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INTRODUCTION
1. Background
In recent years, the development of the retail market has been one of the highlights of the
Vietnamese economy in general. This development has been reflected not only in breadth (as more
and more retail stores operate on a chain scale) but also in depth (such as the variety of retail
business models, the improvement of retail service quality, ...). Therefore, this topic about retailing
and stakeholders (suppliers, consumers, ...) pay much attention from academics and business.
In several reports of the retail market, one of the most noticeable products belongs to the
electronics field. Since 2008, the emergence of more and more retail stores of electronic products and
the expansion of specific supermarkets with different brands has contributed to the more increasingly
attractive market. Some retail business brands that choose to develop in the chain model could be
mentioned such as The gioi di dong, FPT Shop, Vien Thong A, CellphoneS while a number of other
retail stores have also made their own brands such as Phuc Anh Smart Computer, Gia Long, Ishop.
As for electronics supermarkets, the expansion of electronics supermarkets over the years might
include the brands of Tran Anh, Mediamart, Pico, Nguyen Kim and most recently, Dien may Xanh.
These active signs show the business potential for the retail of electronics products in the market of
Hanoi city and the Vietnamese market in general. On the other hand, it shows the fierce competition
that if the retail business is not careful in adjusting its business strategy to new competitors, it would
face more challenges soon.
However, fierce competition has resulted in an inevitable outcome: leaving the market. 2015
was a milestone year for the retail industry in general and the electronics retailing sector. Right from
the beginning of 2015, Nguyen Kim one of the first Vietnamese brands in the field of retailing of
electronic products announced the sale of shares to Central Group (Thailand) with a 49% stake
transfer. It was followed by Tran Anh's cooperation with Nojima a large Japanese electronics
retailer, and by April 2015, Nojima's ownership was 31% of Tran Anh's total shares. Also, during this
period, there was much information that Pico and Mediamart sought foreign partners to implement
the orientation of "internationalization", but it was not successful. Notably, in 2017, the retail market
of electronics products continued to witness many major acquisitions. The first is the deal of The
Gioi Di Dong and Tran Anh when the entire chain of electronics supermarkets branded "Tran Anh"
officially belongs to The gioi di dong Group and this is a step to open the ambition to dominate the
market of electronics supermarket chain with the branded chain "Dien may Xanh" in the North. The
next deal is the agreement to transfer ownership of FPT Retail and FPT Trading (belonging to FPT
Group) to Synex Group a leading retail group of phones, tablets, and mobile devices (Taiwanese).
Continuing, early in 2018, Creador Group a private equity fund, based in Malaysia announced it
would invest US $ 100 million in The gioi di dong over the next three years.
It could be seen that, after 2015 with the milestone of establishing the ASEAN Economic
Community (AEC) and the removal of tariffs for many items on the list of electronic and electrical
products among nations members, creating competitive pressure with domestic electronics retailers.
As a result, many electronics supermarkets of Vietnamese businesses would be forced to give
consumers a reason that is strong enough and unique enough to choose to buy at their supermarket
instead of choosing to buy at those of competitors. The main brand is one of those reasons. The brand
of an electronics supermarket could become a commitment, a certification of the quality of goods and
services provided by the electronics supermarket to consumers. However, the brand of an electronics
supermarket could not be created in a short time, it is a process of accumulation for many years and
exists in the minds of customers. The brand could gradually increase its influence if the business is
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concerned, appropriate investment or may fade if the business does not really believe in "its own
brand". The term "brand equity" was introduced to explain that accumulation process. Brand equity
in terms of customers is represented by the different reactions (attitude and behavior) of consumers
to brands that are competitors of each other in the same segment target field.
Brand equity has been studied since the 1980s and studies on this topic have been expanded
to cover various businesses as well as different types of businesses. Among them, studies of brand
equity based on consumers are more prominent with the starting point from the approach of Aaker
(1991) and Keller (1993). Over the past twenty years, researches on brand equity have been studied
for retail businesses that have made certain contributions from a practical perspective to help
businesses to apply them in management activities. Researches on brand equity based on consumers
in the food retail sector show outstanding numbers. Modern retail is also a priority in the study of
brand equity. However, among these types, specialized supermarkets with specific products are often
chosen to be the subject of research. Therefore, the dissertation chooses the direction of researching
the electronics market as a specialized supermarket to explore factors affecting brand equity for this
type of business. Based on research, the dissertation expects to make some recommendations for
electronics supermarkets to enhance its brand equity. Stemming from the above reasons, the
dissertation with the title " Exploring brand equity of electronics supermarkets located in Hanoi
city " is proposed.
2. Research objectives and missions
The research objective is to explore brand equity of electronics supermarkets located in
Hanoi. In particular, the dissertation focuses on clarifying the scientific basis of the factors affecting
the brand equity of electronics stores. Since then, it inherits and builds a research model, followed by
data analysis to assess the impact of retail marketing factors on the brand equity of local electronics
stores. On that basis, several recommendations are proposed to improve the brand equity of
electronics supermarkets in Hanoi.
From there, the specific tasks of the dissertation include:
Firstly, Systematize some basic theories about customer – based brand equity of retail
businesses. In particular, the dissertation would clarify issues of this equity following different
approaches, components, and factors affecting customerbased brand equity of retail businesses.
Secondly, Building research models and research hypotheses; Select data collection method
and data analysis method.
Thirdly, Analyze the results of data collection to assess the impact of the retail marketing
factors on the brand equity of the electronics supermarket in Hanoi. Since then, the dissertation
proposes several solutions and makes some recommendations to influence the retail marketing
factors that affect the brand equity of the electronics supermarket, and thereby improve their brand
equity. These recommendations are set in the context of developing a retail market in Vietnam
oriented to 2035.
3. Research objectives and scope
a. Research objects
The object of the dissertation is the brand equity of electronics supermarkets. In particular,
the dissertation focuses on the study of the retail marketing factors that affect the brand equity of
electronics stores. These are elements inherited from previous studies of brand equity of retail
businesses and adjusted based on expert opinion.
b. Research scope
Scope of research by content: The dissertation focuses on researching customerbased brand
equity, brand equity of retail businesses, and especially brand equity of electronics stores. The
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dissertation focuses on understanding and evaluating the influence of retail marketing factors on
brand equity of electronics stores. The electronics supermarkets that are approached in the
dissertation are chains of electronics supermarkets including many electronics supermarkets that
operate on a centralized model. The supermarket chain is composed of multiple member
supermarkets that share the same ownership and are concentrated in strategic planning and
implementation decisions (Michael and Barton, 2001, p. 64), with the same managed brand,
centralized management with a unified business approach. Supermarket chains could range from 2
more than 1,000 points of sale; There is a same category of goods at uniform selling prices (Michael
and Barton, 2001, p. 65).
Scope of the research by space: The dissertation researches electronic chains operating in
chains in Hanoi city. Since in the period of 2017 2019, there was a change of Tran Anh electronics
supermarket chain (merged with Green Electronics supermarket chain), Vinpro electronics
supermarket chain officially dissolved, based on data collecting about electronics stores, as of the
time of research, there are 5 chains of electronics stores with brands of HC, Pico, Mediamart, Dien
may Xanh and DigiCity. However, the DigiCity electronics supermarket chain has the lowest number
of supermarkets (4 official supermarkets and 1 general store) and chooses to locate supermarkets in 4
suburban districts of Hanoi while the electronics supermarket chains have tended to choose locations
in urban districts. Therefore, in the process of collecting primary data, the dissertation focused on
four electronics supermarket chains, namely Pico, HC, Mediamart and Dien May Xanh in urban
districts of Hanoi City.
Scope of research over time: The dissertation focuses on researching business activities of
electronics supermarkets since 2010. The survey period for consumers is conducted from May to
August 2019. Based on the research results, the dissertation gives some recommendations on brand
management activities of electronics supermarkets in Hanoi and proposed orientations to 2035.
4. New contributions of the dissertation
The scholarly contributions of the dissertation
The dissertation has systematized documents on brand equity of retail businesses, brand
equity based on customers in general. These documents are from domestic and foreign researches on
brand equity that have been published in the period from 2009 to 2017, partly showing the novelty of
the dissertation.
The dissertation has built a research model on brand equity of consumer electronics
supermarkets based on Keller (2013, 1993) and the subsequent successive studies of some other
authors such as Swoboda. et al. (2016, 2009), Allaway et al. (2011), Jingfeng and Zhilong (2009). In
the previous studies of brand equity in Vietnam, most of the studies approached according to Aaker's
(1991), so the application of Keller's approach to the research model (2013, 1993) could be
considered as a new contribution to academic research on brand equity in Vietnam.
The dissertation has also contributed to the development of new observed variables. In
previous studies of supermarket brand equity, the scale was designed and developed with several
tangible products. Therefore, using consumer reviews on products to evaluate the services of
electronics stores is not appropriate. The dissertation has inherited the scale from the world's research
on customerbased brand equity combined with qualitative data collection methods (group
discussions, expert interviews) to adjust the wording of the observed variable in the brand equity
research model of electronics supermarkets to best describe the content of the variable. In addition,
adding the observed variables of the research variable on "Delivery and installation services" and
"Payment and refund services" based on the actual business situation of electronics stores; observed
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variable on "Origin of goods" in the research variable "Brand product assortment" based on
consumer needs and concerns for electronics products.
Practical contributions of the dissertation
Research results have shown that for consumers in Hanoi city, the factor affecting the brand
equity of electronics stores is most clearly related to the Instore atmosphere. This means that
consumers are more interested in where electronics products are sold and how they are sold than
depending on the product portfolio that electronics stores sell. Consumers are also more interested in
"emotional" factors such as the usefulness and attitude of the sales staff, the level of installation staff
and the quality of the delivery service after the purchase process. Factors of material benefits that
might be received and the willingness to share information; Vehicle storage area; Repair service,
warranty; Brand product portfolio and the availability of goods are the next influencing factors. This
shows that when the electronics supermarket chains have a high degree of similarity in the list of
business goods, the difference of the brand comes from intangible factors (shopping space, supply
services level and salesperson).
The dissertation made the first contribution to the use of quantitative research data to identify
the factors and evaluate the effects of these factors on the brand equity of electronics stores in Hanoi.
The research on supermarket’s brand equity has not been selected for a few specialized types of
supermarkets and especially for electronics, the number of these studies is not much. Therefore, the
research results of the dissertation could become a clear evidence of the impact of retail marketing
factors on the brand equity of electronics stores in customers' minds. The results of the data analysis
show that the scales of the observed variables have good reliability, so this set of scales could be
applied in customer surveys about brand equity of electronic supermarkets. Based on the results of
this investigation, the board of directors of these electronics supermarkets would have information
about the current situation of their brand equity and the factors affecting it. From there, the
adjustments necessary to enhance the brand equity of the electronics supermarket could be proposed
and implemented accordingly.
From the research results on the model and the theory of brand equity, the dissertation has
made several proposals to improve the brand equity of electronics stores in Hanoi. These
recommendations revolve around the problem that many limitations of electronic supermarkets are
their brand Strategy. Moreover, the proposal of optimizing the operation of the electronics
supermarket when operating in the chain business is also the practical contribution of the dissertation
based on balancing shortterm financial goals and brand objectives in the long term.
5. Dissertation structure
In addition to the Introduction, the dissertation is structured into 5 chapters:
Chapter 1 "Overview of the research on brand equity of retail businesses" summarizes the
research on brand equity of retail businesses based on the approach of two views of the author Aaker
(1991) and Keller (1993). Besides, several domestic and foreign studies that are causally related to
the content of the dissertation are also detailed.
Chapter 2 "Theoretical basis for customerbased brand equity" presents a summary of some
approaches to brand equity in the world and in Vietnam; Presents detailed contents of Keller's
viewpoint (2013, 1993). Chapter 2 focuses on the access to brand equity of electronics stores with the
content of constituents and focuses on factors affecting brand equity.
Chapter 3 "Research models and methods" focuses on the research model, data collection
methods and data analysis methods used in the dissertation.
Chapter 4 "Data analysis results" refers to the statistical results after data analysis and
discusses the research results.
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Chapter 5 "General assessment and recommendations" refers to the overall assessment of the
brand equity situation of electronics supermarkets in Hanoi based on research results and
recommendations for stakeholders aim to improve customer – based brand equity of electronics
supermarkets.
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CHAPTER 1
OVERVIEW OF RESEARCH ON BRAND EQUITY OF RETAIL ENTERPRISES
1.1. SUMMARY OF RESEARCH PROJECTS ON ASSETS OF ENTERPRISES
BRAND RETAIL
1.1.1. Overview of foreign research works on brand equity of retail businesses
Around the world, there have been many studies on the brand of retail businesses and the
brand equity of retailers. Much of the content of these studies focuses on the brand equity of retail
businesses under the approach of consumers. Also from here, a lot of fragmented content that mainly
goes in two research directions: Following the approach of Aaker (1991) with a fourelement brand
equity (Brand awareness, Perceived quality, Brand loyalty, Brand Associations); And according to
Keller's (1993) approach to brand equity is a distinct effect due to the existence of brand knowledge
which the result of past marketing programs that businesses implement to impact touch customers'
minds. Many studies use the model of Aaker (1991) with the dissertation that this model has the basis
of scale research and is easy to apply to administrators. However, for the retail sector, for
supermarkets, and for retail businesses, brand equity is not merely "things that are attached to and
add to the value of the products they have. offer ". It is important to recognize that the brand equity
of a retail business is more complex than the brand equity of the product, and that ultimately makes
the difference in the attitude and behavior of consumers is associated with retailers when that brand
is always the preferred choice. Therefore, many researches on retail businesses (convenience stores,
supermarkets, hypermarkets, specialized stores, shopping malls, department stores, etc.) carry out in
depth research on branding retailers’ images a core content of Keller's (1993) approach to brand
equity. The author himself has continued to develop his views over the past twenty years, and most
recently introduced a model of brand equity under customer approach based on each content in
branding. These studies have some of the following:
Firstly, the number of model building research and hypo dissertation testing accounts for the
majority. Only two studies by Ailawadi and Keller (2004) and Hartman and Spiro (2005) use
analytical methods to summarize and propose a new theoretical framework. Besides, only the work
of Sonnenberg and Erasmus (2008) is to use qualitative data to draw research conclusions.
Second, the construction theory models are based on the theoretical framework of brand
equity of Aaker (1991) and Keller (1993). In addition to some original models applied for testing
under different conditions, there are some model development works such as Jara and Cliquet (2012)
from Keller model (1993) or as Pappu and Quester (2008) from Aaker's model (1991 or like Gil
Saura et al (2013), Jinfeng and Zhilong (2009), Chen (2011) are a combination of two models.
Third, these studies all focus on the type of retail business that is supermarket, hypermarkets,
shopping centers and retail stores of businesses. Only a few studies of Pappu and Quester (2008) and
Dabija (2012) conducted research with specialized stores.
Fourth, food and fashion sectors are the two categories with more research than the
remaining categories (Electronics, Furniture, DIY). The study of electronics retail businesses has
studies of Thang and Tan (2003), Swoboda et al (2016, 2009), Dabija (2012), Das et al (2012), Gil
Saura. et al (2016), Rubio et al (2017).
Fifth, retail features (Commodity List / Product Category / Brand List, Location / Location /
Accessibility, Atmosphere / Shopping Space / Interior Space, Setting Design and Arrangement /
Arrangement, Sales Services, Customer Service / Customer Service, ...) are mentioned in one of two
forms. That is (1) Factors affecting customer reviews and feelings about retail businesses.
Accordingly, the retail characteristic of the retail store being studied is a set of valuesprovided to
customers in retail services. These retail characteristics exist in the mind of the customer in terms of
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associations and depending on the strength / weakness, relevance and uniqueness of the association,
customers may have different reactions to the brand. Most of these studies are based on Keller's
(1993) point of view that retail marketing decisions made by retailers have an important influence on
the creation of a brand image a potentially difficult structure. It is possible to measure directly by
observing variables that could only be partially measured through customer behaviors and attitudes.
These are (2) the elements that make up the composition of brand equity. These retail characteristics
were studied as the elements that make up Perceived quality, Brand Awareness, Brand Associations,
Brand Loyalty. Most of these studies use Aaker's (1991) point of view that corporate retail marketing
decisions affect the creation of the four key components of brand equity, and that retailers should
consider these components to make appropriate adjustments to the marketing program of their
business.
1.1.2. Overview of domestic research on brand equity of retail businesses
In Vietnam, research on brand equity of retail businesses is still limited in number. Most of
the research is focused on finding the constituents of brand equity in some areas such as education
and training (researches on assessments of university graduates) such as research by Le Thi Kim Son
et al (2015), Ha Xuan Quang et al (2014), Nguyen Tien Dung (2017); Production sectors for
agricultural products associated with the origin (such as Thai Nguyen tea, Da Lat vegetables, Binh
Thuan dragon fruits) such as Do Thi Bac (2005), Do Duc Kha (2008), and Ngo Thi Ngoc Huyen et
al. (2014). Besides, there are a few other studies associated with the brand's equity (such as cars, gold
products, bottled beverages) such as those of Tran Trung Vinh (2013), Le Tan Buu and Le Dang.
Lang (2014), Le Dang Lang (2015). The common point of these studies is that following the approach
of Aaker (1991), using models and testing hypotheses based on the primary data collected. For
electronics retailers and supermarkets, two studies have been conducted to find out the impact of
retail marketing factors on brand equity (value), namely: image assessment of marketing
communication, quality of salespeople, warranty on the assets (value) of the brand of the metal and
electronics retail industry in Ho Chi Minh City (Le Tan Buu and Le Dang Lang , 2015); looking for
the influence of advertising and promotion on brand equity on consumer goods supermarkets in Hue
city (Hoang Thi Anh Thu, 2017). In addition, there are two more works related to retail businesses
and electronics supermarket chains and closely related to the research subject of the dissertation.
That is the study of An Thi Thanh Nhan (2010) with related content on the brand image of retail
businesses and Phan Thi Thu Hoai (2014) with related content about the differences of specialized
supermarket chains but specifically the electronics supermarket chain in Hanoi.
1.2. SOME MODELS OF RESEARCH ON FACTORS CONNECTING BRAND EQUITY OF
RETAIL ENTERPRISES
1.2.1. Several research models on the components of brand equity of retail businesses following
Aaker's approach
Inheriting the brand equity model of Aaker (1991), several researches on brand equity of
retail businesses have developed the following:
Firstly, when researching the brand equity of retail businesses (at the organizational level), it
is advisable to include additional observation variables associated with the brand association
associated with the organization and brand personality (Pappu et al.., 2005). The scale set for brand
equity associated with the product should be adjusted when using that scale for retail businesses
(Pappu and Quester, 2006a, 2006b). Brand equity of department stores and specialized stores of retail
businesses, then conclude that brand equity is an important measure of marketing and each type of
retail store (such as a specialized store or department store) there exists a difference in brand equity
based on consumer customers (Pappu and Quester, 2008).
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Second, the emergence of the term "consumerbased brandretailerchannel equity" (roughly
translated as brand equity retail businesses retail channels from a customer perspective) in
Londoño's (2016). Inheriting from the point of view of Aaker (1991), the authors have approached
brand equity as "a collection of debt and acquired by the link between brand, retail business and retail
channel, name, symbol that increases or decreases the value provided by goods or services (or a
combination of both) to customers (actual and potential) ". The basic assumption of this approach is
based on the authors' perspective on the comprehensiveness of value from the combination of brands,
retail businesses and retail channels. Since then, the model of brand equity that the authors developed
based on the original model of Aaker (1991) with three components: Brand Awareness and Brand
Associations, Perceived quality, and Loyalty with respect to the brand. The result of this model is the
intention of the customer. To test the theoretical model, the authors interviewed 180 customers,
collected data via the Internet, directly revisited the pharmacy and other locations. The product
chosen by the authors is a hair care product for men in the United States, which is sold by a UK retail
business with a wellknown website in Scotland. Although the development of a "new" term, in the
author's work has not fully explained and does not have enough necessary evidence on the reason of
combining two elements of brand equity, Brand associations and Brand Awareness are a common
element (apart from the evidence of the work of Yoo and Donthu (2001). Next, the sampling method
and the survey site of the authors are not fully provided. According to information in the research,
180 people are men (presumably the potential customers of the product being surveyed) in the two
cities with a total population of 60,000 convincing enough for readers.
1.2.2. Several research models on the components of brand equity of retail businesses according
to Keller approach
Inheriting the brand equity model of Keller (1993), several researches on brand equity of
retail businesses have developed the following contents:
Firstly, brand equity is understood as the differentiated effects of brand awareness and brand
meaning from consumer reactions to brand marketing programs (Berry, 2000). Since product image
is the main element of physical goods brand, enterprise image is the main factor to build awareness
of service brand (Luc Thi Thu Huong, 2014), therefore, brand meaning could be considered as a
different part of brand equity when competitors are all brands with similar brand awareness (Berry,
2000, p. 201). The meaning of a brand is directly and strongly influenced by the customers'
experiences with the brand, the results of the services they receive, the interaction of customers with
employees, ... to form that continues to directly affect the brand equity of the service provider. From
that, it could be said that for customers, the service experience through the process of contacting and
interacting with service providers would achieve the highest value both in terms of functional
benefits and attachment. The power of consumers to the retail business and its brand equity would be
more harmed to the negative reactions of consumers regardless of the benefits that the business
brings. The transparency in information would also be the factor that makes retailers unable to
"obscure" their operating policies. Not only do they need to offer pricing wisely, but retailers also
need to consider extra cost factors such as convenience, superior quality, and service guarantees.
Participation in social networks towards creating brandbeneficial user communities is considered
one of the most important suggestions for retailers (Berry et al., 2010).
Second, each type of retailers’ brand will have its own brand equity. Brand equity of a retail
business, in particular the retail brand image, is made up of a number of factors that are directly
related to product branding activities and a number of other relevant factors such as store
characteristics, retail brand personality, retail business personality, and corporate values and symbols
(Jara and Cliquet, 2012, 2008). The results of this study were developed from the approach of Keller
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(1993) and from the points of Berry (2000) that the brand of a retail business is different from the
brand of a manufacturer produced by retail activities. This is a service activity, and the service brand
is made up of tangible characteristics (related to the product) and intangible associations (related to
the consumer experience with the seller business).
1.3. SOME MODELS OF RESEARCH ON FACTORS AFFECTING BRAND EQUITY OF
RETAIL ENTERPRISES
1.3.1. Research of Swoboda et al.,
Swoboda is one of the authors with many indepth studies in retail branding with works
including Swoboda et al., (2016, 2013a, 2013b, 2009). Access to the retailer brand equity is the
information about the retail business that exists in the mind of the customer, that is customer
knowledge and brand associations about the retail business as a strong, unique, and attractive brand.
The retailer's brand equity is a hidden structure, meaning that it could not be measured directly but
instead needs indirect measurement through various observed variables. The retailer's brand equity is
influenced by the retail attributes or marketing decisions of its executives and influences
consumer loyalty.
1.3.2. Research of Takahashi (2014)
Takahashi (2014) conducted a research model on the brand equity of retail businesses on
three types of retail food products, namely supermarket chains nationwide, regional and supermarket
chains. Accordingly, the brand equity of a retail business is influenced by the variables of the retail
store brand and its ownership policy, which in turn creates distinct brand associations, creating
emotional loyalty and consequently behavioral loyalty.
1.3.3. Research of Allaway et al
Research by the authors (Allaway et al., 2011) suggests that the brand equity of supermarket
chains is the result of an overall branding effort across the supermarket chain over time, including its
implementation. Daily marketing messages through services, products, prices, and sales promotion
decisions are experienced by consumers at the stores. Finally, this creates emotional loyalty to the
brand.
Remarkably, the research results show that the brand equity of the supermarket is different
according to each market segment corresponding to each target customer group, and the combination
of input variables could be the key, helping supermarkets exist and maintain their competition. The
choice of customers is not only because of the location of the supermarket and the price of products
sold at that supermarket. The study identified eight variables "related to supermarket strategy to
enhance customer experience in pursuit of their loyalty and increase sales", namely: Services,
Quality product quantity and product portfolio, Bonus Programs, Customer Retention Activities,
Pricing, Shopping Space, Locations and Community Participation. Creating the emotions and
cohesion of customers with the supermarket will provide an opportunity for the supermarket to have
a stronger brand than just supplying ordinary goods (Allaway et al., 2011).
1.3.4 Research of Jingfeng and Zhilong (2009)
The research of Jinfeng and Zhilong (2009) is the next development research based on the
results of Yoo and Donthu (2001). New to this study is (1) The term brand equity is changed to
retailers brand equity and aspects of brand equity are changed accordingly; (2) The structure of brand
equity is divided into two groups: Brand Loyalty for retail businesses and the remaining group
(including Awareness, Associations, Perceived quality); (3) Include some retail marketing variables
in the structure of the store image, based on the research results of Decarlo et al. (2007). The study
surveyed 530 consumers in Wuhan (China) about ten supermarket chains with five international
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brands and five national brands. These are chains Walmart, Carrefour, Lotus, Metro, Bellevue;
A.Best, Hualian, Zhongbai, Wushang and Zhongshang. The data analysis method used is the SEM
structure model.
1.3.5 Research of Beristain and Zorrilla (2011)
The study of Juan Beristain and Zorrilla (2011) inherits from the viewpoint of Aaker's brand
equity (1991), in that perspective, the authors think that "The brand equity are a collection of assets
and debt and is associated with the store's brand, thereby increasing or decreasing the value of the
storeowned retail business and / or its customers. " Another point worth noting is that research also
shows that the image of the store, in a broader view, is not only the result of the store's marketing
programs, but also the results of actions and strategies and social activities that the retailer (owns the
store or is related to it) implements. Therefore, in this study, the authors believe that "Store images
are a collection of brand associations that are commercial, social and strategic associated with the
store".
1.3.6 Research of CalvoPorral et al., (2013)
The study of CalvoPorral et al (2013) is based on the research of Yoo and Donthu (2001)
and building a model of the store's brand equity based on Aaker's point of view (1991). The research
team has developed research, thinking that the inputs of the store's brand equity are perceptions, the
store's commercial image, and the price images of the store's products that deliver to customers. The
study has similarities with Beristain and Zorrilla (2011) when price separation becomes an
independent variable and parallel to the reputation of the store and its commercial image.
1.3.7 Research of Le Tan Buu and Le Dang Lang (2015)
Research by Le Tan Buu and Le Dang Lang (2015) has inherited the model of Aaker (1991)
to evaluate the factors affecting the quality of salesperson and warranty quality to brand equity of
hardware and electronics retail. The study used the SEM method to evaluate the influence of the
independent variables: Quality of sales staff, Quality of warranty to the four components of brand
equity are brand awareness, brand associations, perceived quality, and brand loyalty. The model test
results show that most correlation tests between independent and dependent variables are statistically
significant, only the correlation between the warranty quality and brand associations deny result. The
study carried out a survey of 614 customers selected by the convenient sampling method. The
selected retailers to survey are Nguyen Kim, Thien Hoa, Cho Lon, Phong Vu, Hoan Long, The gioi
di dong and Vien thong A. The set of scales was developed from Yoo's research and Donthu (2001),
in which the scale for sales staff quality and warranty quality is inherited from several previous
studies related to electronic goods.
1.3.8 Research of Hoang Thi Anh Thu
This study aims to identify the components of customerbased brand equity for the
consumer retail supermarket industry in Hue City, and to identify the correlation between the
Advertising and Promotion variables. The study inherited Aaker's Brand equity model (1991) with
the identification of the Brand equity components including four components: Brand Awareness,
Brand Associations, Perceived Quality, and Brand loyalty. The overall brand equity element is
determined based on the scale of Yoo and Donthu (2001).
1.4. The gap research
From the content of the research overview, it could be noticed that the study of brand equity
in enterprises has paid the attention of domestic and foreign scholars for many years. This is reflected
in some of the studies summarized in the previous section. In particular, the research on brand equity
of retailers has shown the discoveries on the constituent elements of brand equity in the field of retail
services and about the factors affecting Brand equity. Remarkably, the research subject is a
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supermarket (a single store) and a supermarket chain (many supermarkets have the same brand name
and the same owner) have become the object of study by many authors in different countries.
In Vietnam, researches on brand equity of supermarkets and retail enterprises in general are
still limited in the number of researches published at the time of the dissertation's research. Most of
the studies approach from Aaker's point of view (1991) and use the scale set developed from studies
from this perspective. Among those studies, the research on brand equity constitutes more focus than
studies on the factors affecting brand equity. Up to now, there have been only two studies on the
factors affecting the brand equity of supermarkets and these two projects have selected only two
retail attributes to perform the assessment. Notably, specialized supermarkets such as electronics
stores currently do not have independent research on brand equity according to Keller model
approach (1993). This is both an opportunity and a challenge for the dissertation when building a
research model. The opportunity is that the dissertation can inherit the research results on the factors
affecting the brand equity of supermarkets/ retail businesses, thereby, exploiting the observed
variables and the measured scale. Factors included in the research model are retail attributes that are
included in the brand equity research model. However, the challenge is that Keller's scale (1993) has
not been tested in many studies, leading to the application in the research model of the dissertation
need to consider and carefully consider from the expert opinion. Stemming from the above reasons,
this is the research gap for the dissertation's research topic.
From this, it could say that:
Firstly, the number of researches on brand equity of electronics stores, especially in the
Hanoi market, is limited. This allows the dissertation to exploit new content so that it could be
applied practically to the business activities of electronics stores in Hanoi and specialized
supermarkets in general.
Second, the research on brand equity of retail businesses is about one or several retail
attributes as a factor affecting brand equity based on customers. These factors are location, staff,
service, atmosphere, product assortments, prices, staff, etc. This shows the inheritance of the
dissertation when evaluating impact factor on brand equity of electronics supermarkets in Hanoi city.
Third, a significant number of researches on customerbased brand equity follow the
quantitative research method. In particular, the model building, hypothesizing, and finding, analyzing
data have proved the relevance and reliability of the research model. Since then, the dissertation will
inherit the research findings that previous studies have discovered to add to the argument for this
research.
12
CHAPTER 2
THEORY OF CUSTOMER BASED BRAND EQUITY
2 .1. Customer – based brand equity and its components
2.1.1 The concept of customer based brand equity
Until now, the concept of "Brand equity " is still quite controversial and "it is considered an
important strategic content but almost difficult to measure" (Marketingdictionary.org, 2019). Access
to customer – based brand equity today still mainly follows two approaches of Keller (1993) and
Aaker (1991). Although Aaker's (1991) approach to brand equity receives a lot of attention from
research scholars, especially when there is a scale development for this concept, it stands in the
corner. In terms of consumer psychology, the Keller (1993) approach is thought to be more
appropriate (Schmitt, 2012). However, this approach has not been completed on the quantitative scale
as Aaker's approach. Therefore, this dissertation used a combination of Keller’s approach and
subsequent development studies related to retail businesses and specialized supermarkets.
2.1.2 Components of customer – based brand equity
Whether in view of customer – based brand equity does still aim to find factors that influence
customers' behavior during the purchase and use of products and service.
Keller's approach on brand equity has been developed over the past twenty years based on the
view that brand equity is a consumer 's different reaction to brand marketing programs, and this
differentiated reaction is the result of brand knowledge an introduced concept is all brand thinking,
perception, images, experiences and beliefs (Kotler and Keller, 2016, p. 325) ). The formation of
brand equity in the minds of customers is explained based on the branding process: from the stages
of brand awareness, creating brand associations, attitudes toward the brand, and attachment
associated with the brand. To distinguish the level of brand equity, the brand resonance pyramid was
introduced to evaluate "customer mindset", from which the brand could determine the current
position in the minds of customers and influences on how customers respond to brands in the market.
Introducing a "brand resonance pyramid" is the steps to build brand equity in the minds of customers
because the brand resonance pyramid would consider how brand positioning affects the thinking,
consumer perception and actions towards the brand and the extent to which they spread their love
and loyalty to the brand. Such brand equity will be "significant" if the brand is able to reach a level
that makes customers highly loyal (proactive, positive, and cohesive) (Keller, 2013, p.107). However,
if the brand has not yet reached a resonant level, it does not mean that the brand has no brand equity
in the minds of its customers. Therefore, it could be said that brand equity comes from the moment
consumers can identify and distinguish one branded product from another branded product. The
introduction of the term "brand resonance" by Keller (2013) can be considered as a classification
approach on "brand equity" whereby brand equity is something that can be measured and
decentralized.
(1) Brand awareness
(2) Brand performance
(3) Brand imagery
(4) Brand assessments
(5) Brand emotions
(6) Resonance brand
2 .2. Measure brand equity based on customer perspective
Measuring customer – based brand equity is still a topic of much debate among researchers.
This debate also stems from different approaches to the nature of brand equity.
13
The first group consists of observation variables that the Aaker's (1991) inherited and
following views of have developed. Accordingly, consumer choice behavior is represented by
observed variables such as "only option" and "always select" even if the characteristics of
competitors are equivalent.
One way of research is that brand equity could be measured directly, and that measurement is
expressed through the behavior of a customer's choice. This research group comes from the approach
of Aaker (1991) and is developed by quite a few other authors such as Arnett et al (2003); Pappu and
Quester (2006); Yoo and Donthu (2001), ... Several other studies such as Swoboda et al. (2016) show
that brand equity is a hidden structure, meaning that it could not be directly measured but instead. It
is indirect measurement through different variables. The study inherited the results of Verhoef et al.
(2007) when using four observed variables as a scale for brand equity of retail businesses. The
approach of these studies is that a brand has a brand equity, that is, a strong brand that is remembered
and retained in the customer's mind.
The second group, typically represented by Keller (2013), the set of observed variables and
scales for brand equity recommended consists of six groups. Each group bases on the constituent
components of customerbased brand equity to ask evaluation questions. However, this scale has not
been proven through many studies, so it is difficult to say that this scale is convincing enough for
researchers.
2.3. Customer based brand equity of electronics supermarket
2.3.1. The definition of electronics supermarket
Based on Vietnam’s legal and marketing was mentioned, within the scope of study of this
dissertation, electronics supermarket is a retail store specializing in business with the sale be
conducted directly and on selfservice (or elective) technology, with a list of business goods being
electronic products electronics, a large business and service space with parking and parking
transportation, convenient payment methods, the principle of arrangement and display of attractive
goods, and disclosure of sale price information. Electronics supermarkets might be identified by the
word "supermarket" attached to the specific part of the trade name or not.
2.3.2 . Customer based brand equity of the electronics supermarket from the Keller perspective
Based on Keller's approach (2013b, 1993b), in this dissertation, the concept of brand equity
of consumer electronics supermarkets in terms of consumer is defined as the different effects of
brand knowledge to consumer reaction to brand marketing activities of electronics supermarkets.
2.4. These factors affect customerbased brand equity of electronics supermarket
2.4.1. Macro environment’s factors
Political factors. For electronics stores and retail enterprises in general, the legal factors
affecting supermarket and enterprise's business activities are expressed mainly in the official
regulations of law. Besides, in the context of Vietnam's economic integration, the agreements signed
between Vietnam and other regions and territories should be considered as a factor affecting the
business environment of enterprises.
Economic factors. Regarding the brand equity of electronics stores, consumer demand and
average household spending are factors in the economic factor group that receive more attention.
These two factors represent purchasing power and ability to pay for specific products of consumers,
and these two factors are influenced by the overall economic situation of the country. If the difficult
economic situation (with the increase in the number of unemployed people, with few jobs, the
income does not increase or even decrease, the inflation level rises) will directly affect the spending
of individuals and households. family. The inevitable consequence in these contexts is that
consumers are forced to cut back on spending on unnecessary items, giving priority to essential
14
consumer products. But that for businesses trading in electronic products electronics is a serious
challenge.
Social Cultural factors. Characterized by having a young population (aged 15 years and
older) reaching more than 70 million people (by the end of the second quarter of 2018), Vietnam has
a young workforce (Ministry of Labor, War Invalids and Social Affairs, 2018). That means consumer
spending would likely continue in an uptrend. For electronics supermarkets, what is more interesting
is the set of potential customers (generation of Z consumers those who were born in 2000 and later)
would have purchasing behaviors, there are different points. What is different from the previous
generation the generation of consumers Y (those born between 1981 and before 2000), and the
generation of consumers X (those born between 1966 and 1980) and the generation of consumers
"baby boomers" (people born between 1946 and 1965). Different consumption behavior would lead
to the influence of different factors on the shopping journey.
Technology factor. For electronics stores and retail enterprises in general, the development
of technology, typically the Internet, is a contributing factor to the modern business method.
2.4.2. Microenvironment’s factors
Targeted customer. As analyzed above, depending on the interests of each age group, it is
possible to divide the target customer base of electronics supermarkets into different customer
groups. From here it is found that customers of electronic products electronics are remarkably
diverse in age. Telecommunications products such as mobile phones will have a greater appeal than
other products for young customers, while electronic products refrigeration household appliances
would belong to customers living independently
Competitors. As a modern retail channel, electronics supermarkets directly compete with
other electronics supermarkets, with ecommerce websites, and exchanges in the distribution of
electronic products, electronics and appliances information technology, telecommunication. In
addition, electronics supermarkets also compete with traditional retail channels such as small traders
in traditional markets, individual business households (families) with small shops retailing electronic
and electrical products. It is impossible not to mention individuals who do business on social
networks with several specialized products such as electronic components and accessories.
Suppliers. The manufacturing business is one of the important partners of retail
supermarkets and is an upstream member of the retail supply chain. For electronics supermarkets,
reaching an agreement on the price, the warranty policy exchange, payment, payment policies,
goods policy for manufacturing businesses could be an important advantage to increase
competitiveness in the market. Besides, maintaining a "good" relationship between the two sides
would help to stabilize the business activities of the two sides.
General public. The public can influence an organization in achieving its goals, especially
when those goals are related to brand image building, maintaining the position of the business in the
organization community. Public groups include financial circles, media, public authorities, social
activists, local authorities, etc. In operations, businesses need to understand that benefits from
business activities and need not go against or detract from the interests of the public. Because if it
does not benefit the community, or diminishes that common interest, the business operation of the
retailers would not be sustainable in the long term. Therefore, businesses need to show responsibility
to the community in their area to ensure that the cooperation and support for their brand is the best
possible.
2.4.3 Internal environment’s factors
Financial sources. Financial resources are an important factor affecting the budget used for
marketing activities and brand development of businesses. Several factors include cash holdings,
15
debt and equity levels, access to capital for future development, and relationships with important
financial stakeholders (e.g., bankers, customers, and shareholders) (Ennew and Waite, 2007).
Financial resources could be considered as a significant resource, playing an important role in
planning marketing and branding strategies in the future.
Human Resources. Human resources make an important contribution to the creation,
maintenance, and enhancement of corporate brand equity. Human resources are not only expressed in
the number of employees, but also in the specific skills and qualifications that an organization's
employees could meet and exceed their initial expectations. For serviceproviding businesses, human
resources could be considered a vital part of the business. The nature of service is something that
could be difficult to use the senses to see, so customers and stakeholders communicate with
employees and communicate with businesses and experience the service is provided.
Infrastructure. Facilities include facilities, equipment, etc. that enterprises are exploiting
(maybe enterprises own or only have rights to use). For an electronics supermarket, facilities might
include properties on the land that the supermarket has the right to use, equipment for sales and sales
management, and equipment for service, for media activities such as banners, signs, fairground
frames, etc. The facilities, for electronics supermarkets, are a brand expression for customers. This
means that facilities are tangible things through which customers are impressed and could experience
the brand.
Other forms of intangible assets.
Marketing decision. The inseparable relationship between marketing activities and brand
activities. Every marketing decision has an important influence on the brand of the business. For
electronics supermarkets, as a retailer, decisions on retail marketing are important decisions for
retailers to pursue their business goals in the key market segment and the exact time. specified.
Several important marketing decisions in the retail sector are identified, including: Product portfolio
decision, retail price decision, service decision, atmosphere decision, business decision operations
and store experiences, media decisions, and location decisions (Kotler and Keller, 2016, p.557).
2.5 General introduction to the study geographical area
2.5.1 Scale and growth rate of retail market of electronic products
Vietnam's retail market continues to be perceived as an attractive market (Tran Hai Dang,
2016) and for the retail market of consumer electronics and electrical appliances, there is still room
for businesses to enter the market. According to research by GfK Temax, the retail sales of consumer
electronics and electrical products in 2017 was VND 197.4 trillion, VND 217.49 trillion in 2018 and
by the end of the third quarter of 2019 reached 158.46 thousand. billion VND.
2.5.2 Channels of electronic product electronics retail in Hanoi city
In the Hanoi market, electronic products electronics can be purchased through two
traditional retail channels: Traditional Market, small electronics store; and modern retail channels are
Supermarkets, Shopping Centers and via Internetbased applications.
2.5.3 General introduction of electronics supermarkets in Hanoi city
The number of electronics supermarkets in Hanoi city, by the end of March 2019, includes a
total of 109 electronic supermarkets. In which, Dien may Xanh is the chain of electronics stores with
the largest number of sales points with 59 points of sale, spread across most districts of Hanoi City.
Followed by Mediamart with 26 points of sale, Pico with 13 points of sale and HC with 6 points of
sale. Finally, DigiCity has 5 electronics stores. Cau Giay and Tu Liem districts (including Bac Tu
Liem and Nam Tu Liem), Dong Da, Ha Dong and Long Bien have many selling points of many
electronics supermarkets. In terms of the volume of business goods (SKUs), by the end of March
2019, Mediamart is trading more than 11,000 SKUs throughout the system; Pico is trading nearly
16
6500 SKUs throughout the system; HC has 6248 SKUs throughout the system; DigiCity has nearly
5000 SKUs throughout the system. Particularly, Dien May Xanh, up to the time of the statistical
dissertation, there are nearly 5500 SKUs in the whole system. However, after that, the system of Tran
Anh and Dien may Xanh joined after a period of one year of parallel operation, so the number of
SKUs changed significantly.
17
CHAPTER 3
MODELS AND RESEARCH METHODS
3.1 Hypotheses and research models
3.1.1 Factors affecting brand equity of electronics supermarkets in Hanoi city and research
hypo dissertation
Accessibility
Brand product assortment
Salesman
Product’s price and the possible physical benefits
In store atmosphere
Communication activities and community efforts
Customer service
Service delivery, installation
Payment and refund services
Repair service, warranty
3.1.2 Research model
3.2 Research approach
The research purpose of this dissertation, as mentioned in the previous part, is to identify and
clarify the influence of retail marketing factors on brand equity of electronics stores based on
customers perspective. This is a type of causal research with the goal of determining the relationship
between the independent variables the dependent variable. In addition, the characteristics of the
customer – based brand equity are researched and described from the perspective of customers who
come to buy. As such, descriptive research is more appropriate than discovery research because
discovery research is often conducted to gain insights into research issues while descriptive research
is designed to describe the characteristics and functions of research. Therefore, this dissertation uses
a simultaneous qualitative and quantitative approach.
3.3 Method of data collection
Collecting secondary data: Collecting data from reports of market research units,
regulatory agencies, associations; from relevant scientific works; books, newspapers, and magazines;
internet on electronics market in recent years
18
Primary data collection: To collect primary data for the study, the author has implemented
the following methods:
+ The method used questionnaires: Author surveys sampling method non die power, the
questionnaire was adapted directly with the audience as individuals who consumers are living and
working in the area urban districts of Hanoi city. The total number of customers emitted in the survey
was 300 people. The entire survey was carried out and supervised by B & Company Limited (a
market research company based in Hanoi).
+ Group discussion method: Randomly selecting a group of individual consumers who have
purchased goods at electronics supermarkets to serve for preliminary data collection, thereby
screening and evaluating observed variables and research scales.
+ Evaluation of experts: conducted in the form of in depth interviews, facetoface
meetings, telephone, and email exchanges to grasp the situation of electronics supermarkets in Hanoi
and the suitability of the scale and research variables in the research model.
3.4 Research design
The questionnaire was built according to the process with three main steps: (1) Building a
draft questionnaire from the overview of previous research works; (2) Adjust the draft questionnaire
by qualitative research method (Group discussion) to form a preliminary questionnaire; (3)
Preliminary data collection with sample size of 137 to assess the reliability of the scale (via
Cronbach's Alpha coefficient) and the relevance of the scale to the study content (via EFA discovery
factor analysis). After conducting the preliminary survey, the questionnaire was consulted with
experts and adjusted some contents to form a questionnaire for official data collection.
3.5 Pilot study
In the preliminary data collection, the chosen sampling method is the nonrandom sampling
method, with the specific method being convenient sampling. The reason for choosing this method is
because the convenient nonrandom sampling method helps to check the content of the questionnaire,
evaluate the completion time, and estimate the costs involved. In addition, to ensure the
representativeness of the sample of the whole, the selection of elements should be based on the
administrative boundary of Hanoi City. Convenient sampling is often used in exploratory research to
determine the practical meaning of a research problem and to precheck questionnaires to complete
questionnaires and to make rough estimates of current issues. care.
3.6 Data collection
The official data collection is carried out by the questionnaire through direct interviews with
customers living in the urban districts of Hanoi. The author's customer survey data collection was
commissioned by the author for a field research team of B & Company Co., Ltd. a market research
services company based in District Hai Ba Trung, Hanoi
Each interviewer group will be divided by district area. Each group will be responsible for
finding and interviewing candidates according to the standards. Interviewers approach respondents at
home, following the interview process. Interviewees must meet ICC / ESOMAR standards in market
research and project research requirements.
Vietnamese citizen, currently living in Hanoi for one year or more
DO NOT work in related industries (advertising, marketing, market research, finance,
banking, and prohibited jobs under Vietnamese law)
Do NOT participate in market research within the past six months.
3.7 Data analysis
Based on the collected information, conducting statistics, analyzing, and comparing,
comparing data and information to make general assessments on the current situation of brand equity
19
of the above electronics stores. Hanoi City area. In addition, some survey data will be processed by
Microsoft Excel 2016 and SPSS 20 software.
20
CHAPTER 4
RESULTS OF DATA ANALYSIS
4.1 Statistical results describing the frequency with respect to the sample information
4.1.1 Data collection of Pilot study
Firstly, most customers participating in the survey were from 1981 to 2000. Female
customers accounted for more with 77 respondents (accounting for 55.79%). The two groups with
less representation in this survey are those over 55 and those under 18. The age groups are divided
based on Nielson, KPMG, PwC, etc.
Second, the group of customers who are married and currently living with their spouses
dominates, accounting for 50.3% of the respondents. The other half of the respondents are unmarried,
with 59% of them being independent and the remaining 41% living with family. Bases for selecting
measuring ranges are based on classification criteria of the General Statistics Office. However, the
preliminary survey results show that this classification needs to be adjusted in the next study due to
the concerns of respondents in answering the question.
Thirdly, most customers participating in the survey are mainly from private enterprises with
staff positions. The number of department managers and senior managers participating in the survey
is negligible. Personal income in a month is from 2.8 million to less than 6 million/ month. Based on
the classification of Occupation and Position based on the classification of the General Statistics
Office; The base of income division based on the regional minimum wage (in 2018) and the +2 hops
are subjective choices of the author. However, the fact that data collection also recognizes that the
question of income is considered a rather sensitive question, resulting in the data provided is not
enough for professional data analysis.
4.1.2 In the official data collection
Firstly, the percentage of age groups in the survey respondents are relatively even. In
particular, the age group from 25 to 34 years old has the largest number, with 91 people (accounting
for 30.3%) including the proportion divided among male and female respondents. This group is the
group with the largest buying experience in Pico and HC (31 people bought in Pico and 24 people
bought in HC), Dien may Xanh and Mediamart have the same number of respondents choosing to
buy (18 people). The 35 to 44yearold age group is the second largest group of respondents, with 72
respondents, accounting for 24%. Male respondents in this age group have a larger number of female
respondents and the number of people who bought goods at Mediamart supermarket is 34.7% of the
total respondents in this age group. The age group from 18 to 24 years old has a total of 62
respondents, accounting for 20.6% of the total number of respondents. Female respondents
accounted for 67.7% and the number of respondents who bought products at Dien may Xanh
accounted for nearly 50% of the total respondents. From 45 to 54, there were a total of 54
respondents (18%) and men from this group accounted for 61.1% of the group. HC and Mediamart
electronics stores are the two brands chosen by many respondents in this group (33.3% for each
electronics supermarket brand). The age group from 55 to 59 years is the age group with the lowest
number of respondents (with 21/300, equivalent to 7%). For this age group, except for Dien May
Xanh, at least, the remaining selected electronics supermarket brands are equivalent.
Secondly, at the request of the survey, respondents were searched and selected evenly in the
urban districts of Hanoi. In particular, the districts of Hai Ba Trung, Hoang Mai, Thanh Xuan and
Dong Da have more respondents than the remaining districts (13% and 10.6% for the remaining
districts, respectively). Among the remaining counties, only Ha Dong district had a smaller number
of respondents (18 respondents, accounting for 6%).
21
Third, "Office workers" is the main occupation of the most respondents in this survey (with
82 respondents, accounting for 27.3%). Followed by selfemployed people (with 57 people,
accounting for 19%), students / students and freelancing (with 53 people for each occupational group,
accounting for 17.6%). Professional respondents (doctors, engineers, teachers, ...) have 24 people
(accounting for 8%). The number of respondents who are factory employees, factories, and retirees
account for about 5% for each group. Only 3 people (accounting for 1%) of the interviewees
identified themselves as housewives.
Fourthly, the participation of respondents in the decision to buy products at the electronics
supermarket as the sole decision maker accounted for 48.6% while it was the participation of other
family members to 51.4% for decision making.
4.2 Descriptive statistical results with research variables
Descriptive statistical results for the study variables provide basic information about the
study variables. Such information includes: Average value; Median values; Common value; Standard
deviation. Having descriptive statistical results will basically show the shape of the study variable:
concentration and dispersion, from which, combined with the remaining analysis results to draw
appropriate conclusions.
4.3 Assessment of reliability and scale valuesof observed variables
Based on the results of Cronbach's Alpha coefficients and the EFA discovery factor analysis
results, it is found that the scale of the observed variables ensures reliability and ensures convergent
and differential values. That allows us to conclude that this scale is consistent with the observed
variables of the study variable.
4.4 The average difference by testing samples Oneway ANOVA model and T test
Ttest and ANOVA Oneway test results show:
Firstly, there is no statistically significant difference in the brand equity of electronics stores
from the perspective of customers to the different electronics supermarkets in Hanoi.
Second, there is no statistically significant difference in the brand equity of the electronics
supermarket in terms of consumer customers of consumers of different occupational groups at the
present time. There is no statistically significant difference between the brand equity of an
electronics supermarket between office workers and selfemployed people, students, and self
employed people. subjects (Engineers, Doctors, Teachers, ...) and selfemployed people. The
remaining groups did not see a statistically significant difference.
Thirdly, there is no statistically significant difference between age groups, income groups,
and gender of the brand's brand equity of consumer electronics stores.
4.5 Refine the research model and test the research hypotheses
After conducting EFA discovery factor analysis, the adjusted research model consists of 39
observed variables of 8 independent variables and 4 observed variables of 1 dependent variable.
These observed variables were once again consulted with experts in retail and market research to
exchange and discuss the results of data analysis. Based on these observed variables, the independent
variables are renamed to match the contents of the observed variables.
22
4.6 Discussing results of researching factors affecting brand equity of electronics stores based
on customer perspective
The research model of the dissertation is based on the approach of Keller (2013, 1993) and
the results of research on brand equity of retail businesses in recent times around the world. The
research results of the dissertation have contributed to affirm the similarity with the research results
of a number of studies such as research on brand equity of hypermarket chains of Jinfeng and
Zhilong (2009), Allaway and et al (2011), Takahashi (2014), Swoboda (2016, 2009).
The hypothesis test results show that the independent variable F7: The installment purchase
policy and provider have Sig.> 0.5 shows that the impact level on the dependent variable is not
statistically significant. Therefore, the hypothesis of the positive relationship between the variable F7
and the dependent variable is still inconclusive.
The regression equation shows the impact of 7 factors on the brand's asset of the electronics
supermarket:
Customer – based Brand equity of electronics supermarkets = 0.125 * Brand Product
assortment and the availability of products + 0.184 * Parking area + 0.238 * In store atmosphere +
0.197 * Physical benefits and the willingness of sharing information + 0.235 * Attitude and
usefulness of salesman + 0.222 * Delivery service and installation staff + 0.178 * Repair service,
warranty.
In this equation, Instore atmosphere has an important influence on customerbased
electronics supermarkets (+0.238); The attitude and usefulness of the salesman is the next most
influential factor (+0.235); Delivery service and installation staff are the third most impactful factor
(+0.222); This is followed by physical benefits and the willingness of sharing information (+0.197);
Next is Parking area (+0.184); Next is the Service of repair, warranty (+0.178); And finally, the Brand
– product assortments with the lowest impact level (+0.125).
23
The results of this study showed that the difference between brands of electronics
supermarkets in Hanoi city is no longer in the list of products sold. Instead, customers choose a point
of purchase based on more intangible factors. Customers seem to care more about factors outside the
product portfolio, for example, do they feel comfortable shopping, are they convenient, how are
services to customers, etc. There is a strong agreement with some previous research results,
especially the research group of Swoboda et al. (2016), thinking that specialized retail stores should
focus more on providing services.
24
CHAPTER 5
GENERAL REVIEWS AND RECOMMENDATIONS
5 .1. Brand equity based on the customers of electronics stores in Hanoi
5 .1.1. Some successes
Electronic supermarkets have created brand awareness for consumers. Brand awareness is
measured by the ability of consumers to recognize and name the brand. The survey results showed
that all respondents could identify and name the brands of electronics stores they know in Hanoi.
Although it is not possible to conclude that many consumers in Hanoi city have a brand awareness
for electronics stores, in a certain angle, this shows the mark of the supermarket. electronics in the
minds of consumers.
Among electronics supermarkets, the Dien May Xanh brand is the brand with the highest
number of people who need no suggestions (253/300). Followed by Mediamart, HC and Pico with
equal numbers (168, 167, 143 respectively). This shows partly the result of brand communication
activities that The gioi di dong Group and Dien may Xanh have implemented in the Hanoi market
area. For the brand of Mediamart electronics supermarket, the brand awareness is mainly through
selling points located on the big street surfaces, attractive decoration with red tones. The expansion
of Mediamartbranded electronics supermarkets has also helped to improve brand awareness. The
remaining two electronics supermarket brands, HC and Pico mainly appeared in the selling area (also
the two brands with less points of sale than Green Electronics and Mediamart).
Electronics supermarkets have created a suitable brand association in the minds of
consumers. Based on the research results, in general, consumers did not go to electronics
supermarkets to find lower prices than other electronic product sales channels (such as ecommerce
trading platforms). Consumers seek reassurance at the electronics supermarket an existing sales
outlet and a largescale business enterprise. However, consumers are still seeking the benefits that
can be received through discounts and gifts for customers. And for returning customers, electronics
supermarkets have not been able to clearly demonstrate the benefits that these customers have when
returning to buy at their own supermarkets. The author personally said that in recent years,
electronics supermarkets have been racing to lower prices and compete on price of products. This has
longterm consequences, and one of them is letting customers depend too much on the price of goods
when choosing a point of purchase. In the end, it was the electronics supermarket that suffered when
it was under pressure from importers' suppliers. The circle for electronics is now: Import average
quality goods (maybe even a few technical errors) to have a lower price than competitors, sell to
consumers with low prices, consumers use unhappy goods, consumers have prejudices and give up
that electronics supermarket. Therefore, the author personally believes that leaving the brand
association of "low price" may be a suitable thing for longterm business activities of the electronics
supermarket. Instead of "low price" brand associations, electronics stores are gradually shifting to
other more appropriate brand associations related to the physical benefits that customers can receive,
such as "gifts." "," promotion ".
Electronic supermarkets have initially created a strong attachment to consumers. Based on
the research results, positive reviews for electronics supermarkets are available. The number of
customers who think they will return to buy at Pico supermarket in the future is 92 customers, at HC
electronics stores is 102 customers, at Mediamart electronics stores is 98 customers, in Dien Green
machine is 158 customers. These figures are just figures based on a sample of the survey that cannot
represent all consumers in Hanoi. However, the customer commitment and commitment to
electronics stores is also a success and it is the business of the owners of the electronics supermarket
chain to take advantage and exploit the values that a Customers can bring it to themselves
25
5 .1.2. Some limitations encountered
Restrictions on identifying brand positioning, brand communication activities outside the
organization. It can be said that up to now, electronics stores have almost no longer need to
implement plans related to improving brand awareness of consumers in Hanoi. That is because in
nearly 20 years of the retail model of specialized supermarkets (for electronic products electronics),
consumers, especially in big cities like Hanoi, have known electronics stores as a retail channel for
durable consumer goods of high economic value. However, if merely brand awareness, it will not be
enough to hold old customers and attract new customers to the direct shopping space of electronics
stores. Therefore, it is necessary to show more of the electronics supermarkets, or the communication
about the differences of the electronics market, to create unique brand associations, appropriate and
strong enough for super. Consumer electronics can always be an option to consider in the buying
process of consumers.
5 .1.3. Several causes are identified
Enterprises owning electronic supermarkets are focusing too much on shortterm goals,
leading to (1) cutting budget for marketing in general and brand in particular; (2) cut back on
employee incentives and policies, resulting in limited employee quality; (3) cost pressure constrains
budgets for market development and customer relationship maintenance. All costrelated pressures
cause business leaders to choose solutions or cut back on spending or find ways to open more
investment. Talking to Mr. Nguyen Anh Duc Marketing Director of Pico supermarket chain, he said
that at the present time, many electronic supermarkets are forced to cut costs, including expenses for
transmission activities. Brand communications and other marketing expenses are often chosen to cut
back. The reason is because the current tools to evaluate the marketing effectiveness of the programs
are very limited, the cost is high due to the price per square meter of business floor (the area of
electronics supermarkets with the number of Less selling points such as Pico, HC). Therefore, cutting
costs is inevitable, and that is the loop of: limiting marketing costs results are not as expected
further cutting marketing costs results are not as expected.
These causes are also expressed with the same implications in the research of Dao Xuan
Khuong (2017, pp. 141–142) when it is assumed that the three causes of consumer results assess the
quality of service delivery of Specialized supermarkets in general in the city of Hanoi are still poor
because of (1) Staff; (2) Management capacity; and (3) The ability to understand customer
expectations. Accordingly, businesses need to have policies to train employees, improve
management capacity and research capabilities as well as show customer understanding.
5 .2. Perspective viewpoints and directions for domestic trade development to 2025, vision to
2035
The Hanoi market together with Ho Chi Minh city market are two key markets of Vietnam.
In the Capital Region, Hanoi has been affirmed as the regional city of the region with an urban
cluster model with a modern multicenter system, major transport hub, research center, financial and
trade services, culture, tourism and social infrastructure services in Southeast Asia (Socialist
Republic of Vietnam, 2011). Consumers tend to choose products smarter, have more economical,
easier (in procurement, in use) and shoppers are much more proactive about choosing where to buy
(supermarkets, shopping malls) or refer to information channels from various sources on the Internet.
However, going to the place of sale to touch, touch and try operation is also mentioned as a consumer
habit of consumers for highvalue goods such as electronics products.
5 .3. Viewpoints and directions for managing brand equity of electronics stores in Hanoi
5.3.1. Proposed viewpoints