Search results

1 – 4 of 4
To view the access options for this content please click here
Article

Pilar Fernández-Ferrín, Belén Bande-Vilela, Jill Gabrielle Klein and M. Luisa del Río-Araújo

Consumer ethnocentrism and consumer animosity provide marketing management with two useful concepts to understand the reasons behind consumers’ purchase decisions…

Abstract

Purpose

Consumer ethnocentrism and consumer animosity provide marketing management with two useful concepts to understand the reasons behind consumers’ purchase decisions concerning domestic vs imported products. The purpose of this paper is to investigate the antecedents and consequences of animosity and ethnocentrism within a single model, and respondents’ evaluations of a specific product category are solicited.

Design/methodology/approach

The study is conducted within an ideal context for the study of consumer animosity: data were collected in Belgrade shortly after the US-led NATO bombings of 1999. The surveys were carried out in person at the interviewees’ home. The sample was part of a regular omnibus panel composed of 270 adult respondents, of which 92.2 percent agreed to participate.

Findings

The findings indicate that animosity and consumer ethnocentrism are distinct constructs. Also consistent with previous research, results obtained confirm that each construct has unique antecedents and consequences.

Practical implications

Once consumer animosity and ethnocentrism levels have been measured, managers can then make decisions about whether to promote their country of origin or, alternatively, create more powerful local connections for their products. Thus, the consideration of animosity and ethnocentrism can be part of a firm’s international strategies.

Originality/value

Previous studies on consumer animosity have demonstrated through structural equation modeling that the two constructs are distinct and have distinct antecedents, but research has not examined both the antecedents and the consequences of animosity and ethnocentrism in the same study. Thus, this study investigates the antecedents and consequences of animosity and ethnocentrism within a single model.

Details

International Journal of Emerging Markets, vol. 10 no. 1
Type: Research Article
ISSN: 1746-8809

Keywords

To view the access options for this content please click here
Article

Belén Bande Vilela, José Antonio Varela González, Pilar Fernández Ferrín and M Luisa del Río Araújo

Despite the recognition that the subordinate's influence is a particularly noteworthy feature of the social context with considerable potential to affect the performance…

Abstract

Purpose

Despite the recognition that the subordinate's influence is a particularly noteworthy feature of the social context with considerable potential to affect the performance evaluation process, there are almost no studies that consider this influence in a selling context. Attempting to contribute to address these needs, the model presented here depicts a number of social and situational factors influencing supervisor's rating of salesperson's performance, primarily operating through affective processes.

Design/methodology/approach

Data were collected from 122 salespeople and their immediate managers from 35 firms pertaining to nine different industries.

Findings

SEM results indicated that supervisor‐focused impression management was positively related to the supervisor's liking of the salesperson. Consistent as well with prior research is the positive influence of supervisor's affect towards salesperson on the supervisor's ratings of sales performance, both directly and indirectly, through the effect on salesperson's perceived interpersonal skills. Finally, a salesperson's physical attractiveness demonstrated significant positive effects on performance ratings, through the influence on supervisor's liking and salesperson's interpersonal skills.

Practical implications

These results have important managerial implications: sales managers should be aware that salespeople might be using impression management tactics and that the use of these behaviours might influence the way that they evaluate their employee's performance. Managers should also remain vigilant to the potential bias based on physical appearance in hiring and supervising salespeople.

Originality/value

This study contributes to the knowledge of the social and affective variables that influence the sales performance appraisal process, an area of research that is almost unexplored.

Details

European Journal of Marketing, vol. 41 no. 5/6
Type: Research Article
ISSN: 0309-0566

Keywords

To view the access options for this content please click here
Article

Pilar Fernández-Ferrín, Belén Bande, David Martín-Consuegra, Estrella Díaz and Elisabeth Kastenholz

This study's main objective is to analyse the role of the consumer's ethnocentrism as a potential segmentation basis and to detect product origin-sensitive groups. The…

Abstract

Purpose

This study's main objective is to analyse the role of the consumer's ethnocentrism as a potential segmentation basis and to detect product origin-sensitive groups. The relationship between the consumer's regional ethnocentrism, local and regional identity and corresponding valuation and purchase of food products from a region is also examined.

Design/methodology/approach

The responses of 358 consumers residing in two Spanish regions are analysed by means of a mediation analysis and a cluster analysis.

Findings

The results suggest the convenience of considering ethnocentric consumer tendencies, also at the regional level, when studying attitudes, valuation, information search and effective purchase of foods of diverse categories and origins.

Originality/value

The main contributions of this work derive from the assessment of consumer ethnocentrism at a subnational level (which is much less present in the literature) and the evidence of its usefulness for segmenting the market and detecting groups of origin-sensitive consumers, which can be useful to companies that produce and market food products in different regions.

Details

British Food Journal, vol. 122 no. 3
Type: Research Article
ISSN: 0007-070X

Keywords

To view the access options for this content please click here
Article

Naveed Iqbal Chaudhry, Sajawal ali Mughal, Javed Iqbal Chaudhry and Usman Tariq Bhatti

This study aims to check the impact of consumer ethnocentrism (CE) and animosity on brand image (BI) and brand loyalty (BL) of Indian made cosmetic products in Pakistan…

Abstract

Purpose

This study aims to check the impact of consumer ethnocentrism (CE) and animosity on brand image (BI) and brand loyalty (BL) of Indian made cosmetic products in Pakistan and to check the mediation role of product judgment (PJ) related to Indian made cosmetic products in this relationship.

Design/methodology/approach

In this study, the researcher used quantitative techniques to collect data. Online survey strategy was used for data collection and the technique of purposive sampling was used to select 280 consumers as respondents of said study. SPSS-20 and AMOS-21 were used for data analysis and to test the hypotheses of the study.

Findings

The results indicate that there is a positive relationship between CE and BL that is the novel result of this study because past studies proved negative relation in CE and BL and there is no direct relationship between CE and BI. The results also indicate that consumer animosity (CA) has a negative impact on BI and BL of Indian made cosmetic products in Pakistan. The results of mediation indicate that PJ is playing partial mediation in this relation.

Originality/value

This study is for the first time that is conducted in the context of India and Pakistan. Similarly, PJ is tested as a mediator for the first time in the relationship between CE and CA and BI and BL. This study would be beneficial for foreign brands generally and for Indian cosmetic brands specifically. In addition, it may provide help to business students and scholars to further understand and explore these variables in the context of developing countries.

Details

Journal of Islamic Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1759-0833

Keywords

1 – 4 of 4