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

  • Moon, B. J.
  • Jain, S. C.
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    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.

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    Article provided by Elsevier in its journal International Business Review.

    Volume (Year): 11 (2002)
    Issue (Month): 2 (April)
    Pages: 117-138

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    Handle: RePEc:eee:iburev:v:11:y:2002:i:2:p:117-138
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    1. Boddewyn, J. J. & Soehl, Robin & Picard, Jacques, 1986. "Standardization in international marketing: Is Ted Levitt in fact right?," Business Horizons, Elsevier, vol. 29(6), pages 69-75.
    2. Hong, Sung-Tai & Wyer, Robert S, Jr, 1989. " Effects of Country-of-Origin and Product-Attribute Information on Product Evaluation: An Information Processing Perspective," Journal of Consumer Research, University of Chicago Press, vol. 16(2), pages 175-87, September.
    3. Maheswaran, Durairaj, 1994. " Country of Origin as a Stereotype: Effects of Consumer Expertise and Attribute Strength on Product Evaluations," Journal of Consumer Research, University of Chicago Press, vol. 21(2), pages 354-65, September.
    4. Warren J Bilkey & Erik Nes, 1982. "Country-of-Origin Effects on Product Evaluations," Journal of International Business Studies, Palgrave Macmillan, vol. 13(1), pages 89-100, March.
    5. Phillip D White, 1979. "Attitudes of U.S. Purchasing Managers Toward Industrial Products Manufactured in Selected Western European Nations," Journal of International Business Studies, Palgrave Macmillan, vol. 10(1), pages 81-90, March.
    6. Loken, Barbara & Ward, James C, 1990. " Alternative Approaches to Understanding the Determinants of Typicality," Journal of Consumer Research, University of Chicago Press, vol. 17(2), pages 111-26, September.
    7. Batra, Rajeev & Ray, Michael L, 1986. " Affective Responses Mediating Acceptance of Advertising," Journal of Consumer Research, University of Chicago Press, vol. 13(2), pages 234-49, September.
    8. Martin S Roth & Jean B Romeo, 1992. "Matching Product Category and Country Image Perceptions: A Framework for Managing Country-of-Origin Effects," Journal of International Business Studies, Palgrave Macmillan, vol. 23(3), pages 477-497, September.
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