IDENTITY EXPRESSIVENESS IN MARKETING: REVIEW AND FUTURE RESEARCH AGENDA

Abstract

Purpose – This study aims to follow a rigorous approach to identify, critically analyze and synthesize 75 papers published from 2000 to 2022. Design/methodology/approach – The study presents a systematic literature review on identity expressiveness (IE), clarifying and expanding what is currently known about the concept. Findings – To synthesize current knowledge on IE, the study uses the overarching framework of antecedents-phenomenon-consequences, using this same framework to identify gaps and future research directions. The findings show individual and brand-related factors such as the need for uniqueness and anthropomorphism as antecedents of IE, and eWOM/WOM, impulse purchases and upgrading to more exclusive lines as consequences of IE. Research limitations/implications – The study contributes to theory by synthesizing and mapping current understanding of the state of knowledge on the concept of IE while highlighting gaps in the extant literature and paving future research directions for scholars in the field. Practical implications – The study offers useful insights for practitioners, broadening marketers’ actionable options in identity-based marketing. Marketers can use insights from this study to inform marketing strategy and communication campaigns for different types of brands. Originality/value – To the best of the authors’ knowledge, this study is the first of its kind and offers an integrative review of the current literature on IE, thus enhancing understanding of the concept, its antecedents and consequences. The study also contributes to knowledge by highlighting future research priorities for researchers in this field of enquiry.