When brands use CEOs and employees as spokespersons

Valérie Zeitoun, Géraldine Michel () and Nathalie Fleck
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Valérie Zeitoun: IAE Paris - Sorbonne Business School
Géraldine Michel: IAE Paris - Sorbonne Business School

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Abstract: Purpose – This paper aims to clarify the persuasion mechanism of CEOs and employees as endorsers of brand advertising and helps discern consumer attitudes toward internal endorsement. Design/methodology/approach – The exploratory character of the present research required a qualitative approach combining focus groups and face-to-face interviews considered as both meaningful and complementary. Findings – The findings suggest that while the celebrity endorsement ensures familiarity and likability, internal endorsement supports credibility and congruity with an important role of storytelling. Moreover, employee endorsements induce an internalization process based on the real-self, while the endorser CEO induces admiration grounded in the ideal self. More fundamentally, the study reveals how the internal endorsement modifies the meaning transfer model and involves a process of meaning translation, which affects the corporate brand image rather than the product brand image. Originality/value – The present paper reveals that CEOs and employees can be strong levers for gilding the corporate brand image compared to the celebrities who enhance the product brand image. Moreover, the authors show that the CEO is a character who can be admired without the threat of upward comparison at the opposite of celebrities. Finally, this research highlights the specific role of employees bringing authenticity because of their anchorage in real life.

Keywords: CEO; Employee; Meaning transfer model; Endorsement; Persuasion mechanism; Self-representation; Internal endorsement; Personalization (search for similar items in EconPapers)
Date: 2020-01-08
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Citations: View citations in EconPapers (1)

Published in Qualitative Market Research: An International Journal, 2020, 23 (2), pp.241-264. ⟨10.1108/QMR-01-2019-0011⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02494608

DOI: 10.1108/QMR-01-2019-0011

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