Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/162845
Authors: 
Reichert, Michael Justus
Fantapié-Altobelli, Claudia
Year of Publication: 
2016
Citation: 
[Journal:] jbm - Journal of Business Market Management [ISSN:] 1864-0761 [Volume:] 9 [Year:] 2016 [Issue:] 2 [Pages:] 623-649
Abstract: 
Most of the past findings regarding COO (country-of-origin) effects refer to consumer decision-making. While their purchase decisions are taken by the consumers themselves individually, industrial purchases are mostly conducted by organizational buying centers. This raises the question if and to what extent the impact of COO effects varies between the different members of a buying center - an issue unaddressed in research so far. Based on construal level theory we answer this question by applying a multiple mediation analysis to the empirical data, which we collected through interviews at a truck trade show. Main findings confirm the general relevance of COO effects for the purchase decision making for these industrial goods. However, the significance of this COO effect was found to be of lesser importance for product users than for non-users. On the basis of our findings, practitioners can achieve higher marketing impact through the differentiation of their marketing activities.
Subjects: 
Internationalization
Mediation
Country-of-Origin
Industrial Goods
Business-to-Business
Buying-Behavior
Persistent Identifier of the first edition: 
Creative Commons License: 
http://creativecommons.org/licenses/by-nd/3.0/
Document Type: 
Article
Social Media Mentions:

5



Files in This Item:
File
Size





Items in EconStor are protected by copyright, with all rights reserved, unless otherwise indicated.