Persuasive brand management: How managers can influence brand meaning when they are losing control over it

The purpose of this paper is to build a conceptual framework that enables an improved comprehension of how brand meaning is constructed.

Conceptual implications are drawn from an analysis and discussion of the literature in the fields of brand management, meanings, rhetoric, and narratives.

Brand managers are progressively losing control over the multiple sources of brand meaning. Brand meaning is co‐created during the consumer‐brand relationship and the customer‐perceived brand meaning is re‐interpreted at each touchpoint that a consumer has with a managerially determined brand interface, a brand employee, or an external stakeholder.

“Persuasive brand management” is presented as a new approach to brand management. It considers that the main activities of managers regarding brand strategy decisions involve processes of interpreting and creating meanings; as well as persuading a wide diversity of internal and external stakeholders.