AMS Review

, Volume 2, Issue 2, pp 72–87

Identity-motivated marketing relationships: research synthesis, controversies, and research agenda


DOI: 10.1007/s13162-012-0028-3

Cite this article as:
Lam, S.K. AMS Rev (2012) 2: 72. doi:10.1007/s13162-012-0028-3


Social identity and identity theories have recently emerged as an important theoretical lens in relationship marketing research. However, the study of identity-motivated marketing relationships, defined as internal and external stakeholders’ identification with a marketing entity that can be an individual, a group, a brand, or a company, is not without controversies. Following a synthesis of this stream of research, this paper reviews the nature and causes of two key issues surrounding the conceptualization and measurement identity-based constructs. Recommended solutions and avenues for further research are then discussed.


Customer–company identificationCustomer–brand identificationSocial identity theoryIdentity theoryIdentity-motivated relationships

Copyright information

© Academy of Marketing Science 2012

Authors and Affiliations

  1. 1.Terry College of BusinessUniversity of GeorgiaAthensUSA