Negative Country-of-Origin Effects: The Case of the New Russia

Johny K Johansson, Ilkka A Ronkainen and Michael R Czinkota
Additional contact information
Johny K Johansson: Georgetown University
Ilkka A Ronkainen: Georgetown University
Michael R Czinkota: Georgetown University

Journal of International Business Studies, 1994, vol. 25, issue 1, 157-176

Abstract: With the political and economic changes in Eastern Europe, there is an increasing need to market successfully products from these countries in the industrialized world. This paper explores the extent to which the risk attitudes, political convictions, and country-of-origin associations of individuals affect the buying decision of a product from a controversial source country. On a theoretical level, it is investigated where in the decision-making process political convictions and country-of-origin effects emerge most forcefully. Hypotheses are tested empirically against survey data on farmers' evaluations of tractors from several countries, including the Russian-made Belarus. The data analysis involves the specification of a recursive system encompassing the steps the buyer goes through from product evaluation of purchase. The effects of political convictions, risk attitudes, and the country-of-origin connection are evaluated at each stage in the process. Implications are derived for potential strategies on the part of Russian manufacturers.© 1994 JIBS. Journal of International Business Studies (1994) 25, 157–176

Date: 1994
References: Add references at CitEc
Citations: View citations in EconPapers (29)

Downloads: (external link)
http://www.palgrave-journals.com/jibs/journal/v25/n1/pdf/8490197a.pdf Link to full text PDF (application/pdf)
http://www.palgrave-journals.com/jibs/journal/v25/n1/full/8490197a.html Link to full text HTML (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:jintbs:v:25:y:1994:i:1:p:157-176

Ordering information: This journal article can be ordered from
http://www.springer. ... nt/journal/41267/PS2

Access Statistics for this article

Journal of International Business Studies is currently edited by John Cantwell

More articles in Journal of International Business Studies from Palgrave Macmillan, Academy of International Business
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().