Extended self: implications for country-of-origin

Purpose – This paper aims to examine country-of-origin (COO) effects from the theoretical angle of extended self and “otherness”. Traditional COO perspectives view COO as an important quality-related, informational cue used to form product evaluations, develop preferences and make purchase decisions. Design/methodology/approach – An experiment was conducted with the COO of a fresh milk product manipulated to examine these predictions. Data were collected from four samples, Americans living in the USA, Americans living in China, Chinese living in China and Chinese living in the USA. Findings – Results found that COO effects were stronger when consumers felt greater animosity toward the foreign country, were more ethnocentric and were less acculturated (i.e. conceptualized as a less expanded self). Additionally, negative product events were interpreted in light of self, in that reactions to an adverse act were stronger when “others” committed the act. American consumers living abroad were more heavily influenced by COO effects, and evidence suggests that this effect occurred because these Americans had a less expanded self than their Chinese counterparts. Originality/value – This study provides a unique angle which leads to a deeper understanding of COO effects which augments the traditional match hypothesis. Specifically, COO effects are stronger, the smaller one’s extended self (greater animosity and ethnocentrism, less acculturation), and that wrongdoings are interpreted in light of self (i.e. reaction to an adverse act is stronger when “others” commit the act). Few studies to date have focused on these factors as layers of armor that consumers use to protect their self and extended self-image in a cross-cultural context.