Donald Lehmann

Assessing Long-Term Brand Potential

Coauthor(s): Kevin Lane Keller.

Abstract:
Long-term brand value depends on how well a firm understands and recognises the potential of a brand, as well as how well a firm capitalises on that brand potential in the marketplace. Realising this potential, in turn, depends on maximising long-term brand persistence and growth. Brand persistence comes from current customers maintaining their spending on the brand; brand growth results from current customers increasing their spending and from new customers being attracted to the brand in the future. Based on this conceptualisation, guidelines are offered and future research directions suggested.

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