Consumer processing of foreign advertisements: roles of country-of-origin perceptions, consumer ethnocentrism, and country attitude

B. J. Moon and S. C. Jain

International Business Review, 2002, vol. 11, issue 2, 117-138

Abstract: This paper reports the findings of a study that examined the impact of consumers' three cross-national individual difference variables -- country-of-origin perceptions, consumer ethnocentrism, and country attitudes -- on their responses and attitudes toward foreign advertisements and advertised products. A model of consumer processing of international advertising has been proposed that consolidates a dual-element thesis comprising research on consumer processing of advertising, and several streams of research on cross-national individual difference variables. Empirical analysis of the hypothetical model through structural equation modeling yields supportive results: positive effects of consumers' country attitudes on their responses to the creative presentation of international advertising, and positive effects of consumers' country-of-origin perceptions on their responses to the buying proposal of international advertising. However, the hypothesized negative effects of consumer ethnocentrism on their responses to international advertising was not confirmed. The study contributes to our understanding of cross-national individual difference variables that precede and determine consumers' attitudes toward foreign advertisements. It has practical implications for standardization versus localization of international advertising strategy.

Date: 2002
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