IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v69y2016i12p5894-5900.html
   My bibliography  Save this article

Reviving sleeping beauty brands by rearticulating brand heritage

Author

Listed:
  • Dion, Delphine
  • Mazzalovo, Gérald

Abstract

This study investigates the marketing strategies used to revive “sleeping beauties”, that is, brands that are no longer active on the market but which retain potential brand equity that can be conjured up in the minds of consumers by rearticulating the brand's heritage. Drawing on interviews with professionals in luxury and mass-market goods, we analyze the characteristics of sleeping beauties and provide a typology of reactivation strategies. A primary contribution of our paper is a better understanding of brand revitalization, by introducing the concept of the sleeping beauty and providing a typology of sleeping beauty reactivation strategies. Differentiated reactivation strategies emerge based on the brand's reputation on the market before revival, its orientation toward the past after revival, and the brand feature used in the reactivation. This study also contributes to the literature on heritage brands by showing how managers can transform a brand into a heritage brand. The findings show that in reviving sleeping beauties, the key factor is the way the brand can resonate with the collective memory.

Suggested Citation

  • Dion, Delphine & Mazzalovo, Gérald, 2016. "Reviving sleeping beauty brands by rearticulating brand heritage," Journal of Business Research, Elsevier, vol. 69(12), pages 5894-5900.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:12:p:5894-5900
    DOI: 10.1016/j.jbusres.2016.04.105
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296316302752
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2016.04.105?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Merchant, Altaf & Rose, Gregory M., 2013. "Effects of advertising-evoked vicarious nostalgia on brand heritage," Journal of Business Research, Elsevier, vol. 66(12), pages 2619-2625.
    2. Spiggle, Susan, 1994. "Analysis and Interpretation of Qualitative Data in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(3), pages 491-503, December.
    3. Dion, Delphine & Borraz, Stéphane, 2015. "Managing heritage brands: A study of the sacralization of heritage stores in the luxury industry," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 77-84.
    4. Delphine Dion & Eric Arnould, 2016. "Persona-fied brands : managing branded persons through persona," Post-Print hal-02313429, HAL.
    5. Hudson, Laurel Anderson & Ozanne, Julie L, 1988. "Alternative Ways of Seeking Knowledge in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(4), pages 508-521, March.
    6. Dion, Delphine & Arnould, Eric, 2011. "Retail Luxury Strategy: Assembling Charisma through Art and Magic," Journal of Retailing, Elsevier, vol. 87(4), pages 502-520.
    7. Michael B. Beverland & Francis J. Farrelly, 2010. "The Quest for Authenticity in Consumption: Consumers' Purposive Choice of Authentic Cues to Shape Experienced Outcomes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(5), pages 838-856, February.
    8. Rose, Gregory M. & Merchant, Altaf & Orth, Ulrich R. & Horstmann, Florian, 2016. "Emphasizing brand heritage: Does it work? And how?," Journal of Business Research, Elsevier, vol. 69(2), pages 936-943.
    9. Delphine Dion & Stéphane Borraz, 2015. "Managing heritage brands: A study of the sacralization of heritage stores in the luxury industry," Post-Print halshs-02023399, HAL.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. repec:oup:jconrs:v:49:y:2023:i:5:p:762-785. is not listed on IDEAS
    2. Fabien Pecot & Virginie de Barnier, 2018. "Brands using historical references: a consumers’ perspective," Post-Print hal-03511250, HAL.
    3. Janne P. Ikäheimo, 2021. "Arctic narratives: brewing a brand with neolocalism," Journal of Brand Management, Palgrave Macmillan, vol. 28(4), pages 374-387, July.
    4. Fabien Pecot & Gregory Rose & Altaf Merchant & Sunmee Choi, 2023. "Brand heritage across cultures: U.S.A., France and South Korea," Journal of Brand Management, Palgrave Macmillan, vol. 30(1), pages 49-60, January.
    5. Volpert, Johanna & Michel, Géraldine, 2022. "Brand resurrections: How past and present narrations impact consumer reactions towards resurrected utilitarian brands," Journal of Business Research, Elsevier, vol. 153(C), pages 479-493.
    6. Pecot, Fabien & Celhay, Franck & Kacha, Mathieu & Lombard, Gautier, 2022. "Expressions of the past: A practice-based approach of brand longevity visual translation in advertising," Journal of Business Research, Elsevier, vol. 150(C), pages 121-133.
    7. Tarunija Chandra & Vibhuti Tripathi, 2023. "Antecedents and Mediators for Building and Integrated Research Framework towards Successful Brand Revitalisation," Central European Business Review, Prague University of Economics and Business, vol. 2023(1), pages 133-163.
    8. Chloe Preece & Finola Kerrigan & Daragh O’reilly & Eileen Fischer & J Jeffrey Inman & Julie L Ozanne, 2019. "License to Assemble: Theorizing Brand Longevity," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 46(2), pages 330-350.
    9. Hohenberger, Christoph & Grohs, Reinhard, 2020. "Old and exciting? Sport sponsorship effects on brand age and brand personality," Sport Management Review, Elsevier, vol. 23(3), pages 469-481.
    10. Farhad Aliyev & Taylan Urkmez & Ralf Wagner, 2019. "A comprehensive look at luxury brand marketing research from 2000 to 2016: a bibliometric study and content analysis," Management Review Quarterly, Springer, vol. 69(3), pages 233-264, September.
    11. Fabien Pecot & Virginie Barnier, 2018. "Brands using historical references: a consumers’ perspective," Journal of Brand Management, Palgrave Macmillan, vol. 25(2), pages 171-184, March.
    12. Naeem Gul Gilal & Jing Zhang & Faheem Gul Gilal & Rukhsana Gul Gilal, 2020. "Bygone days and memories: the effects of nostalgic ads on consumer brand resurrection movements," Journal of Brand Management, Palgrave Macmillan, vol. 27(2), pages 160-180, March.
    13. Suzuki, Satoko & Kanno, Saori, 2022. "The role of brand coolness in the masstige co-branding of luxury and mass brands," Journal of Business Research, Elsevier, vol. 149(C), pages 240-249.
    14. Hartmann, Benjamin J. & Brunk, Katja H., 2019. "Nostalgia marketing and (re-)enchantment," International Journal of Research in Marketing, Elsevier, vol. 36(4), pages 669-686.
    15. Regany, Fatima & Benmecheddal, Ahmed & Belkhir, Meriam & Djelassi, Souad, 2021. "Conflicting coexistence of legitimation and delegitimation logics in a revived market: The case of a traditional clothing market," Journal of Business Research, Elsevier, vol. 123(C), pages 438-449.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Hartmann, Benjamin J. & Brunk, Katja H., 2019. "Nostalgia marketing and (re-)enchantment," International Journal of Research in Marketing, Elsevier, vol. 36(4), pages 669-686.
    2. Mathilde Pulh & Rémi Mencarelli & Damien Chaney, 2019. "The consequences of the heritage experience in brand museums on the consumer–brand relationship," Post-Print halshs-02142424, HAL.
    3. Holmqvist, Jonas & Wirtz, Jochen & Fritze, Martin P., 2020. "Luxury in the digital age: A multi-actor service encounter perspective," Journal of Business Research, Elsevier, vol. 121(C), pages 747-756.
    4. Fabien Pecot & Gregory Rose & Altaf Merchant & Sunmee Choi, 2023. "Brand heritage across cultures: U.S.A., France and South Korea," Journal of Brand Management, Palgrave Macmillan, vol. 30(1), pages 49-60, January.
    5. Fabien Pecot & Virginie Barnier, 2018. "Brands using historical references: a consumers’ perspective," Journal of Brand Management, Palgrave Macmillan, vol. 25(2), pages 171-184, March.
    6. Fabien Pecot & Virginie de Barnier, 2018. "Brands using historical references: a consumers’ perspective," Post-Print hal-03511250, HAL.
    7. Déborah Philippe & Alain Debenedetti & Damien Chaney, 2022. "How brands mobilize status, reputation, and legitimacy cues to signal their social standing: The case of luxury watchmaking," Post-Print hal-03657352, HAL.
    8. Desmichel, Perrine & Kocher, Bruno, 2020. "Luxury Single- versus Multi-Brand Stores: The Effect of Consumers’ Hedonic Goals on Brand Comparisons," Journal of Retailing, Elsevier, vol. 96(2), pages 203-219.
    9. Giovanni Pino & Gianluigi Guido & Rajan Nataraajan, 2017. "Iconic art infusion in luxury retail strategies: Unveiling the potential," Journal of Global Scholars of Marketing Science, Taylor & Francis Journals, vol. 27(2), pages 136-147, April.
    10. Alain Debenedetti, 2021. "Luxury stores as home-like places: How domestic meanings are staged and mobilized in luxury retail," Post-Print hal-03171771, HAL.
    11. Semaan, Rania W. & Ashill, Nick & Williams, Paul, 2019. "Sophisticated, iconic and magical: A qualitative analysis of brand charisma," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 102-113.
    12. Batat, Wided, 2020. "Pillars of sustainable food experiences in the luxury gastronomy sector: A qualitative exploration of Michelin-starred chefs’ motivations," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    13. Dion, Delphine & Borraz, Stéphane, 2015. "Managing heritage brands: A study of the sacralization of heritage stores in the luxury industry," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 77-84.
    14. Chaney, Damien & Pulh, Mathilde & Mencarelli, Rémi, 2018. "When the arts inspire businesses: Museums as a heritage redefinition tool of brands," Journal of Business Research, Elsevier, vol. 85(C), pages 452-458.
    15. Debenedetti, Alain, 2021. "Luxury stores as home-like places: How domestic meanings are staged and mobilized in luxury retail," Journal of Business Research, Elsevier, vol. 129(C), pages 304-313.
    16. Damien Chaney & Mathilde Pulh & Rémi Mencarelli, 2018. "When the arts inspire businesses: Museums as a heritage redefinition tool of brands," Post-Print hal-01698405, HAL.
    17. de Boissieu, Elodie & Urien, Bertrand, 2022. "“Consumer-to-Brand Impoliteness” in luxury stores," Journal of Business Research, Elsevier, vol. 146(C), pages 409-425.
    18. Zhang, Yicong & Guo, Xiaoling, 2023. "“New and old†: Consumer evaluations of co-branding between new brands and Chinese time-honored brands," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    19. Delphine Dion, 2021. "Managing creatively-inspired brands: a commentary and research direction," AMS Review, Springer;Academy of Marketing Science, vol. 11(3), pages 471-473, December.
    20. Anwar Sadat Shimul, 2022. "Brand attachment: a review and future research," Journal of Brand Management, Palgrave Macmillan, vol. 29(4), pages 400-419, July.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:69:y:2016:i:12:p:5894-5900. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.