The role of horizontal and vertical individualism and collectivism in online consumers' response toward persuasive communication on the web

Journal of Computer-Mediated Communication

Volumn 11, Issue 1, 2005, Pages

  Lee, Wei Na ^a   Choi, Sejung Marina ^a  

^a UNIVERSITY OF TEXAS AT AUSTIN   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

WEBSITES;

COMPUTER-MEDIATED COMMUNICATION; CONSUMER RESPONSE; CULTURAL ORIENTATION; MEDIA USE; ONLINE CONSUMERS; ONLINE SURVEYS; TRIANDIS; WEB ADVERTIZING; WEB SKILLS; WEB USERS;

MARKETING;

EID: 27744556493     PISSN: 10836101     EISSN: 10836101     Source Type: Journal    
DOI: None     Document Type: Article

References (52)

1. Alwitt, L. F., & Prabhaker, P. R. (1994). Identifying who dislikes television advertising: Not by demographics alone. Journal of Advertising Research, 34(6), 17-29.
2. Ariely, D. (2000). Controlling the information flow: Effects on consumers' decision making and preferences. Journal of Consumer Research, 27(2), 232-248.
3. Bellah, R. N., Madsen, R., Sullivan, W. M., Swidler, A. & Tipton, S. M. (1985). Habits of the Heart: Individualism and Commitment in American Life. Berkeley: University of California Press.
4. Briggs, R., & Hollis, N. (1997). Advertising on the Web: Is there response before click-through? Journal of Advertising Research, 37 (2), 33-45.
5. Byrne, B. M. (2001). Structural equation modeling with AMOS: Basic concepts, applications, and programming. Mahwah, NJ: Lawrence Erlbaum Associates.
6. Cho, B., Kwan, U., Gentry, J. W., Jun, S., & Kropp, F. (1999). Cultural values reflected in theme and execution: A comparative study of U.S. and Korean television commercials. Journal of Advertising, 28 (4), 59-73.
7. Cho, C.-H., & Leckenby, J. D. (1999). Interactivity as a measure of advertising effectiveness. In D. D. Muehling (Ed.), Proceedings of the 1999 American Academy of Advertising Conference (pp. 26-36). Washington: American Academy of Advertising.
8. de Mooij, M. (1998). Global Marketing and Advertising: Understanding Cultural Paradoxes. Thousand Oaks, CA: Sage.
9. Donthu, N., & Garcia, A. (1999). The Internet shopper. Journal of Advertising Research, 39 (3), 52-58.
10. Ducoffe, R. H. (1996). Advertising value and advertising on the Web. Journal of Advertising Research, 36 (5), 21-35.
11. Dumont, L. (1986). Essays on individualism. Chicago: University of Chicago Press.
12. Dutta-Bergman, M. J., & Wells, W. D. (2002). The values and lifestyles of idiocentrics and allocentrics in an individualist culture: A descriptive approach. Journal of Consumer Psychology, 12 (3), 231-242.
13. eMarketer (2004, April 22). Online ad spending grows over 20% in 2003. Retrieved September 20, 2004 from http://www.emarketer.com/Article.aspx?1002760
14. Ellis, G. D., Voelkl, J. E., & Morris, C. (1994). Measurement and analysis issues with explanation of variance in daily experience using the flow model. Journal of Leisure Research, 26 (4), 337-356.
15. Gao, Y. (2005). Web Systems Design and Online Consumer Behavior. Hershey, PA: Idea Group Publishing.
16. Gouveia, V. V., Clemente, M., & Espinosa, P. (2003). The horizontal and vertical attributes of individualism and collectivism in a Spanish population. Journal of Social Psychology, 143, 43-64.
17. Gudykunst, W. B., & Ting-Toomey, S. (1988). Culture and Interpersonal Communication. Newbury Park, CA: Sage.
18. Gurevich, A. (1995). The Origins of European Individualism. Oxford, UK: Blackwell.
19. Hall, E. T. (1976). Beyond Culture. Garden City, NY: Doubleday & Company.
20. Hall, E. T. (1984). The Dance of Life. Garden City, NY: Doubleday/Anchor.
21. Han, S.-P., & Shavitt, S. (1994). Persuasion and culture: Advertising appeals in individualistic and collectivistic cultures. Journal of Experimental Social Psychology, 30, 326-350.
22. Hoffman, D. L., & Novak, T. P. (1996). Marketing in hypermedia computer-mediated environments: Conceptual foundations. Journal of Marketing, 60 (3), 50-68.
23. Hofstede, G. (1980). Culture's Consequences. Beverly Hills, CA: Sage.
24. Hofstede, G. (1983). Dimensions of national cultures in fifty countries and three regions. In J. Deregowski, S. Dzirawiec, & R. Amis (Eds.), Explications in Cross-Cultural Psychology (pp. 389-407). Lisse, the Netherlands: Swets and Zeitlinger.
25. Hofstede, G. (1984). Culture's Consequences: International Differences in Work-Related Values. Beverly Hills, CA: Sage.
26. Hofstede, G. (1994). Foreword. In U. Kim, H. C. Triandis, C. Kagitcibasi, S.-C. Choi, & G. Yoon, (Eds.), Individualism and Collectivism: Theory, Method, and Applications (pp. ix-xiv). Thousand Oaks, CA: Sage.
27. Hofstede, G. (2001). Culture's Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations. Thousand Oaks, CA: Sage.
28. Hui, C. H., Triandis, H. C., & Yee, C. (1991). Cultural differences in reward allocation: Is collectivism the explanation? British Journal of Social Psychology, 30, 145-157.
29. Huizingh, E. K. E., & Hoekstra, J. C. (2003). Why do consumers like websites? Journal of Targeting, Measurement and Analysis for Marketing, 11 (4), 350-361.
30. James, W. L., & Kover, A. J. (1992). Observations: Do overall attitudes toward advertising affect involvement with specific advertisements? Journal of Advertising Research, 32 (5), 78-83.
31. Jarvenpaa, S., Tractinsky, N., Saarinen, L., & Vitale, M. (1999). Consumer trust in an Internet store: A cross-cultural validation. Journal of Computer-Mediated Communication, 5 (2). Retrieved September 15, 2004 from http://jcmc.indiana.edu/vol5/issue2/iarvenpaa.html
32. Lee, B., & Lee, W. (2005). Information search on the Internet: A causal model. In Y. Gao (Ed.), Web Systems Design and Online Consumer Behavior (pp. 19-42). Hershey, PA: Idea Group Publishing.
33. Li, H., Kuo, C., & Russell, M. G. (1999). The impact of perceived channel utilities, shopping orientations, and demographics on the consumer's online buying behavior. Journal of Computer-Mediated Communication, 5 (2). Retrieved September 15, 2004 from http://icmc.indiana.edu/vol5/issue2/hairong. html
34. Lutz, R. J., MacKenzie, S. B., & Belch, G. E. (1983). Attitude toward the ad as a mediator of advertising effectiveness: Determinants and consequences. Advances in Consumer Research, 10, 532-9.
35. Miracle, G. E., Chang, K. Y., & Taylor, C. R. (1992). Culture and advertising executives: A comparison of selected characteristics of Korean and U.S. television commercials. International Marketing Review, 9 (4), 5-17.
36. Mittal, B. (1994). Public assessment of TV advertising: Faint praise and harsh criticism. Journal of Advertising Research, 34 (1), 35-53.
37. Novak, T. P., Hoffman, D. L., & Yung, Y.-F. (2000). Measuring the customer experience in online environments: A structural modeling approach. Marketing Science, 19 (1), 22-42.
38. Pew Internet & American Life Project (February-March 2005 Tracking Survey). Who's Online: Demographics of Internet Users. Retrieved July 29, 2005 from http://www.pewinternet.org/trends/User_Demo_05.18.05.htm
39. Schlosser, A. E., Shavitt, S., & Kanfer, A. (1999). Survey of Internet users' attitudes toward Internet advertising. Journal of Interactive Marketing, 13 (3), 34-54.
40. Shavitt, S., Lowrey, P., & Haefner, J. (1998). Public attitudes toward advertising: More favorable than you might think. Journal of Advertising Research, 38 (4), 7-22.
41. Singlis, T. M., & Brown, W. J. (1995). Culture, self, and collectivist communication: Linking culture to individual behavior. Human Communication Research, 21, 354-389.
42. Singlis, T. M., Triandis, H. C., Bhawuk, D., & Gelfand, M. J. (1995). Horizontal and vertical dimensions of individualism and collectivism: A theoretical and measurement refinement. Cross-Cultural Research, 29, 240-275.
43. Stellin, S. (2001, Jul 9). Painting some pictures of the online shopper. The New York Times, pp. 4.
44. Steuer, J. (1992). Defining virtual reality: Dimensions determining telepresence. Journal of Communication, 42 (2), 73-93.
45. Triandis, H. C. (1995). Individualism and Collectivism. Boulder, CO: Westview.
46. Triandis, H. C. (2001). Individualism-collectivism and personality. Journal of Personality, 69, 907-924.
47. Triandis, H. C., & Gelfand, M. J. (1998). Converging measurements of horizontal and vertical individualism and collectivism. Journal of Personality and Social Psychology, 74, 118-128.
48. Triandis, H. C., & Suh, E. M. (2002). Cultural influences on personality. Annual Review of Psychology, 53, 133-160.
49. Triandis, H. C., Brislin, R., & Hui, C. H. (1988). Cross-cultural training across the individualism-collectivism divide. International Journal of Inter cultural Relations, 12, 269-289.
50. Wolin, L. D., Korgaonkar, P., & Lund, D. (2002). Beliefs, attitudes and behavior towards Web advertising. International Journal of Advertising, 21 (1), 87-113.
51. Yamaguchi, S., Kuhlman, D. M., & Sugimori, S. (1995). Personality correlates of allocentric tendencies in individualist and collectivist cultures. Journal of Cross-Cultural Psychology, 26, 658-672.
52. Zhou, Z., & Bao, Y. (2002). Users' attitudes toward Web advertising: Effects of Internet motivation and Internet ability. Advances in Consumer Research, 29, 71-78.