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Customer-organization relationships: development and test of a theory of extended identities
Richard P Bagozzi1, Massimo Bergami, Gian Luca Marzocchi
1Ross School of Business, University of Michigan, Ann Arbor, MI 48109, USA. bagozzi@umich.edu
Abstract:
We develop a theory of personal, relational, and collective identities that links organizations and consumers. Four targets of identity are studied: small friendship groups of aficionados of Ducati motorcycles, virtual communities centered on Ducatis, the Ducati brand, and Ducati the company. The interplay amongst the identities is shown to order affective, cognitive, and evaluative reactions toward each target. Hypotheses are tested on a sample of 210 Ducati aficionados, and implications of these multiple, extended identities for organizations are examined.
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