John W. Schouten

Building Brand Community

A brand community from a customer-experiential perspective is a fabric of relationships in which the customer is situated. Crucial relationships include those between the customer and the brand, between the customer and the firm, between the customer and the product in use, and among fellow customers. The authors delve ethnographically into a brand community and test key findings through quantitative methods. Conceptually, the study reveals insights that differ from prior research in four important ways: First, it expands the definition of a brand community to entities and relationships neglected by previous research. Second, it treats vital characteristics of brand communities, such as geotemporal concentrations and the richness of social context, as dynamic rather than static phenomena. Third, it demonstrates that marketers can strengthen brand communities by facilitating shared customer experiences in ways that alter those dynamic characteristics. Fourth, it yields a new and richer conceptualization of customer loyalty as integration in a brand community.

Subcultures of Consumption: An Ethnography of the New Bikers

This article introduces the subculture of consumption as an analytic category through which to better understand consumers and the manner in which they organize their lives and identities. Recognizing that consumption activities, product categories, or even brands may serve as the basis for interaction and social cohesion, the concept of the subculture of consumption solves many problems inherent in the use of ascribed social categories as devices for understanding consumer behavior. This article is based on three years of ethnographic fieldwork with Harley-Davidson motorcycle owners. A key feature of the fieldwork was a process of progressive contextualization of the researchers from outsiders to insiders situated within the subculture. Analysis of the social structure, dominant values, and revealing symbolic behaviors of this distinct, consumption-oriented subculture have led to the advancement of a theoretical framework that situates subcultures of consumption in the context of modern consumer culture and discusses, among other implications, a symbiosis between such subcultures and marketing institutions. Transferability of the principal findings of this research to other subcultures of consumption is established through comparisons with ethnographies of other self-selecting, consumption-oriented subcultures.

Selves in Transition: Symbolic Consumption in Personal Rites of Passage and Identity Reconstruction

The consumption of aesthetic plastic surgery is examined within the broader context of daily life in an investigation of the motives and the self-concept dynamics underlying this symbolic consumer behavior. Data were collected in multiple, in-depth, ethnographic interviews, and analyzed by a constant comparative method revealing insights into both a priori and emergent themes. A priori themes regarding body image, impression management, symbolic self-completion, and possible selves are developed through a literature review and discussed briefly in light of the findings. Emergent themes, including role transitions, sexual selves and romantic fantasies, control and efficacy, and identity play are developed and embedded in a discussion of identity reconstruction and personal rites of passage. It is concluded that consumption activities are imprtant to both the maintenance and the development of a stable, harmonious self-concept. Directions for future research are discussed. Copyright 1991 by the University of Chicago.

A Role for Poetry in Consumer Research

Consumer researchers are wrestling with the crisis of representation that has challenged contiguous disciplines over the past decade. Traditional or conventional prose articles seem increasingly insufficient as vessels for representing our understandings and experiences. In this article, we demonstrate how poetry contributes to the research enterprise. We use our own experiences as researcher-poets to illustrate how the writing and close reading of poetry can take us directly to the heart of consumption. Our essay is intended to provide a philosophical basis for the inclusion of poetry between the covers of this journal. One aim of the physical sciences has been to give an exact picture of the material world. One achievement of physics in the twentieth century has been to prove that that aim is unattainable. (Bronowski 1973)

Consumption-Driven Market Emergence

New market development is well theorized from a firm-centered perspective, but research has paid scant attention to the emergence of markets from consumption activity. The exceptions conceptualize market emergence as a product of consumer struggle against prevailing market logics. This study develops a model of consumption-driven market emergence in harmony with existing market offerings. Using ethnographic methods and actor-network theory the authors chronicle the emergence of a new market within the motorcycle industry that develops with neither active participation nor interference from mainstream industry players. Findings reveal a process of multiple translations wherein consumers mobilize human and nonhuman actors to co-constitute products, practices, and infrastructures. These drive the growth of interlinked communities of practice, which ultimately are translated into a fully functioning market. The study highlights the roles of distributed innovation and diffusion, embedded entrepreneurship, and market catalysts in processes of market change and development.

Claiming the Throttle: Multiple Femininities in a Hyper-Masculine Subculture

This feminist re‐examination of an ethnography of Harley‐Davidson motorcycle owners uncovers a world of motivations, behaviors, and experiences undiscovered in the original work. The structure and ethos of subculture are understood differently when examined through the lens of feminist theory. Through the voices of women riders in a hyper‐masculine consumption context we discover perspectives that cannot easily be explained by extant theory of gender and consumer behavior. We find women engaging, resisting, and co‐opting hyper‐masculinity as part of identity projects wherein they expand and redefine their own personal femininities. This study reveals invisible assumptions limiting the original ethnography and thus reiterates the problems of hegemonic masculinity in the social science project.

Building a University Brand Community: The Long-Term Impact of Shared Experiences

ABSTRACT Relationship marketing has made its way into the practices of university administrations. With it have also arrived many problems associated with the aggressive use of CRM technologies. One particularly effective and healthy approach to relationship marketing in higher education is to treat the university, with all of its stakeholders, as a brand community, and to pursue policies and programs to strengthen the relationships that define the community. With this paper, we examine an important class of relationship often neglected in the CRM literature, i.e., the relationships among the customers who support the brand and who ultimately give it its meaning and vitality. Specifically, we explore how the nature of relationships among students affects their long-term loyalty to a university. The results of a telephone survey of university alumni demonstrate the importance of certain types of university experiences on student relationships and, thereafter, on loyalty to their alma mater and their intentions to support the university in the future.

The marketization of religion: field, capital, and consumer identity

Certain institutions traditionally have had broad socializing influence over their members, providing templates for identity that comprehend all aspects of life from the existential and moral to the mundanely material. Marketization and detraditionalization undermine that socializing role. This study examines the consequences when, for some members, such an institution loses its authority to structure identity. With a hermeneutical method and a perspective grounded in Bourdieus theories of fields and capital, this research investigates the experiences of disaffected members of a religious institution and consumption field. Consumers face severe crises of identity and the need to rebuild their self-understandings in an unfamiliar marketplace of identity resources. Unable to remain comfortably in the field of their primary socialization, they are nevertheless bound to it by investments in field-specific capital. In negotiating this dilemma, they demonstrate the inseparability and co-constitutive nature of ideology and consumption.

Marketing and the New Materialism

Modern man’s unsustainable systems of production and consumption are symptoms of underlying problems in how we understand and relate to the material world. Socially constructed dualities between the social and natural sciences and between meaning and materiality have encouraged societies to indulge in magical thinking about the ability of material goods to deliver nonmaterial wellbeing, which in turn places marketing at the center of the destructive overconsumption of natural capital. This essay calls attention to a growing philosophical countertrend, neomaterialism, that is reshaping research in such a way as to collapse such false dualities. The new materialism, carried over to marketing practice, demands a meticulous, if not obsessive, attention to material things, their provenance, their agency and their downstream destinations, thus forming the basis of a more sustainable society.

Resolving identity ambiguity through transcending fandom

ABSTRACT Identity construction involves accumulating cultural, social, and symbolic capital, with initial endowments being accrued through socialization into one’s habitus. This research explores the experiences of individuals that feel a lack of capital, which leads to ambiguity regarding their identities and places in the world. Through in-depth interviews, this interpretive research shows that such individuals may turn to fandom for gaining status and belonging. Fandoms are consumption fields with clear, limited forms of cultural capital. Through serial fandom and engagement with fandom in different ways, individuals were able to learn the skill of identifying and accruing relevant cultural capital. The skill became decontextualized and recontextualized, allowing individuals to transcend fandom and accrue general forms of cultural capital. Learning the skill aids individuals in dealing with the simultaneously debilitating and empowering freedom of contemporary consumer culture. Moreover, gaining cultural capital could be altogether developing into the form of the process we describe.