Do brand communities benefit objectively under-performing products?

Abstract

Purpose

The purpose of this study is to investigate the effect of brand community participation on new product adoption when the new product is the one which clearly under-performed compared to industry standards.

Design/methodology/approach

The data on participation behavior, membership duration and adoption behavior of 5,893 members of three different online communities (two brand forums, one general product forum) were gathered and assessed using a Cox PH model.

Findings

Results show that higher participation in a brand community leads to a greater likelihood of adopting objectively under-performing products, while also reducing the likelihood of purchasing rivals’ products. This occurs despite the higher levels of product knowledge possessed by these consumers. The findings also identify a key limiting condition for oppositional loyalty, that it is driven by membership duration, rather than by active participation in the brand community.

Originality/value

Prior research on the impact of brand community participation on product adoption has tended to focus on the adoption of products that are objectively superior to competing products. Unfortunately, only one product can be the performance leader in a given market at any time. Thus, managers do not know if brand communities are powerful enough to enhance the likelihood of adopting objectively under-performing products. This manuscript thus provides important insights for managers wishing to launch new products in categories where there are active brand communities.

Citation

Thompson, S.A., Kaikati, A.M. and Loveland, J.M. (2018), "Do brand communities benefit objectively under-performing products?", Journal of Business & Industrial Marketing, Vol. 33 No. 4, pp. 457-465. https://doi.org/10.1108/JBIM-02-2017-0051