Who will embrace upward line extension? The role of power distance belief

• Published in: Journal of retailing and consumer services 2023-11, Vol.75, p.103475, Article 103475
• Main Authors: He, Yue, Mo, Zan, Wan, Xiuqi, Li, Mengyin, Fu, Huijian
• Format: Article
• Language: English
• Subjects: Perceived fit; Power distance belief; Product evaluations; Purchase intentions; Signaling effectiveness; Upward line extension
• ISSN: 0969-6989; 1873-1384
• DOI: 10.1016/j.jretconser.2023.103475

Upward line extension is a significant strategy for enterprise brand management and market expansion. However, a new status product launched by a non-status brand through upward line extension inevitably forms a competitive relationship with the status product launched by a status brand. Based on the categorization theory, this study explores the influence of status product type (non-extended status product, upward-extended status product) on consumer responses and its potential psychological mechanisms. Furthermore, it examines the moderating role of power distance belief (PDB) in the relationship between status product type and consumer responses. The results indicate that consumers develop lower product evaluations and purchase intentions for upward-extended status products compared to non-extended status products (Studies 1, 2a, 2b, and 2c). Perceived fit and signaling effectiveness mediate the effect of status product type on consumer responses (Study 1). More importantly, PDB moderates the effect of status product type on consumer responses, as high-PDB consumers respond similarly to upward-extended and non-extended status products, whereas low-PDB consumers respond more negatively to upward-extended status products compared to non-extended status products (Studies 2a, 2b, and 2c). Perceived fit and signaling effectiveness mediate the interaction effect between PDB and status product type on consumer responses (Studies 2a and 2b). This study augments the literature on vertical brand extension and PDB, and provides practical guidance for marketers intending to launch upward line extension. •Upward-extended (vs. non-extended) status products lead to lower product evaluations and purchase intentions.•Perceived fit and signaling effectiveness act as mediators.•PDB moderates the relationship between status product type and consumers' responses.•High PDB diminishes the negative effects of upward line extension.