Revitalizing mature packaged goods

Journal of Product & Brand Management

Volumn 10, Issue 4, 2001, Pages 228-242

  Wansink, Brian ^a   Huffman, Cynthia ^b  

^a UNIVERSITY OF ILLINOIS AT URBANA CHAMPAIGN   (United States)

^b UNIVERSITY OF DELAWARE   (United States)

Author keywords

Brands; Customer behaviour; Product life cycle; Product management; Revitalization

Indexed keywords

EID: 84986132063     PISSN: 10610421     EISSN: None     Source Type: Journal    
DOI: 10.1108/EUM0000000005673     Document Type: Article

References (42)

1. Aaker, D.A. (1984), “Product quality: an important strategic weapon”, Business Horizons, March-April, pp. 40-3.
2. Aaker, D.A. (1991), Managing Brand Equity, Free Press, New York, NY.
3. Aaker, D.A. and Keller, K.L. (1990), “Consumer evaluation of brand extensions”, Journal of Marketing, Vol. 54, pp. 27-41.
4. Batra, R. and Ray, M.L. (1986), “Situational effects of advertising repetition: the moderating influence of motivation, ability, and opportunity to respond”, Journal of Consumer Research, Vol. 12, March, pp. 432-45.
5. Blattberg, R.C. and Neslin, S.A. (1990), Sales Promotion: Concepts, Methods, and Strategies, Prentice-Hall, Englewood Cliffs, NJ.
6. Chandon, P., Wansink, B. and Laurent, G. (2000), “A congruency framework of sales promotion effectiveness”, Journal of Marketing, Vol. 64 No. 4, pp. 54-66.
7. Day, G.S., Shocker, A.D. and Srivastava, R.K. (1979), “Customer-oriented approaches to identifying product-markets”, Journal of Marketing, Vol. 46, January, pp. 56-64.
8. Deighton, J. (1984), “The interaction of advertising and evidence”, Journal of Consumer Research, Vol. 11, pp. 763-70.
9. Elliott, S. (1993), “The famous brands on death row”, New York Times, 7 November, Vol. 3, p. 1+.
10. Goodstein, R.C. (1993), “Category-based applications and extensions in advertising: motivating more extensive ad processing”, Journal of Consumer Research, Vol. 20, June, pp. 87-99.
11. Hoyer, W.D. (1984), “An examination of consumer decision making for a common repeat purchase product”, Journal of Consumer Research, Vol. 11, December, pp. 822-9.
12. Huffman, C.D. and Houston, M. (1993), “Goal-oriented experiences and the development of knowledge”, Journal of Consumer Research, Vol. 20, September, pp. 190-207.
13. Huffman, C.D. and Kahn, (1998), “Variety for sale: mass customization or mass confusion?”, Journal of Retailing, Vol. 74 No. 4, pp. 491-513.
14. Huffman, C.D., Ratneshwar, R. and Mick, D. (1997), “A framework of goal-oriented understanding”, working paper, University of Delaware, Newark, DE.
15. Inman, J.J., McAlister, L. and Hoyer, W.D. (1990), “Promotion signal: proxy for a price cut?”, Journal of Consumer Research, Vol. 17, June, pp. 74-81.
16. Kahn, B.E. and McAlister, L. (1997), Grocery Revolution, the New Focus on the Consumer, Addison-Wesley, Reading, MA.
17. Keller, K.L. (1993), “Conceptualizing, measuring, and managing customer-based brand equity”, Journal of Marketing, Vol. 57, January, pp. 1-22.
18. Lattin, J.M. and Bucklin, R.E. (1989), “Reference effects of price and promotion on brand choice behavior”, Journal of Marketing Research, Vol. 26 No. 3, pp. 299-310.
19. Lutz, R.J. and Kakkar, P. (1975), “Toward a taxonomy of consumption situations”, in Mazze, E.M. (Ed.), Marketing in Turbulent Times, American Marketing Association, Chicago, IL, pp. 206-10.
20. Pechmann, C. and Stewart, D.W. (1990), “The effects of comparative advertising on attention, memory, and purchase intentions”, Journal of Consumer Research, Vol. 17, September, pp. 180-91.
21. Puto, C.P. (1987), “The framing of buying decisions”, Journal of Consumer Research, Vol. 14, pp. 301-15.
22. Raj, S.P. (1982), “The effects of advertising on high and low loyalty consumer segments”, Journal of Consumer Research, Vol. 9, June, pp. 77-89.
23. Ratneshwar, S. and Shocker, A.D. (1991), “Substitution in use and the role of usage context in product category structures”, Journal of Marketing Research, Vol. 28, August, pp. 281-95.
24. Rowsome, H. Jr (1979), The Verse on the Side of the Road, Viking Press, New York, NY.
25. Shimp, T.A. (1978), “Do incomplete comparisons mislead?”, Journal of Advertising Research, Vol. 18 No. 6, pp. 21-7.
26. Srivastava, R.K., Leone, R.P. and Shocker, A.D. (1981), “Market structure analysis: hierarchical clustering of products based on substitution-in-use”, Journal of Marketing, Vol. 45, January, pp. 38-48.
27. Varadarajan, P.R. (1986), “Marketing strategies in action”, Business, January-March, pp. 11-23.
28. Wansink, B. (1994), “Advertising's impact on category substitution”, Journal of Marketing Research, Vol. 31, November, pp. 505-15.
29. Wansink, B. (1996), “Does package size accelerate usage volume?”, Journal of Marketing, Vol. 60 No. 3, July, pp. 1-14.
30. Wansink, B. (1997), “Making old brands new”, American Demographics, Vol. 19 No. 12, December, pp. 53-8.
31. Wansink, B. and Deshpande, R. (1994), “‘Out of sight, out of mind': the impact of household stockpiling on usage rates”, Marketing Letters, Vol. 5 No. 1, January, pp. 91-100.
32. Wansink, B. and Gilmore, J.M. (1999), “New uses that revitalize old brands”, Journal of Advertising Research, Vol. 39 No. 2, April/May, pp. 90-8.
33. Wansink, B. and Park, S. (2000), “Comparison methods for identifying heavy users”, Journal of Advertising Research, Vol. 40 No. 4, July/August, pp. 61-72.
34. Wansink, B. and Ray, M.L. (1996), “Advertising strategies to increase usage frequency”, Journal of Marketing, Vol. 60 No. 1, January, pp. 31-48.
35. Wansink, B., Brasel, S.A. and Amjad, S. (2000), “The mystery of the cabinet castaway: why we buy products we never use”, Journal of Family and Consumer Science, Vol. 92 No. 1, pp. 104-8.
36. Wansink, B., Kent, R.J. and Hoch, S.J. (1998), “An anchoring and adjustment model of purchase quantity decisions”, Journal of Marketing Research, Vol. 35 No. 1, February, pp. 71-81.
37. Winer, R.S. (1986), “A reference price model of brand choice for frequently purchased products”, Journal of Consumer Research, Vol. 13, September, pp. 250-6.
38. Zeithaml, V.A. (1988), “Consumer perceptions of price, quality, and value: a means-end model and synthesis of evidence”, Journal of Marketing, Vol. 52, pp. 2-22.
39. Keller, K.L. (1996), Managing Brand Equity, Random House, New York, NY.
40. Lichtenstein, D.R., Netemeyer, R.G. and Burton, S. (1996), “Psychological correlates of a proneness to deals; a domain-specific analysis”, Working paper, University of Colorado, Boulder, CO, July.
41. Rao, A.R. and Monroe, K.B. (1988), “The moderating effects of prior knowledge on cue utilization in product evaluations”, Journal of Consumer Research, Vol. 15, pp. 253-64.
42. Varadarajan, P.R., Clark, T. and Pride, W.M. (1992), “Controlling the uncontrollable: managing your market environment”, Sloan Management Review, Vol. 33, Winter, pp. 39-47.