Role of Retailer Positioning and Product Category on the Relationship Between Store Brand Consumption and Store Loyalty

Recent empirical evidence regarding the relationship between store brand purchase and store loyalty suggests a nonmonotonic relationship (inverted U): positive up to a certain store brand consumption level, after which it becomes negative. To investigate this idea further, this research analyzes the role of (1) the retailer's competitive positioning, and specifically its price positioning, and (2) the product category. On the one hand, the more price oriented the retailer's positioning, the more favorable is the relationship between store brand consumption and store loyalty. The threshold level of store brand purchasing at which the relationship becomes negative occurs later, and this negative relationship is less prominent. On the other hand, the relationship between store brand consumption and store loyalty appears to differ across product categories as a consequence of several factors, including perceived risk. The relationship therefore appears more favorable for risky categories. An empirical study of ten retailers that adopt different price positions corroborates these propositions.

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► The relationship between store brand consumption and store loyalty is positive up to a certain threshold for the private-label share and negative thereafter in ten store chains representative of the Spanish retail grocery sector.
► The retailer's price positioning affect this relationship. With a price- rather than quality-oriented positioning, is more favorable.
► This relationship differs across product categories and is more favorable though still nonmonotonic for risky products.