Do university trademarks matter? Interaction between university-related apparel style and licensing status

Abstract

Purpose Based on cue utilization theory, this study aims to examine effects of the style (fashion vs basic) and licensing status (licensed vs nonlicensed) of university-related apparel products (URAPs) as intrinsic and extrinsic cues, respectively, impacting university fans’ responses (i.e. attitudes, purchase intentions and purchase behaviors) and the moderating roles of personal factors (i.e. perceived university prestige, quality consciousness and uniqueness seeking). Design/methodology/approach Data were collected via an online quasi-experiment employing a 2 (licensing status: licensed vs nonlicensed) × 2 (style: basic vs fashion) within-subjects design with a purposeful sample of 1,126 students and alumni of a Southeastern American university. Findings Results show that consumers generally responded more favorably to licensed (vs nonlicensed) URAPs, especially for basic styles, whereas their responses to fashionable URAPs were more favorable for nonlicensed (vs licensed) URAPs. Furthermore, the positive effects of licensing status were stronger for consumers with high (vs low) perceived university prestige or quality consciousness. Consumers generally more favorably responded to basic (vs fashion) URAPs, but this style effect was weaker among those with a high (vs low) uniqueness seeking tendency. Originality/value Theoretical explanations on URAP consumption have been scant in the product and brand management literature. This study fills this literature gap by conceptualizing extrinsic (i.e. licensing status) and intrinsic (i.e. style) cues crucial in URAP consumption from a cue utilization theory lens and demonstrating empirical evidence for the intricate interplays among the two cues and diverse personal characteristics.