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The role of country-of-origin, ethnocentrism and animosity in promoting consumer trust. The moderating role of familiarity

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  • Jiménez, Nadia Huitzilin
  • San Martín, Sonia

Abstract

The objective of this study is to present empirical evidence on the extent to which socio-psychological variables (ethnocentrism and animosity) and the reputation of firms associated to a country-of-origin (COO) are related to an important relational exchange factor (trust). Furthermore, the study tests the moderating effects of familiarity. Data were collected from 202 automobile owners in a large Spanish region. Path and multi-group analyses were performed using a structural equation modelling approach. This paper investigates the effects of reputation of firms associated to a COO and animosity on trust, which have not been commonly used as a dependent variable of these concepts before. Moreover, this study explores the moderating role of familiarity. This study supports the view that reputation of firms associated to a COO can safeguard international transactions and create trust in foreign firms, and thus may decrease due to interrelated emotional consumer reactions such as animosity and ethnocentrism.

Suggested Citation

  • Jiménez, Nadia Huitzilin & San Martín, Sonia, 2010. "The role of country-of-origin, ethnocentrism and animosity in promoting consumer trust. The moderating role of familiarity," International Business Review, Elsevier, vol. 19(1), pages 34-45, February.
    • Handle: RePEc:eee:iburev:v:19:y:2010:i:1:p:34-45
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    5. Khan, Hina & Daryanto, Ahmad & Liu, Chihling, 2019. "How anticipated regret influences the effect of economic animosity on consumers’ reactions towards a foreign product," International Business Review, Elsevier, vol. 28(2), pages 405-414.
    6. Insch, Andrea & Prentice, Rebecca S. & Knight, John G., 2011. "Retail buyers’ decision-making and buy national campaigns," Australasian marketing journal, Elsevier, vol. 19(4), pages 257-266.
    7. Krüger, Tinka & Hoffmann, Stefan & Nibat, Ipek N. & Mai, Robert & Trendel, Olivier & Görg, Holger & Lasarov, Wassili, 2024. "How consumer animosity drives anti-consumption: A multi-country examination of social animosity," Open Access Publications from Kiel Institute for the World Economy 302042, Kiel Institute for the World Economy (IfW Kiel).
    8. Shashi Yadav, 2024. "A Systematic Literature Review and Bibliometric Analysis of Consumer Ethnocentrism," SAGE Open, , vol. 14(3), pages 21582440241, July.
    9. Souiden, Nizar & Amara, Nabil & Chaouali, Walid, 2020. "Optimal image mix cues and their impacts on consumers’ purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).

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