Culture and consumer behavior:Toward an understanding of cross-cultural consumer behavior in international marketing

Journal of International Consumer Marketing

Volumn 6, Issue 2, 1993, Pages 91-127

  McCort, Daniel John ^a   Malhotra, Naresh K ^b  

^a WHEATON COLLEGE   (United States)

^b GEORGIA INSTITUTE OF TECHNOLOGY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0010105241     PISSN: 08961530     EISSN: 15287068     Source Type: Journal    
DOI: 10.1300/J046v06n02_07     Document Type: Article

References (120)

1. Alden, D. L., Hoyer, W. D., & Wechasara, G. (1989). “Choice strategies and involvement: A cross-cultural analysis.” Advances in Consumer Research, 16, 119-124.
2. Amir, Y. & Sharon, I. (1987). “Are social psychological laws cross-culturally valid?” Journal of Cross-Cultural Psychology, 18, 4, 383-470.
3. Amould, E. E (1989). “Toward a broadened theory of preference formation and the diffusion of innovations: Cases from Zinder Province, Niger Republic.” Journal of Consumer Research, 16, 239-265.
4. Beatty, S. E„, Homer, P. M., & Kahle, L. R. (1988). “Problems with VALS in international marketing research: An example from the application of the empirical mirror technique.” Advances in Consumer Research, 15, 375-380.
5. Belle, R. W. (1987). “Material values in the comics: A content analysis of comic books featuring themes of wealth.” Journal of Consumer Research, 14, 26-42.
6. Belk, R. W. (1985). “Materialism: Trait aspects of living in the material world.” Journal of Consumer Research, 12, 265-280.
7. Belk, R. W. (1990). “Materialism and the modem US Christmas,” in Hirschman, B.C. (ed.), Interpretive Consumer Research. Provo, UT: Association for Consumer Research.
8. Belk, R. W., Sherry, J. F. & Wallendorf, M. (1988). “A naturalistic inquiry into buyer and seller behavior at a swap meet.” Journal of Consumer Research, 14, (March), 449-470.
9. Belk, R. W., Wallendorf, M., & Sherry, I. F. (1989). “The sacred and the profane in consumer behavior: Theodicy on the odyssey.” Journal of Consumer Research, 16 (June), 1-39.
10. Berry, J. W. (1969). “Ecology and socialization as factors in figiiral assimilation and binocular rivalry.” International Journal of Psychology, 4, 271-280.
11. Bond, M. H. & Yang, K. S. (1982). “Ethnic affirmation versus cross-cultural accommodation: The variable impact of questionnaire language on Chinese bilinguals from Hong Kong.” Journal of Cross-Cultural Psychology, 13, 2, 169-185.
12. Bond, M. H. & Cheung, T. S. (1983). “College student’s spontaneous self-concept: The effect of culture among respondents in Hong Kong, Japan, and the United States.” Journal of Cross-Cultural Psychology, 14, 2, 153-171.
13. Bontempo, R., S. Lobel and H. Triandis (1990). “Compliance and value internalization in Brazil and the U.S.” Journal of Cross-cultural Psychology, 21, 2, 200-213.
14. Boote, Alfred S. (1982), “Psychographic segmentation in Europe,” Journal of Advertising Research, 22 (December 82-January 83), 19-25.
15. Chen, C. L. & Yang, D. C. (1986). “The self image of Chinese-American adolescents: A cross-cultural comparison.” International Journal of Social Psychology, 32, 419-26
16. Chu, Godwin C. (1985). The changing concept of self in contemporary China, in DeVos, G., A. J. Marsella, and F. L. EC Hsu (Eds.) Culture and Self Honolulu: University of Hawaii Press
17. Clark, T. (1990). “International marketing and national character: A review and proposal for an integrative theory.” Journal of Marketing, Oct, 1990 66-79.
18. Cole, M. & Scribner, S. (1981). Culture and Thought: a psychological introduction. New York: Wiley.
19. Cote, J. A. & Tansuhaj, P. S. (1989). “Culture bound assumptions in behavior intention models.” Advances in Consumer Research, 16, 105-109.
20. Cousins, S. D. (1989). “Culture and self-perception in Japan and the United States.” Journal of Personality and Social Psychology, 56, 1, 124-131.
21. de Waele-van, Helvoort, D. H. (1985). “Self-Concept and Minority Position.” Pedagogische Studien, 62, 1, 59-68.
22. Deregowski, J. B. (1980). “Perception,” in Triandis (ed.) The Handbook of Cross-Cultural Psychology
23. Detweiler, R. A. (1978). “Culture, category width, and attributions.” Journal of Cross-cultural Psychology, 9(3), 259-284.
24. Domino, G. & Hannah, M. T. (1987). “A comparative analysis of social values of Chinese and American children.” Journal of Cross-cultural Psychology, 18, 1, 58-77.
25. Douglas, S. and C. Samuel Craig (1983). International Marketing Research. Prentice-Hall: Englewood Cliffs, NJ.
26. Draguns, J. G. (1981) “Culture and Personality,” in Marsella, Tharp, and Cibo-rowski (eds.) Perspectives on Cross-Cultural Psychology. Academic Press San Francisco
27. Feldman, I. (1988). “Social Cognition, Reality, and Job Perception.” Paper presented at the Society of Industrial and Organizational Psychologists, Dallas, TX. April, 1988.
28. Friedman, R. (1986a). “Psychological meaning of products: Identification and marketing applications.” Psychology and Marketing, 3, 1, 1-15.
29. Furbee, L. & Benfer, R. A. (1983). “Cognitive and geographic maps: Study of individual variation among tojolabal mayans.” American Anthropologist, 85, 305-334.
30. Gilly, M.C. (1988). “Sex roles in advertising: A comparison of television advertisements in Australia, Mexico and the United States.” Journal of Marketing, 52, winter, 75-86.
31. Goodenough, W. H. (1981). Culture. Language & Society (2nd ed.). Menlo Park, CA: The Benjamin/Cummings Pub. Co.
32. Goodenough, W. H. (1978). “Field dependence.” In H. London & J. Exner (eds.) Dimensions of personality. New York: Cambridge University Press.
33. Grunert, S. & Scherhom, G. (1990). “Consumer values in West Germany underlying dimensions and cross-cultural comparison with North America.” Journal of Business Research, 20, 2, 97-107.
34. Gudykunst, W.B. & Ting-Toomey, S. (1988). “Culture and affective communication.” American Behavioral Scientist. 31, 3, 384-400.
35. Hampton, Gerald M. and P. van Gent (1984), “International Marketing: 50 Suggested Research Projects for the 1980s,” European Research, 12 (July), 134-142.
36. Herskovits, M. (1948). Man and His Works. New York: Knopf.
37. Hirschman, E. C. (1990). Interpretive Consumer Research. Provo, UT: Association for Consumer Research.
38. Hirschman, E. C. (1988). “Movies as myths: An interpretation of motion picture mythology,” in Umiker-Sebeok, J. (ed.), Marketing and Semiotics: New Directions in the Study of Signs.
39. Hirschman, E. C. (1985). “Primitive Aspects of Consumption in Modem American Society.” Journal of Consumer Research, 12, 142-154.
40. Holbrook, M. B. (1989). “Seven routes to facilitating the semiological interpretation of consumption symbolism and marketing imagery in works of art: Some tips for wildcats.” Advances in Consumer Research, 16, 420-425.
41. Holland, Dorothy and Naomi Quinn (1988). Cultural Models in Language and Though:, Holland and N. Quinn (eds.). Cambridge: England: Cambridge University Press.
42. Hoosain, Rumjahn (1987). “Perceptual processes of the Chinese,” in Michael H. Bond (ed.), The Psychology of the Chinese People. Hong Kong: Oxford University Press.
43. Howard, John A. (1977). Consumer Behavior: Application of Theory. New York: McGraw-Hill.
44. Hsu, E L. K., (1983). Rugged Individualism Reconsidered. Knoxville, TN: The University of Tennessee Press.
45. Hudson, L. A. & O’Zanne, J. L. (1988). “Alternative ways of seeking knowledge in consumer research.” Journal of Consumer Research, 14, 508-521.
46. Inkeles, Alex and Daniel Levinson (1984). National Character: The Study of Modal Personality and Sociocultural Systems, in The Handbook of Social Psychology, G. Lindzey and E. Aronson (eds.). Reading, MA: Addison-Wesley Publishing.
47. Jahoda, G., (1980) “Theoretic and systematic approaches in cross-cultural psychology,” in Triandis (ed.) The Handbook of Cross-Cultural Psychology, Vol l, pg 69-141.
48. Jahoda, G. (1982) Psychology and Anthropology. London: Academic Press.
49. Kahle, L. R. (1983). Social Values and Social Change: Adaptation to Life in America New York: Praeger.
50. Kahle, L. R. (1986). “The relationship among consumer attitudes, self-concept, and behaviors: A social adaptation approach,” in Olson J. & Sentis, K.(eds.), Advertising and Consumer Psychology. New York: Praeger
51. Kahle, L. R., Beatty, S. E. & Homer, P. (1986). “Alternative measurement approaches to consumer values: The List of Values and Values and Lifestyles.” Journal of Consumer Research, 13, 405-409.
52. Kautsky, K. (1971). The political consequences of modernization. Malabar, FL: Robert E. Krieger Publishing Co.
53. Keown, Charles R, Laurence W. Jacobs and Kyung-Il Ghymn (1991). “Content Analysis of Electronic Media Advertising in the United States, Japan, South Korea and the People’s Republic of China.” World Marketing Congress: International Conference Series, Volume 5, 116-121.
54. Kluckhohn, F. R. & Strodtbeck, E L. (1961). Variations in Value Orientations. Westport, CT: Greenwood Press.
55. Kroeber, A. & Kluckhohn, C. (1952). Culture: A critical review of concepts and definitions. Cambridge, MA: Peabody.
56. Lastovicka, J. L. & Joachimsthaler, E. A. (1988). “Improving the detection of personality-behavior relationships in consumer research.” Journal of Consumer Research, 14, 583-587.
57. Lee, Choi (1990). “Modifying an American Consumer Behavior Model for Consumers in Confucian Culture: The Case of Fishbein Behavioral Intention Model” Journal of International Consumer Marketing, 3, 1, 27-50.
58. Lee, D. H. (1990). “Symbolic interactionism: some implications for consumer self-concept and product symbolism research.” Advances in Consumer Research, 17, 386-392.
59. Leung, K. & Bond, M. H. (1989). “On the empirical identification of dimensions for cross-cultural comparisons.” Journal of Cross-Cultural Psychology, 20, 2, 133-151.
60. Liu, In-Mao (1987). “Chinese Cognition,” in Michael H. Bond (ed.), The Psychology of the Chinese People. Hong Kong: Oxford University Press.
61. Lonner W. I. (1980). “The Search for Psychological Universals,” in Triandis (ed.), The Handbook of Cross-Cultural Psychology, Vol. 1, pg. 143-204.
62. Lonner W. J., and Triandis, H. C. (1980). “Introduction to Basic Processes,” in Triandis (ed.), The Handbook of Cross-Cultural Psychology, Vol. 3, pg. 1-20.
63. Malhotra, N. K. (1991). “Mnemonics in marketing: A pedagogical tool.” Journal of the Academy of Marketing Science, 19, 2, 141-149.
64. Malhotra, N. K. (1987) “Self-concept and product choice: and integrated perspective.” Journal of Economic Psychology, 9, 1, 1-28.
65. Mann, L. (1980). “Cross-cultural studies of small groups,” in Triandis, H. C. (ed.) The Handbook of Cross-Cultural Psychology. Vol. 5, pg. 155-209.
66. Markus, H, & Wurf, E. (1987). “The dynamic self-concept: A social psychological perspective.” Annual Review of Psychology, 38, 299-337.
67. Matsumoto, D. (1988). “Cultural influences on the perception of emotion.” Journal of Cross Cultural Psychology, 20, 1, 92-105.
68. McCarty, J.A. (1989). “Current theory and research on cross-cultural factors in consumer behavior.” Advances in Consumer Research, 16, 127-129.
69. McCracken, G. (1989). “Who is the celebrity endorser? Cultural foundations of the endorsement process.” Journal of Consumer Research, 16, 310-321.
70. McCracken, G. (1986). “Culture and consumption: A theoretic account of the structure and movement of the cultural meaning of consumer goods.” Journal of Consumer Research, 13, 71-84.
71. Medin, D. L. (1989). “Concepts and conceptual structure.” American Psychologist, 44, 1469-1481.
72. Mick, D. G. (1986). “Consumer research and semiotics: Exploring the morphology of signs, symbols, and significance.” Journal of Consumer Research, 13 196-213.
73. Miller, J. G. (1986). “Early cross-cultural commonalities in social expression.” Developmental Psychology, 22(4) 514-520.
74. Olshavsky, R. W., Moore, D. l. & Lim, J. S. (1990). “An information processing interpretation of cross-national consumer characteristics.” Journal of Global Marketing, 1, 4, 25-39.
75. Grtner, Sherry (1990). Patterns of history: Cultural schemas in the foundings of sherpa religious institutions, in OhnuM-Tiemey, E. (Ed.) Culture through time: Anthropological approaches. Stanford, CA: Stanford University Press.
76. Osgood, C.E., May, W. & Miron, M. (1975). Cross-cultural universals of affective meaning. Urbana, EL: University of Illinois Press.
77. Pepitone, A. (1986). “Culture and the cognitive paradigm in social psychology.” Australian Journal of Psychology, 38(3) 245-256.
78. Pepitone, A. & Triandis, H. C. (1987). “On the universality of social psychological theories.” Journal of Cross-Cultural Psychology, 18(4), 471-498.
79. Pitts, R. E., Whalen, D. J., O’Keefe, R. & Murray, V. (1988). “Black and white response to culturally targeted television commercials: A values based approach.” Psychology and Marketing, 6, 4, 311-328.
80. Pollay, R. W. (1986). The Distorted Mirror: Reflections on the unintended consequences of advertising. Journal of Marketing, 50, (April), 18-36.
81. Poortinga, Y. H. & Van de, Vijver, F. (1987). “Explaining cross-cultural differences: Bias analysis and beyond.” Journal of Cross-Cultural Psychology, 18, 3, 259-282.
82. Prakash, V. & Munson, J. M. (1985). “Values, expectations from the marketing system and product expectations.” Psychology and Marketing, 2(4), 279-0296.
83. Quinn, Naomi and Claudia Strauss (1992). A cognitive framework for a unified theory of culture. In press.
84. Ricks, D. A. (1983). Big Business Blunders: Mistakes in Multinational Marketing. Homewood, IL: Dow Jones-Irwin.
85. Rogoff, B. & Waddell, K. J. (1982). “Memory for information organized in a scene by children from two cultures.” Child Development, 53, 5, 1224-1228.
86. Rohner, R. P. (1984). “Toward a conception of culture for cross-cultural psychology.” Journal of Cross-Cultural Psychology, 15, 2, 111-138.
87. Rokeach, M (1973). “The nature of human values and value systems.” In The Nature of Human Values. New York: Free Press, 3-25.
88. Rook, D. (1985). “The ritual dimension of consumer behavior.” Journal of Consumer Research, 12, 251-264.
89. Rotenberg, K. J. & Cranwell, F. R. (1989). “Self-Concept in American Indian and White Children: A Cross-Cultural Comparison.” Journal of Cross-Cultural Psychology, 20, 1, 39-53.
90. Roth, M. S. and C. Moorman (1988). “The Cultural Content of Cognition and the Cognitive Content of Culture.” Advances in Consumer Research, 15, 403-410.
91. Rousseau, D. (1979). “A cross-cultural study of automobile perception amongst three student populations.” Psychologia Africana, 18, 33-46.
92. Schiffman L. G., and Kanuk, L. L. (1983) Consumer Behavior. New York: Pren-tice-Hall.
93. Segall, M. H., Campbell, D. T., & Herskovits, M. (1966). Influence of culture on visual perception. Indianapolis: Bobbs-Merrill.
94. Shamdasani, P.N. and D.W. Kook (1989). An Exploratory Study of Impulse Buying in an Oriental Culture: The Case of Singapore. Singapore Marketing Review, 4, Jan., p. 7-20.
95. Sheth, J. N. & Sethi, P. (1978). “A theory of cross-cultural buyer behavior,” in Woodside, A. G, Sheth, J. N. & Bennett, P. D. (eds.) Consumer and Industrial Buying Behavior. New York: North-Holland.
96. Sherry, J. F. and Camargo, E. G. (1987). “English language labeling and the semiotics of Japanese promotion.” Journal of Consumer Research, 14, 174-188.
97. Strauss, Claudia (1991). Preliminaries to a theory of culture acquisition. Paper delivered at conference, “The Study of Cognition: Conceptual and Methodological Issues,” University of Minnesota.
98. Szalay, Deese. (1969). Subjective Meaning and Culture: An Assessment Through Word Associations. Hillsdale, NJ: Erlbatim.
99. Taft, R. (1986). “Methodological considerations in the study of immigrant adaptation in Australia.” Australian Journal of Psychology, 38, 3, 339-346.
100. Tan, Chin.T. and John U. Farley (1987). The Impact of Cultural Patterns on Cognition and Behavior in Singapore.” Journal of Consumer Research, 13 (March), 540-544.
101. Tan, C.T. & Dolich, D. (1983). “A comparative study of consumer information seeking: Singapore vs. the United States.” Journal of the Academy of Marketing Science, 11, 3, 313-322
102. Thorelli, H. B. (1985). “Product information: Search and satisfaction: The P.R.C., Overseas Chinese and Thailand.” International Marketing Review (Winter), 12-20.
103. Thorelli, H. B. & Sentell, G. D. (1982). Consumer Emancipation and Economic Development. Greenwich, CT: JAI Press, Inc.
104. Triandis, H. C. (1989). “The self and social behavior in differing cultural contexts.” Psychological Review, 96, 3, 506-520.
105. Triandis, H. C. (1984). “A theoretical framework for the more efficient construction of culture assimilators.” International Journal of Intercultural Relations, 8, 3, 301-330.
106. Triandis, H. C. (1980). “Introduction to Handbook of Cross-Cultural Psychology,” in Triandis (ed.) The Handbook of Cross-Cultural Psychology, Vol. 1, pg. 1-30.
107. Triandis, H. C. (1972) The Analysis of Subjective Culture. New York: Wiley.
108. Triandis, H. C., R. Bontempo, H. Betancourt, M. Bond, K. Leung, A. Brenes, J. Georgas, H. Hui, G. Marin, B. Setiadi, J. Sinha, J. Verma, J. Spangenberg, H. Touzard & G. de Montmollin (1986). “The measurement of the etic aspects of individualism and collectivism across cultures.” Australian Journal of Psychology, 38, 257-267.
109. Triandis, H. C., Leung, K., Villareal, M. & Clack, F. (1985). “Allocentric versus idiocentric tendencies: Convergent and discriminant validation.” Journal of Research in Personality, 19, 395-415.
110. Triandis, H. C. & Brislin, R. W. (1984). “Cross-cultural psychology.” American Psychologist, 39(9) 1006-1016.
111. Tse, D. K., Belk, R.W. & Zhou, N. (1989). “Becoming a consumer society: A longitudinal and cross-cultural content analysis of print ads from Hong Kong, the People’s Republic of China and Taiwan.” Journal of Consumer Research, 15, 4, 457-472.
112. Tse, D. K., Wong, J. K., & Tan, C. T. (1988). “Toward some standardized cross-cultural consumption values.” Advances in Consumer Research, 15, 387-395.
113. Tu, Wei Ming (1985). Selfhood and otherness in Confucian thought, in A. J. Marsella, G. DeVos, and F. L. K. Hsu (Eds.) Culture and Self: Asian and Western Perspectives. New York: Tavistock Publications.
114. Turnage, T. W. & McGinnies, E. (1979). “A cross-cultural comparison of the effects of presentation mode and meaningfulness on short term recall.” American Journal of Psychology. 86, 2, 369-381.
115. Tylor, E. B. (1871). Original definition in Kroeber, A. L. & Kluckhohn, C., Culture: a critical review of concepts and definitions. New York: Random House 1963.
116. Wagner, D. A. (1974). “The development of short term and incidental memory: A cross-cultural study.” Child Development, 45, 2, 389-396.
117. Ward, S., Klees, D. M. & Robertson, T. S. (1987). “Consumer socialization in different settings: An international perspective.” Advances in Consumer Research, 14, 468-472.
118. Wilkie, W. (1990) Consumer Behavior, 2nd ed. New York: John Wiley & Sons.
119. Yang, Kuo-Shu (1987). “Chinese Personality and Its Change,” in Michael H. Bond (ed.), The Psychology of the Chinese People. Hong Kong: Oxford University Press.
120. Zaichowsky, J. L. & Sood, J. H. (1987). “A global look at consumer involvement and use of products.” International Marketing Review, 6, 1, 20-34.