2,876
Views
89
CrossRef citations to date
0
Altmetric
Original Articles

Exploring the Influences of Internal Branding on Employees' Brand Promise Delivery: Implications for Strengthening Customer–Brand Relationships

, &
Pages 407-424 | Published online: 12 Dec 2008

REFERENCES

  • Anderson , E. and Weitz , B. 1989 . Determinants of continuity in conventional industrial channel dyads . Marketing Science , 8 ( 4 ) : 310 – 317 .
  • Barnes , J. G. 2003 . Establishing meaningful customer relationships: Why some companies and brands mean more to their customers . Managing Service Quality , 13 ( 3 ) : 178 – 186 .
  • Beatty , S. E. , Mayer , M. , Coleman , J. E. , Reynolds , K. E. and Lee , J. 1996 . Customer-sales associate retail relationships . Journal of Retailing , 72 : 223 – 247 .
  • Bergstrom , A. , Blumenthal , D. and Crothers , S. 2002 . Why internal branding matters: The case of Saab . Corporate Reputation Review , 5 ( 2/3 ) : 133 – 142 .
  • Berry , L. L. 1995 . Relationship marketing of service-growing interest, emerging perspectives . Journal of the Academy of Marketing Science , 23 : 236 – 245 .
  • Berry , L. L. , Conant , J. S. and Parasuraman , A. 1991 . A framework for conducting a service marketing audit . Journal of the Academy of Marketing Science , 19 : 255 – 268 .
  • Biel , A. L. 1992 . How brand image drives brand equity . Journal of Advertising Research , 32 ( 6 ) : RC6 – RC12 .
  • Blackett , T. and Harrison , T. 2001 . Brand medicine: Use and future potential of branding in pharmaceutical markets . International Journal of Medical Marketing , 2 ( 1 ) : 33 – 49 .
  • Boone , M. 2000 . The importance of internal branding . Sales and Marketing Management , 9 : 36 – 38 .
  • Carlzon , J. 1987 . Moments of truth , New York : Ballinger .
  • Clemes , M. , Mollenkopf , D. and Burn , D. 2000 . An investigation of marketing problems across service typologies . Journal of Services Marketing , 14 : 573 – 594 .
  • Crosby , L. A. and Stephens , N. J. 1987 . Effects of relationship marketing on satisfaction, retention, and prices in the life insurance industry . Journal of Market Research , 24 : 404 – 411 .
  • Davies , J. 2004 . Use Internal Branding to Focus Training and Operations . Hotel & Motel Management , February : 2 20
  • de Chernatony , L. 2001 . “ From Brand Vision to Brand Evaluation ” . Oxford, , UK : Butterworth-Heinemann .
  • de Chernatony , L. , Drury , S. and Segal-Horn . 2003 . Building a services brand: Stages, people, and orientations . Service Industries Journal , 23 ( 3 ) : 1 – 21 .
  • de Chernatony , L. and McDonald , M. 2002 . Creating powerful brands in consumer, service and industrial markets , 2nd. , London : Butterworth-Heinemann .
  • de Chernatony , L. and Segal-Horn , S . 2001 . Building on services characteristics to develop successful services brands . Journal of Marketing Management , 17 : 645 – 669 .
  • Denby-Jones , S. 1995 . Mind the gap . The Banker , 145 ( 833 ) : 66 – 67 .
  • Doney , P. M. and Cannon , J. P. 1997 . An examination of the nature of trust in buyer-seller relationships . Journal of Marketing , 61 ( 2 ) : 35 – 51 .
  • Doney , P. M. , Cannon , J. P. and Mullen , M. R. 1998 . Understanding the influence of national culture on the development of trust . Academy of Management Review , 23 : 601 – 620 .
  • Doyle , P. 1995 . Marketing in the new millennium . European Journal of Marketing , 29 ( 13 ) : 23 – 41 .
  • Drake , S. M. , Gulman , M. J. and Roberts , S. M. 2005 . Light their fire , Chicago : Dearborn .
  • Fournier , S. 1998 . Consumers and their brands: Developing relationship theory in consumer research . Journal of Consumer Research , 24 : 343 – 373 .
  • Freiberg , K. and Freiberg , J. 1998 . Nuts! Southwest Airlines’ crazy recipe for business and personal success , New York : Broadway Books .
  • George , W. R. and Grönroos , C. 1991 . “ Developing customer conscious employees at every level—Internal marketing ” . In Handbook of marketing for the service industries , Edited by: Congram , C. A. and Friedman , M. L. 85 – 100 . New York : AMACOM .
  • Gummesson , E. 1999 . Total relationship marketing , Oxford : Butterworth Heinemann .
  • Hallam , R. 2003 . Delivering the brand promise at Washington Manual . SCM , 7 ( 4 ) : 18 – 21 .
  • Hankinson , P. 2004 . The internal brand in leading UK charities . Journal of Product & Brand Management , 13 ( 2 ) : 84 – 93 .
  • Harris , J. 1996 . Getting employees to fall in love with your company , New York : American Management Association .
  • Herington , C. , Johnson , D. and Scott , L. W. 2005 . Focus group exploration of firm-employee relationship strength . Qualitative Market Research , 8 ( 3 ) : 256 – 276 .
  • Herington , C. , Johnson , L. W. and Scott , D. 2006 . Internal relationships: Linking practitioner literature and relationship marketing theory . European Business Review , 18 ( 5 ) : 364 – 381 .
  • Heskett , J. L. , Jones , T. O. , Loveman , G. W. , Sasser , W. E. and Schlesinger , L. A. 1994 . Putting the service-profit chain to work . Harvard Business Review , 72 ( 2 ) : 164 – 172 .
  • Hoffman , J. M. and Mehra , S. 1999 . Operationalizing productivity improvement programs through total quality management . International Journal of Quality & Reliability Management , 16 ( 1 ) : 72
  • Jacobs , R. 2003 . Turn employees into brand ambassadors . ABA Bank Marketing , 35 ( 3 ) : 23 – 26 .
  • Kandampully , J. and Duddy , R. 1999 . Competitive advantage through anticipation, innovation and relationships . Management Decision , 37 ( 1 ) : 51 – 56 .
  • Kroeber-Riel , W. 1984 . Zentrale Probleme auf Gesättigten Märkten. Marketing – Zeitschrift für Forschunng und Praxis, Central Problem or the Saturated Market, Marketing . Journal for Research and Practice , 6 ( 3 ) : 210 – 214 .
  • Machtiger , B. 2004 . Beware pitfalls that kill branding efforts . Marketing News , 38 ( 4 ) : 21
  • McCracken , G. 1988 . The long interview , Newbury Park, CA : Sage .
  • McQuiston , D. H. 2004 . Successful branding of a commodity product: The case of RAEX LASER Steel . Industrial Marketing Management , 33 ( 4 ) : 345
  • Mohr , J. and Nevin , J. R. 1990 . Communication strategies in marketing channels: A theoretical perspective . Journal of Marketing , 54 ( 4 ) : 36 – 51 .
  • Morgan , R. M. and Hunt , S. D. 1994 . The commitment-trust theory of relationship marketing . Journal of Marketing , 58 ( 3 ) : 20 – 34 .
  • Mudie , P. M. 2000 . “ Internal marketing: A step too far ” . In Internal marketing: Directions for management , Edited by: Varey , R. J. and Lewis , B. R. 254 – 280 . London : Routledge .
  • Muniz , A. M. and O'Guinn , T. 2001 . Brand community . Journal of Consumer Research , 27 : 412 – 432 .
  • O'Loughlin , D. , Szmigin , I. and Turnbull , P. 2004 . Branding and relationships: Customer and supplier perspectives . Journal of Financial Services Marketing , 8 ( 3 ) : 218 – 230 .
  • O'Malley , D. 1991 . Brand means business . Accountancy , 107 : 107 – 108 .
  • Paulin , M. , Perrien , J. and Ferguson , R. J. 1997 . Relational contract norms and the effectiveness of commercial banking . International Journal of Service Industry Management , 8 : 435 – 452 .
  • Punjaisri , K. and Alan , W. 2007 . The role of internal branding in the delivery of employee brand behaviour . Journal of Brand Management , 15 : 57 – 70 .
  • Rosenbluth , H. and McFerrin Peters , D. 1992 . The customer comes second: And other secrets of exceptional service , New York : Quill .
  • Rosenbluth , H. and McFerrin Peters , D. 1998 . Good company: Caring as fiercely as you compete , Reading, MA : Addison-Wesley .
  • Ryder , I. 2004 . Anthropology and the brand . Journal of Brand Management , 11 : 346 – 356 .
  • Schlesinger , L. A. and Heskett , J. L. 1991 . Enfranchisement of service workers . California Management Review , 33 : 83 – 100 .
  • Schultz , D. E. and Schultz , H. 2002 . IMC, the next generation: Five steps for delivering value and measuring returns using marketing communication , Columbus, OH : McGraw-Hill .
  • Siguaw , J. A. , Matilla , A. and Austin , J. R. 1999 . The Brand-Personality Scale . Cornell Hotel and Restaurant Administration Quarterly , 40 ( 3 ) : 48 – 55 .
  • Sirdeshmukh , D. and Sablo , B. 2002 . Consumer trust, value and loyalty in relational exchanges . Journal of Marketing , 66 ( 1 ) : 15 – 37 .
  • Sonenberg , F. K. 1991 . Internal communication: Turning talk into action . Journal of Business Strategy , 12 ( 6 ) November/December : 52 – 55 .
  • Swan , J. E. and Nolan , J. J. 1985 . Gaining customer trust: A conceptual guide for the salesperson . Journal of Personal Selling and Sales Management , 5 ( 2 ) : 39 – 48 .
  • Terry , N. 2003 . Marketers merit a greater role in internal activity . Marketing (UK) , August 28 : 18
  • Webster , F. E. 2000 . Understanding the relationships among brands, consumers, and resellers . Journal of the Academy of Marketing Science , 28 : 17 – 24 .
  • Wells , W. 1993 . Discover-oriented consumer research . Journal of Consumer Research , 19 : 489 – 504 .
  • Wemberg , P. 1993 . Cross cultural aspects of emotional benefit strategies . European Advances in Consumer Research , 1 : 84 – 86 .
  • Witteke-Kothe , C. 2001 . Interne Markenführung-Verankerung der Markenidentität im Mitarbeiterverhalten. Internal brand management: Anchoring the brand identity in employee behavior , Wiesbaden, , Germany : Deutxher Universitätsverlag GmbH .
  • Wohlfeil , M. and Whelan , S. 2006 . Event-marketing as innovative marketing communications: Reviewing the German experience . Journal of Customer Behavior , 4 ( 2 ) : 181 – 207 .
  • Yin , R. K. 1994 . Case study research: Design and methods , Thousand Oaks, CA : Sage .
  • Zeithaml , V. A. , Berry , L. L. and Parasuraman , A. 1993 . The nature and determination of customer expectation of service . Journal of the Academy of Marketing Science , 21 : 1 – 12 .
  • Zucker , R. 2002 . More than a name change—Internal branding at Pearl . SCM , 6 ( 4 ) : 24 – 27 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.