Antecedents of similarity perception for store-branded lookalikes

Abstract

Purpose

This paper aims to identify the key antecedences contributing consumer similarity perception toward store branded lookalikes (SBLs), testing to what extent each of the antecedences influences the overall similarity perception.

Design/methodology/approach

Two empirical studies were conducted. Study 1 was an online experiment to test the relative importance of packaging features on similarity judgment of SBLs. Study 2 examined the impacts of consumer characteristics and store related elements on similarity perception through a Qualtrics web-based questionnaire covering seven product categories.

Findings

This research yields two key findings. First of all, it revealed that all three packaging attributes studied (i.e. size and shape, image and color) exert positive influence on similarity judgment of SBLs, among which color shows the most significant importance, followed by size and shape, and then color. Then, it showed that brand loyalty fully mediated the effect of brand familiarity on consumers' similarity perception, giving that no direct effect was found from brand familiarity to similarity perception but consumers' brand loyalty increased as they become more familiar with the NBs. As consumers become more loyal to the brands, they would perceive the SBLs to be less similar to imitated national brands.

Practical implications

This research confirmed the significance of proper manipulation of packaging design, either to the SBLs or to the imitated NBs. It also reveals the critical role of gaining high familiarity and strong loyalty for the NB manufacturers. For retailers, the research highlights the need to maintain a better store image in order to take advantage of SBLs to help with marketing competition.

Originality/value

This research contributes new knowledge on the lookalike phenomenon by uncovering the prerequisites that cause similarity perception between two products.

Citation

Zhou, L. (2022), "Antecedents of similarity perception for store-branded lookalikes", Marketing Intelligence & Planning, Vol. 40 No. 2, pp. 169-183. https://doi.org/10.1108/MIP-05-2021-0159