Abstract

PIPOLI DE AZAMBUJA, Gina-María; GARCIA-ARRIZABALAGA, Iñaki  and  RODRIGUEZ-PENA, Gustavo. Do image and familiarity have a significant effect on purchase intention?. estud.gerenc. [online]. 2019, vol.35, n.152, pp.249-258. ISSN 0123-5923.  https://doi.org/10.18046/j.estger.2019.152.3281.

The purpose of this paper is to study the relationship between the (i) country image of Peru, (ii) cotton’s product image, (iii) familiarity with Peru, and (iv) cotton’s product familiarity with the purchase intention of Peruvian cotton. Survey techniques were used to collect the primary data, applying a closed question questionnaire in two samples that represent the consumers of two countries with different levels of familiarity with Peru: France and the United States. This study has found that there is a positive association between the studied variables, in at least one sample. One of the main managerial implications is that Peruvian cotton exporters could innovate their global marketing strategies using Peru’s country image to improve the positioning of Peruvian cotton in international markets.

JEL classification: M31, M38, Q13.

Keywords : purchase intention; country image; familiarity; cotton; Peru.

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