Cobranding arrangements and partner selection: a conceptual framework and managerial guidelines

Casey E. Newmeyer, R. Venkatesh, Rabikar Chatterjee

Journal of the Academy of Marketing Science · 2014 · Volume 42 · Issue 2

Abstract

Cobranding, the strategy of marketing brands in combination, has received increasing attention from academics and practitioners alike. This study examines two cobranding decisions facing a firm: the cobranding structure and the selection of a partner. Propositions rooted in the theories of attribution and categorization posit (a) how the levels of cobranding integration, exclusivity, and duration influence brand evaluation and consideration and (b) how consistency with the partner brand in hedonic attributes, complementarity in functional attributes, and brand breadth moderate the effect of partnership structure. Higher integration or longer duration likely has a greater impact on evaluation and consideration; an exclusive arrangement has a greater effect on evaluation but lowers consideration. For managers, these propositions are directly applicable; the outcomes of brand evaluation and consideration map onto the strategic goals of brand development and market development, respectively.

Keywords

Cobranding, Brand alliance, Attribution, Categorization, Brand evaluation, Brand consideration

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