Professional Documents
Culture Documents
Emmy Indrayani
Hotniar Siringoringo
Trini Saptariani
Doctoral Student, Economic Faculty, Gunadarma University
Jl. Margonda Raya No. 100 Depok 16424
West Java, Indonesia
mee_sapto@yahoo.com, hotniars@staff.gunadarma.ac.id,
hotniarsiringoringo@yahoo.com, trini@staff.gunadarma.ac.id
ABSTRACT
Basic question about brand loyalty is how strong the brand to drive
repurchasing (Hislop, 2001).
Building brand loyalty employs marketing
strategy, such as price strategy. The objective of this research is to analyze
brand loyalty sensitivity due to price changing. Research instrument is
questionnaire. Questionnaire was developed based on last brand bought and
limited to detergent consumption. Result shows that brand choice is sensitive
to price changing. Customer tendencies to switch to another brand become
stronger when the price changes from 1% to 2%, from 4% to 5%, from 5% to
6%, and from 9% to 10%. The result implied to marketing manager that
every one digit of price changing on product pricing, will give effect on sales.
Keywords: price changing, brand switching, intention
1. INTRODUCTION
For many consumers, price is a very important attribute. The attribute price can
indeed be more important on decision making than that of quality, brand name
and others. Generalizations about the effect of price should be tempered
however because consumer reactions to a price differential clearly depend on the
magnitude of the differential as well as the brand names which are considered.
More important of this phenomena can be studied in Indonesian consumer,
where price changing rapidly, even could be daily live performed on convenience
goods, since the economic crisis in 1998. Price changing is reflected by inflation
rate. Inflation rate in March term 1998 is 25.13%, and this number is the smallest
inflation rate during 1998. The highest inflation rate occurred on December term
1998, i.e. 77.63%. Fantastic number of inflation rate ever been faced by a
country since 1945. The changing of price continuously occurs until this day.
Even in the last two terms (September and December) inflation rate lower and
become one digit, consumer shopping power still low, referred to Indonesian
GDP per capita 7.2 million rupiahs or equal to US $ 833.
1
This paper had been presented in Ninth International Conference on Management of Transformation, Jan
03-05, 2008, at Delhi India
Gabor and Granger, 1966 in Rao, Vithala R (1972) Marginal Salience of Price
In Brand Evaluations Proceedings of the Third Annual Conference of
the Association for Consumer Research, pp. 125 -144.
Gardener, 1971 in Rao, Vithala R (1972) Marginal Salience of Price in Brand
Evaluations, Proceedings of the Third Annual Conference of the
Association for Consumer Research, pp. 125 -144.
Hislop, Molly (March 2001) Dynamic Logics Branding 101: An Overview of
Branding and Brand Measurement for Online Marketers Dynamic Logic,
Hoch, Stephen J, Kim, Byung D, Montgomery, Alan L, and Rossi, Peter E (1995).
Determinant of Store-Level Journal of Marketing Research, Vol 32,
February, pp. 17-29.
Jacoby, (1970) in Rao, Vithala R (1972) Marginal Salience of Price in Brand
Evaluations Proceedings of the Third Annual Conference of the
Association for Consumer Research, pp. 125-144.
Janiszewski, Chris and Donald R Lichtenstein (March 1999) A Range Theory
Account of Price Perception Journal of Consumer Research, Vol. 25.
Kalyanaram, Gurumurthy and John D. C. Little (1994), An Empirical Analysis of
Latitude of Price Acceptance in Consumer Package Goods, Journal of
Consumer Research, 21 (December), 408-418.
Keller, Kevin L. and David A. Aaker (1992), The Effects of Sequential
Introduction of Brand Extensions, Journal of Marketing Research, 29
(1), 35-51.
Lassar, Walfried, Banwari Mittal and Arun Sharma (1995), Measuring CustomerBased Brand Equity, Journal of Consumer Marketing, 12 (4), 1-65.
Krishnamurthi, L., Mazumdar, T. and Raj, S.P. (1992), Asymmetric response to
price in consumer brand choice and purchase quantity decisions,
Journal of Consumer Research, Vol. 19 No. 3, pp. 387-400.
Leavitt, 1954 in Rao, Vithala R. (1972) Marginal Salience of Price in Brand
Evaluations Proceedings of the Third Annual Conference of the
Association for Consumer Research, pp. 125-144.
McConnell, (1968a) in Rao, Vithala R (1972) Marginal Salience of Price In
Brand Evaluations Proceedings of the Third Annual Conference of the
Association for Consumer Research, pp. 125-144.
McConnell, (1968b) in Rao, Vithala R (1972) Marginal Salience Of Price In
Brand Evaluations Proceedings of the Third Annual Conference of the
Association for Consumer Research, pp. 125-144.
McManus, Peter, Donald J , Dudley John, and Alan Stevens (2001) Impact of
the Minimum Pricing Policy and Introduction of Brand (Generic)
Substitution into the Pharmaceutical Benefits Scheme in Australia
Pharmacoepidemiology and Drug Safety, Vol. 10, Iss. 4 , pp. 295
300
Zeithaml, V. (1988), "Consumer perceptions of price, quality, and value: a meansend model and synthesis of the evidence", Journal of Marketing, Vol. 52
No.3, pp.2-22.
product brand
7
rinso
attack
B29
surf
daia
wings
soklin
total
16
40
5
1
29
decision
price_rais
e
-.299(**)
.000
827
1.000
.
828
Table 3 Hypothesis testing on brand loyalty with brand as price changing among
different brand
Test Statistics(a)
N
829
Chi609.961
Square
df
2
Asymp.
.000
Sig.
a Friedman Test
decision
80
not buy
buy
60
40
Count
20
0
1.00 2.00
3.00
4.00
5.00
6.00
7.00
8.00
9.00 10.00
price_raise (%)
Figure 2 Brand switching line if the price rising