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The Journal of Global Business Management Volume 10 * Number 1 * April 2014 issue 99

International Brand Management and Strategy: Apparel Market in China

Dr. Yi-Ju Chen, Florida International University, USA

Dr. Po-Chung Chen, Chaoyang University of Technology, Taiwan

ABSTRACT

This study examined the perceptions of the country of origin and the methods of communicating

branding information of international apparel brands. The findings of the study indicated that the

respondents perceive European clothing brands as more stylish than brands from other nations. The

results also indicated that information about apparel brands provided by friends and information

provided by retail store operators was considered more reliable than information provided by advertising

or the Internet. Lastly, it suggested that there were regional differences in the perceptions of consumers

of foreign apparel brands, but the regional differences manifested themselves in only a few of the

variables examined by the study.

Keywords: Brand management, Communication methods, Country of origin

INTRODUCTION

In the general approach to global branding in the apparel industry, China represents a unique market

environment due to the relatively recent development of branding practices in this nation (Brouthers &

Xu, 2002; Delong, Bao, Wu, Chao, & Li, 2004). China is a socialist market economy that is experiencing

economic growth at a rate substantially higher than the majority of other nations. The nation has a

population of 1.3 billion, which represents the largest single market of consumers in the world. The

market is highly segmented on the basis of demographic factors such as age, geographic factors such as

urban or rural location and psychographic factors such as perceptions of the importance of status (Gibb &

Li, 2003). The size of the market, coupled with the segmentation, present a range of difficulties for firms

attempting to develop a branding strategy tailored to the Chinese environment.

Over the past decade, consumers in China have become increasingly conscious of brands, with

brand recognition functioning as an antecedent to the purchase decision (Wang, 2005). At the same time,

the number of international and domestic brands in the marketplace is rapidly increasing as firms attempt

to capture a share of this giant consumer market. As a result, there is a high level of cognitive dissonance

in the marketplace caused by the proliferation of brands that have a similar message, which causes

confusion for the consumer. The Chinese marketplace is characterized by a comparatively smaller

number of brands than in other developing nations (Baroncelli, Fink, & Javorcik, 2005). In addition, the

majority of the branding activity in the nation is conducted by foreign firms, although there has been a

recent increase in branding efforts by domestic firms. The Chinese marketplace has also been receptive to

various types of branding approaches that have been effective in other nations, including affiliate and co-

branding. There is also some evidence that branding in China is highly visual and related to cultural

symbols to a greater degree than in many other nations. As a result, a successful branding effort requires a

symbolic linkage with an attribute that can be accomplished with a marketing communication that is

The Journal of Global Business Management Volume 10 * Number 1 * April 2014 issue100

highly visual and symbolic. In general, the specific branding approaches that have been most successful

in China associate the product with an intangible attribute associated with success or leadership (Ambler

& Witzel, 2003).

There is also some evidence in the Chinese market of a difference in branding approaches between

domestic and multinational firms (Zhou, Zhang, & Vertinsky, 2002; Delong, Bao, Wu, Chao, & Li, 2004).

The domestic firms often attempt to rapidly establish brand awareness through the use of heavy

advertising or other promotional activities for brief periods of time with the intent of increasing brand

recognition among the consumer. In addition, local firms frequently change their brand strategies and

sometimes abruptly terminate their branding efforts for individual products. In contrast, multinational

firms that engage in branding in China tend to follow the traditional branding approach of using the same

strategy over the long term and a steady pace of communication within the marketplace to establish brand

awareness. At the same time, there is evidence that there is distrust of marketing communications in the

Chinese marketplace that are identifiable as advertising or promotions intended to stimulate the purchase

decision (Zhou, Zhang, & Vertinsky, 2002; Gao & Zhang, 2011). As a result, viral forms of marketing

and branding have often been more effective in the Chinese marketplace; ones that do not direct

communications toward an advertising approach.

The general theoretical models discussed thus far contain a presumption that the information

regarding the attributes associated with the brand will be communicated to the consumer in order to build

brand knowledge over time. Madhavaram, Badrinarayanan and McDonald (2005) provide a qualitative

overview of the relationship between branding practice and integrated marketing communication (IMC).

The IMC is essential for a firm to convey information to the consumer regarding the attributes of the

brand. In practice, however, there is often little coordination between branding strategies and the IMC,

with the majority of communications to the market aimed at stimulating purchasing rather than

developing the level of consumer knowledge about the brand. This has led to marketing approaches in

which branding and promotion are regarded as separate activities, with no effective means available to

measure the effectiveness of branding. The authors further contend that increasing the level of brand

equity requires the full integration of branding concepts into all of a firm’s marketing communications,

with establishing and reinforcing the brand identity of the firm being the most important aspect of the

IMC. While many of the authors’ arguments are compelling, there is no empirical evidence to fully

support the premise and the model IMC offered by Madhavaram, Badrinarayanan and McDonald. In

general, however, the concept of consistent use of the IMC to support branding conforms to general

branding theory; which contends that the level of brand knowledge of the consumer is cumulative and

increases in proportion to their level of exposure to information about the brand (Keller, 2003; 2012;

Shimp, 2010).

Country of origin theories in global branding (De Mooij, 2005; Steenkamp, Batra, & Alden, 2003)

suggests that the country where a product originates, or where the headquarters of a firm is located, can

create certain inferences in global consumers about the attributes that are inherently associated with the

product. Han (1989) evaluated the role of country image in consumer evaluations. Two models were

developed: 1) the Halo Model; 2) the Summary Construct Model. The Halo Model hypothesized that

country image plays as a halo in product evaluation. However, the Summary Construct Model

hypothesized that country image serves as a summary construct. These mean when consumers are not

familiar with country products, “halo effect” of country image may show on the perception unfamiliar

products. In contrast, when consumers are familiar with country products, country image may become a

construct, which summarizes consumers’ beliefs about the product attributes (Han, 1989, p.222).

The Journal of Global Business Management Volume 10 * Number 1 * April 2014 issue 101

Purpose of the Study

The purpose of this study was to investigate the perceptions of Chinese consumers towards

international apparel brands in order to identify the branding strategies that are most effective in this

market. The study also examined the country of origin information and the methods of communications

of brand information that may influence the branding models multinational firms may use in launching

apparel brands in the Chinese market.

METHODLOGY

Instrumentation

The study used a survey questionnaire developed for the purposes of this study. The instrument was

carefully evaluated and reviewed by two experts — one professor from the Psychology Department, and

another from the Business Department. The instrument was built up in line with the review of literatures

that focused on the customer preferences with international apparel brands and methods of

communications of brand information, and country of origin information that may influence the branding

models.

Sampling The sampling strategy for this study involved the use of a convenience sampling of individuals

leaving retail apparel shopping outlets in mainland China, which was analogous to the mall intercept

sampling strategy used in consumer studies in Western nations. Local university students were trained by

the researcher to conduct the survey in four malls at various hours to collect the data. The research

questions are as follows:

Does the country of origin of foreign apparel brands influence the perceptions of consumers in the

Chinese market?

Do the methods of communications of brand information influence the perception of the brand

among Chinese consumers?

H1o: The country of origin of an international apparel brand does not influence the perceptions of

Chinese consumers of the brand.

H1a: The country of origin of an international apparel brand influences the perception of Chinese

consumers of the brand.

Some findings (De Mooij, 2005; Steenkamp, Batra, & Alden, 2003) suggest that the country where

a product originates, or where the headquarters of a firm is located, can create certain inferences in global

consumers about the attributes that are inherently associated with the product. Jaworski and Fosher (2003)

noted that the strategies used in the international branding of a product are based on whether the country

of origin has a positive or negative image in the target nation.

H2o: Chinese consumers place equal trust in viral marketing, formal advertising or other types of direct

marketing communications as sources of brand information.

H2a: Chinese consumers place greater trust in viral marketing sources of brand information than formal

advertising or other types of direct marketing communications.

The specific research conducted by Erdem (1998) involved a validation of the model through the

use of panel data, which is an inherently subjective method of gathering data on branding. The findings of

his study indicated that the latent brand value operates to convey information about all products

associated with a brand, with the brand image and knowledge transferring to the other products. His study,

The Journal of Global Business Management Volume 10 * Number 1 * April 2014 issue102

however, also determined that informal channels of communication in the market have a powerful impact

on consumer brand knowledge and can offset the formal communications of a firm through its marketing

and branding efforts.

H3o: The demographic factors of age, gender, education, income, length of living in the cities and

residential location do not affect the perceptions of foreign apparel brands among consumers in

China.

H3a: The demographic factors of age, gender, education, income, length of living in the cities and

residential location do affect the perceptions of foreign apparel brands among consumers in China.

Other researchers (Crocker & Tay, 2004) indicated that the Chinese market is highly fragmented in

terms of language, customs and income due to disparities in economic development among regions.

These authors also suggest that there is a very low amount of relevant research regarding the behaviors

and perceptions of Chinese consumers, which creates substantial difficulties for firms planning branding

campaigns as a part of their overall marketing strategy in the nation. That means more sophisticated

foreign brands have a great deal of appeal to Chinese consumers that are educated and have a general

understanding of the global market.

FINDINGS

Country of Origin

The central tendency information for this data suggests that the respondents perceive European

clothing brands as more stylish than brands from other nations, followed by Japanese and American

clothing brands. The skewness and kurtosis for the European brands indicates a relatively narrow and

peaked distribution around the median, which is compared to a more normal distribution for Japanese and

American brands. In addition, the respondents were neutral in their opinion of whether American apparel

brands were more stylish than the brands from other nations. The median and the mode were substantially

lower for the American brands than for the European or Japanese brands. Table 1 contains the median,

mean, mode, skewness and kurtosis for the country of origin of apparel brands.

Table 1: Mean, Median, Mode, Skew and Kurtosis of Country of Origin Mean Median Mode Skew. Kur.

European clothing brands are more stylish than clothing brands from other nations 3.97 4.00 4 -1.38 2.47 American clothing brands are more stylish than clothing brands from other nations 3.09 3.00 2 .10 -1.35 Japanese clothing brands are more stylish than clothing brands from other nations 3.39 4.00 4 -.51 -1.07

Methods of Communication

The central tendency of the data with respect to methods of communication for product information

relied on by Chinese apparel consumers suggests that friends are viewed as providing the most reliable

information, followed by the Internet and retail stores. The reliance on friends as a source of brand

information suggests that some type of viral marketing occurs in the Chinese market. The skewness and

kurtosis for the data regarding sources of information suggests a relatively normal distribution, although

the data for friends as a source of information is somewhat peaked. The data further suggests that the

respondents did not prefer to wear the same clothing brands as their friends, which is an anomalous

finding due to the high degree of reliance that the respondents placed on friends as a source of

information about apparel brands. In addition, the respondents did not believe that there was an excessive

amount of information about apparel brands that made it difficult to select among the brands. The

The Journal of Global Business Management Volume 10 * Number 1 * April 2014 issue 103

respondents indicated that they do not gather as much information as possible before making a purchase

decision. The median and mode for this variable was low at 2.00 and 2 respectively, with a relatively

small amount of skewness and kurtosis. Table 2 contains the mean, median, mode, skewness and kurtosis

for the variables associated with the method of communication of brand information.

Table 2: Mean, Median, Mode, Skew and Kurtosis of Methods of Communication Mean Median Mode Skew. Kur.

Most of my friends wear foreign clothing 3.11 3.00 4 -.26 -1.28 Advertising provides reliable information about clothing brands 3.20 4.00 4 -.54 -1.38 Retail stores provide reliable information about clothing brands 3.45 4.00 4 -1.06 -.52

Friends provide reliable information about the differences in clothing brands 3.74 4.00 4 -1.23 1.47 The Internet provides reliable information about the differences in clothing brands 3.46 4.00 4 -.85 -.40

I gather as much information as possible before I make a purchase 2.62 2.00 2 .74 -1.01 I prefer to wear the same brands of clothes as most of my friends 2.36 2.00 2 .293 -.235

There is so much information about clothing brands that it is difficult to make a selection 2.74 3.00 3 .47 .05

Demographic Variables The median age for the respondents fell between 26 and 39 years, with this age group representing

48.5% of the sample. The respondents were 58.4% male. The data indicated that there was a relatively

even distribution of educational levels among the sample, with between 21% and 27% in each of the four

major educational categories (the categories were Under High School, High School, College, and

University). Only the percentage of respondents with graduate degrees fell outside this general pattern,

with this group representing only 4.1% of the respondents. The largest income group among the

respondents was in the moderate range of 2001 to 4500 RMB, which represented 48.2% of the

respondents. In addition, 46.2% of the respondents had lived in the cities where the survey was conducted

for more than 10 years.

However, if the demographic factor - locations (Shanghai and Guangzhou) - were viewed

separately. There were some interesting differential in between. The median age for the respondents in

Shanghai fell between 40 to 55 years (52.5%). The respondents were 59.2% male. The data also indicated

that the educational levels among the sample in Shanghai were a relatively even distribution, with

between 19.4% and 28.1% in each of the four major educational categories (the categories were Under

High School, High School, College, and University). Only the percentage of respondents with graduate

degrees fell outside this general pattern, with this group representing only 6.1% of the respondents. The

largest income group was in the moderate range of 2001 to 4500 RMB, which represented 49.5% of the

respondents. Besides, 48.5% of the respondents had lived in Shanghai was conducted for more than 10

years.

On the other hand, in Guangzhou, the largest age group for the respondents dropped between 26 to

39 years (57.7%). The respondents were 57.7% male. The educational levels among the Guangzhou

sample was 35.2% in Under High School, 30.7% in High School, 16.3% in College, and 15.8% in

University. Respondents with graduate degrees represented only 2.0% of the respondents. The largest

income group was in 2001 to 4500 RMB, which represented similarly with Shanghai (46.9% of the

respondents). Further, 43.9% of the respondents had lived in Guangzhou was conducted for more than 10

years. Table 3 presents the summary of frequencies and percentages for the demographic variables of the

study.

The Journal of Global Business Management Volume 10 * Number 1 * April 2014 issue104

Table 3: Frequencies and Percentages of the Demographic Variables Frequency Both cities % Frequency Shanghai % Frequency Guangzhou % Age 18-25 35 8.9 16 8.2 19 9.7 26-39 190 48.5 77 39.3 113 57.7 40-55 167 42.6 103 52.5 64 32.6 56 or older 0 0 0 0 0 0 Gender Male 229 58.4 116 59.2 113 57.7 Female 163 41.6 80 40.8 83 42.3 Education Under High School 107 27.3 38 19.4 69 35.2 High School 100 25.5 40 20.4 60 30.7 College 83 21.2 51 26.0 32 16.3 University 86 21.9 55 28.1 31 15.8 Graduate 16 4.1 12 6.1 4 2.0 Income Low (RMB 2000 and below) 79 20.2 16 8.2 63 32.2 Moderate (RMB 2001-4500) 189 48.2 97 49.5 92 46.9 High (RMB 4501 and higher) 124 31.6 83 42.3 41 20.9 Length Living in City Less than 5 years 85 21.7 41 20.9 44 22.4 5-10 years 126 32.1 60 30.6 66 33.7 More than 10 years 181 46.2 95 48.5 86 43.9

CONCLUSIONS AND IMPLICATIONS

The findings of the study supported that the country of origin has an effect on the preferences of

Chinese consumers for foreign apparel brands, with European and Japanese brands perceived as more

stylish than clothing brands from the United States. European brands were perceived as more stylish

among men, although women also considered the brands to be very stylish. The college group generally

has more favorable opinions of European and Japanese brands as being more stylish.

The findings of the study also supported the conclusion that viral marketing methods are an

important method of disseminating information about clothing brands in the Chinese market. The

respondents relied heavily on their friends as sources of information about brands, although they did not

necessarily prefer to wear the same brands of clothing as their friends. This suggests that word-of-mouth

methods of communicating with the market are perceived as more reliable than other types of more

formal communication methods. The findings also support the conclusion that promotions or other types

of communications that occur in retail stores are very effective in this particular market. The respondents

viewed communications about apparel brands from retail stores as more reliable than most other forms of

communications. Both the word-of-mouth and retail store type of communications involve some degree

of direct relationship with another individual, which distinguishes these types of communications from

advertising or the use of the Internet as a means of disseminating product information.

Another conclusion that is supported by the findings is that the consumers of apparel in China do

not engage in lengthy searches for information about retail apparel and that they do not believe that there

The Journal of Global Business Management Volume 10 * Number 1 * April 2014 issue 105

is an over-abundance of information in the market about clothing. Consumers in this market apparently

do not consider clothing a major purchase and therefore do not engage in a lengthy or complex search for

information to assist them in choosing a clothing brand. As a result, they are most responsive to

immediate influences such as information provided by retail stores at the point of sale. In addition, they

appear to recall the information provided by personal relationships more readily than information

provided by advertising sources.

The implication of the findings is that the consumer of retail clothing should be approached with an

integrated marketing communications approach that involves multiple methods of communication that are

cumulative over time. Because the consumer does not engage in an extensive search for information

about apparel brands prior to a purchase, they depend heavily on referent knowledge that they already

have about the attributes associated with the brand. As a result, the consumer’s knowledge base about the

attributes of a particular brand should be gradually developed over time, with a similar message provided

by all sources of communication (Madhavaram, Badrinarayanan, & McDonald, 2005) This situation

suggests that foreign apparel brands should adopted an integrated marketing communication approach

that conveys a consistent message regarding the attributes associated with the brand to the consumer.

Another implication of the study is that there may be significant regional differences in China

regarding the perception of foreign apparel brands. This suggests that the marketing approach for brands

may need to vary in different regions in China, depending on the perceptions of the local population. This

may be a particularly important when it is necessary for a brand to compensate for a negative country of

origin effect, which appears to be an important variable in at least the two cities examined in this study.

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documents suitable for reliable viewing and printing of business documents. Created PDF documents can be opened with Acrobat and Adobe Reader 6.0 and later.) /CHT <FEFF4f7f752890194e9b8a2d7f6e5efa7acb7684002000410064006f006200650020005000440046002065874ef69069752865bc666e901a554652d965874ef6768467e5770b548c52175370300260a853ef4ee54f7f75280020004100630072006f0062006100740020548c002000410064006f00620065002000520065006100640065007200200036002e003000204ee553ca66f49ad87248672c4f86958b555f5df25efa7acb76840020005000440046002065874ef63002> >> >> setdistillerparams << /HWResolution [2400 2400] /PageSize [1368.000 1368.000] >> setpagedevice