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“Birds of a Feather Flock Together†: Strategic Implications for Advertising Agencies

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  • CRUTCHFIELD, TAMMY NEAL
  • SPAKE, DEBORAH F.
  • D'SOUZA, GILES
  • MORGAN, ROBERT M.

Abstract

Advertisers who perceived high similarity between themselves and those within their advertising agency rated their agency as superior to those who felt they had less in common with agency contacts. Outcome measures examined included communication, performance, intention to remain with the agency, and defection following the departure of agency personnel. Differences based on the organizational level of the respondent emerged. Lifestyle factors of similarity were found to play an important role in perceived agency performance, lending support for deeper exploration of client traits and personality prior to the agency's assignment of personnel to a client account.The authors would like to thank Anthony King for his help with background research for this article.

Suggested Citation

  • Crutchfield, Tammy Neal & Spake, Deborah F. & D'Souza, Giles & Morgan, Robert M., 2003. "“Birds of a Feather Flock Together†: Strategic Implications for Advertising Agencies," Journal of Advertising Research, Cambridge University Press, vol. 43(4), pages 361-369, December.
    • Handle: RePEc:cup:jadres:v:43:y:2003:i:04:p:361-369_03
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