Please use this identifier to cite or link to this item: http://hdl.handle.net/1893/1709
Appears in Collections:Marketing and Retail Journal Articles
Peer Review Status: Refereed
Title: Roots Marketing: the marketing research opportunity
Authors: Nancarrow, Clive
Tinson, Julie
Webber, Richard
Contact Email: j.s.tinson@stir.ac.uk
Issue Date: 2007
Publisher: World Advertising Research Center
Citation: Nancarrow C, Tinson J & Webber R (2007) Roots Marketing: the marketing research opportunity, International Journal of Market Research, 49 (1), pp. 47-69.
Abstract: Given the past and current migration of many populations, a significant and growing global marketing opportunity exists for products where the national identity or country of origin can be used as positive sub-branding. Two important questions for marketing researchers are discussed: first how to “reach” these consumers psychologically and, second, how to “physically” reach them. To appreciate how to reach them psychologically the emotional significance and key dimensions of national, cultural or regional origins are examined using both the literature and a qualitative research study. As regards how “physically” to reach and make contact both in marketing research and marketing terms with such a geographically dispersed target market the authors examine marketing research and database research questions to establish a person’s perceived roots and report on an innovation in the use of personal and family names as indicators of origins or affiliations. Focusing on Scottish migrants and their descendants as a case study, the paper reports on two quantitative studies where the strength of the link between Scottish identity and the consumption of Scottish goods is determined. The findings indicate a significant marketing opportunity given the above average level of purchasing Scottish products by migrants and their descendants particularly as such people represent ambassadors for goods from their country of origin. The implications for other migrant groups across the world are noted.
Type: Journal Article
URI: http://hdl.handle.net/1893/1709
URL: http://www.ijmr.com/Contents/RecentIssues.asp?Issue=Vol.%2049%2C%20No.%201%2C%202007#Articles
Rights: The publisher does not allow this work to be made publicly available in this Repository. Please use the Request a Copy feature at the foot of the Repository record to request a copy directly from the author; you can only request a copy if you wish to use this work for your own research or private study.
Affiliation: University of the West of England
Marketing and Retail Division
University College London

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