The five types of brand hate: How they affect consumer behavior

Marc Fetscherin
  • Journal of Business Research, August 2019, Elsevier
  • DOI: 10.1016/j.jbusres.2019.04.017

What is it about?

Drawing from Sternberg's (2003) triangular theory of hate, this paper conceptualizes and tests the theory in the branding context. Based on two studies with 712 consumers (study 1 = 349; study 2 = 363) who mentioned 266 brands they hate, the authors first validate Sternberg's (2003) theory of interpersonal hate relationships in connection with brand relationships. The empirical analyses confirm that brand hate is a multi-dimensional construct consisting of three key emotions: disgust, contempt, and anger. Our research shows there are five types of brand hate, depending on the combination of these emotions, each leading to different behavioral outcomes, including brand switching, private and public complaining, brand retaliation, and willingness to make financial sacrifices to hurt the brand. The paper concludes with a discussion on theoretical and managerial implications and limitations.

Why is it important?

64% have avoided a brand because of a bad experience within the past year. 74% of people are likely to switch brands if they find the purchasing process too difficult MEDALLIA EXPERIENCE CLOUD, 2019

Read Publication

http://dx.doi.org/10.1016/j.jbusres.2019.04.017

The following have contributed to this page: Professor of Marketing and Gelbman Family Chair of International Business Marc Fetscherin