1. Earned Brand2016
UnitedStates
Deven Nongbri
VP, Digital
Edelman Houston

2. Earned Brand 2016 | 2
Before we begin…
Tag in photos
@AMAHouston - host
@EdelmanPR - researcher
@dnongbri - presenter
Hashtags
#ME2016 – conference
#EarnedBrand - data

3. The Earned Brand
Earned Brand 2016 Global | 3
The Earned Brand’s story is not simply told, it is demonstrated and experienced;
and to do that, brands can’t operate with a style guide alone.
The Earned Brand has a world view and a belief system; a purpose and a
reason for being – one that defines not just the communications, but how the
brand behaves online, offline, and in all contexts.
An expressed set of values informs which products are made, which language is
used, how customers are treated, and ultimately the legacy the brand leaves in
the communities it serves.

4. How is your
relationship going?

5. Feeling a little left out?
89%rely on peer sources to
learn about brands
72% rely on peer sources
for buying decisions
64%use/woulduse
ad blockers
Your consumer relationship
“I rely on my peers to reassure me.
Because their experience is my evidence.”
- Earned Brand 2015
Q31 (Top 4 Box “Rely on most,” net of 3 items), Q32 (Net of 5 items), Q33 (Net of 3 items) Earned Brand 2016 United States | 5

6. Meeting their growing
expectations?
61% will not buy if a brand fails
to meet societal obligations
58%doing good should be
part of a brand’s DNA
Your consumer relationship
56%brands cando more to solve
societal ills than government
Q17 (Top 4 Box “Agree”), Q20 (Net of 3 items) Earned Brand 2016 United States | 6

7. Private-label
alternatives
New
business
models
Changing
distribution
channels
Earned Brand 2016 Global | 7
Someone trying to
break you up?
Your consumer relationship

8. The consumer relationshiphas never
been more important to your business
Buy Advocate Defend

9. We wanted to find out
How strong is
the consumer-brand
relationship?
How does a stronger
relationship lead to
better business
results?
How can brands
strengthen
the relationship?

10. Earned Brand 2016
Methodology
A Global Survey
Timing
April 7 – April 25, 2016
13 countries
Online survey in Australia,
Brazil, Canada, China, France,
Germany, India, Japan, Mexico,
The Netherlands, Singapore,
U.K., and U.S.
13,000 respondents
1,000 per country, nationally
representative of age, gender,
and region based on most
recent country census data.
Social listening
In China, Germany, India, the U.K.,
and U.S., we listened to consumer
conversations on social media to
assess the impact of 15
recent cause-related brand
campaigns or actions.
Earned Brand 2016 Global | 10Unless otherwise specified, all data is from the Earned Brand 2016 study. The full text of the questions referenced in the report appear in the
endnotes. Full explanations of the Brand Relationship Index and other analyses performed appear in the methodology section of the Appendix.

11. 18brand categories
Travel
Mobile carriers
Social media
Automobile
Personal care
Beer, wine, and spirits
Luxury goods
Prescription medicines
Credit cards
Utilities
Grocery stores
Retailers
Financial services
Food and beverage
Home energy management
Fashion
OTC medicines
Household products
Edelman
Brand
Relationship
Index
Earned Brand 2016 Global | 11

12. What is your
favorite brand
– one you already buy –
in this category?
Earned Brand 2016 Global | 12
Edelman
Brand
Relationship
Index

13. Builds trust
at every
touchpoint
Makes
its
mark Invites
sharing,
inspires
partnership
Embodies
unique
character
Tells a
memorable
story
Listens
openly,
responds
selectively
Acts
with
purpose
How well do you feel
this brand…?
Earned Brand 2016 Global | 13See Appendix for a full explanation of the seven dimensions of the consumer-brand relationship.
Edelman
Brand
Relationship
Index

14. The Edelman Brand Relationship Index
is the average of the
seven dimensions
Earned Brand 2016 Global | 14
Builds trust
at every
touchpoint
Makes
its
mark
Invites
sharing,
inspires
partnership
Embodies
unique
character
Listens
openly,
responds
selectively
Tells a
memorable
story
Acts
with
purpose
See Appendix for a full explanation of how the Index was built.
0-100
Edelman
Brand
Relationship
Index

15. The score falls short
of the full potential
Relationship strength
0 10020 40 60 80
The Edelman
Brand Relationship Index
United States Average
40
See Appendix for a full explanation of how the Index was built. Earned Brand 2016 United States | 15

16. The consumer-brand relationship
falls short around the world
39
43
40
32
33
30
32
32
53
34
52
39
Canada
U.S.
Mexico
Brazil
Lowest
The NetherlandsU.K.
France
Germany
32
India
China
Singapore
Japan
Australia
Highest
See Appendix for a full explanation of how the Index was built. Earned Brand 2016 Global | 16

17. The consumer-brand relationship
falls shortacross categories
2016 Edelman Brand Relationship Index by category
See Appendix for a full explanation of how the Index was built. Earned Brand 2016 United States | 17
47 46 43 43 42 42 42 42 40
40 40 40 40 40 39 37 37 35

18. Earned Brand 2016 United States | 18
falls shortacross demographics
The consumer-brand relationship
2016 Edelman Brand Relationship Index
Generation Gender
See Appendix for a full explanation of how the Index was built.
44 3837 50 44 33 26

19. They’re willing to go
further with you

20. Earned Brand 2016 Global | 20
The fiverelationship stages
At five points, the data shows meaningful shifts in
consumer attitudes and behaviors toward brands
Strength of relationship with the
favorite brand they buy in a category
I may buy/use your
product, but I don’t
really put much
thought into it.
I know a little
about you, beyond
your product
I am making an
educated choice.
Given a choice,
I would pick your
brand. I appreciate
what you stand for.
We share common
values and see
the world in a
similar way.
We do things
together and for
each other.
We share a past
and a future.
See Appendix for a full explanation of how the five relationship stages were created.

21. So far they’re involved, but
commitment is the last mile
Strength of relationship with the
favorite brand they buy in a category
40
The Edelman
Brand Relationship Index
United States Average
See Appendix for a full explanation of how the Index was built. Earned Brand 2016 United States | 21

22. Commitmentwithin reach–
for all brand categories
Percent of relationships in category that are committed
Committed
16%
15%
14%
17%
16%
13%
15%
28%
19%
16% 16%
15%
13%
Automobile
Prescription
medicines
Mobile
carriers
Financial
services
Grocery
stores
Credit
cards
Travel
Personal
care
Retailers
Food
and
beverage
Beer,
wine, and
spirits
Utilities
Fashion
Home
energy
management
Household
products
OTC
medicines
“Committed” is the last stage on the Earned Brand Relationship Index.
See Appendix for a full explanation of how the five relationship stages were built.
Earned Brand 2016 United States | 22
15%
20%
Social
media
10%
Luxury
goods
19%
15%

23. Stay Loyal
When I buy products in this category,
it has to be this brand
I am happy to share my
personal data with this brand
I will stick with this brand
even if a competitor is:
• getting better reviews
• more innovative
• greener
• treats workers better
Earned Brand 2016 Global | 23
Strongrelationships drive
and protect your bottom line
Buy First
I am one of the first to try
the brand’s new products
I am happy to pay more for this
brand’s products and services
Q14, ways in which consumers can support a brand.

24. 0
80
60
40
20
Earned Brand 2016 United States | 24
The untapped opportunity
Percent of buyers who will
buy first and stay loyal
Q14 (Top 4 Box, “Describes me”.) Average of items associated with buying first and staying loyal
by relationship level. See Appendix for a full explanation for how the five relationship stages were built.
Interested Involved Invested CommittedIndifferent
Clear majority of buyers
will buy first
and stay loyal

25. Earned Brand 2016 Global | 25
Defend
I defend this brand if I ever
hear someone criticize it
I will stick with this brand even
if something goes wrong
Strongrelationships mean
your customers will go to work for you
Advocate
I always recommend this
brand if someone asks
I advocate for this brand even
when I am not asked
I like/rate what the brand
is saying on social media
I participate in creating
the brand’s content
Q14, ways in which consumers can support a brand.

26. 0
80
60
40
20
Earned Brand 2016 United States | 26
The untapped opportunity
Clear majority of buyers
will advocate for and
defend your brand
Percent of buyers who will
advocate for and defend
Interested Involved Invested CommittedIndifferent
Q14 (Top 4 Box, “Describes me”.) Average of items associated with advocating and defending
by relationship level. See Appendix for a full explanation for how the five relationship stages were built.

27. Interested Involved Invested CommittedIndifferent
The 4 behaviors that
increase the most
fromInvolved
toCommitted
Owned
I participate in creating
the brand’s content
+52
+42I like/rate what the brand is
saying on social media
+35
I am one of the first to try the
new products/services of this
brand when they come out
+31I defend this brand if I ever
hear someone criticizing it
Difference between the percent of
Involved consumers who will take an
action and the percent of Committed
consumers who will take the same action
Q14 (Top 4 Box, “Describes me”.) Behaviors that had the greatest percentage point increase from the Involved to the Committed
relationship levels. See Appendix for a full explanation of how the five relationship stages were built.
Earned Brand 2016 United States | 27

28. You can’t buy
commitment

29. Q30 (Regular Usage), (Traditional media callout is a net of 5 items)
30%49%
78% regularly use traditional
media sources for
information about brands
The brand’s
website
Shopping/retail
websites not
owned by brand
37%
Blogs
33%
Television
Earned Brand 2016 United States | 29
Learning about brands:
earned media matters
Percent who use each media type regularly
Search
engines
News
articles
Social media
sites
47%
73%
The radio Magazines
39%
51%64% 61% 48%

30. Interested Involved Invested CommittedIndifferent
Advertising buys Interest
42% Advertising is
primary point
of engagement
34%
34%
Paid
Peer
Owned
Percent who have
used each type of
media to engage with
their favorite brand in
the last 90 days
Q15 (Paid is a net of 4 items, Peer is a net of 7 items, and Owned is a net of 6 items) by relationship level.
See Appendix for a full explanation for how the 5 relationship stages were built.
Earned Brand 2016 United States | 30

31. Interested Involved Invested CommittedIndifferent
Involved consumers
engage across all channels
42%
34%
34%
Paid
Peer
Owned
Percent who have
used each type of
media to engage with
their favorite brand in
the last 90 days
59%
Peer conversations
nearly as important
as paid56%
51%
Paid
Peer
Owned
Q15 (Paid is a net of 4 items, Peer is a net of 7 items, and Owned is a net of 6 items) by relationship level.
See Appendix for a full explanation for how the 5 relationship stages were built.
Earned Brand 2016 United States | 31

32. 42%
34%
34%
Paid
Peer
Owned
67%
61%
65%
Paid
Peer
Owned
59%
56%
51%
Paid
Peer
Owned
CommittedInterested Involved Invested
Paid
57%
Talking about
and with the
brand matters
far more than
advertising
71%
69%
Peer
Owned
Percent who have
used each type of
media to engage with
their favorite brand in
the last 90 days
Conversations are the foundations
of a committedrelationship
Q15 (Paid is a net of 4 items, Peer is a net of 7 items, and Owned is a net of 6 items) by relationship level.
See Appendix for a full explanation for how the 5 relationship stages were built.
Earned Brand 2016 United States | 32
Indifferent

33. 42%
34%
34%
Paid
Peer
Owned
From Involved to Committed,
usage of peer and owned grow fives times
as fast
Percent who have
used each type of
media to engage with
their favorite brand in
the last 90 days
Interested Involved Invested CommittedIndifferent
-2
+13
+20
Q15 (Paid is a net of 4 items, Peer is a net of 7 items, and Owned is a net of 6 items) by relationship level.
See Appendix for a full explanation for how the 5 relationship stages were built.
Earned Brand 2016 United States | 33
59%
56%
51%
Paid
Peer
Owned
Paid
57%
71%
69%
Peer
Owned

34. Earning
commitment

35. Brands falling short
on purpose and
engagement
Relationship dimensions
The average strength of each dimension
of the brand relationship
Lowest marks
See Appendix for a full explanation of how the Index was built and of the
seven dimensions of the consumer-brand relationship.
Earned Brand 2016 United States | 35
46
Embodies
unique
character
46
Builds trust at
every touchpoint
34
Acts with
purpose
40
Invites sharing,
inspires
partnership
37
Tells a
memorable
story
41
Makes
its
mark
38
Listens openly,
responds
selectively
40

36. How to strengthen the relationship
through purpose
Acts with purpose
Top four brand attributes that drive a deeper
relationship around “Acts with purpose”
Have a
charismatic
leader I can
admire
Be there for
me at really
tough times in
my life
Invite and
facilitate an
ongoing
conversation
with me
Be an
interesting part
of my social
media
conversations
Modeling Q7 “acts with purpose” relationship dimension responses using Q13 “what makes a brand special” items.
See Appendix for a full explanation of how the relationship dimensions were scored and a description of the regression analysis.
Earned Brand 2016 United States | 36

37. How to strengthen the relationship
through storytelling
Tells a memorable story
Top four brand attributes that drive a deeper
relationship around “Tells a memorable story”
Raise my self-
esteem and
make me feel
better about
myself
People admire
and respect
me when I use
your brand
Modeling Q9 “memorable storytelling” relationship dimension responses using Q13“ what makes a brand special” items.
See Appendix for a full explanation of how the relationship dimensions were scored and a description of the regression analysis.
Earned Brand 2016 United States | 37
Be an
interesting part
of my social
media
conversations
Have a
heritage
I can admire

38. How to strengthen the relationship
through listening
Listens openly, responds selectively
Top five brand attributes that drive a deeper
relationship around “Listens openly, responds selectively”
Invite me
in and allow me
to play a part
Be an
interesting part
of my social media
conversations
Modeling Q11 “listens openly” relationship dimension responses using Q13 “what makes a brand special” items.
See Appendix for a full explanation of how the relationship dimensions were scored and a description of the regression analysis.
Earned Brand 2016 United States | 38
Offer highly
personalized and
responsive
customer service
Raise my self-
esteem and
make me feel
better about
myselfInvite and
facilitate an
ongoing
conversation
with me

39. Earned
Brand
Enables
shared action
Committed
Consumer
Buys first, stays
loyal, advocates,
defends
CONSUMER
Purchase
BRAND
Engagement
Earned Brand 2016 Global | 39
Committed
consumers and
the Earned Brand
As brands expand their engagement to include shared
action, consumers become more committed
and go to work for the brand.
Committed consumers influence their peers
to also take action with and for the brand,
expanding the brand’s reach and penetration.
Their peer advocacy, loyalty and buying commitment
protect the brand against disruption, and give it a license
to disrupt.
This deeper, more active consumer relationship
is the hallmark of the Earned Brand.

40. Earned Brand 2016 Global | 39
When brands get it right
Social listening analysis capturing
consumer responses to various brand campaigns
Actively engage
around shared values
Strengthen
buying behaviors
Build deeper
relationships
I will undoubtedly #OptOutside for
#BlackFriday. I love you @REI.
—@anonymous, Twitter
‘DIRT IS GOOD’
Su-bloody-perb! And I feel
good about Persil without
feeling manipulated.
—Neil French, YouTube
“ “
Source: Social listening verbatims.
Thank you PayPal for standing
up against ignorance and
discrimination. I have been a PayPal
customer for more than 15 years
and I will continue to use and
recommend PayPal.
—@anonymous, Facebook
“

41. Earned Brand 2016 Global | 41
Earned Brand 2016
Consumers will give your
brand the license to disrupt
if they are in it with you.
As you pursue a broader consumer base,
engage committed consumers who will
defend your brand, drive
sales, and advocate for you.
You must reconsider your brand’s
marketing mix at each stage of the
relationship to reflect your consumers’
desire for engagement.

42. THANK YOU!
Deven Nongbri, Edelman
Full research:
www.edelman.com/insights/intellectual-
property/earned-brand-2016/

43. End Notes
Q7. Acts with purpose dimension - The statements below are
numbered from 0-5. Please indicate the highest-numbered statement
about this brand that is true for you. So, for example, if statement #3
is true for you, but not statements #4 or #5, you should mark
statement #3. Dimension is the average of the following responses: “I
am unaware if this brand supports any causes or has any social
purpose beyond making good products/services,” “Beyond offering a
good product or service, this brand also contributes to the greater
good in some way, either in how the product/service is made or
delivered, or by actively supporting social causes,” “I believe that the
brand’s greater purpose or the social causes that it supports are
important and worthwhile,” “This brand’s cause or social purpose is
something that I share and also support,” “Supporting this brand is
one way I actively support a cause I believe in,” “Because of activities
and opportunities sponsored or facilitated by this brand, I have
become even more actively engaged in the cause or social purpose
that this brand supports.”
Q9. Tells a memorable story dimension - The statements below are
numbered from 0-5. Please indicate the highest-numbered statement
about this brand that is true for you. So, for example, if statement #3
is true for you, but not statements #4 or #5, you should mark
statement #3. Dimension is the average of the following responses, “I
do not have any idea of what this brand stands for or about its
heritage,” “This brand has a story about what it stands for and its
heritage,” “I admire what the brand stands for and its heritage,” “I can
identify with the brand’s story and heritage,” “I am part of the brand’s
story. I was there at, or can relate to, key points in its history, or it has
played a meaningful role in key parts of my life,” “The brand’s story –
what it stands for and where it comes from overlaps with mine. We
share a heritage, a future and a set of values.”
Q11. Listens openly dimension - The statements below are numbered
from 0-5. Please indicate the highest-numbered statement about this
brand that is true for you. So, for example, if statement #3 is true for
you, but not statements #4 or #5, you should mark statement #3.
Dimension is the average of the following responses, “I would not
know how to go about reaching out to or interacting with this brand if I
wanted to,” “If I had something to say, I know that I could get a
message to the people behind this brand,” “This brand often gives me
opportunities to engage with it or to give it feedback and input,” “I
have communicated with this brand by sending it a message in some
way, or by submitting a complaint, suggestion or compliment,” “This
brand has responded to my communications in a meaningful way. I
feel like we have had significant interactions,” “I have ongoing
conversations and interactions with this brand. It is part of my social
circle.”
Earned Brand 2016 END NOTES | 43

44. End Notes
Q13. Still thinking of your favorite brand in this category, what is it
about this brand that makes it special to you? Using a nine-point scale
that goes from not at all important to extremely important, please
indicate how important each of the following was in building the
special relationship you have with this brand? “The quality of its
products and services are far better than its competitors,” “Its prices
are much more reasonable than its competitors,” “Using its products
and services makes my life significantly better,” “Every part of doing
business with it is so convenient and easy," “The products and
services are far more innovative than its competitors," “The products
and services are far more creative than its competitors," “The
customer service it offers is highly personalized and responsive to my
needs," “I greatly admire the charisma and personality of the person
who runs or founded the company," “I admire how it is shaking things
up and disrupting business as usual," “It is a significant source of
humor, entertainment and enjoyment in my life," “It is a significant
source of useful information and life help," “It represents, and is part
of, a lifestyle that I aspire to," “It has raised my self-esteem and
helped me feel better about myself," “I get a lot of respect and
admiration for owning and using this brand," “I admire its heritage. I
respect how it overcame challenges to achieve success," “It was
there for me at a really tough time in my life," “It helps me express to
the world something important about myself," “It seems to really
understand me as a person and what is important to me in life and not
just when it comes to the products it makes," “It seems to really care
about me as a person. It makes me feel special," “It invites me in. It
allows me to play a part in its innovation, creative or product testing
processes," “It maintains an ongoing conversation with me. It invites
and facilitates our interactions," “It enhances the bonds I have with my
friends. It is a point of mutual connection among us," “It provides a
platform or venue through which I can reach out to and connect with a
community of people," “It is a part of my social media landscape. It is
where I am and an interesting part of the conversations I am having,"
“I can always trust what it says and does," “I know that it always
makes its business decisions with the best interests of its customers
in mind," “The values and morals it stands for match my own," “It is a
force for good in the world. It is helping to make the world a better
place," “Cares about the impact of its products /services and how it
does business on me and my family," “Cares about the impact of its
products /services and how it does business in my community," “This
brand encourages me and others to review its products and services,"
“Buying the brand guarantees me that I will always have the most up-
to-date features or technology," “It allows me to customize or
personalize its products and services so they are exactly the way I
want them," “I can always find its products on my favorite shopping
websites," and “I can always find its products at my favorite stores.”
Earned Brand 2016 END NOTES | 44

45. End Notes
Q14. Continuing to think about your favorite brand, and in particular,
what your relationship with that brand looks like, how well do each of
the following describe how you relate to and feel about that brand?
(Top 4 Box, Describes Me)
“Buy first and Stay loyal” is the average of, “I am one of the first to try
the new products/services of this brand when they come out," “I am
happy to pay more for this brand’s products/ services," “When I
buy/use products/services in this category, it has to be this brand," “I
will continue to buy this product even if a competitive brand is getting
better reviews," “I will continue to buy this brand even if a competing
brand comes along that is more innovative or technologically
advanced," “I will continue to buy this brand even if a competitive
brand starts using more environmentally friendly business and
production processes," “I will continue to buy this brand even if a
competitive brand started treating its workers better by giving them
higher wages and better benefits," and “I am happy to share my
personal data with this brand.”
“Advocate and Defend” is the average of, “I always recommend this
brand if someone asks," “I advocate for this brand even when I am not
directly asked for advice," “I like/rate what the brand is saying in social
media," “I participate in the creation of the brand’s media content," “I
defend this brand if I ever hear someone criticizing it," and “I will
continue to buy/use this brand even if something goes wrong with its
latest products/services.”
Q15. Continuing to think about your favorite brand, which of the
following have you done in the past 90 days? Please select all that
apply.
Paid is a net of “Saw an ad for the brand online," “Saw an ad for the
brand on TV," “Saw an ad for the brand on my phone," and “Saw an
ad for the brand on social media.”
Peer is a net of “Liked or recommended it online on social media,"
“Shared content (or a link to the content) about the brand with others,"
“Posted a positive review of the brand or its products," “I saw content
about the brand on social media," “Talked to friends and family about
the brand," “Read reviews about the brand," and “Saw something
about it on a social media site.”
Owned is a net of “Visited its web site," “Followed it on social media,"
“Attended an event or participated in a promotion that it sponsored,"
“Read the brand’s newsletter or blog," “Watched a video posted by the
brand," and “Saw sponsored content for the brand.”
Earned Brand 2016 END NOTES | 45

46. End Notes
Q17. Please indicate how much you agree or disagree with the
following statements. (Top 4 Box, Agree) “In many cases, brands can
do more to solve social ills than governments” and “Making the world
a better place should be part of a brand’s day-to-day business
activities and DNA, and not just something it does on the side or
allocates to a small team within the company.”
Q20. And if a brand did not fulfil the obligations listed below, would
that stop you from buying that particular brand? (Net of yes for
“address problems faced by its customers, such as discrimination or
other social justice or economic issues," “Address problems faced by
the communities in which the brand operates or has offices, such as
poverty, lack of safe community spaces, under-funded arts programs
or under-performing schools," and “Addressing problems that are
important and affect society at large, but are not directly related to the
brand’s business or business practices”).
Q30. When looking for information about brands and their products or
services, how frequently do you use each of the following types of
media? (NET of Regular Users = Regular usage, Several times a
week, or Daily); “Traditional Media” call out is a net of, “Television,”
“News articles,” “Magazines,” “The radio,” and “Blogs.”
Q31. When you want information about a brand's products or
services, what sources of information do you use? (Net of
“Customers of the brand," “People like yourself," and “Your friends
and family.”) (Top 4 Box, Source Rely on Most).
Q32. Thinking about the conversations you have online and offline
with friends and other people like you about brands, products and
services you purchase, what impact do they have on you? Please
select all that apply. (Net of “They help me decide which option is the
best," “They give me confidence that I am making the right choices,"
“They encourage to actually go and make the purchase once I have
made a product choice," “They help me find the best price on the
product I want," and “They help me figure out where to buy the brand
or product”).
Q33. Ad blockers are programs that remove different kinds of
advertising from a Web user's experience online. Do you currently
use any ad blockers? (Net of “Never heard of it before today but I am
curious to know more and would consider using Ad blockers in the
future," “Heard of Ad blockers and would consider using in the future,"
and “I am currently using Ad blockers.”)
Earned Brand 2016 END NOTES | 46

47. EarnedBrand2016
TechnicalAppendix
1. Methodology
2. The sample
3. How was the Edelman Brand Relationship Index built?
• How did consumers evaluate the seven dimensions of the relationship?
• How were the five levels of brand-consumer relationship determined?
• How reliable is the Edelman Brand Relationship Index?
• How did we identify the drivers that predict higher scores on each dimension?
4. About the research team

48. Earned Brand 2016
Methodology
A Global Survey
Timing
April 7 – April 25, 2016
13 countries
Online survey in Australia,
Brazil, Canada, China, France,
Germany, India, Japan, Mexico,
The Netherlands, Singapore,
the U.K., and U.S.
13,000 respondents
1,000 per country, nationally
representative of age, gender,
and region based on most
recent country census data.
Earned Brand 2016 TECHNICAL APPENDIX | 48
Social listening
In China, Germany, India, the U.K.,
and U.S., we listened to consumer
conversations on social media to
assess the impact of 15
recent cause-related brand
campaigns or actions.

49. Earned Brand 2016
The sample
Country
Internet
Penetration
Sample Size Languages Quota Parameters
Australia 85% 1000 English Gender, Age & Region
Brazil 66% 1000 Portuguese Gender, Age & Region
Canada 88% 1000 English & Localized French Gender, Age & Region
China 52% 1000 Simplified Chinese (Mandarin) Gender, Age & Region
France 86% 1000 French Gender, Age & Region
Germany 88% 1000 German Gender, Age & Region
India 35% 1000 English Gender, Age & Region
Japan 91% 1000 Japanese Gender, Age & Region
Mexico 45% 1000 Localized Spanish Gender, Age & Region
Netherlands 94% 1000 Dutch Gender, Age & Region
Singapore 82% 1000 English & Simplified Chinese Gender, Age & Region
U.K. 93% 1000 English Gender, Age, Region & Ethnicity
U.S. 88% 1000 English Gender, Age, Region & Ethnicity
Earned Brand is an online survey. In developed countries, a nationally representative online sample closely mirrors the
general population. In countries with lower levels of Internet penetration, a nationally representative online sample will be
more affluent, educated, and urban than the general population.
Earned Brand 2016 TECHNICAL APPENDIX | 49

50. How was the Edelman Brand Relationship Index built?
1.Each respondent rated their favorite brand within three categories given
to them at random from among the 18 categories examined in this research.
The only stipulation placed on their brand choice was that the brand had to be
one they currently own, use or make purchases from it.
Earned Brand 2016 TECHNICAL APPENDIX | 50
Automobile
Beer, wine, and spirits
Credit cards
Fashion
Financial services
Food and beverage
Grocery stores
Home energy management
Household products
Luxury goods
Mobile carriers
OTC medicines
Personal care
Prescription medicines
Retailers
Social media
Travel
Utilities
Product categories included in the study
What is your
favorite brand in
this category that
you currently buy
or use?

51. 1
Embodies
unique
character
2
Makes
its
mark
7
Acts with
purpose
3
Tells a
memorable
story
6
Builds trust at
every touchpoint
4
Listens openly,
responds
selectively
5
Invites sharing,
inspires
partnership
2.Respondents gave each of the brands seven ratings, from zero to
five, depending on how deeply involved they were with the brand
along each of the seven relationship dimensions.
How strong is
your relationship with
that brand within
each of these seven
dimensions?
Earned Brand 2016 TECHNICAL APPENDIX |
51
How was the Edelman
Brand Relationship Index built?

52. Indifferent Interested Involved Invested Committed
Embodies
unique
character
Not much different from its
competitors
Different from many other
products/services in the category
Offers unique products/services Bigger than the products/services it
delivers--has its own unique
personality
Embodies an idea or value or
lifestyle I can relate to; helps me
express something
Makes its
mark
I buy this brand out of habit. I have
no real attachment to or affection
for it
I go out of my way to buy this
brand, even if it is not the cheapest
or most convenient
The only brand I will buy. If it is not
available, I will do without until I
can find it again
My relationship with this brand
goes beyond liking it as a product
or service
A positive force in my life. This
brand represents a lifestyle or way
of life that defines me.
Tells a
memorable
story
I do not have any idea of what this
brand stands for or about its
heritage
This brand has a story about what
it stands for and its heritage
I admire what the brand stands for
and its heritage
I can identify with the brand’s story
and heritage
I am part of the brand’s story; we
share a heritage, a future, a set of
values
Listens
openly,
responds
selectively
I would not know how to go about
reaching out to or interacting with
this brand
If I had something to say, I know I
could get a message to the people
behind this brand
This brand often gives me
opportunities to engage with it or to
give it feedback and input
I have communicated with this
brand in some way
I have ongoing interactions with
this brand. It is part of my social
circle
Invites
sharing,
inspires
partnership
Unware of what this brand is doing
or saying
I remember seeing some
advertising/promotions, and
sometimes see things about it in
the news or online
I notice and pay attention to what
this brand is saying and doing
when I see its ads, other content,
or news about the brand
I am likely to forward, share or
repost news/online content about
this brand, or share information
about my experiences with it
Has become part of my social life. I
am likely to participate in
promotions, engage with its
content online, attend its events
Builds trust at
every
touchpoint
I do not really trust this brand I trust this brand to make good
products/services at a fair price
I trust that this brand makes
business decisions with interests of
its customers top of mind
Makes all of its business decisions
with the best interests of the
broader society top of mind
I would stick by and defend this
brand even if I was disappointed, I
have faith it will correct mistakes
Acts with
purpose
Unaware if it supports any causes
or has any social purpose beyond
making good products/services
Contributes to the greater good in
some way, in how the
product/service is made delivered,
or by actively supporting social
causes
The brand’s greater purpose or the
social causes that it supports are
important and worthwhile
This brand’s cause or social
purpose is something that I share
and also support
Supporting this brand is one way I
support a cause I believe in;
because of this brand I have
become even more actively
engaged in the cause
Building the Index
The 7 relationship dimensions
Earned Brand 2016 TECHNICAL APPENDIX | 52

53. How was the Edelman Brand Relationship Index
score built?
3.The Brand Relationship Index was calculated by taking the average of the seven
dimension scores and multiplying by twenty to convert the index to a 100 point scale.
The 2016 Global Brand Relationship score of 38 represents the average
Brand Relationship Index across the 39,000 (13,000 X 3) consumer-brand
relationships analyzed.
0 - 100
((Average of seven
dimension scores) x 20)
The 2016 Edelman
Brand Relationship Index
Earned Brand 2016 TECHNICAL APPENDIX | 53

54. Building the Index
How did we define the relationship levels?
• A Brand Relationship Index score can vary from zero to 100. In working with the scale, we identified five
unique relationship levels. The cut-points that define each level are displayed below.
• These relationship levels were empirically determined based on two criteria. The first was a
correspondence between relationship level as determined by the Brand Relationship Index and
respondents’ self-described level of attachment to a given brand. The second was how distinct the levels
were when profiled against key marketplace behaviors of general interest to brands.
• The resulting relationship levels and cut-points represent an optimized result that captures both
respondents’ explicitly stated level of relationship with a brand and their implicit level of relationship as
defined by their willingness to buy that brand first as well as to advocate for and defend it.
Strength of relationship with the
favorite brand they buy in a category
Earned Brand 2016 TECHNICAL APPENDIX | 54

55. Building the Index
How reliable is the
Edelman Brand Relationship Index?
Earned Brand 2016 TECHNICAL APPENDIX | 55
Alpha Reliability analyses were performed globally and within each of the 13
countries. Results indicated that the scale was reliable in every market and that all
seven dimensions tap into different aspects of the same underlying construct – the
strength of the bond between a brand and a consumer.
Note: Alpha levels above .6 are considered to indicate good internal reliability.
Country Alpha Reliability
Global Average .91
Australia .91
Brazil .90
Canada .91
China .91
France .92
Germany .91
India .90
Japan .87
Mexico .90
Netherlands .89
Singapore .90
U.K. .91
U.S. .92

56. How did we identify the drivers
that predict higher scores on each dimension?
Within this report, we highlight the top five most powerful and statistically significant drivers of each relationship dimension.
A consumer’s relationship with a brand overall and within each of the seven dimensions is fluid. It can evolve over time. Often, the
deepening of one’s relationship with a brand is associated with the emerging appreciation of certain brand characteristics that foster
and support a consumer’s greater investment in that brand. By highlighting, building and deepening their commitment to these
characteristics, brands have the power to move people along the relationship continuum.
In order to identify the brand attributes that are the most powerful predictors of higher relationship scores, we performed a series of
stepwise multiple regressions focused on those things that consumers said made their favorite brand in a category special to them.
The resulting models revealed which of those special relationship builders were the most strongly related to how respondents
characterized their relationship with that brand along each of the seven relationship dimensions.
List of 35 attributes
that potentially make
a brand special to
its customers
Step 1: Pick a characteristic and put it into a prediction model.
Does this characteristic make the model stronger?
If yes, then keep it in. If not, then remove it from the model.
Step 2: Repeat step one.
Step 3: Continue this process until all 35 characteristics have been tested.
Earned Brand 2016 TECHNICAL APPENDIX | 56
The results:
The top drivers that
predict an improve-
ment in each
dimension score
Understanding stepwise multiple regressions

57. Edelman Intelligence is a world class research and analytics consultancy. It works to understand the mechanics of human attitudes
and behavior, organize and analyze content and conversations, and uncover connections and patterns in complex data sets.
The team is made up of experts from different backgrounds with different skillsets. This allows Edelman Intelligence to approach
challenges in a unique way – taking different perspectives to find the best solutions to help drive growth for its clients.
The research team
Edelman Intelligence
Antoine Harary
Antoine is the global MD of Edelman
Intelligence. With his team of over 150 intelligence
experts, he manages international research and
consulting projects across more than 50 countries.
Over the last four years his work has been
recognized by two major awards from the
Communications Industry: the 2011 EMEA Sabre
Award for best public affairs campaign and the
2012 European Excellence award for PR
measurement.
Before joining Edelman, Antoine worked in the
automotive industry (PSA PEUGEOT CITROEN)
as a senior research manager. Antoine holds two
Masters Degrees: International PR from
CELSA/Sorbonne and Political Sciences from
Sciences Po Aix.
Cécile Nathan-Tilloy
Cécile is the MD of Edelman Intelligence
London. As the primary research lead for Europe,
she oversees research & analytics for Edelman’s
top 18 global clients.
Cécile started her career in advertising at TBWA
and BETC before joining Millward Brown and Truth
Consulting. After completing Master degrees in
Sociology & Anthropology at Sorbonne University
and in Political Sciences at Sciences Po Paris,
Cecile graduated from HEC Business School in
Intelligence Marketing.
David M. Bersoff, Ph.D.
David is in charge of Edelman’s global
thought leadership research.
Before joining Edelman Intelligence, Dr. Bersoff
served as The Futures Company’s Chief Insights
Officer. In that role, he drove the research, data
analysis, IP creation and product development
strategy for all of their syndicated consumer
insights offers, including the Yankelovich
MONITOR.
David holds a Ph.D. in social and cross-cultural
psychology from Yale University.
Earned Brand 2016 TECHNICAL APPENDIX | 57