The influence of physical, beneficial and image properties on responses to parallel imports

Swee Hoon Ang (Faculty of Business, National University of Singapore, Singapore)

International Marketing Review

ISSN: 0265-1335

Publication date: 1 December 2000


Parallel imports are authentic products that challenge those sold through authorized dealers. Such imports are fast becoming popular, especially in Asia. Authorized dealers need to find ways to combat against parallel imports. One such means is to first understand consumer perceptions of parallel imports. A survey among respondents from an Asian country, Singapore, showed that perception and not demography or past product experience influence purchase intention of parallel imports. Perception of beneficial and image properties, more so than perception of physical properties, influenced purchase intention. The factors influencing the magnitude of discount expected from parallel importers were different from those for purchase intention. Women expected higher discounts than men, while an inverse relationship was observed for income. The unique properties for each product category also influenced purchase intention and expected discount. Managerial implications are discussed together with directions for future research.



Hoon Ang, S. (2000), "The influence of physical, beneficial and image properties on responses to parallel imports", International Marketing Review, Vol. 17 No. 6, pp. 509-524.

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