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Influencing consumers’ selection of domestic versus imported products: Implications for marketing based on a model of helping behavior

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Abstract

Recent marketing campaigns have urged American consumers to “Buy American.” Marketers can improve the success of their campaigns if they understand the network of influences that lead American consumers to help threatened domestic workers. Consumers’ cooperation in purchasing domestic products may be viewed as a form of help for American workers whose jobs are threatened by the success of imported products. This study presents a model designed to explain consumers’ willingness to help these workers. Survey data were subjected to structural equation analysis to test the model. Results confirmed willingness to help is influenced by the salience of the problem, identification with the workers, inequity of the situation, felt similarity with the workers, empathy with the workers, and the costs of helping. These findings suggest ways to market the Buy American theme.

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Authors and Affiliations

  1. Louisiana State University, USA

    Janeen E. Olsen (Associate Professor of marketing) & Abhijit Biswas (Assistant Professor of marketing)

  2. the University of Utah, USA

    Kent L. Granzin (Professor of marketing)

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  1. Janeen E. Olsen
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  2. Abhijit Biswas
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  3. Kent L. Granzin
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She received her Ph.D. from the University of Utah. Her research interests include international marketing and channels of distribution. Her work has appeared in theJournal of Business Research, Journal of Advertising, Journal of Retailing, and other marketing journals.

He received his Ph.D. from the University of Illinois. His research interests include the fitness market, consumer logistics, helping behavior, and marketing channels. His research findings have been reported in theJournal of the Academy of Marketing Science and in various other business and social science journals and proceedings.

He received his Ph.D. from the University of Houston. Dr. Biswas’s work has been published in theJournal of Marketing, Journal of the Academy of Marketing Science, Journal of Macromarketing, Journal of Business Research, Journal of Advertising, Journal of Consumer Affairs, Psychology and Marketing, andJournalism Quarterly, as well as other refereed journals.

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Olsen, J.E., Biswas, A. & Granzin, K.L. Influencing consumers’ selection of domestic versus imported products: Implications for marketing based on a model of helping behavior. JAMS 21, 307–321 (1993). https://doi.org/10.1007/BF02894523

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