The animosity model of foreign product purchase: An empirical test in the People's Republic of China

Jill Gabrielle Klein, Richard Ettenson, Marlene D. Morris

Research output: Contribution to journalArticle

705 Scopus citations

Abstract

The authors provide an initial test of the animosity model of foreign product purchase in the People's Republic of China. In contrast to Shimp and Sharma's (1987) CETSCALE, the model predicts that animosity toward a foreign nation will affect negatively the purchase of products produced by that country independently of judgments of product quality. The model was tested using mainland Chinese consumers' attitudes toward Japan and Japanese products. Structural equation modeling supports the model and shows that animosity has a significant impact on buying decisions above and beyond the effect of consumer ethnocentrism. Furthermore, these results were not cohort-specific. The measurement of cross-national hostility enables managers to understand better the purchase behavior of consumers in the international marketplace.

Original languageEnglish (US)
Pages (from-to)89-100
Number of pages12
JournalJournal of Marketing
Volume62
Issue number1
DOIs
StatePublished - Jan 1998
Externally publishedYes

ASJC Scopus subject areas

  • Business and International Management
  • Marketing

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