What Makes Consumers Willing to Pay a Price Premium for National Brands over Private Labels?
Jan-Benedict E.M. Steenkamp, Harald J. Van Heerde, Inge Geyskens
Journal of Marketing Research · 2010 · Volume 47 · Issue 6
Abstract
The growing sales of private labels (PLs) pose significant challenges for national brands (NBs) around the world. A major question is whether consumers continue to be willing to pay a price premium for NBs over PLs. Using consumer survey data from 22,623 respondents from 23 countries in Asia, Europe, and the Americas across, on average, 63 consumer packaged goods categories per country, this article studies how marketing and manufacturing factors affect the price premium a consumer is willing to pay for an NB over a PL. These effects are mediated by consumer perceptions of the quality of NBs in relation to PLs. Although the results do not bode well for NBs in the sense that willingness to pay decreases as PLs mature, the authors offer several managerial recommendations to counter this trend. In countries in which PLs are more mature, the route to success is to go back to manufacturing basics. In PL development countries, there is a stronger role for marketing to enhance the willingness to pay for NBs.
Keywords
willingness to pay, private labels, cross-continent survey, consumer packaged goods, marketing-mix effects
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