Country of Origin and Country Product Familiarity as determinants of retail buyers intention to buy

The paper analyses the effect of Country Related Product Image (CRPI), as Country of Origin construct, and Country Product Familiarity (CPF) on retailers’ Intention to Buy (INTB). Despite the relevance and richness of the country-of-origin (COO) research, this body of literature is mainly based on investigating purchasing behaviours of consumers rather than professional buyers. Therefore, the effect that this construct exerts on retail buyers requires further understanding. Moreover, the study contributes to the literature by testing the impact of CRPI, and its multidimensional nature, jointly with CPF. A cross product analysis is considered to verify whether these effects on retailers’ INTB change in relation to specific product categories. The research hypotheses are tested by conducting a survey on a sample of 257 Chinese retail buyers and considering two different Italian product categories: shoes, that is a traditional fashion sensitive product, and ceramic tiles, that is a less fashion-based product whose technical attributes are more prominent for buyers’ evaluations. Results show that 1) the CRPI is a multidimensional construct that influences the intention of Chinese retail buyers to buy Italian products; 2) when CPF is considered, the impact of CRPI dimensions on intention to buy decreases; 3) the joint effect of CRPI dimensions and CPF on retailers’ INTB varies according to the product considered. Theoretical and managerial implications are derived.