2012 Awards for excellence
Article Type:
2012 Awards for excellence
From:
Asia Pacific Journal of Marketing and Logistics, Volume 25, Issue 1
The following article was selected for this years Outstanding Paper Award for Asia Pacific Journal of Marketing and Logistics
“Consumer tribes: membership, consumption and building loyalty
Cleo MitchellVictoria University of Wellington, Wellington, New Zealand
Brian C. ImrieDepartment of Marketing, Taylors Business School, Taylors University, Selangor, Malaysia
Purpose – The purpose of this paper is to extend the emergent consumer tribe literature to facilitate a more complete understanding of the antecedents and roles implicit within consumer tribal membership. Principally a conceptual paper, this study focuses upon how a more complete understanding of consumer roles can be leveraged to create sustainable loyalty.
Design/methodology/approach – This study comprised an examination of the tribes social behaviour, membership roles and influence on individual consumption. The research was approached interpretively with a case study design investigating a tribe of vinyl record collectors in a New Zealand context.
Findings – Key findings include the confirmation of Kozinets antecedents of tribal membership and the four roles of tribal members previously conceptualised by Cova and Cova. The tribe was found to have a core set of values that moderated any individual differences. A hierarchy, managed through the distribution of “cultural capital;, was found to exist amongst the group. In an extension of Covas modelling a fifth role of “Chief was identified, whereby the Chief was found to act as an opinion leader and organiser amongst the group.
Research limitations/implications – Owing to constraints of both time and research funding, only one tribe was examined in this case study, hence the results are very specific to the group studied. Future research should apply the managerial implications from this study to other case contexts to test and expand understanding of consumer tribe dynamics and the creation of consumer loyalty.
Originality/value – This paper creates a link between extant consumer behaviour, loyalty and consumer culture theory. The presented results have implications for the marketing manager through advancement towards creation of a model of tools a firm can use to connect with and build sustainable loyalty with consumer tribes.
Keywords Consumer behaviour, Customer loyalty, Influence, Leadership, Marketing strategy http://www.emeraldinsight.com/10.1108/13555851111099989
This article originally appeared in Volume 23 Number 1, 2011, pp. 39-56, Asia Pacific Journal of Marketing and Logistics
Outstanding reviewer
Taejun LeeBradley University, USA
