, E (m = 5.6), was followed by WS (m = 5.4) and
NNE (m = 4.8).
Figure 4.3 Interaction plot of emotional value by region and brand type
57
Figure 4.4 Interaction plot of perceived quality by region and brand type
General Brand Impressions
The significant main and interactive effects of regional differences of India and
brand type on brand-specific associations lead to the partial support of H3a with respect
to brand image only. In terms of brand awareness, Tommy Hilfiger (m = 5.5) and
Benetton (m = 5.5) had the estimated mean but both had higher estimated mean than
Wills Lifestyle (m = 5.0). The interactions between three region groups (NNE, E and
WS) were significant in Wills Lifestyle only and not for Tommy Hilfiger or Benetton
with reference to Table 4.4. In Tommy Hilfiger, NNE (m = 5.7), was followed by both E
(m = 5.4) and WS (m = 5.4) having the similar estimated mean as seen in Table 4.3.
Similarly, in Benetton, NNE (m = 5.7), was followed by both E (m = 5.4) and WS (m =
5.4) having the similar estimated mean. For Wills Lifestyle, E (m = 5.3), was followed by
NNE (m = 4.9) and WS (m = 4.9) having the similar estimated mean. Results about brand
58
image revealed that, Tommy Hilfiger (m = 5.3) had a lower estimated mean than
Benetton (m = 5.5) but both had slightly higher estimated mean than Wills Lifestyle (m =
5.2). The interactions between three region groups (NNE, E and WS) were significant in
Tommy Hilfiger in reference to Table 4.4. There are no significant interactions in region
groups for Benetton whereas there are interactions between two region groups (E and
NNE) were significant in Wills Lifestyle. In Tommy Hilfiger, NNE (m = 5.5), was
followed by both E (m = 5.4) and WS (m = 5.1) as seen in Table 4.3. Similarly, in
Benetton, E (m = 5.6), was followed by WS (m = 5.5) and E (m = 5.4). For Wills
Lifestyle, E (m = 5.6), was followed by WS (m = 5.4) and NNE (m = 4.8).
Figure 4.5 Interaction plot of brand awareness by region and brand type
59
Figure 4.6 Interaction plot of brand image by region and brand type
Figure 4.7 Interaction plot of brand loyalty by region and brand type
60
Brand Commitment
The significant main and interactive effects of regional differences of India and
brand type on brand-specific associations lead to the full support of H5a with respect to
brand loyalty and purchase intention. In terms of brand loyalty, Tommy Hilfiger (m =
4.0) had the lowest estimated mean than Benetton (m = 4.7) and Wills Lifestyle (m =
4.5). The interactions between three region groups (NNE, E and WS) were significant in
Tommy Hilfiger only in reference to Table 4.4. Similarly, the interactions between two
region groups (WS and E) and (E and NNE) were also significant in Benetton and Wills
Lifestyle respectively. In Tommy Hilfiger, WS (m = 4.3), was followed closely by NNE
(m = 4.2) and then E (m = 3.7) as seen in Table 4.3. In Benetton, WS (m = 4.9), was
followed by NNE (m = 4.7) and E (m = 4.5). For Wills Lifestyle, E (m = 4.7), was
followed by WS (m = 4.6) and NNE (m = 4.2).
Figure 4.8 Interaction plot of purchase intention by region and brand type
61
Results about brand purchase intention revealed that, Tommy Hilfiger (m = 4.1)
had the lowest estimated mean than Benetton (m = 4.7) and Wills Lifestyle (m = 4.4).
The interactions between three region groups (NNE, E and WS) were significant in
Tommy Hilfiger, Benetton and Wills Lifestyle. In Tommy Hilfiger, WS (m = 4.3) and
NNE (m = 4.3) had the similar estimated mean followed by E (m = 3.9). In Benetton, WS
(m = 4.9), was followed by NNE (m = 4.8) and E (m = 4.5). For Wills Lifestyle, E (m =
4.6), was followed by WS (m = 4.5) and NNE (m = 4.2).
Sector 4 – Results
• The impact of Indian consumers’ affinity towards global products on their
responses to brand analyses components differs among the global brands and the
Indian brands.
Table 4.5 Results of multi-group comparisons of affinity for global brands
Items Tommy Hilfiger Benetton Wills Lifestyle Brand Specific Associations Emotional Value AH (5.2) > AM (4.8)
>AL (4.1) AH (5.3) >AM
(5.0) >AL (4.4)Not Significant
Perceived Quality
AH (5.4) > AL (4.6) Not Significant Not Significant
General Brand Impressions Brand Awareness
AH (5.6) > AL (5.0) Not Significant Not Significant
Brand Image AM (5.4) > AL (4.8) AM (5.6) > AL (5.0)
AL (5.1) > AH (4.9)
Brand Commitment Brand Loyalty AH (4.7) > AL (3.4) AH (5.3) > AL
(4.2) AM (4.9) > AL
(4.1) Purchase Intention
AH (4.9) > AM (4.2) >AL (3.4)
AH (5.4) > AL (4.1)
AM (4.7) > AL (3.9)
Notes: AH – high affinity for global brands; AM – medium affinity for global brands; and AL – minimal or low affinity for global brands.
62
Table 4.6 Estimated Marginal Means of Brands
Items Tommy Hilfiger Benetton Wills Lifestyle Brand Specific Associations Emotional
Value AH (5.2); AM (4.8);
AL (4.1) AH (5.3); AM (5.0);
AL (4.4)AM (4.8); AH
(4.4); AL (4.4)Perceived Quality
AH (5.4); AM (5.3); AL (4.6)
AH (5.4); AM (5.3); AL (4.8)
AM (5.0); AL(4.7); AH (4.5)
General Brand Impressions
Brand Awareness
AH (5.6); AM (5.6); AL (5.0)
AH (5.6); AM (5.6); AL (5.0)
AM (5.4); AL(5.0); AH (4.4)
Brand Image AH (5.6); AM (5.4); AL (4.8)
AH (5.8); AM (5.5); AL (5.0)
AM (5.6); AL (5.1);
AH (4.4) Brand
Commitment Brand Loyalty AH (5.6); AM (5.4);
AL (4.8) AH (5.6); AM (5.4);
AL (4.8) AM (4.9); AH
(4.2); AL (4.1)
Purchase Intention
AH (4.8); AM (4.2); AL (3.4)
AH (5.4); AM (4.7); AL (4.1)
AM (4.7); AH (4.3); AL (4.0)
Notes: AH – high affinity for global brands; AM – medium affinity for global brands; and AL – minimal or low affinity for global brands.
Brand – Specific Associations
The significant main and interactive effects of affinity for global brands and brand
type on brand-specific associations lead to the partial support of H2a with respect to
emotional value. In terms of emotional value for the Tommy Hilfiger brand, AH (m = 5.2)
group had a lower estimated mean than Benetton (m = 5.3) but higher estimated mean
than Wills Lifestyle (m = 4.4). The interactions between three affinity groups (AH, AM
and AL) was significant in the brands Tommy Hilfiger and Benetton only as seen in Table
4.5. In Tommy Hilfiger, high affinity group (m = 5.2), was followed by medium affinity
group (m = 4.8) and minimal or low affinity group (m = 4.1) referring to Table 4.6.
Similarly, in Benetton, high affinity group (m = 5.3), was followed by medium affinity
63
group (m = 5.0) and minimal or low affinity group (m = 4.4). For Wills Lifestyle,
medium affinity group (m = 4.8), was followed by both high affinity group (m = 4.4) and
minimal or low affinity group (m = 4.4). Results for perceived quality revealed that
Tommy Hilfiger brand, AH (m = 5.4) group had similar estimated mean as Benetton (m =
5.4) but both had higher estimated mean than Wills Lifestyle (m = 4.5). The interactions
between two affinity groups (AH and AL) was significant for Tommy Hilfiger only in
reference to Table 4.5. In Tommy Hilfiger, high affinity group (m = 5.4), was followed
by medium affinity group (m = 5.1) and minimal or low affinity group (m = 4.6) as seen
in Table 4.6. Similarly, in Benetton, high affinity group (m = 5.4), was followed by
medium affinity group (m = 5.3) and minimal or low affinity group (m = 4.8). For Wills
Lifestyle, medium affinity group (m = 5.0), was followed by minimal or low affinity
group (m = 4.7) and lastly high affinity group (m = 4.5).
General Brand Impressions
The significant main and interactive effects of affinity for global brands and
brand type on general brand impressions lead to the partial support of H4a in respect to
brand image only. In terms of brand awareness value for the Tommy Hilfiger brand, AH
(m = 5.6) group had a similar estimated mean as Benetton (m = 5.6) but higher estimated
mean than Wills Lifestyle (m = 5.0). The interactions between two affinity groups (AH
and AL) was significant in Tommy Hilfiger only in reference to Table 4.5. In Tommy
Hilfiger, high affinity group (m = 5.6), was equaled by medium affinity group (m = 5.6)
but the value of minimal or low affinity group (m = 5.0) was lower than both groups as
seen in Table 4.6. Similarly, in Benetton, high affinity group (m = 5.6), was also equaled
by medium affinity group (m = 5.6) but the value of minimal or low affinity group (m =
64
5.0) was lower than both groups. For Wills Lifestyle, medium affinity group (m = 5.4),
was followed by low affinity group (m = 5.0) and then high affinity group (m = 4.4).
Results for brand image revealed that Tommy Hilfiger brand, AH (m = 5.6) group had
lower estimated mean than Benetton (m = 5.8) but both had higher estimated mean than
Wills Lifestyle (m = 4.4). The interactions between two affinity groups (AM and AL) was
significant for Tommy Hilfiger and Benetton only as seen in Table 4.5. Furthermore, the
interactions between two affinity groups (AL and AH) was significant in Wills Lifestyle.
For, Tommy Hilfiger, high affinity group (m = 5.6), was followed by medium affinity
group (m = 5.4) and minimal or low affinity group (m = 4.8) in reference to Table 4.6.
Similarly, in Benetton, high affinity group (m = 5.8), was followed by medium affinity
group (m = 5.5) and minimal or low affinity group (m = 5.0). For Wills Lifestyle,
medium affinity group (m = 5.6), was followed by minimal or low affinity group (m =
5.1) and lastly high affinity group (m = 4.4).
Brand Commitment
The significant main and interactive effects of affinity for global brands and
brand type on brand commitment lead to the full support of H6a in respect to both brand
loyalty and purchase intention. In terms of brand loyalty value for the Tommy Hilfiger
brand, AH (m = 4.7) group had a lower estimated mean as Benetton (m = 5.3) but both
have higher estimated mean than Wills Lifestyle (m = 4.2). The interactions between two
affinity groups (AH and AL) was significant in both Tommy Hilfiger and Benetton as seen
in Table 4.5. Furthermore, the interactions between two affinity groups (AM and AL) was
significant in Wills Lifestyle. In Tommy Hilfiger, high affinity group (m = 4.7), was
followed by medium affinity group (m = 4.0) but the value of minimal or low affinity
65
group (m = 3.4) was lower than both groups in reference to Table 4.6. Similarly, in
Benetton, high affinity group (m = 5.3), was also equaled by medium affinity group (m =
4.6) but the value of minimal or low affinity group (m = 4.2) was lower than both groups.
For Wills Lifestyle, medium affinity group (m = 4.9), was followed by high affinity
group (m = 4.2) and then low affinity group (m = 4.1). Results for purchase intention
revealed that Tommy Hilfiger brand, AH (m = 4.8) group had lower estimated mean than
Benetton (m = 5.4) but both had higher estimated mean than Wills Lifestyle (m = 4.3).
The interactions between three affinity groups (AH, AM and AL) was significant for
Tommy Hilfiger only as seen in Table 4.5. Furthermore, the interactions between two
affinity groups (AM and AL) was significant in Wills Lifestyle. For, Tommy Hilfiger, high
affinity group (m = 4.8), was followed by medium affinity group (m = 4.2) and minimal
or low affinity group (m = 3.4) in reference to Table 4.6. Similarly, in Benetton, high
affinity group (m = 5.4), was followed by medium affinity group (m = 4.7) and minimal
or low affinity group (m = 4.1). For Wills Lifestyle, medium affinity group (m = 4.7),
was followed by high affinity group (m = 4.3) and then low affinity group (m = 4.0).
Sector – 5 Results
Paired Sample Analyses between Brands
Brand Specific Associations
All findings should be referred to Table 4.7. The paired groups significant to each
other in respect to emotional value were Tommy Hilfiger versus Benetton (p < 0.01) and
Benetton versus Wills Lifestyle (p = 0.001). Similarly in respect to perceived quality, the
paired groups significant to each other were Tommy Hilfiger versus Benetton (p < 0.01)
and Benetton versus Wills Lifestyle (p = 0.001). In both the attributes of brand-specific
66
associations, the interaction between Tommy Hilfiger and Wills Lifestyle were not
significant to report in the results.
General Brand Impressions
All findings should be referred to Table 4.8. The paired groups highly significant
to each other in respect to brand awareness were Tommy Hilfiger versus Wills Lifestyle
(p = 0.000) and Benetton versus Wills Lifestyle (p = 0.000). Similarly in respect to brand
image, the paired groups were not significant to each other to report in the results.
Brand Commitment
All findings should be referred to Table 4.9. The paired groups significant to each
other in respect to brand loyalty were Tommy Hilfiger versus Benetton (p = 0.000) and
Tommy Hilfiger versus Wills Lifestyle (p < 0.01). There were no significant interactions
between Benetton and Wills Lifestyle in case of brand loyalty and Tommy Hilfiger and
Wills Lifestyle in respect to purchase intention. Similarly in respect to purchase intention,
the paired groups significant to each other were Tommy Hilfiger versus Benetton (p =
0.000) and Benetton versus Wills Lifestyle (p < 0.05).
67
Table 4.7 Results of Paired Sample Analyses of Brands – Brand Specific Associations
Constructs Pair of brands
ME t Df Sig.
Brand Specific Associations Emotional Value
Perceived Quality
Tommy Hilfiger versus Benetton
4.77
5.01 -2.624 169 0.009
Tommy Hilfiger versus Wills Lifestyle
4.76
4.66 0.807 161 0.421
Benetton versus Wills Lifestyle
5.06
4.68
3.313 164 0.001
Tommy Hilfiger versus Benetton
5.14
4.79 2.811 166 0.006
Tommy Hilfiger versus Wills Lifestyle
5.14
5.20
-0.573 171 0.567
Benetton versus Wills Lifestyle
5.23
4.82
3.549 166 0.001
Note: ME = Estimated Marginal Mean, Sig. = Significance
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Table 4.8 Results of Paired Sample Analyses of Brands – General Brand Impressions
Constructs Pair of brands
ME t Df Sig.
General Brand Impressions Brand Awareness
Brand Image
Tommy Hilfiger versus Benetton
5.46
5.46 - - -
Tommy Hilfiger versus Wills Lifestyle
5.54
5.05
3.901 161 0.000
Benetton versus Wills Lifestyle
5.54
5.05
3.901 166 0.000
Tommy Hilfiger versus Benetton
5.41
5.46 -0.532 177 0.595
Tommy Hilfiger versus Wills Lifestyle
5.38
5.30
0.595 163 0.552
Benetton versus Wills Lifestyle
5.54
5.28
2.302 162 0.230
Note: ME = Estimated Marginal Mean, Sig. = Significance
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Table 4.9 Results of Paired Sample Analyses of Brands – Brand Commitment
Constructs Pair of brands
ME t df Sig.
Brand Commitment Brand Loyalty
Purchase Intention
Tommy Hilfiger versus Benetton
4.17
4.69 -4.701 175 0.000
Tommy Hilfiger versus Wills Lifestyle
4.10
4.53
-2.977 163 0.003
Benetton versus Wills Lifestyle
4.79
4.53
1.968 165 0.051
Tommy Hilfiger versus Benetton
4.25
4.67 -3.8 175 0.000
Tommy Hilfiger versus Wills Lifestyle
4.21
4.46
-1.711 164 0.089
Benetton versus Wills Lifestyle
4.78
4.43
2.446 167 0.015
Note: ME = Estimated Marginal Mean, Sig. = Significance
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Summary
The chapter started with the description of sample. The sample collected was not that
much but it included people from various regions of India. Their shopping habits were
chronicled through figures. Then the data was represented in respect to the factors which
influenced the brand analyses – 1) regional differences and 2) affinity towards global
brands. The data revealed mixed choices among Indian consumers regarding the three
brands. Benetton enjoyed more favorable acceptance among the sample studied than the
other two brands. Graphs indicated the level of difference of brand choices among the
various regions of India. Tables justified the study as the statistical treatment involved
studying the significance level of the factors over the three brands and their estimated
mean values. Reliability analyses table included in the chapter supported the initial
position that these factors have effect on the choice of acceptance of the three brands.
Paired sample analyses were conducted to find out the level of significance and
interactions among the three brands. Overall most of the hypotheses concerning the
European brand were supported in the results.
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Chapter – Five
The foundation of this study was based upon on the influence of regional
difference in India and Indian consumers’ affinity towards global brands over local
brands on the parameters of general brand impression, brand-specific association and
brand commitment (Yoo et.al, 2000; Lee et.al, 2008; Paasi, 2002). Previous research
devoted to the consumers in Mexico, South Korea and Japan revealed that levels of
economic development influenced the popularity of global brands in a certain consumer
market (Lee et. al, 2008). This study is different from the other studies based on brand
analyses. The research hypotheses based themselves on regional differences and also
included consumers’ affinity for a global brand over a local brand or vice versa. The
study included three different brands from different countries or regions – American,
European and Indian, and analyzed them on research parameters based on the research
framework. The study affirmed that Indian consumers are brand conscious and make
judicious choices based on their affinity which reflect on the brand analyses components.
Sector – 3 Discussion
• Indian consumers’ responses to brand analyses components differ among global
brands and local brands in respect to difference in regions.
There are five regions in India – North, North-East, East, West and South. For
better data analysis, these regions were clubbed into three categories to evenly distribute
the number of respondents. The three categories are denoted by abbreviations – 1) NNE –
North and North East, 2) E – East and, 3) WS – West and South. The brand analyses
components comprised of brand specific associations (emotional value and perceived
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quality), general brand impressions (brand awareness and brand image) and brand
commitment (brand loyalty and purchase intention).
Figure 5.1 Regions of India
According to Figure 5.1, there are 5 clusters of states which form the regions of
India. The color code in the Figure 5.1 refers to Purple as North India, Gray as West
India, Blue as South India, Dirty Green as East India and Pink as North-East India. The
states which form North India are Jammu & Kashmir, Punjab, Himachal Pradesh,
Uttarkhand, Uttar Pradesh, Haryana, NCT Delhi, Madhya Pradesh, Chhattisgarh, Bihar,
Jharkhand and Rajasthan. The states which form West India are Gujarat, Maharashtra and
Goa. Similarly, the states which form South India are Karnataka, Tamil Nadu,
Seemandhra, Pondicherry, Telangana and Kerala. East India comprises of West Bengal
and Orissa. Finally North East India consists of Sikkim, Assam, Arunachal Pradesh,
Mizoram, Nagaland, Manipur, Tripura and Meghalaya.
73
India as a united country is a 20th century invention when it got independence from
United Kingdom in 1947. The former country was divided along religious lines. India is a
federation of states with the central government based in New Delhi with constituent
states having their own form of governments. India follows a Westminster style
parliamentary system of government echoed in other British Commonwealth countries
like Australia and United Kingdom. When the central government lessened its reins on
industry and services, state governments began shaping the fortunes of their citizens
through state-level policy reforms. This resulted in faster growth in every state over the
last decade than any other decade in the post-independence era (Panagariya, Chakraborty
& Rao, 2014). In fact, some of the poorest states, notably Bihar and Orissa, have been
growing the fastest. The level of economic development varies along states and regions;
this is reflected on the choice of brands among consumers. As states become more and
more prosperous, the consumers have higher disposable income to spend on brands and
luxury goods (Mehta, 2013).
Emotional Value
North and North East India showed more favorable acceptance for Tommy Hilfiger
than West and South India and East India, similar trend of acceptance was observed in
case of Benetton. Contrary to the trends exhibited in case of two global brands, East India
showed more favorable acceptance to Wills Lifestyle (i.e., local brand) than West and
South India and North and North-East India. This part of study revealed that North and
North-East India and West and South India have more favorable acceptance to global
brands than the local counterpart.
74
Perceived Quality
North and North East India showed more favorable acceptance for Tommy
Hilfiger than West and South India and East India. East India showed more favorable
acceptance to Benetton than West and South India and North and North-East India.
Similar trend like in Benetton was observed for Wills Lifestyle. It reveals that consumers
in East India have favorable acceptance towards Benetton and Wills Lifestyle than
Tommy Hilfiger.
Brand Awareness
North and North East India showed more favorable acceptance for Tommy
Hilfiger than West and South India and East India who showed similar acceptance. This
trend of acceptance was also observed in case of Benetton. Contrary to the trends
exhibited in case of two global brands, East India showed more favorable acceptance to
Wills Lifestyle (i.e., local brand) than West and South India and North and North-East
India who showed similar acceptance. This part of study revealed that North and North-
East India have more favorable acceptance to global brands than the local counterpart in
respect to other two regions.
Brand Image
North and North East India showed more favorable acceptance for Tommy
Hilfiger than East India and West and South India. East India showed more favorable
acceptance to Benetton than West and South India and North and North-East India.
Similar trend like in Benetton was observed for Wills Lifestyle. It reveals that consumers
in East India have favorable acceptance towards Benetton and Wills Lifestyle than
Tommy Hilfiger.
75
Brand Loyalty
West and South India showed more favorable acceptance for Tommy Hilfiger than
North and North East India and East India, similar trend of acceptance was observed in
case of Benetton. Contrary to the trends exhibited in case of two global brands, East India
showed more favorable acceptance to Wills Lifestyle (i.e., local brand) than West and
South India and North and North-East India. This part of study revealed that West and
South India and North and North-East India have more favorable acceptance to global
brands than the local counterpart.
Purchase Intention
North and North East India and West and South India showed more favorable
acceptance for Tommy Hilfiger than East India. In case of Benetton, West and South
India showed more favorable acceptance to Benetton than North and North-East India
and East India. Whereas, East India showed more favorable acceptance to Wills Lifestyle
than West and South India and North and North-East India.
Available literature talks about difference of consumer acceptance with regional
difference (Paasi, 2002), North and North-East India and West and South India is more
exposed to global culture than East India. West and South India has more urban
population than the other two region groups (India Census Report, 2012). This affects
and changes the brand acceptance in the regions (Steenkamp & Gielens, 2003). Overall,
Benetton stands as a leader in all these regions of India than its American counterpart
(i.e., Tommy Hilfiger) and local counterpart (i.e., Wills Lifestyle). Hypotheses have been
supported for emotional value, perceived quality, brand image, brand loyalty and
76
purchase intention in favor of Benetton. For brand awareness, majority of respondents
were aware of all the three brands, so the results were similar.
Sector – 4 Discussion
• The impact of Indian consumers’ affinity towards global products on their
responses to brand analyses components differs among the global brands and the
Indian brands.
The levels of affinity towards global products were divided into three categories.
This was done to evenly distribute the data collected through the survey. The categories
are: 1) AH – high affinity for global brands; 2) AM – medium affinity for global brands;
and 3) AL – minimal or low affinity for global brands. The brand analyses components
comprised of brand specific associations (emotional value and perceived quality), general
brand impressions (brand awareness and brand image) and brand commitment (brand
loyalty and purchase intention).
Emotional Value
The significant presence of minimal or low affinity group for the three brands
reveals that the affinity for global brands is not very strong as the literature suggested
(Lee et.al, 2008; Bhardwaj et.al, 2010). In both global brands, the high affinity group was
leading than the other two groups significantly. In case of the local brand, medium
affinity group or consumers who are undecided about affinity towards the global brands
leading than the other two affinity groups. Hypothesis was partially supported in favor of
Benetton as a major choice of brand among the three brands.
77
Perceived Quality
In both global brands, the high affinity group was ahead than other two groups
significantly. In case of the local brand, medium affinity group or consumers who are
undecided about affinity towards the global brands leading than minimal or low and high
affinity groups. Hypothesis was not supported in favor of any of the three brands.
Brand Awareness
In both global brands, the high affinity group was equaled by medium affinity
group than minimal or low affinity group. In case of the local brand, medium affinity
group or consumers who are undecided about affinity towards the global brands leading
than the other two affinity groups. Hypothesis was not supported in favor of any of the
three brands.
Brand Image
The significant presence of minimal or low affinity group for the three brands
reveals that the affinity for global brands is not very strong as the literature suggested
(Lee et.al, 2008; Bhardwaj et.al, 2010). In both global brands, the high affinity group was
ahead than other two groups significantly. In case of the local brand, medium affinity
group or consumers who are undecided about affinity towards the global brands leading
than the other two affinity groups. Hypothesis was partially supported in favor of
Benetton as a major choice of brand among the three brands.
Brand Loyalty
The significant presence of minimal or low affinity group for the three brands
reveals that the affinity for global brands is not very strong as the literature suggested
(Lee et.al, 2008; Bhardwaj et.al, 2010). In case of Tommy Hilfiger, the high affinity
78
group was ahead than other two groups significantly. In respect to Benetton, both high
and medium affinity group had similar marginal means than lower affinity group. In case
of the local brand, medium affinity group or consumers who are undecided about affinity
towards the global brands leading than the other two affinity groups. Hypothesis was
supported in favor of Benetton as a major choice of brand among the three brands.
Purchase Intention
The significant presence of minimal or low affinity group for the three brands
reveals that the affinity for global brands is not very strong as the literature suggested
(Lee et.al, 2008; Bhardwaj et.al, 2010). In case of global brands, high affinity group was
ahead than other two groups significantly. In respect to the local brand, medium affinity
group or consumers who are undecided about affinity towards the global brands leading
than the high affinity group and minimal or low affinity group. Hypothesis was supported
in favor of Benetton as a major choice of brand among the three brands.
Studies have revealed that attitude towards global brands is related to brand
preference (Kotler & Armstrong, 2006; Grundey, 2006 & Rajput et.al, 2012). If it is
favorable, that gets reflected on the choice of brands, in this study it is for Benetton (i.e.,
European brand). There has been mixed responses towards the three brands but the
choice of brand has tilted to the European brand. There has also been relatively stronger
support for both Tommy Hilfiger and Wills Lifestyle. Eventually, Benetton has a prime
mover advantage than Tommy Hilfiger due to two reasons – 1) 96 percent of the
Benetton clothes sold in India are sourced within the country, helping it with sharp
pricing and quick response to local consumer tastes. 2) Benetton has been moving into
tier-III and -IV towns (like Dimapur, Bhavnagar & Kota) to connect with the young
79
consumers there. The strength lay in combining a global fashion point of view with local
sensibilities. (Kurian & Sharma, 2013). Wills Lifestyle as a local brand has the similar
advantage like Benetton but has not been able to capitalize on it very successfully. Then
the advantage may not be in the sourcing of apparel, but in the operations of the two
global brands. Wills Lifestyle can adapt to Benetton’s or Tommy Hilfiger’s operating
strategy and build on its market.
Limitations
The limitation of this study is the access to various types of demographics and
covering all big cities and large towns. The participation of respondents in this study has
been limited but variedly spread throughout the country. In future, studies based on this
topic can focus more on the sample and increase it to get the real world picture about the
perception of Indian consumers towards global and local brands. This is the first time -
three brands have been included in such study and then analyzed on two factors – 1)
regional difference and 2) consumers’ affinity towards global brands over local brands.
Replication of this study in comparison with other rapidly developing countries can be
undertaken. This can result in a guideline to be followed when a global brand tries to
enter a new market.
Conclusion
Hypotheses for this study were supported in favor of the European brand leading
over American and local brand. The two parameters of this study concerned about Indian
consumers’ affinity towards global brands and regional differences in India. As India
becomes more and more economically strong, affinity for procurement of global as well
as local brands will increase. The study sets precedence on the type of studies already
80
done on Indian consumer as it studied three brands. Based on the framework from
previous research, the study analyzed the acceptance of global brands and local brands
among Indian consumer. Interestingly, the study revealed that a certain portion of Indian
consumers have a strong affinity towards procuring global brands but there’s a group
which is still undecided.
Another interesting part of this research was when the brand analyses components
were studied with regional differences of India. The study clearly revealed that North and
North-East India and West and South India have similar choices in brands or brands
whereas East India was completely different. East Indians have less exposure to global
brands than their other counterparts; the region is poor and still developing. West and
South India showed more acceptances for global brands than the local brand. The region
is the most developed among geographical regions of India. As urbanization and retail
industry progresses more and more, Indian consumers will evolve too. So it can be
assumed after this study and studying other literatures that Indian consumer choice are
evolving and there will be more transformations (Rao, 2000; Srinivas, 2008; Gupta &
Hodges, 2012).
India is a rapidly developing economy based on strong private sector with brand
conscious consumer. This attribute about Indian economy attracts global brands to set up
stores in the country. The problems as evidenced from the study of literature reveal
regional constraints and government regulations hampering the rapid growth of retail in
India. The study can be set as a stepping stone for other scholars to study in depth about
the brands in India; both global and local as well as the Indian consumer choices. Finally,
Indian consumer market is ever changing which opens up new possibilities and the
81
brands need to tap into this burgeoning space (Sinha & Banerjee, 2004; Kaur & Singh,
2007).
82
APPENDIX – A Questionnaire
SECTION: 1 GENERAL INFORMATION The following questions will be used for description purpose only.
1. What is your gender?o Maleo Female
2. Which age group do you belong to?o 18 – 29o 30 – 39o 40 – 49o 50 and over
3. Kindly indicate your marital status.o Marriedo Unmarriedo Separated/Divorcedo Refuse to Answer
4. Kindly indicate your employment status.o Employedo Looking for worko Studento Retiredo Homemakero Businesso Refuse to answer.
SECTION: 2 CONSUMER INFORMATION
The following questions are regarding your information as a consumer of branded apparel products. Please provide your best answer for each.
1. Which region in India do you identify yourself with?o North Indiao North-East Indiao East Indiao West Indiao South India
2. Which brand/brands are you aware in this particular study?o Tommy Hilfigero United Colors of Benettono Wills Lifestyleo Tommy Hilfiger & United Colors of Benettono United Colors of Benetton & Wills Lifestyle
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o Tommy Hilfiger & Wills Lifestyleo All the three brands
3. What’s your frequency of shopping in a certain year?o 1 – 2 timeso 3 – 4 timeso 5 – 6 timeso 7 – 8 timeso 9 – 10 timeso more than 10 times
4. Where do you shop for apparel products?o Branded outlets (Tommy Hilfiger, United Colors of Benetton, & Wills
Lifestyle)o Departmental stores (Ex. – Shoppers Stop, Pantaloons, and Spencers etc.)o General merchandise store (store in a market)o Super-marketo Online store (Ex. – Flipkart, Jabong, Myntra etc.)
5. How much would you usually spend per season (6 months) on clothingpurchases?
o Rs. 1000 – Rs. 3000o Rs. 3001 – Rs. 5000o Rs. 5001 – Rs. 7000o Rs. 7001 – Rs. 9000o Rs. 9001 – Rs. 11000o Over Rs. 11000
6. When shopping for clothes, do you?o always return to the same shopso decide to go in due to the window display/advertisementso Try new shopso Search beforehand for information and then visit the right store for meo Go to shops where there are special offerso Other
SECTION: 3 CONSUMER ATTITUDE The following questions are regarding the attitude of Indian consumers
towards Global products.
1 = Strongly disagree, 2 = Disagree, 3 = Disagree somewhat, 4 = Undecided, 5 = Agree somewhat, 6 = Agree, 7 = Strongly agree
1 2 3 4 5 6 7 1. I prefer Global products over
Indian products.
2. Global products are of higherquality than Indian products.
84
3. Given a choice, I would love tobuy global-made rather thanIndian products.
Kindly answer the questions which follow after every brand logo.
The following section is regarding attitude of Indian consumers toward Global brand. It is the brand analysis of Tommy Hilfiger based on components of brand specific associations, general brand impressions, and brand commitment.
1 = Strongly disagree, 2 = Disagree, 3 = Disagree somewhat, 4 = Undecided, 5 = Agree somewhat, 6 = Agree, 7 = Strongly agree
1 2 3 4 5 6 7
1. This is the one I enjoy
2. Make me feel good
3. Give me pleasure
85
4. Make me want to use it
5. Feel comfortable using it
6. Be reliable
7. Be durable
8. Be high quality
9. I can recognize this brand amongcompeting brands
10. I am aware of this brand
11. I can quickly recall the symbol orlogo of this brand
12. Have good reputation
13. Be prestigious brand
14. I am loyal to this brand
15. This brand is my first choiceamong competing brands
16. I intend to buy this brandfrequently
17. I plan to buy this brand moreoften
86
The following section is regarding attitude of Indian consumers toward Global brand. It is the brand analysis of United Colors of Benetton based on components of brand specific associations, general brand impressions, and brand commitment.
1 = Strongly disagree, 2 = Disagree, 3 = Disagree somewhat, 4 = Undecided, 5 = Agree somewhat, 6 = Agree, 7 = Strongly agree
1 2 3 4 5 6 7
18. This is the one I enjoy
19. Make me feel good
20. Give me pleasure
21. Make me want to use it
22. Feel comfortable using it
23. Be reliable
24. Be durable
25. Be high quality
26. I can recognize this brand amongcompeting brands
27. I am aware of this brand
28. I can quickly recall the symbol orlogo of this brand
29. Have good reputation
30. Be prestigious brand
87
31. I am loyal to this brand
32. This brand is my first choiceamong competing brands
33. I intend to buy this brandfrequently
34. I plan to buy this brand moreoften
The following section is regarding attitude of Indian consumers toward Indian brand. It is the brand analysis of Wills Lifestyle based on components of brand specific associations, general brand impressions, and brand commitment.
1 = Strongly disagree, 2 = Disagree, 3 = Disagree somewhat, 4 = Undecided, 5 = Agree somewhat, 6 = Agree, 7 = Strongly agree
1 2 3 4 5 6 7
35. This is the one I enjoy
36. Make me feel good
37. Give me pleasure
38. Make me want to use it
39. Feel comfortable using it
88
40. Be reliable
41. Be durable
42. Be high quality
43. I can recognize this brand amongcompeting brands
44. I am aware of this brand
45. I can quickly recall the symbol orlogo of this brand
46. Have good reputation
47. Be prestigious brand
48. I am loyal to this brand
49. This brand is my first choiceamong competing brands
50. I intend to buy this brandfrequently
51. I plan to buy this brand moreoften
89
APPENDIX - B
IRB Approval
90
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VITA
Aniket Sengupta is a native of India. He received a Bachelor of Technology in Apparel
Production in 2010 from the National Institute of Fashion Technology, Kolkata, India.
After that he worked for one year in Embee International Industries at Ismailia, Egypt as
a marketing merchandiser. In fall of 2012, Aniket returned to Graduate School at the
University of Kentucky where he was awarded both a Teaching Assistantship and
Research Assistantship within the Merchandising, Apparel and Textiles Department.
Aniket worked primarily as a Teaching Assistant for Merchandising, Planning and
Control and Retail Entrepreneurship. He also completed a research paper on usage of
clothing care-labels with Dr. Min-young Lee and has been selected to present it at ITAA
Seminar 2014 in Charlotte, North Carolina. Aniket has been selected to join the doctoral
program in Agricultural Economics from Fall 2014 at the University of Kentucky under
Dr. Michael Reed.
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