TYBMS SEM 6 Marketing: Brand Management (Q.P. April 2019 with Solution)

 Paper/Subject Code: 86003/Marketing: Brand Management

Marketing: Brand Management

(Q.P. April 2019 with Solution)

N.B:

Please check whether you have got the right question paper.

1. Figures to the right indicate full marks.

2. Draw suitable diagrams wherever necessary

3. Illustrate your answers with examples

4. Rewrite the questions for Q1.a and b.

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1) April 2019 Q.P. with Solution (PDF) 

2) November 2019 Q.P. with Solution (PDF)

3) April 2023 Q.P. with Solution (PDF)

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Duration: 2½ hrs        Total Marks: 75

Q1. a. Multiple Choice Questions (ANY EIGHT):         (08)

1. _________ is the act of creating a brand

a. Branding        

b. Brand management        

c. Brand building            

d. Brand hierarchy

2. _________ consist of brand recognition and brand recall performance

a. Brand association

b. Brand image

c. Brand awareness

d. Brand identity

3. Which of this is NOT the importance of brand positioning

a. No differentiation in product

b. Protect market share

c. Changing competition

d. Craves a niche

4. _________ are musical message written around the brand.

a. Slogans

b. Name

c. Jingles

d. Colour

5. __________ is customer's perception of the overall quality or superiority of a product or services compared to its competitors.

a. Perceived quality risk

b. Perceived management

c. Perceived loyalty

d. Perceived

6. App based air conditioned taxies Ola and Uber both of these brands are using which approach of pricing.

a. EDLP

b. Value Pricing

c. Psychological pricing

d. Skimming pricing

7. The five core dimensions of Big 5 model of brand personality are Sincerity, Competence, Sophistication, Ruggedness and _________

a. Creativeness

b. Judgmental

c. Excitement

d. Traditional

8. In Brand Asset Valuator model, Brand Stature results into multiplication of Esteem and ________.

a. Differentiation

b. Relevance

c. Knowledge

d. Strength

9. P&G- Project Drishti Shiksha, Fair and Lovely foundation Project Saraswati, Horlicks- Ahaar Abhiyan. Aircel- Save the tiger. Tata Tea- Jaagore all this are examples of which type of marketing.

a. Permission Marketing

b. Cause Marketing

c. Relationship Marketing

d. Experiential Marketing

10. ________ is the structure of brands within an organizational entity

a. Brand architecture

b. Brand building

c. Brand monitoring

d. Brand protection

Q.1 b. State whether the following statement is TRUE or FALSE (ANY SEVEN) (07)

1. A brand provides distinct identity to a product.

Ans: True

2. Brand elements are those trademarkable devices that serve to identify and differentiates the brand.

Ans: True

3. Ola share, Ola Micro, Ola mini. Ola prime all this options provided by Ola to customers results into using value pricing strategy for their brand.

Ans: False

4. The success and failure of brand extension doesn't affect the parent brand.

Ans: False

5. Brand awareness consists of brand recognition and brand recall.

Ans: True

6. A direct approach is used to build brand equity is via leveraging secondary brand associations for the brand.

Ans: False

7. A brand personality is a set of human characteristics associated with a brand.

Ans: True

8. Brand reinforcement is the marketing strategy adopted when the product reaches to maturity stage of product life cycle and profits have fallen drastically.

Ans: False

9. Brand Asset Valuator is an important tool to review a brand's current achievements and stature.

Ans: True

10 Celebrity endorsement doesn't add value to the brand.

Ans: False

Q2. Answer the following:

a. Distinguish between Brand versus Product.        (08)

Ans: 

Point	Brand	Product
Definition	A brand encompasses the overall perception and reputation of a product, service, or company. It includes the name, logo, design, and other elements that distinguish it from competitors.	A product is a tangible item or intangible service that satisfies a consumer's need or want. It can be something as simple as a physical object or as complex as a software program.
Identity	A brand represents the emotional and psychological relationship that consumers have with the product or company. It encompasses the feelings, perceptions, and associations that consumers have with the product beyond its functional attributes.	A product is what the company offers to fulfill a specific need or want. It represents the functional aspects and features of what is being sold.
Differentiation	Brands are differentiated based on intangible factors such as reputation, image, values, and emotional connection with consumers.	Products can be differentiated based on their features, quality, price, and other tangible characteristics.
Perception:	Consumers perceive brands based on their overall image, reputation, and the emotional connection they create.	Consumers perceive products based on their tangible attributes and functional benefits.
Value	The value of a brand extends beyond the functional benefits of the product and includes intangible factors such as brand loyalty, trust, and perceived quality.	The value of a product is primarily based on its functional benefits and attributes.
Longevity	Brands have the potential for long-term sustainability and can transcend individual products. A strong brand can outlast specific products and maintain relevance over time.	Products have a limited lifespan and may become obsolete or replaced by newer versions or competitors' offerings.

b. What is Co-branding? State its advantages.        (07)

Ans: Co-branding is a marketing strategy where two or more brands collaborate to create a new product or service that is marketed and sold under both brand names. This strategic partnership allows each brand to leverage the strengths and resources of the other to achieve mutual benefits. Here are some advantages of co-branding:

1. Expanded Customer Base: Co-branding can help reach new customer segments by leveraging the existing customer base of each partner brand. This can lead to increased market share and sales opportunities.

2. Enhanced Brand Equity: By associating with another reputable brand, each partner can enhance their own brand equity. Customers may perceive the co-branded product or service as more valuable and trustworthy due to the combined reputation of the collaborating brands.

3. Cost Sharing: Co-branding allows partners to share the costs associated with product development, marketing, and distribution. This can lead to significant cost savings for both parties compared to launching a new product independently.

4. Access to Resources and Expertise: Collaborating brands can pool their resources, expertise, and capabilities to create a superior product or service. This may include access to technology, R&D, manufacturing facilities, or specialized knowledge that each brand individually may not possess.

5. Differentiation and Competitive Advantage: Co-branding can differentiate the product or service from competitors by offering unique features or benefits that are not available elsewhere. This can create a competitive advantage in the market and increase consumer appeal.

6. Risk Mitigation: By sharing the risks associated with product development and marketing, co-branding partners can reduce individual exposure to failure. If one brand faces challenges or negative publicity, the other partner may help mitigate the impact on the co-branded product.

7. Cross-Promotion and Marketing Synergy: Co-branding partnerships often involve joint marketing efforts, which can result in increased visibility and exposure for both brands. Cross-promotion through various channels can amplify the reach and effectiveness of marketing campaigns.

8. Innovation and Creativity: Co-branding encourages innovation and creativity by bringing together different perspectives, ideas, and resources from each partner. This can lead to the development of innovative products or services that address unmet consumer needs or preferences.

OR

c. Illustrate the model of Brand Value Chain with example.    (08)

Ans: The Brand Value Chain model, developed by Kevin Lane Keller, is a framework that outlines the process through which marketing activities create brand value and contribute to the overall success of a brand. The model consists of five key components: Marketing Program Investment, Customer Mindset, Brand Performance, Brand Strength, and Brand Value. Here's a brief explanation of each component with an example:

1. Marketing Program Investment: This component refers to the resources and efforts that a company invests in marketing activities such as advertising, promotions, product development, and distribution channels.

   Example: Coca-Cola invests heavily in marketing programs to promote its brand globally. This includes advertising campaigns, sponsorships of major events like the Olympics or FIFA World Cup, and strategic partnerships with retailers to ensure widespread distribution of its products.

2. Customer Mindset: This component focuses on understanding and influencing the perceptions, attitudes, and behaviors of customers towards the brand. It includes aspects such as brand awareness, brand associations, and brand loyalty.

   Example: Apple has successfully cultivated a strong customer mindset by consistently delivering innovative products with sleek designs and user-friendly interfaces. Customers associate Apple with qualities such as creativity, innovation, and premium quality, leading to high brand loyalty and positive word-of-mouth recommendations.

3. Brand Performance: This component evaluates how well the brand meets or exceeds customer expectations across various touchpoints, including product quality, customer service, and brand consistency.

   Example: Toyota is known for its reliable and fuel-efficient vehicles, which consistently perform well in terms of quality, durability, and resale value. This positive brand performance has helped Toyota maintain its position as a trusted automotive brand globally.

4. Brand Strength: Brand strength measures the overall health and competitiveness of the brand relative to its competitors. It encompasses factors such as market share, brand differentiation, and perceived brand relevance.

   Example: Nike has a strong brand strength due to its market leadership in athletic footwear and apparel, innovative product offerings, and effective brand positioning. Nike's iconic swoosh logo, along with its endorsement deals with top athletes, contributes to its brand differentiation and relevance in the sports industry.

5. Brand Value: The ultimate outcome of the brand value chain is the creation of brand value, which refers to the financial value that the brand contributes to the company. It can be measured through metrics such as brand equity, brand valuation, and financial performance.

   Example: Google is one of the most valuable brands globally, with a strong brand value derived from its dominant position in search engine technology, widespread adoption of its products and services (such as Google Search, Gmail, and YouTube), and its ability to monetize user data through targeted advertising.

d. Explain the Brand Product matrix with example.        (07)

Ans: The Brand-Product Matrix is a strategic tool used by companies to visualize their brand portfolio and product offerings. It helps in analyzing the relationship between different brands and products within a company's portfolio. The matrix typically consists of rows representing brands and columns representing product categories or lines. Each cell in the matrix represents a specific combination of brand and product. Here's an explanation of the Brand-Product Matrix with an example:

Let's consider a fictional consumer goods company called "ABC Corp" that operates in the personal care industry. ABC Corp has three brands: Brand A, Brand B, and Brand C. Each brand offers multiple product categories. The Brand-Product Matrix for ABC Corp might look like this: 

                    | Product Category 1 | Product Category 2 | Product Category 3 |

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Brand A             | Product A1         | Product A2         | Product A3         |

Brand B             | Product B1         | Product B2         | Product B3         |

Brand C             | Product C1         | Product C2         | Product C3         |

In this matrix:

- Brand A offers Product A1, Product A2, and Product A3.

- Brand B offers Product B1, Product B2, and Product B3.

- Brand C offers Product C1, Product C2, and Product C3.

Each combination of brand and product represents a unique offering within ABC Corp's portfolio. For example:

- Product A1 is associated with Brand A, indicating that it is a product under Brand A's umbrella. It could be a shampoo or a skincare product, depending on ABC Corp's product line.

- Product B2 is associated with Brand B, indicating that it is a product offered by Brand B. It could be a soap or a lotion, depending on the specific product category.

The Brand-Product Matrix helps ABC Corp visualize its brand portfolio and product offerings, identify gaps or overlaps, and develop strategies for portfolio optimization. For instance, ABC Corp might use the matrix to assess the strength of each brand-product combination, allocate resources effectively, or explore opportunities for brand extensions or new product launches within existing brands.

Q3. Answer the following

a. Define Integrated Marketing Communication (IMC)? Explain the strategy of IMC to build brand. (08)

Ans: Integrated Marketing Communication (IMC) is a strategic approach to marketing that aims to ensure consistency and synergy in communication efforts across various channels and touchpoints. It involves coordinating and integrating various marketing elements, such as advertising, public relations, sales promotion, direct marketing, and digital marketing, to deliver a unified and cohesive brand message to target audiences.

The strategy of IMC to build a brand involves several key elements:

1. Consistent Brand Messaging: IMC emphasizes the importance of maintaining a consistent brand message across all communication channels and platforms. Whether it's advertising, social media, email marketing, or public relations, the brand message should remain cohesive and aligned with the brand's values, positioning, and objectives.

2. Understanding the Target Audience: IMC starts with a deep understanding of the target audience's needs, preferences, behaviors, and communication habits. By knowing who the audience is and what resonates with them, marketers can tailor their messaging and communication strategies to effectively engage and connect with consumers.

3. Integration of Communication Channels: IMC involves integrating various communication channels and touchpoints to create a seamless and holistic brand experience for consumers. This could include traditional channels such as television, print, and radio, as well as digital channels such as websites, social media, email, and mobile apps. By ensuring consistency and synergy across channels, IMC maximizes the impact of brand messaging and enhances brand recall and recognition.

4. Strategic Planning and Execution: IMC requires careful strategic planning and execution to ensure that all marketing efforts work together towards achieving common objectives. This involves setting clear goals, identifying key messages, selecting appropriate communication channels, allocating resources effectively, and monitoring performance and results.

5. Measurement and Optimization: IMC emphasizes the importance of measuring the effectiveness of marketing communication efforts and optimizing strategies based on performance data and insights. By tracking metrics such as brand awareness, brand perception, engagement, and sales, marketers can evaluate the impact of IMC initiatives and make data-driven decisions to improve results over time.

6. Building Brand Equity: Ultimately, the goal of IMC is to build and strengthen brand equity over the long term. By delivering a consistent and compelling brand message across multiple touchpoints, IMC helps enhance brand awareness, perception, and loyalty, driving customer engagement, preference, and advocacy.

b. Explain the Brand Asset Valuator (BAV) model in detail.        (07)

Ans: The Brand Asset Valuator (BAV) model is a tool developed by global market research firm Young & Rubicam (Y&R) to measure and manage brand equity. It provides a comprehensive framework for assessing the strength and health of a brand across four key dimensions: Differentiation, Relevance, Esteem, and Knowledge. The BAV model helps marketers understand how consumers perceive a brand and identify opportunities to enhance its equity and competitiveness in the marketplace. Here's a detailed explanation of each dimension of the BAV model:

1. Differentiation: Differentiation refers to the distinctiveness and uniqueness of a brand in the minds of consumers. It measures the extent to which a brand stands out from competitors and offers something different and valuable to consumers. Brands with high differentiation are perceived as innovative, original, and relevant to consumers' needs and preferences.

2. Relevance: Relevance assesses the degree to which a brand is personally meaningful and important to consumers. It measures the brand's ability to meet consumers' needs, solve their problems, or fulfill their desires. Brands that are highly relevant resonate with consumers and are seen as relevant to their lifestyles, values, and aspirations.

3. Esteem: Esteem evaluates the level of respect, admiration, and esteem that consumers have for a brand. It reflects the brand's reputation, credibility, and perceived quality in the marketplace. Brands with high esteem are trusted, respected, and admired by consumers, leading to strong brand loyalty and advocacy.

4. Knowledge: Knowledge measures the depth and breadth of consumers' awareness and understanding of a brand. It assesses the brand's visibility, familiarity, and associations in consumers' minds. Brands with high knowledge are well-known and recognized by consumers, and they have clear and positive associations that differentiate them from competitors.

The BAV model uses a combination of quantitative and qualitative research techniques, including surveys, interviews, and focus groups, to collect data on these four dimensions from target consumers. Based on the data analysis, brands are classified into one of four quadrants:

- Leaders: Brands that score high on both Differentiation and Relevance dimensions. These brands are considered market leaders and have strong equity and competitive advantage.

- Challengers: Brands that score high on Differentiation but lower on Relevance. These brands have unique attributes but may struggle to connect with consumers on a personal level.

-Stalwarts: Brands that score high on Relevance but lower on Differentiation. These brands are familiar and relevant to consumers but may lack distinctiveness compared to competitors.

- Laggards: Brands that score low on both Differentiation and Relevance. These brands face significant challenges in the marketplace and may struggle to gain consumer attention and loyalty.

The BAV model provides valuable insights into a brand's strengths, weaknesses, and opportunities for improvement. By understanding how consumers perceive the brand across the four dimensions, marketers can develop targeted strategies to enhance brand equity, drive differentiation, increase relevance, and strengthen consumer esteem and knowledge. Overall, the BAV model serves as a powerful tool for measuring, managing, and optimizing brand assets to drive business success in today's competitive marketplace.

OR

c. What are the various ways in which brand leveraging can take place.    (08)

Ans: Brand leveraging refers to the strategic use of an established brand name or reputation to launch new products or enter new markets. Here are various ways in which brand leveraging can take place:

1. Line Extension: This involves introducing additional products in the existing product category under the same brand name. For example, a company known for its shampoo might introduce new variations like anti-dandruff shampoo, moisturizing shampoo, etc., under the same brand.

2. Brand Extension: Brand extension involves leveraging the existing brand name to launch products in a different but related product category. For example, a clothing brand might start producing accessories like bags or shoes.

3. Co-branding: This strategy involves partnering with another brand to introduce a new product. This can enhance credibility and visibility for both brands. For example, a popular chocolate brand may collaborate with a well-known biscuit brand to create a new chocolate biscuit product.

4. Licensing: Licensing allows a brand to lend its name, logo, or other intellectual property to another company in exchange for royalties. This can help extend the brand's reach into new product categories or markets without requiring significant investment. For example, a famous cartoon character might license its image for use on children's toys or clothing.

5. Brand Alliance: Brand alliance involves forming partnerships or alliances with other brands to create a mutually beneficial marketing or promotional campaign. This can help both brands reach new audiences and enhance their brand image. For example, a sports brand might collaborate with a beverage company for a co-branded event or promotion.

6. Brand Stretching Brand stretching involves expanding the brand into premium or lower-priced segments of the market. For example, a luxury car manufacturer might introduce a more affordable model to appeal to a wider range of consumers without diluting the brand's image.

7.Brand Revitalization: This involves rejuvenating a struggling or dormant brand by leveraging its existing equity in new ways. This could involve updating the product line, repositioning the brand, or targeting new market segments.

8. Brand Acquisition: Acquiring other brands or companies can also be a form of brand leveraging, allowing a company to expand its portfolio and reach new markets or demographics.

By effectively leveraging an established brand, companies can capitalize on the trust, loyalty, and recognition associated with that brand to drive growth and profitability in new areas.

d. Explain the Strategic Brand Management process in detail.     (07)

Q4. Answer the following.

a. Explain the Big Five model of Brand Personality.    (08)

b. Define Branding? Explain the importance of branding to consumers with example.    (07)

OR

c. Bring out the various types of brand elements with example.        (08)

d. What is Brand extension? State its advantages.    (07)

Q5. a. Write Short Notes on (ANY THREE):        (15)

1. Brand positioning

Ans: Brand positioning refers to the strategic process of establishing a distinctive place for a brand in the minds of consumers relative to competitors. It involves defining how a brand is perceived by its target audience and communicating its unique value proposition in a way that resonates with consumers.

Key elements of brand positioning include:

1. Target Audience: Identifying the specific demographic, psychographic, and behavioral characteristics of the target audience that the brand aims to serve.

2. Points of Differentiation: Determining the unique attributes, benefits, or values that set the brand apart from competitors and make it relevant and appealing to the target audience.

3. Brand Promise: Articulating a clear and compelling promise or proposition that the brand delivers to its customers, reflecting its core values, benefits, and commitments.

4. Brand Personality: Defining the personality traits, tone of voice, and visual identity that reflect the brand's character and resonate with its target audience.

5. Market Position: Identifying the specific position or niche that the brand occupies within the market landscape, based on factors such as price, quality, innovation, or customer service.

6. Consistency: Ensuring consistency in brand messaging, imagery, and experiences across all touchpoints and channels, to reinforce the brand's positioning and build trust and credibility with consumers.

7. Relevance: Continuously monitoring market trends, consumer preferences, and competitor activities to ensure that the brand's positioning remains relevant and resonant with its target audience over time.

2. Experiential marketing

Ans: Experiential marketing, also known as engagement marketing or event marketing, is a marketing strategy that focuses on creating memorable and immersive brand experiences for consumers. Unlike traditional forms of marketing that rely on one-way communication, experiential marketing encourages active participation and engagement from consumers, allowing them to interact with the brand in meaningful ways. Here are some key aspects of experiential marketing:

1. Interactive Experiences: Experiential marketing seeks to engage consumers through interactive experiences that stimulate their senses and emotions. This could include live events, product demonstrations, immersive installations, or interactive exhibits that allow consumers to touch, feel, and experience the brand firsthand.

2. Emotional Connection: By creating memorable and emotionally resonant experiences, experiential marketing aims to forge a deeper connection between consumers and the brand. These experiences evoke positive emotions, such as joy, excitement, or nostalgia, which can leave a lasting impression on consumers and strengthen brand loyalty.

3. Storytelling: Experiential marketing often leverages storytelling to communicate the brand's values, mission, and personality in a compelling way. Brands use narratives, themes, and visual elements to create immersive environments that transport consumers into the brand's world and foster emotional engagement.

4. Engagement Platforms: Experiential marketing takes place across various platforms and channels, including live events, pop-up activations, digital experiences, and social media. Brands utilize a mix of offline and online channels to reach and engage consumers wherever they are, amplifying the impact of their experiential campaigns.

5. Audience Participation: A key aspect of experiential marketing is encouraging active participation from consumers. Brands invite consumers to co-create content, share their experiences on social media, or participate in interactive activities, turning them into brand advocates and ambassadors.

6. Measurable Results: While experiential marketing focuses on creating memorable experiences, it also aims to deliver measurable results and ROI for brands. Marketers use metrics such as foot traffic, engagement levels, social media mentions, and sales lift to evaluate the effectiveness of their experiential campaigns.

3. Brand awareness pyramid

Ans: The brand awareness pyramid is a conceptual model used in marketing to illustrate the different levels of consumer awareness and engagement with a brand. It is often depicted as a hierarchical structure, with each level representing a progressively deeper level of familiarity and connection with the brand. Here's a brief overview of each stage of the brand awareness pyramid:

1. Unawareness: At the base of the pyramid are consumers who have no knowledge or recognition of the brand. They are unaware of the brand's existence and do not consider it as an option when making purchasing decisions.

2. Awareness: The next level involves consumers becoming aware of the brand's existence. They recognize the brand name and may have some basic knowledge about its products or services. However, their understanding of the brand is limited.

3. Recognition: Moving up the pyramid, consumers progress to the recognition stage. They can identify the brand when presented with its name, logo, or other visual cues. They may not have a deep understanding of the brand but can recognize it among other options.

4. Recall: In this stage, consumers not only recognize the brand but can also recall it from memory when prompted. They may remember specific attributes, benefits, or associations of the brand, indicating a deeper level of engagement and familiarity.

5. Top-of-Mind Awareness: At the top of the pyramid is top-of-mind awareness, where the brand is the first one that comes to consumers' minds when they think about a particular product or service category. Achieving top-of-mind awareness is a key goal for brands as it indicates strong brand recall and preference among consumers.

4. Revitalizing Brand

Ans: Revitalizing a brand involves reinvigorating its identity, relevance, and appeal to consumers in response to changing market dynamics, consumer preferences, or internal challenges. It typically entails a strategic overhaul of various brand elements to breathe new life into the brand and reignite growth and engagement. Here are some key steps in revitalizing a brand:

1. Brand Audit: Conduct a comprehensive assessment of the brand's current status, including its market position, consumer perceptions, strengths, weaknesses, opportunities, and threats. This audit helps identify areas for improvement and informs the revitalization strategy.

2. Define Objectives: Clearly define the goals and objectives of the revitalization effort. This could include increasing market share, attracting new customer segments, repositioning the brand, or revitalizing brand loyalty.

3. Revisit Brand Identity: Evaluate and potentially update the brand's identity elements such as logo, colors, tagline, and messaging to ensure they align with the brand's new positioning and resonate with the target audience.

4. Product Innovation: Introduce new products or services that address emerging consumer needs or trends while staying true to the brand's core values and identity. Product innovation can help re-engage existing customers and attract new ones.

5. Marketing Communications: Develop a refreshed marketing communications strategy that effectively communicates the revitalized brand positioning and value proposition to consumers. This may involve leveraging new channels, messaging, and creative approaches to reach and engage the target audience.

6. Customer Experience: Enhance the overall customer experience across all touchpoints, including product design, packaging, retail environment, website, and customer service. A seamless and positive customer experience strengthens brand loyalty and advocacy.

7. Engage Employees: Ensure that employees are aligned with the revitalization efforts and empowered to deliver on the brand promise. Internal buy-in and enthusiasm are critical for successfully revitalizing a brand.

8. Monitor and Adjust: Continuously monitor the impact of the revitalization efforts through metrics such as sales, brand awareness, customer satisfaction, and market share. Be prepared to make adjustments based on feedback and market trends.

Successful brand revitalization requires careful planning, execution, and persistence over time. By reinvigorating the brand's identity, relevance, and connection with consumers, companies can revitalize their brands and position themselves for sustained growth and success in the marketplace.

5. Brand Hierarchy

Ans: Brand hierarchy refers to the structured arrangement of brands within a company's portfolio, outlining the relationships and roles of each brand relative to others. It typically encompasses different levels or tiers of brands, each serving specific market segments or product categories. The brand hierarchy helps consumers navigate and understand the company's diverse offerings while also guiding marketing and branding strategies.

At the top of the brand hierarchy is usually the corporate or parent brand, representing the overarching identity and values of the company. Beneath it, there may be multiple sub-brands or product lines, each with its own distinct positioning and target audience. These sub-brands may further branch out into individual product variants or extensions.

A clear brand hierarchy provides several benefits:

1. Clarity and Organization: It helps consumers understand the relationships between different brands and products within the company's portfolio, reducing confusion and facilitating informed purchasing decisions.

2. Brand Extension: A well-defined brand hierarchy allows companies to leverage the equity of their parent brand when introducing new products or entering new markets. Consumers are more likely to trust and try new offerings from brands they already know and trust.

3. Resource Allocation: By understanding the role and positioning of each brand within the hierarchy, companies can allocate resources effectively, focusing investments on brands with the greatest growth potential or strategic importance.

4. Brand Equity Management: Brand hierarchy enables companies to manage and protect the equity of their core brands while allowing flexibility for innovation and experimentation with new offerings under separate sub-brands.

OR

b. Case Study:

Launched in 1959. Surf was the first in the Indian detergent powder market. Over the years, Surf has anticipated the changing washing needs of Indian homemaker and constantly upgraded itself. Surf Excel. India's largest selling compact detergent powder, in its newest avatar promises to tackle the toughest stains without damaging the colour of the fabric. This is because only Surf Excel has smart sensors that can differentiate stains from colours. Now you don't have to worry about tackling the really tough stains, especially on your coloured clothes anymore. "Surf Excel Hai Na".

For those who seek the Surf Excel clean in the front loaders, the specially designed formulation Surf Exclematic promises to give just that -a superlative clean. Those preferring modern and convenient way to wash can rely on Surf Excel Liquid. The liquid form penetrated deep allowing great wash results. For the realty tough stains, you can apply the liquid directly on the body of stain (through the stain treater) - you will see tough stains being tackled with ease.

Questions:

a. What is Brand Equity? Explain the quantitative research technique used by Surf Excel to build its brand in the market.            (08)

Ans: Brand equity refers to the intangible value that a brand holds in the minds of consumers. It encompasses various factors such as brand awareness, perceived quality, brand associations, and brand loyalty. A strong brand equity can positively influence consumer behavior, leading to increased sales, market share, and brand profitability. Essentially, it represents the added value that a brand brings to a product or service beyond its functional benefits.

Quantitative research techniques are used by companies like Surf Excel to measure and enhance brand equity. One such technique is brand tracking studies. In a brand tracking study, a company regularly collects data from consumers to assess key metrics related to its brand's performance and perception in the market. These metrics typically include brand awareness, brand image, brand loyalty, purchase intent, and overall brand satisfaction.

Surf Excel likely utilizes brand tracking studies to monitor its brand equity and identify areas for improvement. For example, the brand might track metrics such as:

1. Brand Awareness: The percentage of consumers who are aware of Surf Excel and its products.

2. Brand Image: Consumers' perceptions of Surf Excel in terms of quality, reliability, innovation, and other relevant attributes.

3. Brand Loyalty: The extent to which consumers are loyal to Surf Excel and prefer it over competing brands.

4. Purchase Intent: Consumers' likelihood to purchase Surf Excel products in the future.

5. Overall Brand Satisfaction: Consumers' satisfaction with Surf Excel products and their overall experience with the brand.

By analyzing data from brand tracking studies, Surf Excel can identify strengths and weaknesses in its brand equity and develop strategies to enhance its brand positioning, improve consumer perceptions, and drive sales. For example, if the research reveals low brand awareness among a specific demographic segment, Surf Excel may invest in targeted marketing campaigns to increase visibility and reach among that audience.

Quantitative research techniques like brand tracking studies play a crucial role in helping companies like Surf Excel understand and strengthen their brand equity, ultimately contributing to long-term success and competitiveness in the market.

b. What is Brand Positioning? How Surf Excel has positioned its brand. Illustrate with advantages of Brand positioning.                (07)

Ans: Brand positioning refers to the strategic process of creating a distinct and favorable perception of a brand in the minds of consumers relative to its competitors. It involves identifying and communicating unique attributes, benefits, or values that set the brand apart and resonate with the target audience.

Surf Excel has positioned its brand as a premium detergent solution that not only effectively removes tough stains but also cares for the fabric by preserving its color. The key elements of Surf Excel's brand positioning can be summarized as follows:

1. Pioneering Heritage: Surf Excel emphasizes its long history and status as the first detergent powder in the Indian market, highlighting its legacy of innovation and reliability.

2. Continuous Improvement: Surf Excel portrays itself as a brand that constantly evolves to meet the changing needs and preferences of Indian consumers. By consistently upgrading its products, Surf Excel maintains its relevance and appeal in the market.

3. Superior Stain Removal: Surf Excel positions itself as a highly effective detergent powder capable of tackling even the toughest stains without damaging the fabric's color. This emphasis on performance reinforces the brand's reputation for quality and reliability.

4. Product Variety: Surf Excel offers a range of product variants to cater to different consumer preferences and washing needs. From compact detergent powder to liquid detergent, Surf Excel ensures that consumers have options that suit their lifestyle and washing machine type.

Advantages of Brand Positioning:

1. Differentiation: Effective brand positioning helps Surf Excel differentiate itself from competitors by highlighting its unique features and benefits. This differentiation fosters brand loyalty and reduces the likelihood of customers switching to alternative brands.

2. Targeted Marketing: By understanding its target audience's needs and preferences, Surf Excel can tailor its marketing efforts to resonate with specific consumer segments. This targeted approach maximizes the effectiveness of marketing campaigns and enhances brand relevance.

3. Premium Pricing: A strong brand positioning allows Surf Excel to command premium pricing for its products, as consumers perceive them to offer superior value and performance compared to competing brands. This premium pricing strategy contributes to higher profit margins and brand profitability.

4. Emotional Connection: Surf Excel's positioning as a brand that cares for both cleanliness and fabric preservation helps forge an emotional connection with consumers. This emotional bond fosters brand loyalty and encourages repeat purchases over time.

Surf Excel's brand positioning strategy effectively communicates the brand's unique value proposition and resonates with consumers, driving preference and loyalty in the highly competitive detergent market.