Is loyalty driving growth for the brand in front? A two-purchase analysis of car category dynamics in Thailand

References

• Aaker , D. 2002 . Building strong brands , London : Simon & Schuster .
   Google Scholar
• Aaker , D. and McLoughlin , D. 2007 . Strategic market management , Chichester : John Wiley .
   Google Scholar
• Anschuetz , N. 2002 . Why a brand's most valuable customer is the next one it adds . Journal of Advertising Research , 42 ( 1 ) : 15 – 21 .
   Google Scholar
• Baldinger , A. , Blair , E. and Echambi , R. 2002 . Why brands grow . Journal of Advertising Research , 42 ( 1 ) : 7 – 14 .
   Google Scholar
• Banelis, M. (2008). Understanding consumers' repertoire sizes (Doctoral dissertation). Retrieved from the UNISA website: http://arrow.unisa.edu.au/vital/access/manager/Repository/unisa:36817
   Google Scholar
• Barwise , P. and Ehrenberg , A. 1987 . The liking and viewing of regular TV series . Journal of Consumer Research , 14 ( 1 ) : 63 – 70 .
   Web of Science ®Google Scholar
• Bennett, D. (2003a, December). Two lunches show the Taiwanese are just like the Australians. Paper presented at the Australian and New Zealand Marketing Academy Conference, Adelaide, Australia
   Google Scholar
• Bennett , D. 2003b . Two-purchase analysis of automotive survey data , London : London South Bank University . (R&D Initiative working paper)
   Google Scholar
• Bennett , D. 2008 . Brand loyalty dynamics: China's television brands come of age . Australasian Marketing Journal , 16 ( 2 ) : 39 – 50 .
   Google Scholar
• Bennett, D., Ehrenberg, A., & Goodhardt, G. (2000, November). Two-purchase analysis of brand loyalty among petrol buyers. Paper presented at the Australian and New Zealand Marketing Academy Conference, Griffith University, Queensland, Australia
   Google Scholar
• Buerk, R. (2010, August 4). Toyota profits up as sales recover. BBC News Online. Retrieved from http://www.bbc.co.uk/news/business-10863077
   Google Scholar
• Dekimpe , M. and Hanssens , D. 1995 . The persistence of marketing effects on sales . Marketing Science , 14 ( 1 ) : 1 – 21 .
   Web of Science ®Google Scholar
• Dowling , G. and Uncles , M. 1997 . Do customer loyalty programs really work? . Sloan Management Review , 38 ( 4 ) : 71 – 82 .
   Google Scholar
• Driesener, C. (2005). Empirical generalizations in the parameter values of the Dirichlet model: An examination across 50 categories (Doctoral dissertation). Retrieved from the UNISA website: http://arrow.unisa.edu.au:8081/1959.8/82916
   Google Scholar
• East , R. , Hammond , K. and Gendall , P. 2006 . Fact and fallacy in retention marketing . Journal of Marketing Management , 22 ( 1/2 ) : 5 – 23 .
   Google Scholar
• Ehrenberg , A. 1988 . Repeat buying , 2nd ed. , London : Charles Griffin .
   Google Scholar
• Ehrenberg , A. 1995 . Empirical generalisations, theory and method . Marketing Science , 14 ( 3 ) : G20 – G28 .
   Web of Science ®Google Scholar
• Ehrenberg , A. , Barnard , N. and Scriven , J. 1997 . Differentiation or salience . Journal of Advertising Research , 37 ( 6 ) : 7 – 14 .
   Web of Science ®Google Scholar
• Ehrenberg , A. and Goodhardt , G. 1970 . A model of multibrand buying . Journal of Marketing Research , 7 ( 1 ) : 77 – 84 .
   Web of Science ®Google Scholar
• Ehrenberg , A. , Goodhardt , G. and Barwise , P. 1990 . Double Jeopardy revisited . Journal of Marketing , 54 ( 3 ) : 82 – 91 .
   Web of Science ®Google Scholar
• Ehrenberg , A. , Hammond , K. and Goodhardt , G. 1994 . The after-effects of price related consumer promotions . Journal of Advertising Research , 34 ( 4 ) : 11 – 21 .
   Web of Science ®Google Scholar
• Ehrenberg , A. , Uncles , M. and Goodhardt , G. 2004 . Understanding brand performance measures: Using Dirichlet benchmarks . Journal of Business Research , 57 : 1307 – 1325 .
   Web of Science ®Google Scholar
• Fader , P. and Schmittlein , D. 1993 . Triple jeopardy: Excess behavioral loyalty experienced by high-share brands . Journal of Marketing Research , 30 : 478 – 493 .
   Web of Science ®Google Scholar
• Frean, A., & Lewis, L. (2010, February 24). We grew too fast, priorities became confused. The Times Online. Retrieved from http://business.timesonline.co.uk/tol/business/industry_sectors/engineering/article7038470.ece
   Google Scholar
• Goodhardt , G. 1966 . The constant in duplicated television viewing . Nature , 212 : 1616
   PubMed Web of Science ®Google Scholar
• Goodhardt , G. , Ehrenberg , A. and Chatfield , C. 1984 . The Dirichlet: A comprehensive model of buying behaviour . Journal of the Statistical Society, A , 147 : 621 – 655 .
   Google Scholar
• Graham , C. 2009 . What's the point of marketing anyway? . Journal of Marketing Management , 25 : 867 – 874 .
   Google Scholar
• Kennedy , R. and Ehrenberg , A. 2001 . There is no brand segmentation . Marketing Research , 13 ( 1 ) : 4 – 7 .
   Google Scholar
• McPhee , W. 1963 . Formal theories of mass behavior , New York : Free Press .
   Google Scholar
• Pickford, C., & Goodhardt, G. (2000, July). An empirical study of buying behaviour in an industrial market. Paper presented at the Academy of Marketing Conference, University of Derby, East Midlands, UK
   Google Scholar
• Piercy , N. , Cravens , D. and Lane , N. 2010 . Marketing out of the recession: Recovery is coming, but things will never be the same again . Marketing Review , 10 ( 1 ) : 3 – 23 .
   Google Scholar
• Raggio , R. and Leone , R. 2009 . Postscript: Preserving (and growing) brand value in a downturn . Brand Management , 17 ( 1 ) : 84 – 89 .
   Google Scholar
• Reichheld , F. and Sasser , W. 1990 . Zero defections: Quality comes to services . Harvard Business Review , 68 ( 5 ) : 105 – 111 .
   PubMed Web of Science ®Google Scholar
• Scriven , J. and Danenberg , N. 2010 . Understanding how brands compete: A guide to duplication of purchase analysis , Adelaide, Australia : University of South Australia . (Ehrenberg-Bass Institute for Marketing Science, report 53 for corporate members)
   Google Scholar
• Sharp , B. 2009 . Detroit's real problem: It's customer acquisition, not loyalty . Marketing Research , 21 ( 1 ) : 26 – 27 .
   Google Scholar
• Sharp , B. 2010 . How brands grow: What marketers don't know , South Melbourne : Oxford University Press .
   Google Scholar
• Sharp , B. , Wright , M. and Goodhardt , G. 2002 . Purchase loyalty is polarized into either repertoire or subscription patterns . Australasian Marketing Journal , 10 ( 3 ) : 7 – 20 .
   Google Scholar
• Tellis , G. and Tellis , K. 2009 . Research on advertising in a recession: A critical review and synthesis . Journal of Advertising Research , 49 : 304 – 327 .
   Google Scholar
• Tikoo , S. and Ebrahim , A. 2010 . Financial markets and marketing: The tradeoff between R&D and advertising during an economic downturn . Journal of Advertising Research , 50 ( 1 ) : 50 – 56 .
   Google Scholar
• Toyota Motor Thailand. (2010). Toyota sales volume. Retrieved August 20, 2010 from: http://www.toyota.co.th/en/sale_volum.asp
   Google Scholar
• Uncles , M. , Ehrenberg , A. and Hammond , K. 1995 . Patterns of buyer behavior: Regularities, models and extensions . Marketing Science , 14 ( 3 ) : G71 – G78 .
   Web of Science ®Google Scholar
• Vlasic, B. (2009, October 21). For car buyers the brand romance is gone. New York Times (New York edition), p. B1
   Google Scholar
• Wright , M. and Kearns , F. 1998 . Progress in marketing knowledge . Journal of Empirical Generalisations in Marketing Science , 3 ( 1 ) : 1 – 21 .
   Google Scholar