How Do Consumers Adopt Imported Products in an Era of Product Overcrowding?

Abstract

When individuals decide to adopt imported products, they associate these products with one or more places. Thus, consumers are likely to think about the new cultures, ideas, and behaviors associated with these places. When adopting imported products some consumers seek some type of novelty without altering existing decisional and/or behavioral structures whereas other consumers seek novelty to create new consumption situations. Nonetheless, current research has failed to explain how determinant the influence of the product’s place and the process of adopting this product are on consumer’s purchase intention. Therefore, this research analyzes: 1) the influence of the product’s place market development level on consumers’ purchase intention, 2) the process followed by consumers during the adoption of imported products, 3) the effect this process has on consumers’ purchase intention, and 4) the moderating effect of social influence and prior product knowledge on this process. A survey of 491 participants from Mexico and the United States revealed: 1) that significant differences in consumers’ purchase intention are due to the product’s place market development level; 2) that the process followed by consumers during the adoption of imported products represents an explanation chain sequentially described by the consumer attitudes toward that imported product, the behavioral intention to use that imported product, and the selection, evaluation and acceptance of that imported product; 3) that this adoption process has a determinant effect on consumers’ purchase intention for imported products; and 4) that social influence and prior product knowledge also influence consumers purchase intention for imported products. Overall, this research makes a theoretical contribution in three particular ways: 1) by providing an enriched and customized framework to fully understand the product adoption process of consumers when deciding to purchase imported products, 2) by identifying the differences on consumers’ purchase intention due to different levels of market development associated to both, the imported product and the consumer, and 3) by proposing that the product adoption process represents an explanation chain.