Crossover Dreams: Consumer Responses to Ethnic-Oriented Products

Abstract

The authors develop and evaluate a framework for investigating and understanding ethnic product crossover, that is, when a product intended for one ethnic minority group gains significant penetration among consumers outside the referent ethnic group. In three studies, the authors investigate how a product's characteristics, the promotion and distribution decisions made for the product, and consumers' propensity for diversity influence the product's likelihood of crossing over from the intended ethnic target market to mainstream white consumers. Product characteristics interact with both other marketing decisions and consumers' diversity-seeking tendencies to influence whether consumers will be interested in ethnic products and the social context in which they are willing to consume them. The authors discuss the implications of the findings for theory and practice and provide directions for further research that include consideration of the product's ethnic embeddedness, the context in which the product will be consumed, and consumers' diversity-seeking tendencies.