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Salesperson–brand relationship: main dimensions and impact within the context of private brand retailing

Author

Listed:
  • Géraldine Michel

    (IAE Paris - Sorbonne Business School, Sorbonne Graduate Business School - IAE Paris - Sorbonne Business School)

  • Michaela Merk

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

  • Sevgin Eroglu

    (Robinson College of Business - Georgia State University - USG - University System of Georgia)

Abstract

Private branding is considered one of the most effective and efficient influencers of retailers' return on investment in their fiercely competitive industry. However, no study to date has examined these brands' impact on salespeople's motivation and commitment to their own employer. This study, based upon extensive qualitative and quantitative research, shows that salespeople's relationships with their private brands can be influential in increasing their selling motivation and organizational commitment. Toward this end, our study first identifies the three important dimensions of salesperson–brand relationship (affect, trust, perceived customer recognition due to the brand) and develops their measures. Second, the findings show that salesperson–brand relationships, which exist between the retail frontline employees and retailers' private brand, strongly influence sales motivation and firm commitment with a moderating influence of role clarity regarding management's expectations from its salespeople.

Suggested Citation

  • Géraldine Michel & Michaela Merk & Sevgin Eroglu, 2015. "Salesperson–brand relationship: main dimensions and impact within the context of private brand retailing," Post-Print hal-01274248, HAL.
    • Handle: RePEc:hal:journl:hal-01274248
    DOI: 10.1080/08853134.2015.1110937
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    Citations

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    Cited by:

    1. Jean-Baptiste Welté & Julien Cayla & Bernard Cova, 2022. "The intimacy trap: Navigating the commercial friendships of luxury," Post-Print hal-04103608, HAL.
    2. Noor Hasmini Binti Abd Ghani & Mohammad Kashedul Wahab Tuhin, 2016. "Consumer Brand Relationships," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 950-957.
    3. Hwang, Syjung & Lee, Minyoung & Park, Eunil & del Pobil, Angel P., 2021. "Determinants of customer brand loyalty in the retail industry: A comparison between national and private brands in South Korea," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
    4. Michel, Géraldine, 2017. "From brand identity to polysemous brands: Commentary on “Performing identities: Processes of brand and stakeholder identity co-construction”," Journal of Business Research, Elsevier, vol. 70(C), pages 453-455.
    5. Eroglu, Sevgin & Michel, Géraldine, 2018. "The dark side of place attachment: Why do customers avoid their treasured stores?," Journal of Business Research, Elsevier, vol. 85(C), pages 258-270.
    6. Jung, Jin Ho & Yoo, Jay Jaewon & Arnold, Todd J., 2021. "The influence of a retail store manager in developing frontline employee brand relationship, service performance and customer loyalty," Journal of Business Research, Elsevier, vol. 122(C), pages 362-372.
    7. Welté, Jean-Baptiste & Cayla, Julien & Cova, Bernard, 2022. "The intimacy trap: Navigating the commercial friendships of luxury," Journal of Business Research, Elsevier, vol. 145(C), pages 649-659.
    8. Mullins, Ryan & Swain, Scott & Friend, Scott B., 2023. "How and should firms motivate salesperson effort across a Multi-Brand Portfolio?," Journal of Business Research, Elsevier, vol. 158(C).
    9. Noor Hasmini Binti Abd Ghani & Mohammad Kashedul Wahab Tuhin, 2016. "Consumer Brand Relationships," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 950-957.

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