THE RELATION BETWEEN CUSTOMERS AND BRAND EQUITY

(UNILEVER-LUX)

A thesis submitted for the degree of Masters of Science in Economics and Business
Administration.

Submitted By:
Prashant Raj Baniya

Roskilde University
May 2013
 Acknowledgement

The thesis The Relation between customer and Brand Equity (Unilever- Lux) is hoped to be
one of the good projects in terms of the concepts used . It required a lot of studies on the terms
part carried out at the university. A report of this proportion could not be completed without the
assistance of some benevolent people whom I must thank.
I would like to particularly thank my supervisor Ada Scupola, who gave me lots of inspiration
guidance support and encouragement. She read every word of every draft, pointing out the
mistakes and helping me to clarify my ideas. Her broad and profound knowledge gave me great
inspiration as well as great help.
I would also like to thank all my professors who gave me many help, advices and encouragement
during my two years of studies at Roskilde University for exploring my knowledge.
Finally, I offer my regards and blessings to all of those who supported me in every respect during
this thesis.

Prashant Raj Baniya

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Abstract

Brand equity is one of the significant concepts in brand management as well as in business

practice and academic research. Developing and properly managing brand equity has been

emphasized issue for most firms. The thesis tries to show the relation between the consumer and

brand equity. Company, Unilever is used as a case study, uses different types of branding

(marketing) strategies in order to build its awareness in the mind of consumer. The classification

of brand Unilevers products are done according to social psychology of the brand.

The consumer based brand equity is discussed in detail. The thesis also contains different

marketing strategies adopted by Unilevers product, Lux. Moreover, Unilevers subsidiary,

Hindustan Unilever (HUL) is chosen for the detail analysis. Furthermore, the cultural influence of

marketing strategies adopted by Hindustan Unilever (HUL) in Nepalese society is viewed via

survey with Nepalese and Indian living in Denmark. My finding shows, Lux in India is

recognised as a product of celebrity and it is enjoying its cultural benefit in Nepalese society.

Keywords: Brand Equity, Brand Knowledge, Brand Image, Consumer Based Brand Equity,

Marketing Approaches, Celebrity Endorsement, India, Nepal.

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Table of Contents.

Chapter: One -------------------------------------------------------------------------------- 7

1. Introduction ------------------------------------------------------------------------------ 7
1.1 Research/ Problem background ----------------------------------------------------------------------------------------------- 10

1.2 Research Question ----------------------------------------------------------------------------------------------------------------- 10

1.3 Research Philosophy -------------------------------------------------------------------------------------------------------------- 11

1.4 Structure of the Thesis ----------------------------------------------------------------------------------------------------------- 12

1.5 Thesis overall Structure ---------------------------------------------------------------------------------------------------------- 15

Chapter Two: Methodology -------------------------------------------------------------17

2. Methodological Framework ----------------------------------------------------------17

2.1 Research Process ------------------------------------------------------------------------------------------------------------------ 17
2.1.1 Purpose of the research ------------------------------------------------------------------------------------------- 18
2.1.2 Explanatory (Analytical) research ------------------------------------------------------------------------------- 18
2.1.3 Descriptive research ----------------------------------------------------------------------------------------------- 18
2.1.4 Exploratory research ----------------------------------------------------------------------------------------------- 19
2.1.5 Predictive research ------------------------------------------------------------------------------------------------- 19

2.2 Research Type ---------------------------------------------------------------------------------------------------------------------- 19

2.2.1 Qualitative research ------------------------------------------------------------------------------------------------ 20
2.2.2 Quantitative Research --------------------------------------------------------------------------------------------- 20

2.3 Survey techniques ----------------------------------------------------------------------------------------------------------------- 20

2.4 Case study research --------------------------------------------------------------------------------------------------------------- 21

2.4.1 Strength and weaknesses of using case study method ------------------------------------------------------ 23

2.5 Data Collection Methods --------------------------------------------------------------------------------------------------------- 23

2.5.1 Primary data --------------------------------------------------------------------------------------------------------- 24
2.5.2 Secondary data ------------------------------------------------------------------------------------------------------ 24

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 2.6 Investigation approach ---------------------------------------------------------------------------------------------------------- 25

2.7 Delimitation ------------------------------------------------------------------------------------------------------------------------ 26

2.8 Method Sum-up -------------------------------------------------------------------------------------------------------------------- 27

Chapter Three: Literature Review ----------------------------------------------------30

3. Concept of Brand -----------------------------------------------------------------------30

3.1 Brand Equity ------------------------------------------------------------------------------------------------------------------------ 31

3.2 Brand Awareness ------------------------------------------------------------------------------------------------------------------ 32

3.3 Brand Image ------------------------------------------------------------------------------------------------------------------------ 32

3.4 Relation between brand awareness, brand loyalty and brand equity ------------------------------------------------ 36

3.5 Brand Loyalty and Competitive advantages -------------------------------------------------------------------------------- 38

3.6 Measuring sources of brand equity through consumer based perspective ------------------------------------------ 39
3.6.1 Indirect perspective ------------------------------------------------------------------------------------------------ 40
3.6.2 Direct perspective -------------------------------------------------------------------------------------------------- 41

3.7 Managing consumer perceptions ---------------------------------------------------------------------------------------------- 43

3.7.1 Advertising ----------------------------------------------------------------------------------------------------------- 44
3.7.2 Celebrity endorsement -------------------------------------------------------------------------------------------- 44
3.7.3 Sales promotion ----------------------------------------------------------------------------------------------------- 45
3.7.4 Store image ---------------------------------------------------------------------------------------------------------- 46
3.7.8 Event sponsorship -------------------------------------------------------------------------------------------------- 46

3.8 Cultures and Brand --------------------------------------------------------------------------------------------------------------- 47

Chapter Four: Case Description -------------------------------------------------------48

4. Short description of Unilever --------------------------------------------------------48

4.1 Hindustan Unilever---------------------------------------------------------------------------------------------------------------- 50

4.2 Unilever in Nepal ------------------------------------------------------------------------------------------------------------------ 53

Chapter Five: Analysis -------------------------------------------------------------------54

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Chapter Six: Discussion ------------------------------------------------------------------58

Conclusion ----------------------------------------------------------------------------------60

References ----------------------------------------------------------------------------------61

Appendix1 ----------------------------------------------------------------------------------67

Appendix 2. Questionnaire --------------------------------------------------------------70

Appendix .3 ---------------------------------------------------------------------------------72

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Chapter: One

1. Introduction

Nowadays, most of the consumers buy products with the help of brand rather than by inspecting

the products. It means, successful marketing of product means successful marketing of the brand

of that product. After producing a product, identification of the product should be given. For this,

brand is used to identify the product. Branding constitutes an important part of product. So,

building brand requires a great deal of time, money, promotion, packaging, etc. Thus, brand is not

only a name given to a product but also a technique by which the quality or the product of various

producers are differentiated. So every manufacturer or marketer is trying its best to make the

consumers develop a positive attitude toward the brand of their product and buy that brand

repeatedly. To put more precisely, every manufacturer wants and tries their best to make the

consumers loyal to the brand of their product. However, quite naturally, all the consumers do not

deal or behave with the brands exactly in the way marketers want. In spite of availability of

different brands, some consumers keep on sticking up to a particular brand whereas some are

indifferent in selection of a brand (Mital et al., 2008).

Similarly, also others are constantly switching from one brand to other. Every brand has a certain

image in the market. Every brand is known for its own feature and quality. So, the consumers;

according to their faith, trust on quality and feature, according to the experience of the same or

due to another psychological element; prefer one brand to others. If consumer think a brand is

good in terms of quality, price, social status or any other; they develop a positive attitude toward

that brand and repeatedly purchase the brand. When this happens, i.e., when consumers develop a

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positive attitude towards the brand and an intention to repurchase, the manufacturer has gained a

great asset known as brand loyalty (Agrawal, 2004).

In simple term, brand loyalty means a consumers strong faith or belief on a particular brand and,

as a result, an intention to repurchase the same brand and buys the same brand repeatedly. The

consumer here is said to be brand loyal. Brand loyalty is the consumer's conscious or unconscious

decision, expressed through intention or behaviour, to repurchase a brand continually. It occurs

because the consumer perceives that the brand offers the right product features, image, or level of

quality at the right price. Consumer behaviour is habitual because habits are safe and familiar. In

order to create brand loyalty, marketers must break consumer habits, help them acquire new

habits and reinforce these habits by reminding consumers of the value of their purchase and

encourage them to continue purchasing those products in the future (Holmgren et al., 2003).

Buyer behaviour is a series of activities of customers, which is influenced by four major factors.

They are cultural, social, personal and psychological factors. These factors cause consumers to

develop product or service and brand knowledge. Marketing satisfies the needs of target

customers where marketers must understand how customers select, buy, use and dispose

products. They must know about their customers. Human behaviour is a very complex process.

No two customers always behave in the same way. Marketers must investigates or understand

why customers behave as they do. Buying behaviour influences customers willingness to buy.

As we know that buying behaviour is a series of activities of customers where such kind of

activities are observable by others. They are related to products. Buying behaviour refers to the

purchasing process of customers that can be individual and household consumers or

organizations, which involves decisions. Although marketers cannot directly control and

understand the impact of four major factors. In order to cope marketers should come up with

marketing mix strategies that can develop to appeal to the preference of the targeted market

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segment. During the time of purchase of any product or service, a consumer involves

himself/herself through a decision process. This decision process can be stage as problem

recognition, information search, evaluation of alternatives, purchase decision and post purchase

decision. But the length of the decision process may vary ranging from shorter routing response

behaviour to limited and more comprehensive extensive problem solving. A consumer cannot

isolation in the purchase but may be influenced by any of several people in various roles. The

number of people involved in the buying decision increases with the level of involvement and

complexity of the buying decision behaviour. Not all consumers will accept new product at the

same rate. Marketers will need to aim the initial marketing mix at potential early adopters,

especially those identified as opinion leaders in order to increase consumer awareness of the

product and sales. Marketing activates of a brand creates a value for the brand by improving

customer ability to recall or recognize the brand by creating, maintaining or changing

favourability, strength or uniqueness of brand association. Marketers must also understand the

adoption process to effectively market to new customers (Agrawal, 2004).

This thesis focuses on the importance of consumer for building brand equity with the help of

internationally recognize brand, Unilever. Moreover thesis is base on assumption that a loyal

consumer adds value to the brand. Well-structured questionnaires are constructed as a research

question to collect the different views of the consumer towards the brand (Unilever). Here

different qualitative and quantitative means of measuring the consumer based brand equity are

used to show the relation between consumer knowledge on brand and its impact on rand equity.

The theories related to my problem formulation are presented under theoretical overview.

Similarly, presented case (Unilever) is analysis and findings are drawn followed by conclusion.

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1.1 Research/ Problem background

Due to the fast change in global market and increase competition among fast moving consumer

goods (FMCG) management of brand has become significant. Building strong brand equity

especially from consumers perspective is followed from brand awareness and brand loyalty.

(Keller, 1993, pp.1) argued there have been two general motivations behind brand equity,

financially based and strategy-based motivation. The former is to estimate the value of the brand

more precisely for accounting purposes or merge, acquisition or divestiture purposes. The latter

motivation is to improve marketing productivity that is to increase the efficiency of marketing

expenses. Thus, the concept of brand equity is to provide what consumers know about the brand

and what knowledge implies from marketing strategies for that particular brand.

(Morgan, 1999) argued big brands have much potential of developing salience then that of small

brand. Furthermore he added that salience increases exponentially in relation to brand awareness.

Now, how a firm try to position it to bind its consumers take an important role, which refers to

brand salience. Brand salience (often called top of the mind awareness) is probably the most

important characteristics of any low involvement brand such as products from Unilever. This

leads to our research question as mention below.

1.2 Research Question

To brand a product it is essential to acknowledge Who the product stands for that is identify it

among its targeted groups. As well as What the product does that is the function of product and

Why consumer should be cared or informed. Thus, the process of branding involves creating

mental structures and helping consumers organized knowledge about the product accordingly

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that drives the decision-making. Finally provides value to the firm (Kotler and Keller, 2006,

pp.276).

How do consumers add value (Brand Equity) to a strong brand like Unilever?

In order to answer above mention main research question, its divided into sub-question as

follows:

1. How brand is created?

2. What can be a relation between consumer and brand equity?

3. What are the different marketing strategies to build consumer based brand equity?

4. How is brand equity measured?

5. What makes a strong brand and how it helps to gain competitive advantage?

1.3 Research Philosophy

There are two types of research philosophy, which can be chosen to understand how brands are

created, how company markets itself to build consumer based brand equity. This is the research

idea, telling the reader about how the research is going to be approached. There are many

research philosophies, but we will implement two of this research philosophy, which are well

known and closely related to the main research problem. These are the interpretive and

positivists philosophical researches as will be described.

Positivism is a process of developing knowledge through the natural scientist point of view. The

research examines social facts by looking into the cause and effects of particular relationships. By

implementing this philosophical approach, empirical data is being used to test the relationships.

Interpretive is a research philosophy that stresses about the meaning and motives of peoples

action and interaction. Its more to the study of human behaviour patterns and characteristics, and

thus criticizes the positivists view, which portrays the fact that statistics and numbers cannot

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play much in a persons behaviour, as it does not represent actual reality. Therefore interpretive is

more acquainted to qualitative data, more in-depth in analysing human behaviour and also

interested in unstructured interviews where it is desired to prompt for more questions. By using

this philosophical research approach, I would be able to define and distinguish the humans

behaviour over the concept of brand and it is supported unstructured interview carried out in this

thesis.

1.4 Structure of the Thesis

In order to logically build the answer to the research question the presented below structure for

the thesis was used.

Part 1: Introduction

The main objective of this part is to present the issue Im interested in as well as establish a main

research question, which will serve as a backbone of this study.

Part 2: Methodology

This section will present the research strategy, which was used in order to answer the main

research question. The central idea in this section will be to define, which research tools will the

most appropriate for approaching the main goal of the thesis, as well as to explain why it is so.

Also the chapter will include the different methodological approach and guidelines that I

followed to conduct the interviews; how I established relation, collected data and information and

analyzed empirical data by discussing the validity and reliability.

Part 3: Theoretical Foundation

This chapter is all about the theoretical framework including the literature review and different

theories, where Im going to discuss about the relevant theories suitable with my research

questions and problem area. This section deals with the thoroughness on gathering the necessary

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information by assessing literature of various researches which are related to the subject area of

our research, comparing and contrasting their works, and getting the best fit of information that

will enable me to answer our research question. This part will present a comprehensive

theoretical work, where several issues relevant to my study will be studied. First of all, the notion

of brand, including brand equity, brand loyalty, brand awareness brand image, and measurement

of brand equity will be assessed. After that, as a second step, the role of consumer in building of

brand equity will be explained. This will require a more detailed presentation of how value of

brand is being circulated in the company will be presented.

Part 4: Case Description

In this part I have taken the Unilever Company as a case study in order to view the consumer

based brand equity activities deeply.

Part 5: Analysis

Based on the findings in this chapter analysis will perform with the help of theories presented on

the theoretical framework chapter. As Yin (1994), suggested that the theoretical framework is the

mean to direct the data analysis. The analysis in my study is based on the theories and models,

which are presented in the theoretical framework chapter. Then the empirical data have been

processed and analyzed by the models and theories in the theoretical framework chapter. The

similarities and differences have been identified between the theories and presented case, which

is forwarded for argumentation in discussion chapter.

Part 6: Discussion and Conclusion

In the overall conclusion, I summarized my findings from the analysis and discussion to provide

a reflection upon my problem formulation. This chapter will end by a discussion in which I will

draw together my results from my analysis to clearly answer my problem formulation. Finally,

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this discussion will determine the limitations and recommendations of what need to be further

considered.

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1.5 Thesis overall Structure

PROBLEM
INTRODUCTION

METHODOLOGY

THEORY FOUNDATION

CASE DESCRIPTION

ANALYSIS

DISCUSSION

CONCLUSION

Fig. 1: Thesis structure

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This thesis started with problem introduction and is followed by appropriate methodology. The

relevant theoretical foundations are built to answer the research question. I choose to go further

for a case study to provide a solid analysis and draw the empirical findings of the real world

scenario and finally to the conclusion.

As Im always been very agile during this thesis there was not a particular working time line I

was always moving back and forth with in these chapters to achieve a depth knowledge on the

topic.

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Chapter Two: Methodology

2. Methodological Framework
Methodological Framework is one of the important workouts in every thesis, where I define

whole methodology to complete the investigative research. Methodological framework helps to

find out better result and productive solution. It is very important to choose the right and efficient

research method to deduce the useful result. I can use either qualitative or quantitative or both.

The data I gather from different resources may be primary or secondary must be tentatively

accurate to meet the norms of the research problem. (Discussed more under the section data

collection methods).

2.1 Research Process

There are several ways of doing research to meet norms of the investigative problem, but every

research has its interrelation with each other in their common series of activities, which together

establish the research process. Moreover, there is no guarantee the case will follow the same way

or order as the principle to the research process, nevertheless, likely to describe the shared

patterns. In this thesis, research is focused towards investigation to determine marketing effect on

brand loyalty, brand awareness, brand equity, brand image and brand equity measurement

technique. In this thesis the investigative and explanatory research process is supported by

primary and secondary data from different literature reviews, survey questionnaires, Internet

sources and published articles on the related field.

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2.1.1 Purpose of the research

Research is the process of looking for a precise answer to a particular question or problem in an

organized objective reliable way (Payton, 1979, p.4). Furthermore, the purpose of an academic

study can be exploratory, descriptive or explanatory (ibid). The purpose of this study is to find

out the notion of brand loyalty, brand awareness, brand equity, and brand image to the real-life

case study. There are various ways of research types. They are analytical (explanatory),

descriptive, exploratory, and predictive.

2.1.2 Explanatory (Analytical) research

Analytical or explanatory research is an elaboration of descriptive research. The researcher goes

beyond purely describing the characteristics, to analyze and explaining why or how the

phenomenon being studied is happening. Thus, analytical research aims to understand the

phenomena by discovering and measuring causal relationship between them. For example,

information may be collected on the size of companies and the Levels of labour turnover. An

Explanatory investigation will try to illustrate cases, effects or intentions with the aim of

explaining a certain phenomenon (Olsen & Pedersen, POPW, 2008, P.188).

2.1.3 Descriptive research

Descriptive research is conducted to describe phenomena, as they exist. It is used to identify and

obtain information regarding the characteristics of a particular problem or issue. Descriptive

research goes further in examining a problem than exploratory research, as it is undertaken to

determine and describe the characteristics of the relevant issues (Ibid).

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2.1.4 Exploratory research

Exploratory research is conducted into a research problem or issue when there are very few or no

earlier studies, which I can refer for information regarding the issue or problem. The aim of this

type of study is to look for patterns, ideas or hypotheses, rather than testing or confirming a

hypothesis (Ibid).

2.1.5 Predictive research

Predictive research goes even further explanatory research, which establishes an explanation for

what is happening in a particular situation, where as the methodologies described earlier forecasts

the likelihood of a similar situation occurring elsewhere. Predictive research aims to generalize

the analysis by predicting certain phenomena based on hypothesis and general relationships

(Ibid).

In conclusion, this thesis is based on explanatory (analytical) research. I have tried to find about

explanatory investigation to seek casual relationships between formulated problem and different

principles to support it, where one out of the several theories is best to demonstrate the

importance of latent phenomena showing relations behind commonly used explanations, and to

make well known theories more useful or comprehensive.

2.2 Research Type

Based on the research data types, research can be classified into two broad categories, which are

quantitative and qualitative research.

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2.2.1 Qualitative research

Qualitative research is used to help us understand how people feel and why they feel as they do.

It is concerned with collecting in-depth information asking questions such as why do you say

that? Samples tend to be smaller compared with quantitative projects that include much larger

samples. Depth interviews or group discussions are two common methods used for collecting

qualitative information. Qualitative research is about producing and analyzing texts, such as

transcripts of interviews or field notes (Flick, 2006). Qualitative research deals with many ideas

but the main objective is to find meanings and interpretations (Widerberg, 2002).

Thus, Qualitative research is used to gain insight into people's attitudes, behaviour, value

systems, concerns, motivations, aspirations, culture or lifestyle.

2.2.2 Quantitative Research

Quantitative research is used to measure how many people feel, think or act in a particular

manner. Quantitative method distributes data in the numbers, graphs, tables and other measuring

tools. The quantitative studies are measureable, observable and also to manipulate (Hartman,

2004).

However, in this thesis Im this going to explain both numerical calculation a well as on non-

numeric situation. So Im using both the qualitative and quantitative research techniques to

determine the intrinsic proficiencies between low involvement brands like Unilever.

2.3 Survey techniques

To construct the research phenomena in the early stage of research, survey research takes place.

The main objective of survey research is to gain the main idea of the topic, which also provides in

20
depth survey as well as the various survey techniques, which is based on the questionnaire to a

sample of population (Malhotra & Birks, 2006). In this process responded will respond a set of

questionnaire regarding awareness, motivation, demography, brand, occupation, age and so on.

There are mainly four methods of survey techniques namely; telephonic interview, personal

interview, mail interview and electronic interview.

Here in this, a thesis face-to-face survey technique has been performed. A survey is low cost and

rapidly used method to collect the data from target group. The collected data can be effectively

used for marketing research. Survey questionnaire are mostly collected by face-to-face interview

because personal interview yield the highest rate of responds. It also helps to gather huge amount

of information regarding the topic of discussion (Ibid). The survey has been carried out among 60

people from Nepal and India living in Denmark. As, Nepalese possesses the same social and

cultural approaches as Indian. I selected people from Nepal and India as a target group of the

survey since they are most interested in the Indian products and strong brand like Unilever. The

questionnaires surveys were administered through informal and structured format with one the

product -LUX

The questions related to survey are attached in the appendix 2. The necessary figure from the

survey is used as measure the brand equity from consumer perspective. The necessary measured

figured are used for analysis and put forward for discussion and conclusion.

2.4 Case study research

For this purpose, it was decided to use a single case study, which would allow making a more in-

depth analysis. Case represents somehow the interesting topic of the study empirically (e.g. the

role of the United States in the world economy). Case study research excels at bringing us to an

understanding of a complex issue or object and can extend experience or add strength to what is

already known through previous research. Case studies emphasize detailed contextual analysis of

21
a limited number of events. (Yin, 1984, pp. 23) defines the case study research method as an

empirical inquiry that investigates a contemporary phenomenon within its real-life context; when

the boundaries between phenomenon and context are not clearly evident; and in which multiple

sources of evidence are used. The method for this research has been basically focused upon the

use of both primary and secondary data, using textbooks, literatures, and the extraction of

information from journal articles on the Internet and survey questionnaires.

The reason behind choosing a case study method is to save time in collecting the necessary

information. Secondly, it is less obstructive using secondary data as it is easy to collect and may

be likely to be of higher quality than primarily collected data. This data is also permanent, and it

can be subject to public scrutiny by anyone, which does show a high level of validity. Here, in

my thesis, I have used documentary sources. Documentation sources are the qualitative data

gathered about the Unilever Company, and its activities related to researching issues. I have

chosen this case because of the following reasons:

It is the worlds third-largest moving consumer good corporation in the world measured by 2011

revenues (after Procter & Gamble and Nestle) and the worlds largest maker of ice cream.

Unilever is a good example of low involvement brand product provider with highly applying

marketing policies and have a huge turnover. It is an interesting company and easy to find out

their brand measurement.

So, the main objective here is to develop a framework that can help academics to understand the

relationship between brand equity and consumer. Sometimes people say something else than

what they do in real. So, documented source is helpful compare to peoples different views on

their activities.

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2.4.1 Strength and weaknesses of using case study method

As there are many sources and evidence of case study method, researchers can gain an overall

view of certain circumstances or events. The replication may be possible because the case study

allows making generalization based upon the result of findings and using multiple cases may

increase its reliability. Case study method is also helpful to see the follow of organizational

activities and change capturing existence and important activities within the organization. On the

other hand, case study method is criticized on reliability of scientific exercising that does not

direct the issues of generalized ability (Noor Mohd, 2008, pp.1602).

Similarly, Critics of the case study method believe that the study of a small number of cases can

offer no grounds for establishing reliability or generality of findings. Others feel that the intense

exposure to study of the case biases the findings. Some dismiss case study research as useful only

as an exploratory tool. However, researchers continue to use the case study research method with

success in carefully planned and crafted studies of real-life situations, issues, and problems.

Reports on case studies from many disciplines are widely available in the literature.

2.5 Data Collection Methods

Data collection has an important part of the research. There are two different categories for data

collection, primary and secondary (Ghauri & Gronhaug, 2005). The gathering of data may

range from a simple observation at one location to a grandiose survey of multinational

corporations at sites in different parts of the world (Blumberg, Cooper & Schindler, 2005).

Almost in every study, primary and secondary data are used. In my thesis, I will also use the

primary and secondary data.

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2.5.1 Primary data

Primary data is defined as data collected through original research pertaining to the particular

research question asked (Yanni & Shishhang, 2005). Primary data can be collected using

different methods such as direct observations, interviews, performance tests, different survey,

experiments and questionnaires. Main reason behind collecting primary data is to measure or

draw accurate information on existing phenomena or in some case, available secondary data does

not have a full strength to support the situation but only follow the principle.

2.5.2 Secondary data

The use of secondary data had been collected by other researchers for their investigative purpose

and already published or not primarily collected by the researcher itself. According to (Ghauri &

Gronhaug, 2005) do not bypass secondary data, begin with the secondary data, and only when

the secondary data are exhausted or show diminishing returns, proceed to primary data".

Secondary data can be divided into two parts: internal data and external data. According to the

statements, secondary data is considered as the data gathered from different sources related to the

research, to create a new research in investigation. It has some benefits for using the secondary

data; they are saving money & time. It has high quality and reliable, as well as provide a large

database as compared to primary data. These secondary data, however, has limitation too because

reliability is not guaranteed enough as well as a researcher cannot engage in making observations

and developing concepts.

In my thesis, Im using both primary and secondary sources of data to introduce the case, but I

will focus both primary and the secondary sources of data, including various articles published by

different writers (like Keller, Armstrong, Kotler), researchers, newspapers and books (like

Stratrgic Brand Management by Elliott, Percy and Pervan), etc., and as for the primary data, I

24
have chosen the company web site and survey questionnaire as my primary data source. As I feel

the company website and survey questionnaire is the best and effective source of primary data

source.

2.6 Investigation approach

According to (Trochim, 1999, p.26), logic is composed of two major systems, deductive and

inductive methods of reasoning. Understanding these approaches is important since it plays a

significant role in formulating a research strategy and analyzing of data. It is illustrated in the

figure below; both approaches show a relationship between theory and research (Bryman and

Bell, 2009, p 11).

25
 Deductive Approach Inductive Approach

THEORY
THEORY

HYPOTHESIS
TENTETIVE
HYPOTHESIS

OBSERVATION PATTERN

CONFIRMATION OBSERVATION
N

Fig.2 Relation between theory and research

Deductive study: we should have a theory before inspecting a phenomenon, and a theory can be

tested through the observations to draw the conclusion. On the contrary, inductive study is

based on the idea that one starts with observations and from those observations draw up a

theory. So, this thesis is based on deductive approach. I have thoroughly discussed on

theoretical concepts like brand equity, consumer value, brand awareness, and measurement of

brand to create some understanding regarding this topic. The case study with Unilever will be

described later in the coming section.

2.7 Delimitation
One limitation for the reliability of this study is the limited prior experience of the lead researcher

in case method. As (Eisenhardt, 1989) notes: people are known to be poor processors of

information.

26
There are always limitations of the type of research method being utilized and how the data is

collected. This might affect the reliability of the results. There have been many researches on

consumers perception over various brand of Unilever, but very limited research has focused on

the relationship on consumers based brand equity. Therefore the data collected cannot give a

complete result of the concept of brand in an organization. Another important limitation in this

research is major focus is only on secondary data, which might have negative consequences in

answering research. According to (Saunders et al, 2003), the use of secondary data can be used

irresponsibly in research. Data can be manipulated and made in a way that can lessen the validity

of the original research. This means that some of the data collected may not actually match the

needs of our research question, thus placing more emphasis and constrain on time to get the exact

information and data needed. Access to data may also be difficult to obtain. This has been found

true in the thesis, as I have had tough moments in obtaining the right books from libraries; many

of the books have been borrowed out.

Getting academic data from journal articles on the Internet has been time constraining, and places

difficulties in getting enough material or the most appropriate data available. Sometimes data

from the Internet can be incomplete; the file can get damage, difficult to upload due to the large

size or needs money before gaining access to the information. There is also no real and proper

control over the quality of data collected which can be subjected to prejudice, validity and

credibility.

2.8 Method Sum-up

As I intended to get deeper understanding of cause and effect of consumer to brand equity since

they are closely related overview of a single company renowned as highly low involvement brand

in the world. I have chosen Unilever as a case study. Hindustan Unilever is the subsidiary of

27
Unilever and Nepal Lever is the subsidiary of Hindustan Unilever. So the empirical data has been

collected from the consumer using the product from Hindustan Unilever and Nepal Lever. The

research consists of the qualitative study conducted as online field visit that is website and related

other publications of the Unilever worldwide. For simplicity, I have used the information chosen

to work on the strategies of Hindustan Unilever India Ltd. The company works in the market with

large numbers of product in different industries, the unbeaten brand, LUX. LUX is not only in

India but is the world best selling beauty soap and never divides its market according to gender. It

was examined by following the keywords that contained in the site and other articles, for example

brand awareness, brand loyalty, brand image, brand attitude, brand equity, brand knowledge,

measurement of brand equity etc. As it was intended to get qualitative understanding of brand

management designed by Hindustan Unilever. The company is studied deeply on the basis of the

different primary and secondary sources.

28
 Company Marketing

Differential effect
Consumer Head

Financial perspective
Brand Image
Brand Equity

Consumer perspective Brand Knowledge

Brand awareness

Consumer response Survey, Interviews

etc.

Fig:3 overall view of the thesis

Chapter Three: Literature Review

3. Concept of Brand
A brand can be defined as a name, term, sign, symbol or design or combination of them which
is intended to identify the goods and services of one seller or group of sellers and to differentiate
them from those of competitors (Kotler 1991, pp. 442). Similarly, brand can be defined as a
label designating ownership by a firm, which we experience, evaluate, have feeling towards and
build associations with to perceive value, (Brakus et al, 2009). The former definition shows
how company uses its brand to be recognize by customer and differentiates from its competitors
within the industry that is a brand is a company, service or a product that differentiate it from
other within the same industry by satisfying wants of community. These differences may be
either functional, rational or tangible those related to product performance. Where as other
differences may be symbolic, emotional or intangible that is related to what a brand represent
(Kotler and Keller, 2006, pp.274). The latter shows, over the time concept of brand has changed,
its not only visual identity but also its more related to customers experience, feeling and
emotions that drives the purchasing decision. Both the mention definition highlights what comes
to mind of consumers when they think about a brand, which facilitates them either by products or
services. So brand exists in the mind-set of customers and the management of brands is all about
the management of this perception i.e. how perceptions can be organized, how they influence the
behaviour and how a brand can compete in the battle of mind space. The importance of
knowledge about the brand of consumer influences the buying/purchasing decision. Keller,
(1993) classified brand knowledge as brand awareness and brand image (which will be discussed
in coming section).
Furthermore, the concept of brand can be categorized into functional domain and an emotional/
symbolic domain. In functional domain, the basic brand attribute is a product that keeps its
promises of their performance i.e. what the product actually does for consumers (simply
satisfaction of functional need) where as emotional/symbolic represents safe rather than easy
choices i.e. as risk increases, the choice has to be more than just easy, consumers have to develop
a trust relationship with the brand. As consumer become familiar with products/services and get
involved themselves with a repeated purchase decision as their choice and theirs choice is
increasingly driven by emotional processes therefore the benefit becomes a safe choice (Elliott,
2011, pp. 4 & 5).

3.1 Brand Equity

Until the late 1980s, the idea that brand names add value to a product was used to figure out the
actual asset value of a company. (Kapferer, 1998) argued that change in doing business occurred
with the massive wave of mergers and acquisitions among the larger companies with established
brands followed by development of information, technology and globalization. This activities
lead to form the word brand equity. Different types of definition to brand equity came in an
academic field some of them are mention here. Moran (1991) defined the concept of brand
equity as any given brand name, itself, has particular meaning and value to its consumers and to
its direct customers, the distributive trade, which affects the future earning potential of the
product or products which are sold under that name. Whereas, Aaker (1991) defined brand
equity as A set of brand assets and liabilities linked to a brand; its name and symbol, which add
to or subtract from the value provided by a product or service to a firm and/or to that firms
customers. Brondoni (2001, pp. 12) defined brand equity as a corporate intangible asset based
on the knowledge of a specific brand in a market. As brand equity is dynamic in nature and are
subjected to change, its impact over time must be tracked that is measuring brand equity (which
will be discussed in coming section). Thus, brand equity expresses the resulting response to the
actions executed by a company to its target market to establish its identity. The economic value
of brand equity depends on understanding of the awareness and the image, which together
determine the brand perception that in turn linked to the extent of demand loyalty and customer
satisfaction. These on the other way shows brand equity either with financial terms or in how
consumers perceive the brand.
Customer based brand equity is defined as the differential effect of brand knowledge on
consumer response to the marketing of the brand (Keller, 1993, pp.8). A brand is said to have
positive (negative) customer-based brand equity when consumer react more (less) favourably to
a product marketing activity of the brand. This definition further more shows the important
concepts as differential effect, brand knowledge and consumer response to marketing

31
where differential effect is determined by comparing consumer response to the marketing of a
brand within the same industry. If there are no differences then the brand name product can be
classified as commodity generic version of the product where competition would then solely be
focused on price. Brand knowledge is classified and defined in terms of brand awareness and
brand image (will be discussed in coming section). Brand knowledge consists of thought,
feelings, images, experiences, believes association with the brand. Consumer response to
marketing is defined in terms of consumer perceptions, perception, preferences and behaviour
arising from marketing mix act such as brand choice, comprehension of copy points from an ad,
reactions to a coupon promotion or evaluations of a proposed brand extension.

3.2 Brand Awareness

Brand awareness is related to the strength of the brand node (stored information by links) or trace
in memory as reflected by consumer ability to identify them under different conditions i.e. it
expresses the degree of consciousness that consumers have regarding a brand. Brand awareness
consists of brand recognition and brand recall. The recognition of the brand relates to consumers
ability to discriminate the brand when given the brand as a cue such as seen or heard previously.
Brand recall relates to consumers ability to retrieve the brand when given the product category,
the needs fulfilled by the category or some other type of probe as a cue here consumer correctly
generate the brand from memory (Keller, 1993).
Brondoni (2001) argued that level of awareness become a critical factor when competitors
offers are related to a condition of direct comparability and other factors of selection. Brand
awareness plays an important role in consumer decision making such as consumers think about
the brand when they think about the products/services so raising brand awareness increases the
likelihood that the brand will receive repeated consideration of purchase. It also influences the
formation and strength of brand associations in the brand image.

3.3 Brand Image

Brand image reflects the perception of a brand for its demand or rather the connections contained
in the relationship and established in the memory of consumers. In the competitive dynamics,
brand stimulates associations that arises from demand perceptions and that differentiate

32
products/services offered by competitors. As a result, a brand has more distinctive profile if these
associates are unique, solid and favorable (Brondoni, 2001, pp. 14). Keller (1993, pp. 3) defined
brand image as perceptions about a brand as reflected by the brand association held in the
consumer memory. Brand associations are the other informational nodes linked to the brand node
in memory and contain the meaning of the brand for consumers. Furthermore he classified,
brand associations into three major categories namely: - attributes, benefits and attitudes.
Attributes are descriptive features that characterize a product or service. Myers and Shocker
(1981) distinguished attributes according to how directly they related to product or service
performance as product related attributes and non-product-related attributes. Product related
attributes are the objective characteristics of a brand such as ingredients or qualities where latter
is defined as the things that dont directly affect product performance such as price information,
packaging or product, user imagery (i.e. target group preferring the products or services), usage
imagery (i.e. under what circumstances the products or services is used), feeling etc. (Keller,
1993). The price attributes represents a necessary step in the purchase decision. A consumer
often has strong beliefs about the price, value of a brand and organizes their product category
knowledge accordingly (Blattberg and Wisniewski, 1989). User and usage imagery attributes are
formed through a direct consumers own experience and contact with brand users or indirectly
through the marketing communication or by other source of information such as word of mouth
or publicity. Word of mouth (and increasingly word-of-keyboard with the growing application of
information and technology on web) communication is common with services due to their
intangible core. Publicity on media coverage can be also influential in brand development- for
better or worse (Beery, 2000). Moreover, associations of a typical brand user may be based on
demographic factors such as sex; age; race; income etc. psychological factors such as attitude
towards career; possessions; the environment where as associations of a typical usage situation
may be based on the time of day, week or year, location (inside or outside the home) or type of
activity (formal or informal).
Plummer (1985) argued that one component of brand image is the personality or character of the
brand itself such as youthful, colourful, gentle. And these types of associations seem to arise
most often as a result of inferences about the underlying user or usage situations. Thus reflect
emotions or feeling evoked by the brand.

33
Keller (1993) defined benefits as the personal value and meaning attached to the product or
service attributes i.e. what consumers think the product or service can do for them and classified
benefits either as functional or symbolic or experiential. Functional benefits are more intrinsic
advantages of product or service consumption. These benefits are often linked to motivation
which resembles to lower level of Maslows hierarchical needs i.e. physiological and safety
needs and corresponds to product-related attributes (Rossiter and Percy, 1987) whereas
experiential benefits relate to feeling like to use the product or service and usually corresponds to
the product-related attributes. Finally, symbolic benefits usually are more extrinsic advantages of
products or service consumption and correspond to non-product-related attributes. These types of
benefits corresponds to rest of the level of Maslows needs namely; social approval, personal
expression and directed self-esteem (Keller, 1993, pp. 4).

34
 Price

Packaging
Brand Recall

User Imagery
BRAND
AWARENESS
Non-Product
Brand Recognition Related Usage Imagery
BRAND Attributes
KNOWLEDGE
Product Related
Types of Brand
Association
Benefits Functional

BRAND IMAGE Favorability of Brand

Associations Experimental

Attitudes
Strength of Brand Symbolic
Associations

Uniqueness of Brand
Associations

Fig. 4: Dimensions of Brand Knowledge

3.4 Relation between brand awareness, brand loyalty and brand equity

Wilkie (1986) defined brand attitudes as consumers overall evaluations of a brand. As

consumers become aware about the brand through brand awareness, learning occurs and salience
for the brand builds i.e. consumers think that the brand has certain attribute or benefits. As the
time goes on these associations are built and attitudes are formed as:

Brand
Brand loyalty
salience

Brand
awareness Brand
attitude

Learning Process Associations build Preference formed

Fig. 5 Brand awareness, salience, and attitude leading to brand loyalty

Aaker (1991, pp91) states that, brand loyalty is a measure of the attachment that a customer has
to a brand. Subsequently, Oliver (1997, pp 392) explains brand equity as a deeply held
commitment to rebury or re-patronize a preferred product or service consistently in the future,
deposit situation influences and marketing efforts having the potential to cause switching
behavior. Thus, brand loyalty is believed to be the most important brand equity dimension,
which results in above three given brand equity dimensions- i.e. brand awareness, brand
association and perceived quality (Tong and Hawley, 2009).
Consequently, brand loyalty is different from other brand equity dimensions, because it is
associated with usage experience (Aaker, 1991) Moreover, brand loyalty reduces uncertainty as
well as saves costs of seeking new relational exchanges with other brand (Erenkol and Duygun,
2010). Brand loyalty makes consumers buy a brand routinely and resist switching to other
competing brand (Yoo et al., 2000).
As a result, (brand) loyalty is a concept that firms emphasize, since it may create or sustain a
customers' patronage over the long-term (Marshall, 2010), thereby increase brand equity. In the
functional realm, choices are easy because of a simple trust in the brand. There are no emotional
complications because brand simply reflects the fundamental emotion of comfort i.e. consumers
sees the brand through is name, logo, design or combination of all (brand knowledge), knows it,
remember its benefit and feels comfortable with it. In the emotional realm, a brand must do
more, so more is involving. As the more difficult the choice, the more involving, the more
emotional associations are likely to be involved. The wide array of knowledge and assumptions
stored in declarative memory (part of memory that contains what we know we know, what
were we conscious of), reflecting more complication brand meaning, enter working memory
when someone is confronted with more difficult brand choice (Elliott, 2011, pp. 97).
Brand equity is an interest of manager because of brand loyalty and brand extensions. Brand
equity proportional to brand loyalty and brand extensions and are areas affected by original
brands equity (Bridges, 1992). An existing brand extension when compared to a new brand
name has lower advertising costs and promotes sales easily because of consumer knowledge
about the original brand. It is interestingly noticed that consumers accept brand extensions more
easily when quality variations across the product line are unnoticeable rather than vast
difference. Franzen (1990) has put it, loyal brand users have a high degree of bonding with the
brand and dont show much of an urge to switch.
Hofmeyr (1990) presented a conversion model (as shown in figure) in which attitudinal
component of brand loyalty that is the key to its role in brands equity. This model looks brand
loyalty in terms of commitment to the brand in case of users and availability among non-users.
Users are furthermore classified as secure and vulnerable. Within the context of brand equity,
secure users are a part of a brands asset but vulnerable users are unlikely to attach positive
equity to the brand. Similarly, non-users are either open to possible trial or unavailable. Nonuser
open to a brand will have at least a positive brand attitude and thus the potential for building

37
brand. Those unavailable are not likely to hold attitudes towards the brand that offer any
potential for building brand equity (Elliott, 2011, pp. 100).

Secure users Vulnerable users

Entrenched Average Shallow Convertable

Unavailable non-users
Open non-users

Available Ambivalent Weakly Strongly

available available

Fig. 6: Hofmeyr conversion model for mature FMCG markets

3.5 Brand Loyalty and Competitive advantages

In a competitive market, brand loyalty is followed by brand equity and helps to gain significant
competitive advantages. When a brand enjoys a large core of loyal consumers, it significantly
reduces marketing costs thus sustaining positive brand attitude is much easier than building
attitudes of consumers no simply by means of regular purchase of brand. Consumers may not
commit to a brand even though they are users, will not perceive much equity in the brand and

38
 will be less inclined to be positively influenced. Strong brands have become an important part of
the asset value of a company. Brand names are increasingly seen as one of a companys most
important asset. Even if a company is not doing well financially, it could still be an attractive
merger or acquisition target if it has a strong brand (Elliott et al. 2011, pp. 90). In the face of
global competition, firms may seek alliances with foreign competitors. Such alliances have
become the norm in the any industry. Companies go for alliance because no single firm has
sufficient resources, knowledge and skills to be best or to survive companies often have to share
costs and risks (Shocker et al. 1994). Being strong brand and having strategic alliances help to
greater profitability as indicated in diagram.

Trade acceptance
Higher price
points Greater
High Strong Higher margins Profitability
Loyalty Brands Low price
elasticity

Fig.7: how strong brands generate greater profitability

3.6 Measuring sources of brand equity through consumer based perspective

Brand equity is dynamic and is subjected to change if impact over time. In the management of a
brand, the building, strengthening and nurturing of its equity will lead to a more positive
contribution of the market value for the company. A brand really, only exists in and by the
marketing strategies followed by communication about it and differentiating itself from
competitors. From the above mention definition of customer-based brand equity, the exists
multiple means of capturing brand equity. And depends on the following:
a. What knowledge structure structures are presented in the minds of consumers and
b. What actions a film can take to capitalize on the potential offered by these knowledge
differences (Keller, 1993, p.14).

39
Keller (1993) argued that there are two ways of measuring brand equity through customer-based
perspective.
Indirect perspective
Direct perspective
Indirect perspective helps to measured brand equity through consumer based by measuring of
brand knowledge, which includes brand awareness and brand image as well as relationships
among brand associations. Whereas, the direct perspective attempts to measure customer-based
equity more directly by assessing the impact of brand knowledge on consumer response to
different element of the firms marketing program. Moreover, the indirect approaches are useful
to identifying the differential response in brand knowledge. Similarly, direct approach is useful
in determining the nature of the differential response. Thus the relations between these two
approaches are complementary in building customer-based brand equity.

3.6.1 Indirect perspective

Measuring brand knowledge requires brand awareness, the characteristics and relationships
among brand associations. Brand awareness can be assessed effectively through a variety of
aided and unaided measures and that can be applied to test brand recall and recognition. Alba
and Hutchinson (1987) argued that brand recognition might be use the actual name (brand name)
or term or sign or symbol or design or combination of them. Fazio (1987) argued brand recall
measures might use different sets of cues that define product category labels, provide a fuller
picture of memory performance with respect to the brand. Moreover, brand recall is used as top
of mind. The real power of brand is derived from thoughts, feelings, images, beliefs, attitudes,
experiences and so on that exist in the minds of consumers. Thus, these measures are strongly
associated with product category in memory.
There are many ways to measure the characteristics of brand associations. Qualitative techniques
can be employed to suggest possible associations. The relationships among brand associations
(type, strength, favorability and uniqueness) can be measured by two general approaches. These
approaches can be either comparing the characteristics of band associations in some way or
directly asking consumers for information relevant to the congruence, competitive overlap or
leverage. Congruence is the extent to which brand associations are shared. This congruence can
be assessed by comparing the pattern of associations across consumers to determine which

40
associations are common or distinct. Competitive overlap of brand associations is the extent to
which brand associations are linked to the identification of product category and are or are not
shared with other brands i.e. uniqueness. Uniqueness of brand associations can be assessed by
the company the characteristics of associations of the focal brand with characteristics of
associations for competing brands, additionally, consumers could be asked, how strongly they
identify the brand with product category and what they (consumer) consider to be the unique and
shared aspects of the brand (Aaker and Day, 1986).
There are number of techniques that skilled moderators and interviewers may use in qualitative
research such as free associations, projective technique ethnography etc. Free associations tasks
can be used where consumers describes their motivation, i.e. what the brand means to them, in an
unstructured format either individually or in small groups. Especially, Consumer might be
questioned or interviewed in terms of who, what, when, where, why and how types of
questions about the brands product/service (Keller, 1993 ,p.12).
Projective techniques can be especially useful in situations where individual or group may be
reluctant to talk about personal feelings or where the actual motives involved are ambiguous.
Projective techniques might be sentence completion, picture interpretation and brand personality.
Thus it can provide important insight into people motives (Levy, 1985).
Ethnography measuring brand equity is to help gain insights into consumer behavior, thus the
use of ethnographic research can be useful. Ethnographic interviewing is a very informal
approach where the interviewer does not use a structured set of questions but a series of question
asking strategies (Elliott et al. 2011, p.153).
Qualitative research techniques for a brand are too easy techniques method for a small fact
research. This method is used when we have a small mass of population and the research is not
generalized for huge population

3.6.2 Direct perspective

The second approach to measuring customer-based brand equity, directly measuring the effect of
brand knowledge on consumer response to marketing for the brand. This approach requires a sort
of experiments in which one group of consumers responds to an element of the marketing
program when it is attributed to the brand and another group of consumers responds to that same
element when it is attributed to a fictitiously named or unnamed version of product or service.

41
Comparing the responses of the two groups thus provides on estimate of the effects due to the
specific knowledge about the brand that goes beyond basic product or service knowledge.

Construct Measure(s) Purpose of measure(s)

Brand Awareness Correct identification of brand Capture top-of-mind
Recall given product category or accessibility of brand in
some other type of probe as memory.
cue.
Recognition Capture potential retrievability
Correct discrimination of or availability of brand in
brand as having been memory.
previously seen or heard.
Brand Image
Characteristics of brand
associations Free association tasks, Provide insight into nature of
Type projective techniques, depth brand associations.
interviews.
Ratings of evaluations of Assess key dimension
Favourability associations. producing differential
consumer response.

Strength Ratings of beliefs of Assess key dimension

association. producing differential
consumer response.

Relationships among brand

associations Compare characteristics of Provide insight into the extent
Uniqueness associations with those of to which brand associations
competitors (indirect are not shared with other
measure). brands; assess key dimension
producing differential
consumer response.
Congruence Compare patterns of
associations across consumers Provide insight into the extent
(indirect measure) to which brand associations
Ask consumers conditional are shared, affecting their
Leverage expectations about favourability, strength, or
associations (direct measure) uniqueness.

Compare characteristics of Provide insight into the extent

secondary associations with to which brand associations to
those for a primary brand a particular person, place,
association (indirect measure). event, company, product class,
Ask consumers directly what etc. are linked to other
inferences they would make associations, producing

42
 about the brand based on the secondary associations for the
primary brand association brand.
(direct measure)

Keller (1993) summarized the different measurement alternatives for customer-based brand
equity in a table. This table describes the indirect approach of assessing potential sources of
customer-based equity by measuring brand knowledge. The direct approach to measuring
customer-based equity involves measuring the effects of brand knowledge on consumer response
to marketing- for example, by conducting experiments in which one group of consumers respond
to an element of the marketing mix when it is attributed to the brand, and another group of
consumers respond to the same marketing mix element when it is attributed to a fictitiously
named or unnamed version of the product or service.
Fig. 9: Measurement of brand knowledge constructs related to customer-based equity
(Keller, 1993, pp. 14)

3.7 Managing consumer perceptions

Firstly, the perception of a brand comes from its history within the industry followed by
advertising, packaging, actual usage experiences etc. similarly, these mentioned perceptions can
and should be refreshed and reinforced by associating the brand within a goal and usage
situations or by encouraging category substitution (Wansink & Huffman, 2001). A brand should
be able to come up with new information, which is most easily learned. It can be quicker and less
expensive to re-active existing associations than to create new ones (Deighton, 1984).
The refreshing of favorable perceptions is carried through the packaging and creating much
word-of-mouth through media attention. The use of real people in advertising is a new
approach to managing perceptions of FMCG brands have been widely accepted and seen.
Another, powerful way to influence consumers perceptions of FMCGs is to associate a brand
with a good cause. For example Pedigree- brand of dog food launched. The Pedigree
Adoption Drive aimed at helping charities find homes for many dogs. Mark (1996) explored
that advertising with a social dimension is an organizational process. Companies are using Cause
Related Marketing (CRM) for the promotion of their sales. CRM is similar to those other
domains (such as celebrity, sales promotion, event sponsor) in order to improve brand
performance (Pracejus and Olsen, 2004).

43
Brand equity is seen as the outcome of long term marketing effect where Yoo (1996) suggested,
any marketing actions will effect on customers and argued brand knowledge i.e. psychological
perception, which is result in a positive or negative input on brand equity. Moreover, Keller
(1993, p.8) A brand is said to have a positive (negative) customer based brand equity if
consumers react more or less favorably to the product, price, promotion or distribution of the
brand than they do to same marketing mix element when it is attributed to a fictitiously names or
unnamed version of the product or service. Same of the methods or approaches used to create or
manage consumers perception are included here.

3.7.1 Advertising
Advertising is any paid form of non-personal communication by an identified to promote. It is an
efficient tool to reach numerous buyers at low cost. Company uses various kinds of media to
delivering messages. They are:
Print media: Newspapers, journals, newsletters, and brochures.
Visual media: Billboards, displays, and point of purchase display.
Audio media: Radio
Audiovisual media: TV, videotapes, and cinema.
Internet and social media: email, websites, Facebook and twitter.

Kotler and Keller (2006) argued advertising could create long-term brand image for a product
(service) and trigger quick sales by reacting a number of customers. A company or firm invests a
huge amount of fund in advertising of its product or service in order to create and increase brand
awareness by exposing brands to customers. As well as, advertising strengthens the brands
likelihood of being included in consumers mindset. Thus, enhance the market performance of a
brand. Yoo (1996) argued that, advertising expenditure has positive effects on all elements of the
brand knowledge such as brand awareness, perceived quality; brand associations brand loyalty
thus promotes brand equity.

3.7.2 Celebrity endorsement

One of the shortcuts to associating meaning with a brand is to use the ready-made meaning of a
celebrity endorser. McCracken (1989) defined celebrity endorser as any individual who enjoys

44
public recognition and who uses this recognition on behalf of a consumer good by appearing
with it in an advertisement.
Holman and Hecken (1983) showed, a celebrity presents with a brand always increases recall of
a brand. But the use of a celebrity endorser for a brand needs to be carefully evaluated in relation
to the generally high cost of securing the endorsement. Also, the risk of possible negative
publicity associated with the celebrity must be weighed. The negative figures of celebrity have
much damage to a brand depending on their cultural meaning and their match up with the brands
own meaning. Recent examples include Tiger woods and Gordan Ramseys infidelities;
Armstrongs failing drug test.

3.7.3 Sales promotion

Sales promotion has been increasing in popularity as a promotional tool. Marketers are using it
aggressively. Sales promotion refers to short-term incentives to stimulate demand. It is used to
create a stronger and quicker purchase response. It can be directed at consumers, middlemen and
sales personnel. It supplements advertising and facilitates personal selling.

Sales promotion is seen as temporary incentives to encourage the trail or use of a product or
service. These promotions may include short-term price reduction, premium (free gift with
purchase) coupons package, cent-off and price deal and refunds (Kotler & Keller, 2006). Kotler
& Keller (2006) further more outlined the benefits of sales promotion as gain attention and lead
the consumer communication to the product. Incorporate some concession, inducement or
contribution that gives value to the consumer (incentive). Sales promotion includes a distinct
invitation to engage in the transaction (invitation).
Sale promotion in general can be classified into two types: Price promotion and non-price
promotion. Price promotion can gain some attention from consumer through short-term financial
offering of a brand. But Shih (2010) argued price promotion may have a negative influence on
brands quality and image because for long-term price reductions reflect as low quality brand
image to the consumers (Yoo et al, 2000).
Non-price promotion such as premium, coupons, packages, cause-related marketing can enhance
brand image in the long-term as well as strengthens brand relationship with customers. This
types of activities can bring some computable economic savings for a brand as well as
excitement and immeasurable to a brand (Tong & Hawley, 2009).

45
According to Varadarajan & Menon (1988) come up with successful cause related loyalty of the
customers in order to attract the new customers and also to retain the existing customer. Cause
related marketing campaigns could increase the sales of the company by increasing trial
purchase, repeat purchase and /or promoting multiple unit purchase. Today, most of the
companies are using cause related marketing as a strategic tool to build a positive corporate
image in the minds of consumers (Chattananon et al; 2008) which results in enhancing the sales
of a companys products (Varadarajan & Menon, 1988, p.60) defined CRM (Cause Related
Marketing) as the process of formulating and implementing marketing activities that are
characterized by offer from the firm to contribute a specified amount to a designate cause when
customers engage in revenue-providing exchanges that satisfy organizational and individual
objectives.

3.7.4 Store image

Store image may not have direct contribution to brand equity, but has an effect on product
associations on the basis of the association related to the retail store in consumers mind. Store
image can create favorable image to attract more attention, contacts and potential customer
visits. A brand with right location of store will build favorable brand awareness, brand
associations and high quality perceptions than a brand without store or bad store image (Keller,
2002). Yoo (1996, p.49) argued High quality or high reputation stores will result in high brand
loyalty and high brand awareness by signaling high quality brands and stimulating word-of-
mouth communication.

3.7.8 Event sponsorship

The advertising and promotion go beyond the site itself since the sponsor is also utilizing. The
sponsor is also utilizing. The sponsor reaches two different audiences with its advertising, one
are those who actually are present and other to the much larger number of people looking at or
listening to, broadcasts of the event or reading about it in the press. Event sponsorship may
includes sports; music events, has become an effective communication tool for building or
enhancing brand awareness, brand image, corporate image and directly stimulating products
sales and inspire customers loyalty (Henseler et al, 2011).

46
3.8 Cultures and Brand

A successful marketer should be able to understand the role played of the buyers culture,
subculture and social class. According to Armstrong et al. (2009) Culture is the most basic cause
on an individuals behavior. Each culture contains smaller subculture and includes ethnicity,
religion, racial groups and geographical region. Sub-cultural activity is important for the
construction and expression of identity rather than cells of resistance against dominant orders. It
is important to recognize that sub-cultural choices are also consumers. Shocker et al. (2007)
argued a successful global brand carry one brand name or logo in all parts of the world.
Although, a global brand carry one name or logo but the product may not be standard at all.
Cultural differences are indeed a major a major factor that has an impact on the success or failure
of a brand. As brands enter different cultures, it becomes imperative for them to carefully tread
the standardization on customization.
In order to maximize the opportunities brands should be sensitive to culture and adopt
accordingly. Cultural differences can be morphed from a challenge to an opportunity when
brands learn from the many best practices in the industry and adopt their branding strategies to
adequately reflect the consumer preferences (Roll, 2009).

47
Chapter Four: Case Description

4. Short description of Unilever

Unilever was invented in 1930 with the merger of two different companies; The British company
Lever Brothers that was founded in the 1890s by William Hesketh Lever and the Dutch
Margarine Unie (Margarine Union). Unilever is formed with two entities operating as a single
unit. One of the entities is located on Rotterdam, Holland and another one is located on London,
England. Unilever Group has two parent companies named NV (Naamlooze Vennootschap
Margarine Unie) and PLC (Unilever Ltd) where NV operate from Rotterdam, Holland and PLC
operate from London, England. From the 1960s, Unilever became increasingly global, leading
to one of the largest companies in the world today. Unilevers global brand portfolio, which is
sold in over 190 countries, consists of over 400 brands, of which 12 brands individually.

Although, Unilever faces a strong competition from Nestle and Procter and Gamble in Fast
Moving Consumer Goods (FCMG), it has about 2 billion consumers in around 190 countries
worldwide. Unilever distributes more than 400 products within Asia, Africa and central and
Eastern Europe, The Americas and Western Europe. Its products are especially focused on
balance foods to indulgent ice creams, affordable soaps, luxurious shampoos and everyday
household care products. The Unilevers products are classified into four categories as personal
care, refreshment (ice cream and beverage), home care and foods (savory, dressing and spreads)
(Unilever, 2011). Unilever manages a number of partnerships globally with Carrefour, Auchan,
Tesco, Target, Walmart, Metro, Casino, Ahold, A.S. Watson Group & Lidl. Moreover, Unilevers
products are sold in over 10 million small shops in developing and emerging markets, which
count as 50% of its total sales. During year 2011, Unilever spend about 6.2 billion, up 150
million including acquisitions on advertising and promotion.
Unilever products are acquainted with the unique U shaped icon printed on the back of each
product as a trademark symbol. Unilevers current mysterious corporate logo was unveiled in
2004 and was created by Wolff Olins. The symbol U is composed with 25 different icons

48
amalgamated. Each of these icons symbolizes Unilevers diverse brand portfolio. The whole
identity system revolves around the idea of adding vitality to life. The mystery behind these 25
famous icons are placed in Appendix 1.
Since 2007, Unilever worked in partnership with World Food Program (WFP) in order to engage
activities to raise awareness and funds for WFPs school meal program. The program aims is to
heighten public awareness of the world hunger and strengthen solidarity in the struggle against
hunger, malnutrition and poverty. Since 2008, Unilever has been organizing World Food Day
events in more than 30 countries. Unilever has run Cause Related Marketing campaigns for
project Laser Beam in many countries, which have proven a great success in raising vital funds
and awareness.
The annual sales growth and annual sales growth by region for the three consecutive years in its
market placed are presented in a tabular form as follows:

Unilever annual sales growth by product category

Year 2011 Year 2010 Year 2009
Personal Care 8.2% 6.4% 5.3%
Underlying sales growth 4.2% 7.9% -
Underlying volume growth 15.5 billion 13.8 billion 11,846 million
Turnover

Ice-cream, Beverage & Refreshment

Underlying sales growth 4.9% 6.1% 4%
Underlying volume growth 1.4% 5.9% -
Turnover 8.8 billion 8.6 billion 7,753 million

Home Care
Underlying sales growth 8.1% 3% 7.1%
Underlying volume growth 2.2% 8.2% -
Turnover 8.2 billion 7.7 billion 6,968 million

49
Foods, Savoury, Dressing & Spreads
Underlying sales growth 4.9% 1.4% -0.1%
Underlying volume growth (1.2)% 2.5% -
Turnover 14.0 billion 14.2 billion 13,256 million
Fig. 10 Unilever annual sales growth by product category

Unilever annual sales growth by Region

Year 2011 Year 2010 Year 2009
Western Europe
Underlying sales growth 0.7% (0.4)% (1.9)%
Underlying volume growth (1.2)% 1.4% (0.1)%
Turnover 12.3 billion 12.01 billion 12.07 billion

Asia, Africa & Central & Eastern

Europe
Underlying sales growth 10.5% 7.7% 7.7%
Underlying volume growth 4.5% 10.2% 4.1%
Turnover 18.9 billion 17.68 billion 14.89 billion

The Americas
Underlying sales growth 6.3% 4% 4.2%
Underlying volume growth 0.4% 4.8% 2.5%
Turnover 15.3 billion 14.56 billion 12.85 billion
Fig. 11 Unilever annual sales growth by Region

4.1 Hindustan Unilever

In 1931, Unilever set up its first Indian subsidiary, Hindustan Vanaspati Manufacturing
Company, followed by Lever Brothers India Limited (1933) and United Traders Limited (1935).

50
In November 1956, these three companies merged to form Hindustan Hindustan Lever Limited.
In June 2007, the company was renamed Hindustan Unilever Limited.
An Indian based fast moving consumer goods company called Hindustan Unilever. The
corporation produced in seven business segments.
Soap and detergents: soaps, detergent bars, detergent powders and scourers.
Personal products: oral care, skin care (excluding soaps), hair care, talcum powder and
color cosmetic.
Beverages: tea and coffee
Packaged food: staples (atta, salt, and bread) and culinary products (tomato-based
products, fruit-based products and soups, ice-cream and frozen desserts)
Others: exports, chemicals, water

The corporation has over 35 brands spanning 20 distinct categories. Its portfolio includes
household brands, such as Lux, Lifebuoy, Rin, Wheel, Surf Excel, Ponds, Fair & Lovely,
Lakme, Dove, Vesline, Subsilk, Clinic Plus, Closeup, Pepsodent, Axe, Bru, Knorr, Brooke Bond,
Kwality Walls, Kissan and Pureit.
Hindustan Unilever Limited (HUL) is Indias largest fast moving consumer goods company,
with leader in home and personal care products and food and beverage. With 35, power brands,
HUL meets daily needs for nutrition, hygiene and personal care with brands that help people feel
good look good and get more out of life. The mission of HUL is similar to that of Unilevers
mission i.e. add vitality of life. According to Manoj Menon of Kotak securities, HUL has been
trying to enter adjacencies through several of their core brands. Lux is one of the very strong
brands in Indian market and is the first brand to bring the sunscreen concept in soap industry.
The name Lux was choosen from the Latin word for light. According to Kedar Teny, category
head of deodorants of HUL, Lux stands for the kind of invigorating fragrance it envelops
customer while having a bath why cant that be extended outside the bathroom. In the early
1990s, Lux responds to the growing trend away from traditional soap bars by launching its own
range of shower gel, liquid soaps and moisturising bars. Lux offers its customers with a range of
soaps enriched with the goodness of a variety of nourishing ingredients such as rose extracts,
almond oil, milk cream, fruit extracts and honey.

51
Lux has been closely identified by its innovation, which is reflected in the promotion. It was the
first brand of personal care closely identified with the ideas or creating offs like gold coins and
pendants in soap followed by get tree such as 1 lux 2 Colgate.
Lux advertising always had a strong impact on customers carefully. The very first advertisement
was featured by Lella Chitnis as its brand ambassdor. It was later followed by other commercial
featuring celebraties like Hema Malini, Aishwarya Rai, Priyanka Chopra and so on and became
very famous among womens (female target group). Katrina Kaif is the current female
ambassador of Lux.
Not only that, Shahrukh Khan is the male ambassador in Lux shop. He is also joined by
Abhishek Bachchan. Lux has been associated with almost all the top Bollywood actresses. In
2005, Lux beauty soap celebrated their successful 125 years. Meanwhile, the King of
Bollywood-Shahrukh Khan come to the brand and featured in a memorable Television Celebrity
(TVC) with Hema Malini, Sridevi, Juhi Chawala and Karena Kapor.
Lux continuously showed the event sponsorship for TV shows such as Lux - perfect bride; Lux
Dance India Dance; Lux sabsey favourite kaun etc. Lux star bano, Aish karo contest, Lux Film
fare Award a special promotional package. Not only that, Lux put a lot of on an advertisement on
radio, FM, and hooding board, electronic display board, magazines etc. Hindustan Unilever
spends money about 14% of net sales on advertising.
Furthermore, Company strengthened its product with the help of the Shakti initiative by
extending the relationship with Shakti Amma to her family, through project Shaktimaan. Project
Shaktimaan enrolls the unemployed / under employed male members of the family to sell
Companys products into the satellite villages of Shakti. The initiative serves two convergent
purposes enhances the livelihood opportunity of the Shakti family and improves the quality and
depth of the Companys distribution network. This initiative strengthens the philosophy behind
Shakti, which comprises of:
Leading market development
Establish a suitable livelihood for the underprivileged
Creating a self-sustaining business model

By the end of year, 2011 the Shakti network has been leveraged to enroll 30,000 Shaktimaan
who distribute in 100,000 new remote villages and the Project Shakti program had spread to

52
500,000 outlets, adding another dimension to your Companys distribution and contributing to
tripling the rural footprint (Annual Report HUL, 2012, p.37).

4.2 Unilever in Nepal

Unilever Nepal Limited is the subsidiary of Hindustan Unilever which products are foods,
cleaning agents and personal care products was incorporated in 1992. At the initial phase
Unilever Nepal start with the production of detergent powder in 1994 and from 1995 it start the
production of toilet soap and from 1996 it start the production of close up toothpaste. Now it has
been producing soap, toothpaste, detergent, hair care and skin care products that is their primary
objectives. It distributes products in the domestic markets as well as in other countries such as
South and North America, Western and Eastern Europe, Eastern Aisa, Southeast Asia, Middle
East, Africa and Oceania. Now their highest selling product is Lux shop, Close up and Pepsodent
tooth paste product. Having around 200 employees their annual sales volume is $1million-$2.5
million. Unilever gives priority on the local cultures and global market that gives them unique
identity and thus on long run enables to develop market globally. Their main aim is to meet
unique household needs of Nepalese consumer creatively addressing aspirations and substantial
expectation of end consumers. Unilever can acquire the competitive advantage of brand
differentiation by creating products that uplift the quality of life standards of people. (Annual
Report HUL, 2011).

53
Chapter Five: Analysis

Consumers buy products with the help of either well established brand or if consumer dont have
other options. Company invest huge amount of funds for different marketing activities such as
advertising, sales promotion in order to create awareness and positive brand image of their
products. So branding is not only a sold name but also refer various activities carried out by firm
in order to differentiate its products or services from its competitors.
As (Kotler, 1991) defined brand as a name, term, sign, symbol or design or combination of all
which is intended to differentiate its products or service from its competitors within same market
place. Unilever uses U shaped symbol printed on the back of each product as a trademark
symbol with a mysterious 25 different icons or symbols (Appendix 1). This differentiates
Unilever from its competitors. The whole identity systems revolve around the idea of adding
vitality of life. Thus, the brand Unilever is created by the combination of 25 different symbols
and designed in U alphabet. The Unilever's products are classified into personal care;
Refreshment (Ice Cream and beverage); home care and Foods. Unilever's products (LUX) is
especially focused on satisfying the functional needs of its consumers. According to (Elliott,
2011), the brand Unilever can be classified into functional domain as its product keeps its
promises of their performance meaning what you see is what you get.
Unilever faces a strong competition from its competitors like Nestle and Procter and Gamble.
But it has about 2 billion consumers in around 190 countries worldwide. As Moran (1991)
defined brand equity as a name having particular meaning and value to its consumers, which
affects the revenue of the product or products which are sold under that brand name. Aaker
(1991) argued brand equity as a set of brand assets and liabilities linked to brand, which add to or
subtract from the value provided by a product or service to a firms customers. This signifies
Unilever enjoys a large core of loyal consumers approximately 2 billion in a globe spread in
around 190 countries are adding values to its brand name.
Lux is one of a product sold under the brand name Unilever. Hutchinson (1987) argued that
using same name as that for their brand portfolio helps to recognizing brand easily. As Elliott et
al. (2011) argued high loyal consumers means consumers commitment to a brand. Similarly,
Franzen (1990) said loyal brand users have a high degree of bonding with the brand and dont
show much of an urge to switch. According to Hofmeyr (1990) conversion model these 2 billion

54
users around the globe are considered as the secure users that are a part of a brand's asset (Brand
equity). Unilever can be considered as one of the strong brand with more than 400 products
within Asia, Africa central and Eastern Europe. Moreover, Unilever works in partnerships
globally with Care four, Auchan, Tesco, Target, Walmart, Metro, Casino, Ahold, A.S. Watson
Group and Lidl. Thus I can argue that Unilever is a strong brand with global trade acceptance.
The annual sales growth by product categories for three consecutive years shows increase in
profitability of Unilever. (Shocker et al, 1994) argued companies go for alliance because no
single firm has enough resources, knowledge and skills to be best or to survive. Companies often
have to share costs and risks. Thus, leads to greater profitability. This profitability means rise in
brand equity. But (Keller, 1993, pp. 14) argued the nature of brand equity is dynamic in nature.
So, the management of brand equity i.e. loyal consumers depends on knowledge structured
created in the minds of consumers as well as action firm take to capitalize on the potential
offered by those knowledge difference.
(Yoo, 1996) suggested brand equity is seen as the outcome of long-term marketing effect on
consumers and argued brand knowledge as psychological perceptions. Unilever spends about
150 million on marketing activities such as advertising and promotion. (Bridges, 1992) argued
brand equity is proportional to brand loyalty and brand extensions and are areas affected by
original brand's equity. (Keller, 1993) furthermore added customer based brand equity depends
upon the consumers reaction to the favourability to the product, price, promotion or distribution
of the brand.
(Kotler and Keller, 2006) argued advertising creates a long-term brand image for a product that
on the other hand trigger quickly on sales. So, firm invest in advertising of its product in order to
create its brand awareness. In order to create brand awareness, Lux put a lot invest on its
different advertising activities such as on Radio, FM and hooding boards, electronics display
boards at the corner of shopping malls, publishes Ads on magazines etc. By advertising in such
approaches products are introduced to general public, customers, and consumers
As Lux is popularly known as brand of celebrities, it is also one of the reason that consumer has
a perception in mind that this product is of good quality. As we know that celebrity endorsement
in advertisement is a key to marketing success. According to McCracken (1989), celebrity is a
person who is widely recognized figure in a society and commands a degree of public and media
attention. Adding celebrity appearances on advertisement is a tool for recalling brands product.

55
Through such message is given about the brand, price, quality, variety, and features of product.
In India, Bollywood actors and actresses are the key point for advertisement. Thats reason
behind why Lux uses a lot of celebrity from Bollywood movie. Currently, Lux uses Shahrukh
Khan as a male ambassador joined by Abhishek Bachchan; Katrina Kaif is the current female
ambassador for Lux.
Henseler et al. (2011) event sponsorship such as sports, music events, televisions shows etc is an
effective communication tool for building or enhancing not only brand awareness, brand image
but also promotes corporate image and inspire customers loyalty. Lux continuously showed its
involvement in sponsorship of TV shows as - perfect bride, Lux Dance India, Lux- Sab sey
favourite kaun etc. On the top, Lux sponsors Bollywood Filmfare award.
Furthermore, Lux tried to strength its product and reach unavailable non-users as
proposed by Hofmeyr conversion model with the help of Shaktimaan project. The project is
designed to enhance the livelihood opportunity of the Shakti family and improves the quality and
depth of the companys distribution network. With the help of Shakti network, 500,000 outlets
add other distribution and contribute to tripling the rural footprint. Mark (1996) suggested that
advertising with social dimension is an organisational process to enhance and create brand
knowledge among its secure as well as unavailable users. According to Keller (1993), consumers
are questioned to describe their motivation in terms of who, what, when, where, why and how,
types of question related to brads product/services. Lux is managing consumer perceptions show
it tries to create its brand awareness either by advertising or celebrity endorsement or sales
promotion or store image or event sponsorship, which are the different marketing strategies used
by LUX to build itself as a strong brand.
According to Wilkie (1986) these awareness approaches tries to develop salience about
the Lux and builds the positive attitudes towards Lux, which in return enhances the brand loyalty
and brand equity in return. This shows the relation between consumer and brand equity.
Consumer response to marketing is measured in terms of consumer perceptions, preference and
reaction arising from marketing mix act such as brand choice, comprehension of copy from an
ad, reactions to a coupon promotion or evaluation of a proposed brand extension. HUL and
Nepal Lever, subsidiary to Unilever, uses a same symbol as Unilever for its product. So its
easier to recognize brand in the market. Shocker et al. (2007) argued marketing managers use a
same brand in global although product may vary in standards.

56
Brand equity is a dynamic and is subjected to change if impact overtime. Consumer might be
questioned or interviewed in term of Who, What, When, Where, Why and How types of
questions about the brand and brands product/service (Keller, 1993). The survey carried out to
measure the both direct and indirect perspective of brand equity shows following results.
It can be seen more number of female between the age group of (15-30) prefer Lux as a beauty
product. It can be also seen from the survey that Lux have tried of aware its product through
different source of information like TV (21), radio (15) and print media (24). Lux are placed on
the various retail store as well as super store with attractive store image and enjoys the word-of-
mouth. As Lux being, FMCG and basically founded for the middle class family so consumer are
highly motivated by the price factor during their purchase. Similarly, Lux presents itself with an
attractive packaging to be recognized in the market. The purchasing of Lux doesnt have any
regular pattern, shows easily availableness of Lux in the market. Lux always tries to bind its
consumers with the involvement of celebrities from Bollywood and frequent advertisement and
print as well as electronic media. Lux also involves itself, as social activists by organizing the
Project Sakti but the consumer are not aware of this concept. Consumers are aware about the
event sponsorship of Lux like Lux filmfare award and Lux dance India dance. Consumer finds
Lux as an effectively brand promoting product (28). Lux tries to aware its consumer with the
changing Bollywood actor and actresses, current brand ambassador to Lux Sharukh Khan and
Katrina Kaif (43) are acknowledged to its consumers.

57
Chapter Six: Discussion

A brand is a differentiated product and helps in identifying product and making it stand out due
to its name, design, style, symbol, colour combination or usually a mix of all these. Brands
represent enormously valuable pieces of legal property, capable of influencing behavior, being
bought and sold; and a source of generating revenue for the company. Consumers perspective
brand equity follows from the knowledge about the brand on consumers mind set i.e. awareness
of the brand, leading to learning something about the brand. This in return establishes an attitude
towards the brand. However, the positive brand attitudes (brand image) build the loyal
consumers meaning loyal brand. Establishment of strong positive brand equity is what is
necessary for building strong brands and this can be effectively done with the marketing
strategies. So, brand equity provides a useful strategic function and is guided by marketing
decisions. As a marketer, its necessary to understand the sources and outcomes of brand equity.
Actually consumers are the main sources of the brand equity. So managing the perception of
customer is important. Brand equity can help brand makers and manager to create differentiation
from their competitors in order to gain the competitive advantage in the market.
Brand equity in Lux is gained by its global brand symbol U and different marketing strategies
and low price. Lux is a brand of celebrity where it tries to create brand awareness and brand
image with the use of celebrities from the Bollywood. Frequent using celebrities for endorsing
are considered as the most popular marketing communication tool that can help to promote LUX.
A celebrity is used to impart credibility and aspirational values to a brand, but the celebrity needs
to match the product. Celebrities are not doubt good at generating attention, recall and positive
attitudes towards advertising provided that they are supporting a good idea and there is an explict
fit between them and the brand. Celebrities ensure attention of the target group by breaking the
clutter of advertisements and making the ad and the brand more notice able. Indeed, celebrity
company marriages are covered by most media such as television to newspaper. India is one
country, which has always idolized the starts of the celluloid world. Therefore it makes
tremendous sense for a brand to procure a celebrity for its endorsement. In India and its cultural
effect on Nepal, there is an exponential potential for a celebrity endorsement to be perceived as
genuinely relevant, thereby motivating consumers to go in for the product and safe the
advertising cost for company, Unilever.

58
The influence of Bollywood celebrities in Indian and Nepalese is strong on teenagers of both
genders, thus increases the word of mouth and brand loyalty. The use of those celebrities is to
heightened awareness for Lux, meaning increases the recall and as well as a recognition. In
competitive market like India and its cultural influence on Nepal, musical and film fare award
events are recognized as another important marketing activities for building or enhancing brand
awareness, brand image and directly stimulating sales. In order to reach its unavailable users as
well as uplift the Indian society, Lux came up with Shakti program as a cause relating marketing
approaches. All the activities carried out by Lux are used to create brand awareness that
enhances the brand equity. As, the buying behaviors of customers are influenced by cultural,
social, personal and psychological factors. Lux involves itself in all the approaches to managing
the consumers.

59
Conclusion

Thus, process of branding involves creating mental structures and helping consumers
knowledge about the products. This mental process of creating awareness and image of brand
drives the buying power of consumers. Companies invest a large amount of fund to identify the
actual buying behaviors of their consumers. Armstrong et al. (2009) pointed about 95% of the
thoughts, emotion and learnings occurs in the unconscious mind. Unilever uses the common
brand symbol for its different products categories in order to be recognized in the global context.
Successful brand management requires a keen understanding of exactly how consumers think,
feel and act towards brands. Approaches such as advertising, celebrity endorsement, sales
promotion attractive store image, and event sponsorship are common strategies used by
companies in functional brand like Unilever. The overall meaning of all these approaches is to
create brand knowledge among its consumers. This in return helps to increase brand loyalty
meaning providing faith or belief on a particular brand. Finally, repeat the purchases and add
value to brand that is brand equity. There are different ways to assess consumer knowledge and
thus potential source of brand equity. The whole idea of generating consumer based brand equity
is based on the model proposed by Keller (1993) is included in the thesis. In general, the method
of study in the thesis is quantitative and objective.

This thesis is using Unilever (LUX) to understand how easy, it is for a strong brand to expand
their business in India and Nepal. The societal and cultural factor for India and Nepal are almost
same. So the marketing strategies for both the countries are similar and strong brand can enjoy
their competitive advantage culturally. Brand names are increasingly seen as one of a companys
most important asset. Being strong brand and having strategies alliances help to greater
profitability through business expansion. Brand only exists in and by marketing strategies
followed by communication about it and differentiating itself from competitors. Managing
customer perception about brand creates a level faith, trust on quality and features and positive
attitude towards brand and an intention to repurchase.

60
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Appendix1

67
68
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Appendix 2. Questionnaire
1. Name of the customer

2. Specify your gender

a. Male b. Female

3. Age group
a. 15-30 b. 31-40 c. 41-50 d. above 50

4. Occupation
a. Home Maker b. Service holder c. Self employed d. Other (Students)

5. Do you use Fast Moving Consumer Goods (FMCG) products?

a. Yes b. No

6. Do you know about Lux beauty soap?

a. Yes b. No

7. If yes how do you know?

a. TV b. Internet c. Radio d. Print media

8. Where do you buy Fast Moving Consumer Goods products?

a. Super stores b. Retail stores c. Others

9. What motivates you to purchase Lux?

a. Price b. Quality c. Packaging d. Experience e. Influence by others

10. During purchase, do you really care about the ingredients of the
Product?
a. Yes b. No

11. How frequently do you purchase bathing soap Lux?

a. Once a month b. Twice a month c. Once in two month d. No regular pattern

12. How many latest variants of Lux are you aware about?
a. Strawberry & cream b. Peach & cream c. Festive glow with honey d.
Creamy white

13. Does Lux (Hindustan Unilever) actively support events in India?

a. Yes b. No c. I dont know

14. How often do you see celebrity in the advertisement campaign of Lux (print and
electronic media)?
a. All the time b. sometimes c. none

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15. Do you know about project sakti campaign in India carried out by Hindustan
Unilever?
a. Yes b. No c. I dont heard

16. Which of the following Television events are sponsored by Lux (Hindustan
Unilever) in India?
a. Filmfare award b. Zee cine awards c. Lakme fashion week d.
Saregamapa e. Dance India dance

17. How effectively do you see Lux promoting their brand, please give rate.
5= highly effective,
4= effectively,
3= average effective,
2= ineffective,
1= highly ineffective

18. Which one of the following Bollywood actor and actoress are used by Lux
(Hindustan Unilever) as current brand ambassador?
a. Shahrukh Khan and Katrina Kaif b. Kareena Kapoor and Amir Khan c.
Priyanka Chopra and Abhishek Bachchan d. Aishwarya Rai and Salman Khan

19. Does Lux (Nepal Lever) actively support events in Nepal?

a. Yes b. No c. I dont know

20. Which of the following events are sponsor by Lux (Nepal lever) in Nepal?
a. Miss Nepal b. Nepali Tara c. NEFTA TTV Film Award d. Hits FM Music Award

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Appendix .3
Gender Involvement
40
35
36
30
25
20 24

15
10
5
0
Male Female

Age Group
50

40
41
30

20
19
10

0
Under 30 (15-30) 31-40

Occupation
45
40
42
35
30
25
20
15
10
11
5
7
0
Home maker Service holder Others

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 Source Of Information
30

25
24
20
21
15
15
10

0
TV Radio Print Media

Point Of Purchase
40
35 38
30
25
20 22
15
10
5
0
super store Retail Store

Motivating factor for purchase of lux

30

25
25
20
20
15

10
10
5
5
0
Price Quality Packaging Experience

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 Frequency of pruchase of lux
40
35
35
30
25
20
15
10 12
5 8
5
0
Once a month Twice a month Once in two month No regular pattern

Knowledge about other varities of

Lux
40
35
36
30
25
20
15 20
10
5
0 4
Strawberry and cream Peach and cream Cream White

Celebrety Involvemet in advertisment

campaign
50

40 46

30

20

10
10
0 4
All the time sometime none

74
 Awareness about project Shakti
35
30
30
25 27
20
15
10
5
0 3
yes no I dion't heard

Sponsored Events of Hindustan

Unilever
40
35
30 34
25
26
20
15
10
5
0
Filmfare award Dnace India Dance

Brand Promotion
30

25 28

20

15

10 12 13

5 7

0
5= Highly effective 4=effectively 3=Average effective 2=ineffective

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 Impact of using celebrity as brand
ambassidor
50

40 43
30

20

10
8
0 4 5
Sarukh khan and karenna kapoor and Priyanka chopra and Aishwarya rai and
katrina kaif amir khan abhishek bachchan salman khan

Sponsored Events in Nepal

50
45
47
40
35
30
25
20
15
10
5 8
0 5
Miss Nepal Nepal Tara NEFTA TTV Film award

76