Consumer Ethnocentrism

Case of Poland

Ethnocentrism is a term coined by W.G. Sumner (1906). He claimed that ethnocentrism is

“…the viewpoint that one’s ethnic group is the center of everything, against which all other
are judged…”
The Popular Encyclopedia defines ethnocentrism as “an attitude of a man which treats
one’s own group as the best in all respects and evaluates other groups (generally negatively)
from the viewpoint of similarities and differences between them and one’s own standard
group”.
The basic characteristics of ethnocentrism comprise:
 a sense of belonging to an ethnic group,
 patriotism and national awareness,
 a feeling of superiority towards other social groups, even xenophobia,
 cultural traditionalism.
Two American researchers T. Shimp and S. Sharma applied the term to the marketing and
marketing research in 1987 calling it consumer ethnocentrism.
In the opinion of T. Shimp and S. Sharma consumer ethnocentrism denotes “… consumer
belief concerning the obligation and morality of purchasing products of national origin…”.
Consumer ethnocentrism:
 is a form of economic patriotism in the sphere of consumption,
 demonstrates fully as a conscious preference of national products.
Components of ethnocentric attitude:
 effect of emotional attitude towards the country of product origin,
 effect of a tendency to specific behavior towards products of certain origin,
 effect of awareness of product characteristics guaranteed by its country of origin.
Ethnocentric attitudes of consumers may result from an entrenched belief that national
products are superior to foreign ones, but may appear also when the quality of products is
unquestioned.
A different category of attitudes appears when consumers consciously and
consequently prefer foreign products. Such attitudes may be conventionally defined as
consumer “internationalism”. Similar as ethnocentric consumers, also internationalist ones
seek information whether a product is national or foreign and take this feature into
consideration while making purchasing decisions. However, in this case they choose foreign
products.
Contrary to consumers representing ethnocentric or internationalist attitudes also
others, conventionally called cosmopolite consumers, may be distinguished. They neither
perceive nor consider in their purchasing decisions such product feature as the country of
origin. Their decisions base on comparing products in view of other features and making
choice to maximize the total benefits. Interrelations of these features and the way they are
perceived may be different in various consumer segments. A common feature of cosmopolite
consumers is disregarding in their purchasing decisions the fact whether a product is national
or foreign.
Attitudes of consumer ethnocentrism:
 fundamental – natural identification of an entity with its own group and its values,
 moderate – affirmative attitude towards own values with a slight depreciation of foreign
patterns,
 aggressive – absolute dominance of own values at simultaneous intolerance of other
standards,
 ostensible – due to mistaking a brand with a country of product origin.
Non ethnocentric attitudes:
 consumer internationalism – extremely positive attitude towards foreign products,
 consumer cosmopolitism – choosing products which bring the greatest benefits without
considering their country of origin.
Attitudes of consumers, who in their decisions take into consideration a fact that a product is
national or foreign:
 are not fixed and change constantly,
 are modified by processes occurring in the consumer environment (among others depend
on domestic and foreign products supply on the market),
 depend on how consumers perceive a relationship between their market behavior and
condition of the whole economy and society.
Ethnocentric attitude may be strengthened among others when a consumer associates the
fact of purchasing foreign products with a negative effect upon the national economy:
 decreased demand for national products,
 making redundant employees manufacturing these products,
 unemployment,
 diminishing the budget revenues,
 higher taxes, etc.
Determinants of the level of consumer ethnocentrism
1. Psychosocial factors
 openness to foreign culture,
 patriotism,
 conservatism,
 individuality.
2. Demographic factors
 age,
 gender,
 education,
 income.
3. Alleviating and aggravating factors:
 perceiving a product indispensability ,
 perceived economic threat.
Two groups of factors: psychosocial and demographic factors directly affect the level of
consumer ethnocentrism. In the psychosocial factors group a dependency may be observed
between consumer ethnocentrism and openness to foreign cultures. Entities differ
considerably as to their experiences in relations with other nations, values, behaviours and
culture. Opportunity to acquaint oneself with other behavioural standards usually allows to
diminish prejudices associated with culture. Patriotism denoting allegiance to one’s country
is closely related with ethnocentrism as it acts as a defensive mechanism for a given social
group. Entities characterized by a deeper patriotism reveal a stronger consumer ethnocentrism
than other persons. The situation is similar in case of conservatism, which means attachment
and cherishing tradition but also unwillingness for any changes. It may provide a barrier for
imported commodities sale. The elements which close the psychosocial factors group are
collectivism and individualism. The attributes characterizing collectivist cultures are among
others: subordinating one’s own goals to group goals, identification with group and feeling
responsible for the other group members. In case of collectivist cultures entities are more
susceptible to group influence, e.g. concerning imports, which causes that they are more
ethnocentric than individualistic entities which mainly have their own benefit in mind.
 Demographic factors are the second group influencing the level of consumer
ethnocentrism. It may be said that as a rule elderly people are more conservative and
characterized by a deeper patriotism (e.g. they witnessed conflicts on nationalistic grounds).
Therefore, such persons demonstrate a higher level of consumer ethnocentrism in their
choices, visible as an apparent preference of national product. Younger generations are more
cosmopolitan in their preferences and more positively disposed towards imported goods.
Also gender may determine the level of ethnocentrism. Women show more
conservative attitudes than men, reveal a higher level of patriotism and attach greater
importance to preserving social harmony and maintaining positive attitudes among the
society.
Another demographic feature which should be mentioned is education – persons
possessing higher education show less ethnic prejudice.
The situation looks similar in case of incomes, which generally are correlated with
education. Persons who have higher incomes are more eager to buy imported products, which
is among others connected with their frequent trips abroad leading to their openness to foreign
cultures.
On the other hand, the effect of consumer ethnocentrism on the attitude towards
imported goods is either alleviated or aggravated by perceived indispensability of a product
and realized economic threat. Once a product has been considered absolutely indispensable,
consumer ethnocentrism does not play any particular role in shaping the attitude towards its
origin and ethnocentric tendencies are alleviated by perceived necessity to buy imported
products. However, a significant factor aggravating ethnocentrism effect is apprehension of
foreign competition and job insecurity. At the moment when a given social group feels
economic anxiety resulting from foreign competition, it may be expected than any “foreign
quality” would assume a negative meaning.
Decision to purchase some definite brand is particularly difficult when a big number
of competitive products is available on the market. Consumers make their choice on the
basis of their own experience, knowledge, information from the manufacturer, opinions of
leaders and reference groups to which they belong or to which they would like to belong.

It should be noticed that each product may be identified on the basis of some
determined features, both physical and emotional. One of those is product origin. Owing to
the information on the product or specific symbolic marking (bar code, national quality
symbol, name and address of the manufacturer, place of manufacturing, language in
which the product is described) a consumer may presume from where the product
originates.
Factors affecting the country of product origin identification:
- Sign „Made in…”,
- Bar code,
- Manufacturer's name,
- Brand,
- Product description language,
- National symbols of quality
Differentiation whether the product is national or foreign is a difficult issue and raises
many controversies (for example, because of globalization).
During the period of centrally steered economy attitudes of consumer internationalism
were characteristic for the Central and East European countries, including Poland. However
already since the fifties of the 20 th century consumer attitudes have been changing towards
ethnocentric standpoints.
Results of the TNS OBOP research conducted in Poland
The crucial arguments for purchasing a product:
- for 84% of Poles who buy food products, the product origin is important,
- for 81% traditional recipes and manufacturing methods,
- 87% of Poles go by their habits.
Therefore, even world concerns operating in Poland use local products.
Poles want to buy national food because they know it best and may trust its quality, while the
information about the place of food origin from the close nighbourhood may guarantee its
natural character and freshness.
Made in Poland on shelves
Currently a majority of trading companies in Poland emphasizes that over 90 percent of
products in their shops are goods manufactured in Poland.
Increasingly, more trading networks include regional products in their offer.

World-famous brands with local input

Consumer attachment to national brands is most obvious on Polish market of mineral water,
where foreign products were not successful.
 French Danone, the owner of Evian water, popular abroad, in Poland offers only mineral
water Żywiec Zdrój – a leader on Polish market. Poles spend annually every fifth zloty
destined for bottled mineral water.
 Coca-Cola withdrew Bonaqua water from the market and focused on Kropla Beskidu
mineral water, which managed to reach the market top list.
 Consumer attachment to national brands has been best exploited by juice producers. The
top list enterprise Maspex – with brands Tymbark and Kubuś, Agros Nova with brand
Fortuna and Hortex – brand Hortex. About two thirds of the market belongs to these
three manufacturers.
 On the contrary the brands Cappy of Coca-Cola and Toma owned by PepsiCo proved
unsuccessful on the market. Marketing strategies and ideas of the product based on the
patterns successful in other countries were not accepted on Polish market.

Results of consumer survey

The studies were conducted during the period from June to August 2009 as a survey on a
group of 200 respondents.
1. Respondents’ declarations concerning preferences of purchasing Polish or foreign
food products (%)
When asked about their preference of purchasing Polish or foreign products, the majority, i.e.
45% of the surveyed definitely pointed to national products as preferable. On the other hand,
27% of the surveyed claimed that they buy some national and some foreign products. About
¼ of the surveyed (24%) declares that the product origin is of no importance, whereas only
4% prefers to buy foreign food products.
2. Respondents’ declarations whether their parents encouraged them to purchase
Polish products (%)
Respondents also answered the question if their parents convinced them about a superiority of
Polish products. As much as 65% of the surveyed stated that they had never thought about it,
whereas 30% of the respondents confirmed that since their earliest childhood their parents
were persuading them that Polish products were the best. Only 5% of the respondents
admitted that they had never discussed it with their parents.
3. Respondents’ association of food product characteristics with Polish or foreign
product (%)
 The surveyed were asked to determine with which product, i.e. Polish or foreign they
associate the stated characteristics. The opinions differed considerably, however it may be
stated that the highest percent of the respondents considered organic origin and low price are
attributes of Polish food products. On the other hand, the respondents link well known brand,
prestige, luxury, innovativeness and high quality mainly with foreign products.
From the consumer attitudes viewpoint it is important on the basis of what criteria a
purchaser is willing to consider the product as national.
4. Mean assessments of criteria determining whether a product is national (on 1-5
scale)
The respondents were asked also for an assessment of factors which may determine whether a
product may be regarded as Polish. The factors were evaluated on a 1-5 scale ( 1- little
important, 5 – very important). After averaging the respondents’ answers it may be stated that
Polish brand and production conducted in Poland are the most important determinants of the
product origin. On the other hand the respondents regarded the bar code on the product
wrapping to be of the least importance.
5. Respondents’ opinion on whether purchasing foreign products is unpatriotic (%).
Almost 90% of the surveyed think that acquisition of foreign products may evidence an
unpatriotic attitude. The other were unable to give a definite answer.
6. Respondents’ opinion on buying Polish food products even if it is not profitable (%)
When asked if they prefer to support Polish products even if it is less profitable, almost a half
of the surveyed answered definitely in the positive. Only 3% expressed a different opinion or
chose “rather not” variant. On the other hand 1/5 of the surveyed had no opinion on this
matter.
7. Emblems and titles promoting Polish products
 “Poland: Now!”
 Polish healthy food
 Good because Polish
8. Respondents’ declarations about their knowledge of activities promoting Polish food
products
Polish food products may bear the emblems and titles of : “Poland: now!”/ “Good because
Polish”/”Polish healthy food”. The surveyed responses indicate that a vast majority knows
both the emblems and the campaigns.
9. Respondents’ declarations concerning conscious choice of food products bearing the
titles and emblems promoting Polish food products.
When asked if at least once they consciously acquired food products marked with the above
mentioned emblems or titles 23% of the surveyed admitted that they had never consciously
bought food products with these emblems, whereas 47% rather consciously did not do it,
finally 30% chose variants yes or rather yes.
Economic crisis is one of major factors fostering the emergence and creating of
ethnocentric attitudes.
An example of activity aiming at creation of economic patriotism is a campaign promoting
purchasing Polish products entitled: “Buy our products– we may be proud of them”.
The main objectives of the project were:
 breaking the ice and abolishing of the stereotypes of Polish product quality,
 change Poles’ mentality in which indigenous products are still perceived as something
worse.
The campaign was conducted at several stages:
 the first was the all-Polish social campaign,
 the second was advertising campaign of Polish firms,
 the third stage was an all-Polish educational programme to make the Poles aware how
everyday purchasing decisions may help to improve their life quality.
10. Respondents’ declarations concerning their knowledge of “Buy our products - we
may be proud of them”
The following question referred to the campaign Buy our products. It was found that almost a
half of the surveyed persons (45%) had not heard anything about such campaign, whereas
20% declared that they had heard about this campaign.
11. Respondents opinions about the factors favouring purchasing bigger amounts of
Polish food products.
68% of the respondents asked about the reasons for purchasing a greater amount of Polish
products answered that the reason would be a better quality, 12% of the surveyed would like
Polish products to be more modern. On the other hand 13% of the respondents stated that
there should be a greater number of endeavours promoting Polish products, while 5% think
Polish products should be better marked, whereas the smallest percent (2%) thinks that Polish
articles should have lower prices.
12. The most Polish brand in the respondents’ opinion
The surveyed were asked to order brands in a 1-8 scale where 1 – the most Polish brand and 8
– the least Polish brand. The highest proportion of the respondents (29%) regarded Łowicz
brand as the most Polish one.
Conclusions
 A majority of the surveyed prefers to buy Polish food products.
 However, about ¼ of the respondents eventually prefers foreign products and does not
attach particular importance to the product origin.
 For a vast majority of the surveyed the features characteristic for Polish food products are
their organic origin and low price.
 On the other hand, a majority of the surveyed associates foreign products with such
distinguishing features as: prestige, luxury, well-known brand, innovativeness.
 The respondents decided that the criteria most determining the fact that a product may be
regarded as Polish are Polish brand and its production conducted in Poland.
 A definite majority of the surveyed support the opinion that purchasing foreign products is
unpatriotic, whereas a half thinks that one should buy Polish food products even though it
is unprofitable.
 Most of the respondents declares that they know or rather know the actions aiming at
promoting Polish products, such as “Poland: now!”, “Polish healthy food”, or “Good
because Polish”. However, only every third surveyed person consciously chose products
bearing these titles.
 Almost 2/3 of the surveyed does not know any promotional campaign aimed to support
patriotic attitudes towards Polish products called “Buy our products. We may be proud of
them.”.
 Better quality, better popularized actions promoting Polish products and modernity are the
factors, which in the respondents’ opinions would make consumers buy Polish food
products.
 According to the surveyed the most Polish brands are: Łowicz (fruit and vegetable
products), Jutrzenka (confectionery), Wedel (chocolate products) and Tyskie (beer).
Currently Wedel brand belongs to Cadbury, whereas Tyskie brand belong to the concern
Kompania Piwowarska.