The purchase of foreign products: The role of firm?s country-of-origin reputation, consumer ethnocentrism, animosity and trust

Nadia Huitzilin Jim‚nez Torres () and Sonia San Mart¡n Guti‚rrez ()
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Nadia Huitzilin Jim‚nez Torres: Departamento de Econom¡a y Administraci¢n de Empresas, Facultad de Ciencias Econ¢micas y Empresariales, Universidad de Burgos
Sonia San Mart¡n Guti‚rrez: Departamento de Econom¡a y Administraci¢n de Empresas, Facultad de Ciencias Econ¢micas y Empresariales, Universidad de Burgos

No 2007-13, Working Papers "New Trends on Business Administration". Documentos de Trabajo "Nuevas Tendencias en Dirección de Empresas". from Interuniversity Research Master and Doctorate Program (with a quality mention of ANECA) on "Business Economics", Universities of Valladolid, Burgos, Salamanca and León (Spain). Until 2008, Interuniversity Doctorate Program (with a quality mention of ANECA) “New trends in Business Administration”, Universities of Valladolid, Burgos, and Salamanca (Spain). Master en Investigación y Programa de Doctorado Interuniversitarios (con mención de calidad de la ANECA) en "Economía de la Empresa", Universidades de Valladolid, Burgos, Salamanca y León (España). Hasta 2008, Programa de Doctorado Interuniversitario (con mención de calidad de la ANECA) “Nuevas Tendencias en Dirección de Empresas”, Universidades de Valladolid, Burgos y Salamanca (España).

Abstract: Consumer purchasing decisions relating to foreign products are influenced by economic, psychological and sociological factors. This multidisciplinary research attempts to relate such scarcely studied variables as ethnocentrism and animosity to concepts taken from the Relationship Marketing approach and Signalling Theory (trust and reputation, respectively). Structural equation modelling was used to analyse the data collected from 202 personal interviews carried out in a Spanish city. The results show that a firm?s reputation and consumer trust are needed to establish business relationships involving consumers and firms from different countries, whereas animosity can reinforce consumer ethnocentrism, decrease intentions to buy foreign products and reduce trust in foreign companies.

Keywords: Ethnocentrism; animosity; reputation; purchase intentions; trust; foreign products. (search for similar items in EconPapers)
Pages: 36 pages
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More papers in Working Papers "New Trends on Business Administration". Documentos de Trabajo "Nuevas Tendencias en Dirección de Empresas". from Interuniversity Research Master and Doctorate Program (with a quality mention of ANECA) on "Business Economics", Universities of Valladolid, Burgos, Salamanca and León (Spain). Until 2008, Interuniversity Doctorate Program (with a quality mention of ANECA) “New trends in Business Administration”, Universities of Valladolid, Burgos, and Salamanca (Spain). Master en Investigación y Programa de Doctorado Interuniversitarios (con mención de calidad de la ANECA) en "Economía de la Empresa", Universidades de Valladolid, Burgos, Salamanca y León (España). Hasta 2008, Programa de Doctorado Interuniversitario (con mención de calidad de la ANECA) “Nuevas Tendencias en Dirección de Empresas”, Universidades de Valladolid, Burgos y Salamanca (España). Contact information at EDIRC.
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