Marketing Intelligence & Planning

“i-Branding”: developing the internet as a branding tool

Geoffrey J. Simmons,
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MIP
25,6 “i-Branding”: developing
the internet as a branding tool
Geoffrey J. Simmons
544 School of Marketing, Entrepreneurship and Strategy,
University of Ulster, Jordanstown, UK
Received November 2006
Revised June 2007
Accepted June 2007 Abstract
Purpose – To derive an applicable conceptual framework of branding via the internet form; to show
how that framework can, by organising and integrating current knowledge, assist marketing planners
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in the development of successful internet-based branding strategies.

Design/methodology/approach – The conceptual framework presented here derives from a
thorough analytical and critical review of the literature on branding in the conventional and virtual
marketing environments.
Findings – There are three key themes in the mainstream branding literature, supplemented in the
proposed framework by a fourth research stream self-evidently relevant to internet-based branding.
It is clear that the resulting four main elements of the framework are strongly interrelated in the
practice of brand management in the online environment.
Practical implications – The “Four Pillars of i-Branding” should be of intellectual interest and
practical value to marketing planners and those advising them, providing a more systematic approach
to the understanding and application of branding, online.
Originality/value – The literature of “i-Branding” is at present at a formative stage, with limited
integration among its themes. The framework described here provides the basis for the rational
formulation and implementation of branding strategies, applying internet-based tools to the tasks of
marketing communication and customer relationship-building in particular.
Keywords Brands, Internet
Paper type Literature review

Introduction
Traditionally, a brand is thought to evoke, in the customer’s mind, a certain
personality, presence, and product or service performance (Aaker, 1991; Doyle, 1998).
In addition to providing values, a brand can represent a substitute for information – a
way for consumers to simplify the time-consuming process of search and comparison
before deciding what to buy (Rowley, 2004; Bergstrom, 2000). The advent of the
internet has made branding in that environment a more complex and dynamic
challenge. Further, with the lack of sensory interaction online and fears over security,
the creation of trust through the development of strong internet brands has become a
critical context for marketers. Many online businesses are, therefore, searching for new
internet brand strategies that might assist them in creating some distinctiveness while
engaging their customers (Kenney and Curry, 1999).
Within this context the literature on internet branding (termed “i-Branding” in this
Marketing Intelligence & Planning paper) is currently in a formative stage, with little integration evident (Merisavo and
Vol. 25 No. 6, 2007
pp. 544-562 Raulas, 2004; Ibeh et al., 2005). There is no current framework to provide a means of
q Emerald Group Publishing Limited
0263-4503
integrating the i-Branding literature and thereby provide a more comprehensive
DOI 10.1108/02634500710819932 understanding of how the various themes studied come together to facilitate the
 successful development of the internet as a branding tool. The aim of this paper is to “i-Branding”
conduct an extensive review of the extant literature on branding and internet branding,
in order to develop an organising literature framework. The framework will relate to
and be based upon three key themes inherent in the branding literature, which are also
viewed as relevant within the internet context, and a fourth theme identified as highly
relevant within the internet branding literature. This framework is described as
“The Four Pillars of i-Branding” and is shown in Figure 1. The pillars in question 545
provide an easily identifiable framework within which to organise, integrate and
discuss the current thinking in relation to what is critical in developing the internet
successfully as a branding tool.
The contribution of this paper is, therefore, to provide a timely intuitive framework
for marketing practitioners, to further develop their skill and knowledge sets in this
critical aspect of marketing today. Further, a relevant and potentially important
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contribution is the development of original insights, derived from the literature review
within the framework, into how the integration of the Four Pillars will be integral to
planning the development of the internet as a successful branding tool.

Branding
Branding has been characterised as the process of creating value through the provision
of a compelling and consistent offer and customer experience that will satisfy
customers and keep them coming back (Aaker, 1991; De Chernatony and McDonald,
1992). As customers develop trust in the brand through satisfaction in use and
experience, companies have the opportunity to start building relationships with them,
strengthening the brand further and making it more difficult for competitors to imitate
(Doyle, 1998). Brand leaders normally have the financial strength to fend off
competition, and potential competitors are usually reluctant to enter the market if
existing brands satisfy customers. Brands, therefore, enable a company to establish a
unique identity and to increase the opportunity of attracting a large amount of repeat
business (Ibeh et al., 2005). Companies with a history of strong brands are likely to
maintain greater control over the balance of power between them and their customers

Marketing Understanding
Communications Customers

Figure 1.
Content Interactivity The Four Pillars of
i-Branding
 MIP (De Chernatony and McDonald, 1992), and command a higher market share and
25,6 premium price against generic, unbranded, equivalents (Ibeh et al., 2005). Strong,
successful brands thus shift the competitive framework in the company’s favour,
giving it intangible values, difficult to replicate, with which to augment its more basic
product, price and distribution benefits (Aaker, 1991).
In defining what a brand represents, De Chernatony and McDonald (1992) describe
546 it as:
. . . an identifiable product augmented in such a way that the buyer or user perceives relevant
unique added values which match their needs most closely. Furthermore, its success results
from being able to sustain these added values in the face of competition.
This definition is seen to emphasise three aspects of a successful brand (Rowley, 2004):
(1) a brand is dependant on customer perception;
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(2) perception is influenced by the added-value characteristics of the product; and

(3) the added value characteristics need to be sustainable.

Marketers use branding to differentiate their product and service offerings from those of
their competitors (Baker, 1996; Dibb et al., 1997; Kotler, 1997). The brand incorporates a
set of product or service features that are associated with that particular brand name
(Baker, 1996) and identifies the product/service in the market (Cooke, 1996). The
uniqueness of the brand is a crucial attribute and the brand itself plays a vital role in
grounding marketing activity. Once created, brands need to be communicated and
positioned for the relevant audience in the marketplace. In so doing, it is important to
ensure that the brand’s characteristics match consumer’s expectations (Simoes and
Dibb, 2001).
What is clear from this discussion is that creating successful branding involves
more than just an effective core product or service. That must be augmented by other
integral themes to create successful branding. Three key themes are highlighted in the
branding literature within this context:
(1) Understanding the customer. A brand is dependent on customer perception
(O’Malley, 1991; De Chernatony and McDonald, 1992; Berry, 1993a; Simoes and
Dibb, 2001; Jevons et al., 2005).
(2) Marketing communications. Once created, brands need to be communicated and
positioned for the relevant audience in the marketplace (Berry et al., 1988;
Aaker, 1991; O’Malley, 1991; De Chernatony and McDonald, 1992; Coonan, 1993;
Gregory, 1993; Schreuer, 2000; Simoes and Dibb, 2001).
(3) Ongoing interactions with customers. Organisational processes should revolve
around the creation, development, and protection of brand identity in an
ongoing interaction with target customers with the aim of achieving lasting
competitive advantages in the form of brands (Aaker, 1991; De Chernatony
and McDonald, 1992; Urde, 1999; Schreuer, 2000; Simoes and Dibb, 2001;
Jevons et al., 2005; Paswan, 2005).

Internet branding
Few would challenge the view that the internet has had a dramatic transformational
impact on businesses. New technologies and emerging market trends have converged
 to shift the balance of power from companies towards customers. Companies are “i-Branding”
finding that they are having to redefine their marketing and branding strategies due to
the unique characteristics of the internet and its capacity to change old rules (Ibeh et al.,
2005). We have seen that a brand is generally thought to evoke, in the customer’s mind,
a certain personality, presence and product or service performance (Aaker, 1991; Doyle,
1998) and that the concept of a “brand” can be a way for consumers to simplify the
time-consuming process of search and comparison before deciding what to buy 547
(Rowley, 2004; Bergstrom, 2000). We have argued that the advent of the internet has
added a more complex and dynamic element to branding strategy, particularly the
implications for real-time interaction and marketplace crowding. Many online
businesses are, thus, searching for new e-brand strategies that might assist them in
creating some distinctiveness and engaging their customers (Kenney and Curry, 1999).
To enhance their prospects of achieving successful i-Branding, companies have
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been urged to embrace a number of strategies. These include:

.
establishing an online brand as quickly as possible to gain first-mover
advantages (Doyle, 1998);
.
undergoing a systematic process of understanding, attracting, engaging,
retaining and learning about target customers (Kierzkowski et al., 1996);
.
going beyond generating awareness for their sites to a greater focus on
developing trust and relationships through an improved “click-to-order” ratio
and repurchase rates (Court et al., 2006; McGovern, 2000);
. building stronger relationships through targeting customers with unique messages,
unique functionality, content and personalisation techniques (Ibeh et al., 2005);
.
delivering a quality product/service experience within a unique positioning
concept and strong communications programme (Ibeh et al., 2005);
.
ensuring consistent delivery of the brand promise (Doyle, 1998; Court et al., 2006).

Research suggests that, online, traditional attributes such as product selection and
price drive brand equity and e-loyalty to a lesser degree than a positive customer online
experience (AT Kearney Report, 2000). As functional benefits (e.g. product features and
quality) become commodities that can be easily replicated, process and relationship
benefits increasingly drive purchase decisions and word of mouth (McKinsey &
Company, 2000). Ibeh et al. (2005), argue that these benefits are interlocking elements
that reinforce one another to create a total, high-impact customer online experience,
which is a key source of added value in the internet economy. The AT Kearney Report
(2000) characterised the creation of a high-impact online customer experience as
encompassing seven dimensions: building communities, making connectivity easy,
delivering compelling content, customising the experience, embedding convenience,
enhancing customer care, and communication.

The Four Pillars of i-Branding

The literature of branding identifies understanding customers, communicating with
them and maintaining ongoing interaction as essential to the augmentation of core
products and services to create successful brands. The discussion of branding in the
internet context reinforces the importance of these three themes. Table I allocates just
less than 50 papers published between 1996 and 2006 to one of those themes.
 MIP
Understanding customers Interactivity Marketing communications
25,6
Kierzkowski et al. (1996), Rheingold (1993), Berthon et al. Hoffman and Novak (1995),
Peppers and Rogers (1997), (1996), Hoffman and Novak Philport and Arbitter (1997),
Slywotzky and Morrison (1997), (1996), Kierzkowski et al. (1996), MacMillan (1998), Watson et al.
Hof (1998), Goldsmith (1999), Fleming (1998), Ha and James (1998), Pardun and Lamb (1999),
548 Probaker (2000), Court et al. (1998), Lincke (1998), Parsons Simeon (1999), Hanson (2000),
(2006), McGovern (2000), Sterne et al. (1998), Ghose and Dou May (2000), Timmers (2000),
and Cutler (2000), Teo and Tan (1998), O’Keefe et al. (1998), Quniton and Harridge-March
(2002), Lin et al. (2004), Phippen Simeon (1999), McGovern (2000), (2003), Merisavo and Raulas
(2004) and Marcolin et al. (2005) Coyle and Thorson (2001), (2004), Rowley (2004), Datta et al.
Holland and Menzel Baker (2005) and Ibeh et al. (2005)
(2001), Agarwal and Venkatesh
(2002), Macias (2003), Preece et al.
(2003) Dearstyn (2005), Ibeh et al.
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Table I. (2005), Marcolin et al. (2005),

Key themes in the Pitta and Fowler (2005) and
i-Branding literature Hanson (2006)

Extending the discussion of branding to the internet environment introduces a fourth

theme as being significant: content. The work of five more authors (AT Kearney
Report, 2000; Ties and Ries, 2000; Griffith et al., 2001; Palmer, 2002; Taylor and
England, 2006) augments the sections of the studies in Table I that relate directly or
indirectly to branding online.
These themes are developed into a framework for this paper which is dubbed
“The Four Pillars of i-Branding”. The pillars in question are understanding customers,
marketing communications, interactivity and content. The purpose of the framework
is to integrate the pertinent internet branding literature, and thereby provide an
intuitive tool for marketing practitioners to use in their thinking and planning
with respect to the successful exploitation of the internet as a branding tool. The
discussion which follows, highlights the strategic i-Branding opportunities achievable
through understanding the integration of each of these four i-Branding “pillars” in
turn.

Pillar one: understanding customers

Kierzkowski et al. (1996) state that to enhance their prospects of achieving successful
i-Branding, companies need to understand online customers. This understanding
provides the foundation for going beyond developing awareness of online offerings to a
greater focus on developing the trust and relationships which form the basis of
effective online branding (Court et al., 2006; McGovern, 2000).
Within this i-Branding context, Lin et al. (2004) suggest that an enterprise can
enhance its understanding of customers online by implementing an internet market
segmentation approach. This approach could utilise various online methods to classify
potential or actual online customers into groups which have similar requirements and
characteristics, as follows:
.
Server-side data capture. “Web analytics” is an evaluative online technique that
uses easily obtained statistics, or “metrics” stored on server log files, to assess
web site usage. Advanced web analytics software does not just collect such
 information, but also uses it in conjunction with other data, such as “i-Branding”
demographics, customer profiles and subscription information.
.
Client-side data capture. Central to this concept is the “cookie” a mechanism
designed to compensate for the stateless nature of the http protocol that controls
the transfer of hypertext documents. What is particularly interesting for
marketers is that cookies can be utilised to identify the habits of a particular user.
.
Online surveys. Technology has revolutionized the way in which surveys are 549
administered – with the advent of the first e-mail surveys in the 1980s and
web-based surveys in the 1990s. Online surveys offer real opportunities in the
quest to better understand online customers, such as: global reach; flexibility;
speed and timeliness; technological innovations; convenience for customers; ease
of data entry and analysis; and low administration cost.
.
Databases. Customer data gathered by companies online can be stored in databases,
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and analysed to provide a depth of information on individual customers that would

be impossible, for many companies, to obtain by non-electronic means. The most
important output of the integration of internet/database marketing is the enabling of
effective customer relationship management.
After distinguishing customer groups, one or several are chosen as the enterprise’s
target market and a specific marketing mix is developed in accordance with group
characteristics, to establish a long-term, positive interaction that can meet the
requirements of the target market (Lin et al., 2004).
Segmentation is viewed by Goldsmith (1999) as a key facilitator, helping the marketer
to understand more precisely the structure of the market and who the customer is or
should be. This author takes the argument further, in stating that personalisation can
play a role in this online segmentation approach, allowing marketers to precisely and
cost effectively target segments and develop more one-to-one relationships. The
prototype of personalisation is the world wide web. The power of the internet is its
ability to tailor itself for each of its users. This may often be the only way companies
marketing online can actually avoid competition solely on price, a development that
turns their brands into commodities (Slywotzky and Morrison, 1997).
As a branding vehicle the internet, therefore, not only offers valuable segmentation
opportunities, but actually takes the concept of understanding customers, and
therefore, more precisely targeting them, to new levels (Probaker, 2000). This more
personalised targeting is a critical opportunity offered in developing the internet
successfully as a branding tool (Ibeh et al., 2005).

Pillar two: marketing communications

Personalisation is also viewed as an integral element of marketing communications in
the internet context. Online communication combines mass media’s reach with the
personalisation inherent in two-way dialogue – previously only possible using personal
forms of promotion. In this context, relationships are important at both individual and
organizational level. Buttle (1996) argues that relationships with consumers are
recognised to be at the heart of customer attraction and retention. Specifically, they allow
customers to “spend time with brands” decreasing the search for information about
alternatives (Newman and Staelin, 1972). Communication and consumer behaviour
theories suggest that, when consumers have a preference for a brand, they are more keen
 MIP and willing to receive information from it and also to search for information about it.
25,6 Repeated exposure potentially enhances brand attitudes by allowing the customer to
process more information (Berger and Mitchell, 1989). The internet offers branding
opportunities within the marketing communications context by creating three key
enabling conditions, according to Rowley (2004):
(1) Presence. After establishing a presence on the internet, one of the primary
550 objectives is to attract a variety of interested parties to visit the company’s online
presence. A key benefit of attracting customers to company web sites is its
positive relationship to brand equity when related to effective online strategies.
Customers’ perceptions of brands and companies can be positively changed by
being attracted to an internet that is tailored to their specific wants and needs.
(2) Relationships. These are developed when customers and organisations work
together. As interaction increases, relationships become stronger and more
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sustainable. Rowley (2004) states that as organisations become acquainted with

customers they may choose to differentiate the quality and extent of their
offerings and services in favour of customers who are profitable. The internet
facilitates a growth in company-customer interaction and mutual
understanding by means of transaction, customer service interaction,
feedback forms on web sites, user registration, and web analytic and cookie
data collection. Companies can use the information gleaned to customise or
personalise marketing communications (Rowley, 2004).
(3) Mutual value. This can occur as companies and customers interact to create
value in ways beneficial to both. Companies derive benefit and value from the
opportunities to create more tailored and relevant communication messages
about products and services which are of interest to the customers (Quniton and
Harridge-March, 2003).

Traditionally, the focus in marketing communications has been on “promotion” and

on the one-way transmission of messages. Media available for communication, such as
television, radio, newspapers, magazines, newsletters, or direct marketing encourage
this “push” approach (Rowley, 2004). However, they are linear in nature, following a
scripted flow, and often subscribing implicitly to a one-to-many communication model
in which a single promotion is sent by one source, and seen by many recipients without
the opportunity for immediate feedback (Rowley, 2004). Clearly, the internet facilitates
non-linear communication with a free flow and exchange of information, and the
opportunity for two-way flows between companies and customers on a one-to-one or
many-to-many (Hoffman et al., 1995) basis. Online tools available to marketing
communications planners in this environment include:
.
Company web sites. An organisation’s site is a promotional event in its own right.
In effect the web site acts as a communicator of a company’s value proposition
and brand promise.
.
E-mail marketing. E-mail can be used for various marketing communications
purposes: sharing information about products and services; promoting them;
building brand relationships; guiding customers to web sites; alerting customers
and confirming order status. E-mail marketing can facilitate brand encounters
 and deepen consumer-brand relationships with loyal customers, over and above “i-Branding”
seeking additional sales.
.
Viral marketing. This is a set of online techniques that seek to exploit
pre-existing social networks to produce exponential increases in brand
awareness, through processes similar to the spread of an epidemic.
Essentially, one person “infects” several people with an offer, who then spread
it to several friends and acquaintances, until the entire virtual neighbourhood 551
has been exposed. The global nature and ease of communication online makes
the internet a powerful viral marketing tool.

Essentially, there is a power shift from online to offline, as customers gain control and
their time becomes the asset that both they and the marketers need to understand, with
customer needs sacrosanct. In this context, Rowley (2004) claims that information and
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not image is the main currency in online communication. However, researchers such as
May (2000) suggest that the internet must be more than just an information medium.
It also needs to offer entertainment value, because that is what online customers
expect. The internet needs to be a place where stories are told and dialogues are
initiated, as well as information being discovered. This is where strong brand
perceptions can be developed online. Therefore, the development of the internet as a
marketing communications medium requires an understanding of how information,
entertainment and commerce can be melded together within an online marketing
communications mix.

Pillar three: interactivity

It is clear that interaction with customers is central to realizing the benefits that the
internet can provide in understanding customers and developing more personalised
marketing communications. In creating this personalisation and providing the
opportunity to create positive brand perceptions, customers need to be engaged within
the online environment (Kierzkowski et al., 1996). Parsons et al. (1998) describe
interactivity as a central component in efforts to engage customers online, while
Ibeh et al. (2005) assert that effective online branding requires customers to be targeted
with unique personalisation techniques. Research has shown that high levels of
interactivity online correlate with high levels of perceived customer personalisation
(Ghose and Dou, 1998; O’Keefe et al., 1998).
The internet is based on information and communication technologies that enable
easy and rapid interaction between customers and companies in the search for
information about products or consumer content, or in placing an order (Coyle and
Thorson, 2001; Ha and James, 1998; Hoffman and Novak, 1996). Berthon et al. (1996)
define interactivity as the facility for individuals and organisations to communicate
directly with one another regardless of distance or time.
Coyle and Thorson (2001) view interactivity from a mechanical perspective. At a
web site, individuals can interact with the medium itself, which is described as
“machine interactivity”. This allows customers to control information presented with
different levels of interactivity found (Coyle and Thorson, 2001). While people feel more
personal control over information flows with high levels of interactivity (Klein, 2003;
Peterman et al., 1999) some researchers contend that it is not entirely positive for users;
interactivity also requires them to invest processing resources in managing the
 MIP information flows (Ariely, 2000; Eveland and Dunwoody, 2002). While this would
25,6 suggest the development of higher levels of personal and cognitive involvement in
relation to a company by the customer visiting the site, there are other things to take
into account. Thoughts may be favourable, unfavourable or even neutral (Sicilia et al.,
2005). This raises questions about content and the navigation process in interactive
web sites. However, it is still generally contended in the literature that customers will
552 react more positively when a web site has higher levels of interactivity (Ghose and
Dou, 1998; O’Keefe et al., 1998). The implications for i-Branding are obvious, with
positive brand perception opportunities foremost.
However, while such research has generated useful insights into a new phenomenon
and branding opportunity, it is equally important to assess firm behaviour in terms of
efforts to facilitate interactivity with web site visitors. This is because the interactive
communication process provides companies with a market-oriented mechanism to
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uncover and satisfy customer needs. Marcolin et al. (2005) explore three stages in the
development of web site interactivity that practitioners should consider:
(1) First stage. Being able to address the individual. Parsons et al. (1998) identify
two sub-stages: attracting buyers to the site, and engaging them once they are
there. It is obvious that marketing communications will be an integral element
in attracting customers to interactive features, and that response is further
facilitated by having links from other sites (e.g. banner advertising, affiliate
sites). Attracting buyers from outside the web environment relies on traditional
advertising and word-of-mouth to promote the URL (Agarwal and Venkatesh,
2002). Once potential customers are at the site, its navigational design and
systems are key factors in the company’s ability to engage visitors by guiding
them to interactive features (Fleming, 1998; Parsons et al., 1998).
(2) Second stage. Gathering and remembering visitors’ inputs: essentially.
Understanding customers through their own contributions to the
communication. Two broad categories of input characterise this stage: manual,
direct from the customer, and system-generated. Both allow the company to learn
about customers (Parsons et al., 1998) while establishing dialogue (Berthon et al.,
1996). The most basic form of manual input is the click on a hyperlink, from which
behavioural data can be tagged or remembered for later analysis (Marcolin et al.,
2005). Manual input could also consist of data captured in forms, dropdown boxes
and videoconferencing. In contrast, the customer may or may not know that
system-generated input is being collected. For example, a unique identifier such as
a cookie can be passed back and forth between the web browser and the server
without the buyer’s knowledge, allowing database updates and retrievals to be
completed anonymously (Marcolin et al., 2005).
(3) Third stage. Direct response to individual buyers, using data previously
gathered and remembered via the site (Marcolin et al., 2005). In effect, this stage
represents what is ultimately offered to buyers. That offering is often available
in real time at the web site, or it may be initiated as a delayed response, such as
the delivery of a product or a reply to an e-mail (Lincke, 1998).

The degree of personalisation at this third stage can vary greatly (Lincke, 1998;
Parsons et al., 1998), with content and functionality delivered in a manner that is either
the same for everyone or modified to reflect individual preferences and experiences,
 as well as status and uniqueness (Holland and Menzel Baker, 2001). Importantly, “i-Branding”
Marcolin et al. (2005) show that the response stage can also trigger a secondary
background process in which human intervention and action is involved. For example,
a web-based order may initiate a personal telephone call for clarification of the details.
A range of online tools is available for the implementation of these three stages of
interactivity development, such as:
(1) Blogs. Short for “web logs” this term describes a hierarchy of text, images, 553
media objects and data arranged chronologically, that can be viewed via an
html browser. The centre of the hierarchy is a sequence of posts, each with a
title, link, and description. These can be designed by a company to encourage
additional posts from customers, building a rich interaction on specific topics.
(2) RSS Feeds. Standing for “really simple syndication” this is a free internet
service that allows customers to choose what they want to read, listen to or
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watch, and have it sent to them electronically. They subscribe to RSS feeds that
interest them by clicking on the universal orange RSS button appearing at
a rapidly growing number of web sites. Every time new content is added to a
web site in this way, customers can receive relevant elements in their news
feeder, and can browse the information at their leisure.
(3) Online Communities. Alternatively called “virtual communities” these are
collectives of geographically distributed individuals, bound by a common
interest in exploiting internet technology to enable communication. In the
marketing context, their benefit to marketers is the range of customer data that
can be gathered, by observing behaviour within online communities.

The consensus in the reviewed literature is that the level of interactivity within the
internet should positively affect an alert company’s online performance by increasing
customers’ attention levels, facilitating the development of stronger brand
relationships with them, and thereby increase satisfaction levels. These relationships
will be important in realising the value of the internet as a branding tool (McGovern,
2000).

Pillar four: content

Ibeh et al. (2005), state that successful i-Branding is dependent upon targeting
customers with unique messages, unique functionality and unique content. When
customers enter an organization’s web site, they typically do so in order to find content
on a given topic or to undertake a particular transaction. If a site is to effectively
market products or services, and create effective i-Branding, then its design should
allow such activities to be conducted in as straightforward a manner as possible
(Taylor and England, 2006). The greatest difficulty that customers typically face in
practice is actually locating the content they require or identifying the transaction they
wish to undertake. The more difficult this is, the more likely it will be that customers
develop negative brand perceptions online (Taylor and England, 2006).
The literature tentatively discusses various issues in this connection: web site
design strategy (Wen et al., 2001); web site searching (Kolesar and Galbraith, 2000);
information search (Huarng and Christopher, 2003); web-page flow (Berthon and
Davies, 1999); web site content grouping (Rosenfeld and Morville, 1998). However, only
a limited amount of research appears to have been completed in relation to the process
 MIP of actually designing corporate web sites in a way that allows ease of content
25,6 identification and access. Neilson (2000) remarked that a common fundamental error of
web design is to structure a site to mirror the way in which the company is structured
rather than to match the users’ tasks and their views of the information space.
Research conducted very recently by Taylor and England (2006) addressed this failing
by identifying what the “key” site content is, from the customer’s point of view, so that
554 web design can allow them to navigated there with the minimum of effort. In essence,
they contended that the aim of web site content grouping should be that related or
similar material is placed close together in the navigational structure of the site,
whenever possible.
Group relationships within site content can be identified, according to Taylor and
England (2006), by asking the question: “If a web site user is interested in a particular
item of information/transaction, what similar or related items of
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information/transactions would they also be interested in?”. In other words, the

relevant relationships can be identified by considering what the user requires, in
addition to a particular item of information or a particular transaction, in order to be
fully informed about a topic or procedure. This means that content ranking and
grouping can be effectively developed only by utilising the experience and knowledge
of marketing and sales staff within the company, asking typical target customers, or
analysing web site traffic (Heinen, 1996), to ascertain where customers go and what
they want. Web designers must adopt this version of normal customer orientation in
developing the content ranking and grouping processes involved.
While content grouping is clearly a key concern, Auger (2005) points to certain other
site design features which are important within the content pillar of the i-Branding
framework. The sophistication of a web site’s design, in particular, has been a
controversial issue in the e-commerce literature. Research on the “graphical user
interface” clearly demonstrates that graphics do affect the behaviour and brand
perceptions of users. For example, there is evidence to suggest that graphics and
multimedia can enrich the discovery process (McCormick et al., 1987). Further, Ives
(1982) had earlier proposed that multimedia could be an effective medium to inform or
persuade. More recently, Griffith et al. (2001) suggested that the utilisation of multimedia
tools can help to stimulate higher levels of users’ brand involvement with web sites.
However, there is also recent evidence to suggest that unduly sophisticated and
graphics-intensive web sites can create negative brand perceptions among users. The
exact nature of the problem would appear to revolve around the long delays associated
with downloading graphics and other sophisticated features such as Java “applets”
(Rose and Straub, 2001). Indeed, Shneiderman (1998) proposed that users do not like to
wait for more than a few seconds. This important design issue is best captured in the
concept of “response time” which has long been regarded as a critical design principle
in computer and electronic environments (Neilson, 1993). There is, therefore, a trade-off
between how sophisticated and appealing, a site may be to users and the time it takes
for it to download, which may be a particularly especially important challenge for the
designers of business-to-consumer sites (Palmer, 2002).

Integrating the Four Pillars

The Four Pillars framework cannot not by itself show how to develop the
internet successfully as a branding tool. It is clear from reviewing the available
 literature that integration of the Four Pillars will be critical in planning i-Branding “i-Branding”
campaigns.
Marketing planners need to carefully consider the strategic branding opportunities
achievable through the integration of these Four Pillars of i-Branding. This is an
essential consideration, which will be highlighted in the following discussion.
The understanding customers pillar integrates with the marketing communication
branding pillar in the development of the internet as a branding tool. With the power 555
shift online from companies to customers (Rowley, 2004), understanding their
individual as opposed to group needs becomes essential. Allied to this, the ability of the
internet to facilitate non-linear communication and two-way personalised interaction
provides opportunities for highly targeted communications online. However, this
personalised communication approach needs to be firmly based on an understanding
of online customers (Goldsmith, 1999). Such initiatives can provide the opportunity to
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build relationships with customers, providing the basis for positive brand
relationships (Newman and Staelin, 1972; Berger and Mitchell, 1989).
E-mail marketing communications has gained a bad press, with the issue of
“spamming” engendering anger among recipients and leading to the development of
filtering tools to prevent unwanted e-mails. Companies now have to gain permission
from customers to e-mail them without the threat of damaging brand perceptions.
However, there is a further element to this argument. Planners will need to understand
what customers do value from regular e-mail communications, and personalise their
e-mail communications to individual preferences (Merisavo and Raulas, 2004). If they
do not, the empowered online customer will send the e-mail to the recycle bin. Viral
marketing is a highly effective internet marketing communications tool (Datta et al.,
2005), but will succeed in its objectives only if companies understand their online
customers and provide offerings than can deliver better value than those from
competitors. Customers will then have positive things to say online – which will
spread with the “vial” rapidity that the online environment makes possible. Properly
integrating customer understanding and marketing communications, therefore,
permits a more targeted and personalised approach to online marketing campaigns.
Companies will then benefit from i-Branding opportunities delivered through the
creation of more tailored and relevant communication messages about products and
services that are of interest to potential customers (Quniton and Harridge-March, 2003).
Conversely, effective online marketing communication will help to attract and retain
customers, and offer the attendant opportunities to better understand them by utilising
client-side and server-side data-capture tools, online surveys and the like.
The branding literature highlights the importance of creating ongoing interactions
with customers in the development of relationships and positive brand
perceptions (Newman and Staelin, 1972; Urde, 1999). In the terminology of the Four
Pillars framework, this implies integration of the understanding customers and
interactivity pillars. Interactive online tools provide a means of engaging customers,
and attracting them back to a web site on a regular basis. Return visits can facilitate
increased understanding of customers, leading to enhanced relationships (Court et al.,
2006) which form the basis of positive “brand immersion” for customers (Newman and
Staelin, 1972; Berger and Mitchell, 1989). Specific internet-based interactive tools can
be useful in achieving increased understanding of online customers. For example,
blogs, which may be third-party creations or be hosted at the company web site, offer
 MIP companies a chronological record of customers’ views. RSS feeds allow companies
25,6 to ascertain which topics interest customers, by their choice of the content they opt to
receive from companies. Online communities are effectively focus groups which, if
located at the company’s web site, provide an ongoing source of rich information on
customers and their specific attitudes, interests and opinions. Companies can thereby
integrate the interactivity and customer understanding pillars of the i-Branding
556 framework to create detailed and relevant customer profiles.
Correspondingly, such customer-intelligence gathering tools as client and
server-side data capture can also be integrated with interactive tools to identify
individual customers as they interact with the company at the web site. The resulting
increase in knowledge about the customer base provides the foundation for companies
to go beyond developing awareness for their online offerings to a greater focus on
developing the trust and relationships which form the basis of effective internet
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branding (Court et al., 2006; McGovern, 2000). Interactive tools will be critical in this
relational context, allowing personalised interactions to be created based upon a
developed understanding of customers, a critical factor in realising value from the
internet as a branding tool (Ibeh et al., 2005).
The marketing communications and interactivity i-Branding pillars naturally have a
particularly close relationship. For example, while RSS feeds allow customers to choose
the type of regular information they want to receive from a company web site, they also
effectively present planners with the opportunity to develop a subtle kind of marketing
communications approach, on a permission basis, and relevant to the empowered
online customer. Similarly, while viral marketing is primarily treated as a marketing
communications tool, it depends on personal interactivity to ensure its spread. Continual
online value creation will encourage customers to act as surrogate salespeople,
spreading positive messages and creating positive brand perceptions (Datta et al., 2005).
There is also integration between the understanding customers and content pillars of
the i-Branding framework. Content online must be based upon what the customer
requires and not on how the company is structured (Taylor and England, 2006). It needs
to reflect customer preferences related to navigation through the site and interest in the
content provided. Targeting customers with unique online content is viewed as being
essential in the creation of effective internet branding (Ibeh et al., 2005). This objective
can be achieved only if companies understand their customers’ content needs. Relevance
will engage potential customers and attract them back to the site, providing planners
with opportunities to gather yet more customer intelligence (Kierzkowski et al., 1996).
Further, there is integration between the content and interactivity pillars. Content
that is interactive and engaging will motivate consumers to return to a site and interact
more deeply with the brand (Griffith et al., 2001; Taylor and England, 2006). This
allows planners to foster ongoing relationships that will allow positive brand
associations to develop (Newman and Staelin, 1972; Berger and Mitchell, 1989). Such
interactive tools as blogs and RSS feeds need to offer relevant and engaging content.
Hanson (2006) found that the “best” authors of blogs are subject-matter experts who
have a personal stake in the topic at hand. They possess the insights and ability to
create blog content which can attract and engage customers. Further, the navigational
design and systems component of content affects the company’s ability to engage the
user, by guiding them to interactive features and also via the experiences they have
there (Fleming, 1998; Parsons et al., 1998).
 Finally, the communication and content pillars of the framework integrate in the “i-Branding”
sense that engaging content can allow a web site to act as a positive communication
tool in its own right or a viral campaign to create surrogate salespeople who extol the
virtues of a company’s web site (Datta et al., 2005). Planners should also recognise that
simple e-mail marketing campaigns need to have an engaging content. Merisavo and
Raulas (2004) contend that the strategic focus of e-mail marketing should be on creating
brand encounters, and deepening consumer-brand relationships with loyal customers, 557
not just on seeking additional sales. The content of e-mail marketing communications
will be crucial in achieving this.

Conclusion
This paper has offered an organising framework within which marketing planners can
review and integrate the lessons from the literature of i-Branding. It is built upon three
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key themes from within the general branding literature, supplemented by a fourth that
is particularly relevant to the internet context.

Implications for marketing practitioners and academicians

It is clear that the four identified “pillars” of i-Branding need to be carefully integrated
in the development of internet branding strategy. For example, it is only through
understanding customers that content can be designed that is relevant and engaging
enough to encourage interaction. Content can also become highly engaging if it
incorporates interactive features that are relevant to target customers. Interactive
content furthermore gives customers control, which is a critical factor given the
capacity of the internet to enhance customer empowerment.
Interactivity, among customers themselves and between customers and companies,
allows planners to gather rich intelligence about the wants and needs of their
customers. Sound customer intelligence allows planners to exploit to create more
positive brand equity in target markets, and allows targeted marketing
communications to be sent to customers who value relevant communications
amongst the annoying untargeted annoying noise experience on a daily basis.
Each component of the Four Pillars of i-Branding framework becomes an effective
driver of branding success through this integration. Marketing planners should aim
to develop strategies that allocate resources to the acquisition of the internet tools
discussed in this paper, and their integrated use within the overall framework of
i-Branding. It is important that their potential interactions with one another are taken
into consideration in choosing the i-Branding initiatives to be channelled into the
creation of positive online brand equity. Critically, marketers need to continually
monitor their offline branding strategy, to ensure consistency and effectiveness
throughout their branding activities online and offline.
By approaching i-Branding in this integrated and organised manner, planners
should be able to ensure that their internet campaigns support their general
branding strategy, rather than detracting from it. i-Branding can deliver real value
to customers, beyond revenue generation. Marketers can begin to create added value
around their core products and services, which will in turn permit the development
of more positive brand associations and offer protection against increasing
commoditisation.
 MIP Suggestions for further research
25,6 This paper has presented the Four Pillars of i-Branding framework as an important
and relevant conceptual tool for thinking marketing practitioners and pragmatic
academics.
The interactions between the pillars are presented as the fuel needed to lift
i-Branding to a new level in the virtual world. Future research could usefully explore
558 these interactions in various business contexts, so that transferable knowledge can be
built in relation to their integration into specific i-Branding strategies and campaigns.
The author is developing case studies of the application of the Four Pillars framework
to firms in the food industry. It is hoped that the findings and lessons will generate new
insights into how the internet can be effectively developed as a powerful tool of
branding strategy.
Downloaded by University of Florida At 06:31 05 December 2017 (PT)

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