What is Brand Equity? Definition, Measurement, Examples

Appinio Research · 18.03.2024 · 31min read

What is Brand Equity Definition Model Measurement Examples

Have you ever wondered why some brands seem to effortlessly capture the hearts and minds of consumers while others struggle to gain traction in the market? Understanding the concept of brand equity holds the key to unraveling this mystery. Brand equity isn't just about logos and slogans; it's about the intangible value that a brand holds in the eyes of consumers. It's about the trust, loyalty, and emotional connection that consumers have with a brand, influencing their purchasing decisions and behaviors.

In this guide, we'll explore the fundamentals of brand equity for businesses, delve into the components that contribute to brand equity, examine strategies for building and enhancing brand equity, and discuss challenges and risks in managing brand equity. Whether you're an entrepreneur looking to establish a new brand or a seasoned marketer aiming to strengthen an existing one, understanding and effectively managing brand equity is essential for driving success in today's competitive marketplace.

What is Brand Equity?

Brand equity is a fundamental concept in marketing that encompasses the intangible value and perception associated with a brand. It represents the accumulated goodwill, trust, and loyalty that consumers have towards a brand, influencing their purchasing decisions and behaviors. Brand equity is built over time through consistent delivery of superior products or services, effective marketing strategies, and positive brand experiences.


At its core, brand equity reflects the differential effect of brand knowledge on consumer response to marketing activities. It goes beyond tangible assets such as revenue and market share, capturing the emotional and psychological connections that consumers have with a brand. Understanding and managing brand equity is essential for businesses to maintain a competitive edge, foster customer loyalty, and drive long-term growth and profitability.

Importance of Brand Equity for Businesses

  • Competitive Advantage: Brand equity serves as a powerful competitive differentiator, allowing businesses to stand out in crowded markets and command premium prices for their products or services.
  • Customer Loyalty and Advocacy: Strong brand equity cultivates customer loyalty and advocacy, leading to repeat purchases, positive word-of-mouth recommendations, and increased customer lifetime value.
  • Price Premium: Brands with high equity can charge price premiums compared to competitors, as consumers perceive greater value and quality associated with the brand.
  • Market Expansion: Brand equity facilitates market expansion and diversification by providing a solid foundation for launching new products, entering new market segments, or expanding into new geographic regions.
  • Resilience to Adversity: Businesses with robust brand equity are better equipped to weather crises, economic downturns, or competitive threats, as consumers are more likely to remain loyal to trusted brands during challenging times.
  • Investment Attractiveness: High brand equity enhances a company's attractiveness to investors, lenders, and strategic partners, as it signals strong market positioning, customer loyalty, and growth potential.

Components of Brand Equity

Brand equity is comprised of several key components, each playing a vital role in shaping consumers' perceptions and behaviors towards a brand.

Brand Awareness

Brand awareness refers to the extent to which consumers are familiar with a brand and its offerings. It encompasses both brand recognition, where consumers can identify the brand when presented with its name or logo, and brand recall, where consumers can retrieve the brand from memory when considering a purchase. High brand awareness is essential for attracting new customers and maintaining a competitive edge in the market.


To enhance brand awareness, businesses employ various marketing strategies such as advertising campaigns, sponsorships, and content marketing. Leveraging social media platforms, search engine optimization (SEO), and influencer partnerships can also help increase brand visibility and reach a broader audience.

Brand Loyalty

Brand loyalty reflects the strength of the bond between a brand and its customers. Loyal customers are not only repeat purchasers but also advocates who actively recommend the brand to others. Building brand loyalty requires delivering consistent value and positive experiences that exceed customer expectations. Loyalty programs, personalized communication, and exceptional customer service are effective strategies for fostering brand loyalty.


Moreover, emotional connections play a significant role in fostering brand loyalty. Brands that resonate with consumers on an emotional level by aligning with their values, aspirations, or lifestyles tend to cultivate deeper and more enduring relationships with their customers.

Perceived Quality

Perceived quality refers to consumers' subjective assessment of a brand's products or services in terms of their performance, reliability, and value. It influences consumers' purchase decisions and willingness to pay a premium for the brand. Maintaining high perceived quality requires continuous investment in product innovation, quality control, and customer feedback mechanisms.


Brands can enhance perceived quality through transparent communication about product features and benefits, showcasing customer testimonials and reviews, and consistently delivering products that meet or exceed customer expectations. Building trust and credibility through certifications, awards, and endorsements can also reinforce perceived quality perceptions among consumers.

Brand Associations

Brand associations are the mental connections and attributes linked to a brand in consumers' minds. These associations can be based on various factors such as product attributes, emotional benefits, or symbolic meanings. Positive brand associations contribute to brand differentiation, preference, and loyalty, while negative associations can detract from a brand's reputation and value.


To shape positive brand associations, businesses must align their brand messaging, imagery, and actions with desired brand attributes and values. Creating memorable brand experiences, fostering partnerships with reputable organizations or influencers, and leveraging storytelling techniques can help cultivate strong and favorable brand associations among consumers. Regular monitoring and management of brand associations are essential to ensure alignment with brand objectives and adapt to evolving consumer perceptions and preferences.

How to Build Brand Equity?

Building brand equity is a strategic endeavor that requires concerted efforts across various dimensions of brand management. Let's delve into the key strategies for building a solid brand equity foundation.

Establishing Brand Identity

Your brand identity serves as the cornerstone of your brand equity. It encompasses the visual and verbal elements that convey your brand's personality, values, and unique attributes to consumers. Establishing a compelling brand identity begins with defining your brand positioning, target audience, and brand values.


Crafting a memorable brand name, designing a distinctive logo, and selecting brand colors and typography that resonate with your target audience are essential components of brand identity creation. Consistency is paramount in ensuring your brand identity remains cohesive and recognizable across all touchpoints, including your website, packaging, marketing materials, and social media profiles.


Moreover, your brand identity should reflect your brand's essence and resonate with your target audience on an emotional level. By articulating a clear brand story and value proposition, you can forge deeper connections with consumers and differentiate your brand from competitors.

Creating Brand Consistency

Consistency is vital to building and reinforcing brand equity over time. Consistent branding fosters brand recognition, builds trust with consumers, and reinforces your brand's values and positioning in the minds of your audience. Achieving brand consistency requires aligning all aspects of your brand, including messaging, visuals, and customer experiences.


Developing brand guidelines that outline your brand's visual and verbal standards ensures that everyone within your organization understands and adheres to your brand's identity. Consistent use of brand elements such as logos, colors, fonts, and tone of voice across all communication channels helps reinforce your brand's identity and messaging.


Additionally, maintaining consistency in product quality, customer service, and brand interactions across all touchpoints is crucial for building consumer trust and loyalty. Regularly auditing and monitoring your brand's consistency across various channels and touchpoints allows you to identify and address any inconsistencies or deviations from your brand standards.

Delivering Exceptional Customer Experiences

Delivering exceptional customer experiences is a fundamental aspect of building brand equity. Positive interactions with your brand at every touchpoint along the customer journey can leave a lasting impression on consumers and contribute to brand loyalty and advocacy.


To deliver exceptional customer experiences, businesses must prioritize understanding their customers' needs, preferences, and pain points. Personalizing interactions and tailoring solutions to meet individual customer needs can enhance satisfaction and foster long-term relationships.


Investing in employee training and empowerment is also essential for delivering exceptional customer experiences. Equipping frontline staff with the knowledge, skills, and authority to address customer inquiries and resolve issues promptly and effectively can elevate the overall customer experience and reinforce positive brand perceptions.


Moreover, leveraging technology to streamline processes, anticipate customer needs, and deliver seamless omnichannel experiences can enhance convenience and satisfaction. Collecting and analyzing customer feedback through surveys, reviews, and social media monitoring allows businesses to identify areas for improvement and continuously optimize the customer experience.

Leveraging Brand Communication Channels

Effective communication is critical for building brand equity and fostering meaningful consumer connections. Leveraging a mix of traditional and digital communication channels enables brands to reach and engage with their target audience in meaningful ways.


Traditional advertising channels such as television, radio, print, and outdoor advertising remain relevant for reaching broad audiences and building brand awareness. However, digital channels such as social media, email marketing, content marketing, and influencer partnerships offer unparalleled opportunities for targeted messaging, interactive engagement, and measurable results.


Developing a comprehensive brand communication strategy involves identifying the most relevant channels for reaching your target audience and crafting compelling messaging that resonates with their interests, aspirations, and values. Consistency in messaging and visual branding across all communication channels reinforces brand identity and fosters brand recognition and recall.


Moreover, fostering two-way communication with consumers through social media engagement, customer feedback mechanisms, and community-building initiatives allows brands to build trust, gather insights, and cultivate brand advocates. Monitoring and analyzing communication effectiveness through key performance indicators (KPIs) such as engagement rates, reach, and sentiment analysis enables brands to optimize their communication strategies and drive positive brand outcomes.

How to Measure Brand Equity?

Measuring brand equity is essential for assessing the effectiveness of your brand-building efforts and understanding how consumers perceive your brand. By analyzing both quantitative metrics and qualitative measures, you can gain valuable insights into your brand's performance and identify areas for improvement.

Quantitative Metrics

Quantitative metrics provide tangible data and numerical indicators of your brand's financial value, market share, and customer lifetime value.

Brand Value

Brand value represents the monetary worth of your brand and its ability to generate revenue for your business. Several financial valuation models, such as the Interbrand or Brand Finance methodologies, can be used to estimate brand value based on factors such as brand revenue, market trends, and brand strength.

Brand Value = (Revenue from Branded Products or Services - Operating Costs) x Brand Multiple 

Calculating brand value allows businesses to assess the financial impact of their brand on overall company performance and compare their brand's value relative to competitors.

Market Share

Market share measures the percentage of total sales within a specific market that your brand captures. Monitoring changes in market share over time provides insights into your brand's competitive position and market performance relative to competitors.

Market Share = (Brand Sales / Total Market Sales) x 100% 

Increasing market share indicates growth and expansion opportunities for your brand, while declining market share may signal challenges or threats that require strategic intervention.

Customer Lifetime Value (CLV)

Customer Lifetime Value (CLV) represents the total value a customer contributes to your business over their entire relationship with your brand. Calculating CLV involves multiplying the average purchase value by the purchase frequency and customer lifespan.

CLV = (Average Purchase Value x Purchase Frequency) x Customer Lifespan 

CLV analysis helps businesses identify high-value customers, tailor marketing efforts to maximize long-term profitability, and allocate resources effectively to acquire and retain valuable customers.

Qualitative Measures

Qualitative measures provide insights into consumers' perceptions, attitudes, and emotional connections with your brand, offering a deeper understanding of brand equity beyond financial metrics.

Brand Perception Surveys

Conducting brand perception surveys allows businesses to gather qualitative data on consumer perceptions, attitudes, and associations with their brand. Surveys may include questions related to brand awareness, brand loyalty, perceived quality, brand associations, and purchase intent.


Analyzing survey responses provides valuable insights into strengths, weaknesses, and areas for improvement in your brand strategy. It helps businesses identify brand attributes that resonate with consumers and areas where additional investments or adjustments are needed to enhance brand equity.


To effectively measure brand equity and gain actionable insights into your brand's performance, consider leveraging advanced market research tools like Appinio. With Appinio's intuitive platform, you can conduct brand perception surveys with ease, gathering qualitative data on consumer perceptions, attitudes, and associations. By analyzing survey responses in real-time, you'll uncover valuable insights into your brand's strengths, weaknesses, and areas for improvement, empowering you to make informed decisions to enhance brand equity.


Ready to take your brand to the next level? Book a demo with Appinio today and unlock the power of data-driven brand management.


Brand Equity Index

The Brand Equity Index combines various brand metrics, including brand awareness, loyalty, perceived quality, and brand associations, into a single measure of brand health. It provides a comprehensive view of your brand's overall performance and competitiveness in the market.


Calculating the Brand Equity Index involves weighting and aggregating individual brand metrics based on their relative importance and contribution to brand equity. Regular monitoring of the Brand Equity Index allows businesses to track changes in brand perception over time and evaluate the effectiveness of brand-building initiatives.


By leveraging both quantitative metrics and qualitative measures, businesses can develop a holistic understanding of their brand's performance and make informed decisions to strengthen brand equity and drive sustainable growth.

How to Improve Brand Equity?

Enhancing brand equity is an ongoing process that requires a strategic approach and continuous innovation. Here are some key strategies for elevating your brand's value and relevance in the marketplace.

Innovation and Adaptation

Innovation lies at the heart of brand growth and differentiation. By continuously innovating your products, services, and customer experiences, you can stay ahead of the competition and meet evolving consumer needs and preferences. Here's how you can foster innovation and adaptation:

  • Research and Development (R&D): Invest in R&D to develop new products or improve existing ones. Conduct market research, gather customer feedback, and stay abreast of industry trends to identify opportunities for innovation.
  • Technology Integration: Embrace emerging technologies such as artificial intelligence, augmented reality, and the Internet of Things (IoT) to enhance product functionality, streamline processes, and deliver personalized customer experiences.
  • Iterative Improvement: Adopt an agile approach to product development and iteration. Test and iterate on new ideas quickly, and make continuous improvements based on real-time data and insights.

Brand Extension Strategies

Brand extension involves leveraging your brand's equity and reputation to introduce new products or enter new market segments. When executed thoughtfully, brand extensions can capitalize on existing brand loyalty and associations to drive sales and expand your brand's reach. Consider the following brand extension strategies:

  • Line Extensions: Introduce new variants or flavors of existing products to cater to different consumer preferences and occasions. For example, Coca-Cola offers Diet Coke, Coca-Cola Zero Sugar, and Coca-Cola Vanilla to appeal to diverse taste preferences.
  • Category Extensions: Expand into related product categories that align with your brand's core values and target audience. For instance, Nike successfully extended its brand into apparel, accessories, and digital fitness platforms to offer athletes and fitness enthusiasts a comprehensive range of products and services.
  • Co-Branding: Collaborate with other brands to create co-branded products or experiences that leverage the strengths and complementary attributes of each partner. Co-branded partnerships can help enhance brand visibility, reach new audiences, and generate buzz around new product launches.

Strategic Partnerships and Collaborations

Strategic partnerships and collaborations offer opportunities to amplify your brand's reach, relevance, and credibility through mutually beneficial relationships. By partnering with like-minded organizations or influencers, you can tap into new audiences, access new distribution channels, and leverage partner expertise.

  • Influencer Partnerships: Collaborate with influencers or brand ambassadors who align with your brand values and resonate with your target audience. Influencers can help amplify your brand message, create authentic content, and engage their followers on social media platforms.
  • Industry Alliances: Form alliances with other companies or organizations within your industry to share resources, knowledge, and best practices. Industry alliances can foster innovation, drive industry standards, and strengthen your brand's positioning as a thought leader and innovator.
  • Cause Marketing Initiatives: Align your brand with social or environmental causes that resonate with your target audience's values. By supporting meaningful causes and giving back to the community, you can enhance your brand reputation, build customer loyalty, and differentiate your brand from competitors.

Continuous Brand Monitoring and Analysis

Continuous monitoring and analysis of brand performance are essential for identifying opportunities and threats to your brand equity. By staying vigilant and proactive, you can detect emerging trends, monitor competitor actions, and assess the effectiveness of your brand-building efforts.

  • Brand Tracking Surveys: Conduct regular brand tracking surveys to measure brand awareness, perception, and loyalty among your target audience. Track changes in key brand metrics over time and compare your brand's performance against competitors.
  • Social Media Listening: Monitor social media channels, review sites, and online forums to gauge consumer sentiment, identify emerging trends, and respond to customer feedback in real time. Social media listening tools can help automate data collection and analysis for more efficient monitoring.
  • Competitive Analysis: Analyze competitor strategies, messaging, and market positioning to identify strengths, weaknesses, and opportunities for your brand. Stay informed about industry trends, new product launches, and competitive threats to adjust your brand strategy accordingly.
  • Data Analytics: Utilize data analytics tools and platforms to gather insights from customer interactions, website traffic, and sales data. Analyze customer behavior, preferences, and purchase patterns to inform marketing decisions, personalize customer experiences, and optimize brand performance.

By embracing innovation, exploring brand extension opportunities, forging strategic partnerships, and adopting a proactive approach to brand monitoring and analysis, you can enhance your brand equity and position your brand for long-term success in the marketplace.

Examples of Successful Brand Equity Management

Examining case studies and real-world examples of brands that have effectively managed their brand equity can provide valuable insights and inspiration for your own brand-building efforts.



Apple Inc. is a multinational technology company known for its innovative products, including the iPhone, iPad, Mac computers, and Apple Watch. The company's brand equity is built on a foundation of innovation, design excellence, and a loyal customer base.


Brand Strategy: Apple's brand strategy revolves around simplicity, elegance, and user-centric design. The company focuses on creating products that seamlessly integrate hardware, software, and services to deliver intuitive and delightful user experiences.


Key Success Factors:

  • Product Innovation: Apple continuously pushes the boundaries of technology innovation with groundbreaking product releases and iterative improvements. The company's commitment to innovation ensures that its products remain at the forefront of consumer demand.
  • Design Aesthetics: Apple's minimalist design aesthetic and attention to detail set its products apart in the marketplace. From sleek hardware designs to intuitive user interfaces, Apple prioritizes form and function to create products that are both visually appealing and easy to use.
  • Brand Experience: Apple emphasizes the importance of the overall brand experience, from the moment customers interact with its products in-store to the seamless integration across devices and services. The company's retail stores serve as experiential hubs that showcase its products and provide personalized customer support.

Impact: Apple's strong brand equity has translated into market leadership, premium pricing power, and unwavering customer loyalty. The company consistently ranks among the world's most valuable brands and continues to innovate and expand its product ecosystem to maintain its competitive edge.



The Coca-Cola Company is a global beverage company renowned for its iconic soft drink brand, Coca-Cola. With a history spanning over a century, Coca-Cola has established itself as one of the most recognizable and beloved brands worldwide.


Brand Strategy: Coca-Cola's brand strategy centers on delivering moments of happiness and refreshment to consumers through its products and marketing campaigns. The company emphasizes universal values such as optimism, joy, and togetherness to connect with consumers across cultures and generations.


Key Success Factors:

  • Emotional Branding: Coca-Cola's marketing campaigns evoke emotions and nostalgia, fostering strong emotional connections with consumers. The brand's iconic advertising, such as the "Share a Coke" campaign and holiday-themed commercials, resonate with consumers personally.
  • Brand Consistency: Coca-Cola maintains consistent branding across its product portfolio and marketing initiatives, reinforcing its brand identity and messaging. The company's distinct red and white color scheme, timeless logo, and signature contour bottle are instantly recognizable symbols of the brand.
  • Global Reach: Coca-Cola's extensive global distribution network and localized marketing efforts enable the brand to reach consumers in diverse markets worldwide. Coca-Cola maintains relevance and resonance across cultures by adapting its messaging and products to local preferences and customs.

Impact: Coca-Cola's brand equity extends beyond its core product to encompass a lifestyle and cultural phenomenon. The brand's ubiquitous presence, emotional resonance, and commitment to social responsibility have solidified its position as a global leader in the beverage industry.



Nike is a multinational corporation specializing in athletic footwear, apparel, equipment, and accessories. The brand is synonymous with sports performance, innovation, and inspiration, with a diverse product portfolio catering to athletes and fitness enthusiasts worldwide.


Brand Strategy: Nike's brand strategy revolves around empowering athletes and inspiring individuals to reach their full potential. The company leverages the power of storytelling, celebrity endorsements, and innovative product design to connect with consumers and foster brand loyalty.


Key Success Factors:

  • Athlete Endorsements: Nike collaborates with elite athletes and sports personalities to endorse its products and embody the brand's values of determination, excellence, and perseverance. Celebrity endorsements, such as the partnership with basketball legend Michael Jordan, elevate Nike's brand image and resonate with consumers.
  • Innovative Products: Nike invests heavily in research and development to develop cutting-edge technologies and materials that enhance athletic performance and comfort. Iconic product innovations like the Air Max cushioning system and Flyknit technology demonstrate Nike's commitment to innovation and excellence.
  • Brand Purpose: Nike's brand purpose goes beyond selling products to inspire and empower individuals to pursue their passions and dreams. The company's marketing campaigns, such as "Just Do It," encourage consumers to push beyond their limits and embrace their inner athletes.

Impact: Nike's brand equity is built on a foundation of performance, innovation, and inspiration. The brand's strong emotional connection with consumers, coupled with its relentless pursuit of excellence, has propelled Nike to the forefront of the athletic footwear and apparel industry, commanding premium pricing and brand loyalty.

Challenges and Risks in Managing Brand Equity

Managing brand equity comes with its own set of challenges and risks that businesses need to navigate effectively to maintain and enhance their brand's value and relevance in the marketplace.

  • Brand Dilution: Expanding into new product categories or markets without proper alignment with the brand's core values and positioning can dilute the brand's identity and erode brand equity.
  • Negative Publicity and Crisis Management: Public relations crises, negative media coverage, or social media backlash can damage a brand's reputation and erode consumer trust, leading to long-term consequences for brand equity.
  • Competitor Actions and Market Dynamics: Intense competition, disruptive market forces, and shifting consumer trends can pose challenges to brand differentiation and market leadership, requiring businesses to adapt and innovate proactively.
  • Consumer Perception and Shifts in Preferences: Changes in consumer preferences, values, and behaviors can impact brand perception and relevance, necessitating continuous monitoring and adjustment of brand strategies to stay aligned with evolving consumer needs.
  • Lack of Brand Consistency: Inconsistent branding across different touchpoints and channels can confuse consumers and weaken brand identity, undermining efforts to build and reinforce brand equity.

Strategies for Employer-Employee Collaboration in Brand Equity Management

Effective collaboration between employers and employees is essential for fostering a brand-centric culture and maximizing brand equity. By aligning employee engagement with brand values and objectives, businesses can leverage their internal resources to strengthen brand equity.

  • Internal Branding Initiatives: Educate and empower employees to become brand ambassadors by instilling a deep understanding of the brand's values, mission, and promise. Internal branding initiatives, such as brand workshops, training sessions, and employee handbooks, can help align employee behaviors and actions with brand principles.
  • Employee Training and Engagement: Invest in employee training programs emphasizing the importance of delivering exceptional customer experiences and embodying the brand's values in every interaction. Foster a culture of open communication, recognition, and feedback to encourage employee engagement and commitment to the brand.
  • Encouraging Brand Advocacy Among Employees: Encourage employees to share their positive experiences and insights about the brand on social media, review platforms, and industry forums. Recognize and reward employees who demonstrate exemplary commitment to upholding the brand's reputation and values.
  • Cross-Functional Collaboration: Facilitate collaboration between different departments and teams to ensure alignment and consistency in brand messaging, customer experiences, and product offerings. Encourage cross-functional teams to collaborate on brand-related projects and initiatives to leverage diverse perspectives and expertise.
  • Employee Feedback and Input: Solicit feedback and input from employees at all levels of the organization regarding brand strategy, product development, and customer interactions. Actively involve employees in decision-making processes and recognize their contributions to fostering a brand-centric culture.

By fostering a collaborative environment where employees are aligned with the brand's values and objectives, businesses can harness the collective efforts and enthusiasm of their workforce to strengthen brand equity and drive sustainable growth.

Conclusion for Brand Equity

Brand equity is the lifeblood of successful businesses, providing them with a competitive edge in the ever-evolving marketplace. By cultivating strong emotional connections, delivering exceptional customer experiences, and consistently delivering on brand promises, companies can build enduring relationships with consumers that transcend transactions. As we've explored throughout this guide, brand equity is not just a measure of financial worth; it's a reflection of the trust, loyalty, and perception of consumers towards a brand.

However, managing brand equity is not without its challenges and risks. From maintaining brand consistency across various touchpoints to navigating crises and market dynamics, businesses must remain vigilant and proactive in protecting and enhancing their brand's value. By embracing innovation, fostering collaboration between employers and employees, and staying attuned to changing consumer preferences, businesses can navigate these challenges and position themselves for long-term success in the competitive landscape.

Ultimately, brand equity is more than just a marketing buzzword—it's a strategic asset that fuels growth, inspires loyalty, and shapes the future of businesses around the world.

How to Easily Measure and Improve Brand Equity?

Introducing Appinio, your gateway to unlocking the power of real-time consumer insights to elevate your brand equity game. With our cutting-edge market research platform, you can now conduct your own comprehensive studies in minutes, revolutionizing the way you make data-driven decisions for your business.


Here's why you should choose Appinio:

  • Lightning-fast Results: From questions to insights in mere minutes, Appinio ensures you get the answers you need when you need them, empowering you to stay ahead of the competition.
  • User-Friendly Interface: No need for a PhD in research—our intuitive platform is designed for anyone to use, making market research accessible to all levels of expertise.
  • Global Reach: With access to over 90 countries and the ability to define target groups based on 1200+ characteristics, Appinio enables you to reach your desired audience wherever they may be, ensuring your insights are truly representative.


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