Challenges of marketing to Asian consumers: Exploring the influence of different cultures, life styles and values on consumer behaviour in Asia

Handbook of Research on Asian Business

Volumn , Issue , 2006, Pages 125-143

  Sharma, Piyush ^a   Chung, Cindy M Y ^a   Erramilli, M Krishna ^a   Sivakumaran, Bharadhwaj ^a  

^a NANYANG TECHNOLOGICAL UNIVERSITY   (Singapore)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 79251503687     PISSN: None     EISSN: None     Source Type: Book    
DOI: None     Document Type: Chapter

References (74)

1. Alpert, Frank, Michael Kamins, Tomoaki Sakano, Naoto Onzo and John Graham (1997), 'Retail buyer decision-making in Japan: what US sellers need to know', International Business Review, 6(2), 91-112.
2. Appadurai, Arjun (1990), 'Disjuncture and difference in the global economy', in Mike Featherstone (ed.), Global Culture: Nationalism, Globalization and Modernity, London: Sage Publications, pp. 295-310.
3. Aulakh, Preet S. and Masaaki Kotabe (1993), 'An assessment of theoretical and methodological development in international marketing: 1980-1990', Journal of International Marketing, 1(2), 5-28.
4. Bandyopadhyay, Soumava (2001), 'Competitiveness of foreign products as perceived by consumers in the emerging Indian market', Competitiveness Review, 11, 53-64.
5. Bandyopadhyay, Subir and Bibek Banerjee (2002), 'A country of origin analysis of foreign brands by Indian consumers', Journal of International Consumer Marketing, 15(2), 85-104.
6. Batra, Rajeev (1997), 'Marketing issues and challenges in transitional economies', Journal of International Marketing, 5(4), 95-114.
7. Batra, Rajeev, Venkatram Ramaswamy, Dana L. Alden, Jan-Benedict E.M. Steenkamp and S. Ramachander (2000), 'Effects of brand local and nonlocal origin on consumer attitudes in developing countries', Journal of Consumer Psychology, 9(2), 83-95.
8. Belk, Russell (1988), 'Third world consumer culture', in Erdogan Kumcu and A. Fuat Firat (eds), Marketing and Development, Greenwich, CT: JAI, pp. 103-127.
9. Canabal, Maria E. (2002), 'Decision making styles of young South Indian consumers: an exploratory study', College Student Journal, 36(1), 12-19.
10. Clammer, John (2003), 'Globalization, class, consumption and civil society in South-east Asian cities', Urban Studies, 40(2), 403-419.
11. Cui, Geng and Qiming Liu (2001), 'Emerging market segments in a transitional economy: a study of urban consumers in China', Journal of International Marketing, 9(1), 84-106.
12. de Mooij, Marieke K. and Geert Hofstede (2002), 'Convergence and divergence in consumer behavior: implications for international retailing', Journal of Retailing, 78(1), 61-69.
13. de Mooij, Marieke K. and Warren Keegan (1996), 'Lifestyle research in Asia', in Siew Meng Leong, Swee Hoon Ang and Chin Tiong Tan (eds), Marketing Insights for the Asia-Pacific, Singapore: Heinemann, pp. 87-98.
14. Dichter, E. (1962), 'The world customer', Harvard Business Review, 40 (July-August), 119-121.
15. Ewing, Michael T. (1999), 'Affluent Asia: towards a cross-national psychographic typology', Journal of International Consumer Marketing, 11(6), 25-37.
16. Fan, J.X. and J. Xiao (1998), 'Consumer decision making styles of young-adult Chinese', The Journal of Consumer Affairs, 32(2), 275-294.
17. Gong, Wen (2003), 'Chinese consumer behavior: a cultural framework and implications', The Journal of American Academy of Business, 3(1/2), 373-380.
18. Gorn, Gerald J. (1997), 'Breaking out of the North American box', Advances in Consumer Research, 24, 6-8.
19. Hafstrom, J.L., J.S. Chae and Y. Chung (1992), 'Consumer decision-making styles: comparison between the United States and Korean young consumers', Journal of Consumer Affairs, 26, 146-158.
20. Heine, S.J. and D.R. Lehman (1995), 'Cultural variation in unrealistic optimism: does the West feel more invulnerable than the East', Journal of Personality and Social Psychology, 68(4), 595-607.
21. Helsen, Kristiaan, Kamel Jedidi and Wayne S. DeSarbo (1993), 'A new approach to country segmentation utilizing multinational diffusion patterns', Journal of Marketing, 57 (October), 60-71.
22. Hofstede, Geert (1980), Culture's Consequences: International Differences in Work-related Values, Beverly Hills, CA: Sage.
23. Huszagh, S., R.J. Fox and E. Day (1986), 'Global marketing: an empirical investigation', Columbia Journal of World Business, 21, 31-44.
24. Jamal, Ahmad (2003), 'Marketing in a multicultural world: the interplay of marketing, ethnicity and consumption', European Journal of Marketing, 37(11/12), 1599-1620.
25. Jeannet, Jean-Pierre and Hubert David Hennessey (1998), Global Marketing Strategies, 4th edn, Boston: Houghton Mifflin.
26. Jevons, Colin (2000), 'Misplace marketing: international marketing with marketing misplaced, it's often not international', Journal of Consumer Marketing, 17(1), 7-8.
27. Kacen, Jacqueline J. and Julie Anne Lee (2002), 'The influence of culture on consumer impulsive buying behavior', Journal of Consumer Psychology, 12(2), 163-176.
28. Kamakura, W.A., T.P. Novak, Jan-Benedict E.M. Steenkamp and T. Verhallen (1994), 'Identifying pan-European value segments with a clusterwise rank-logit model', Recherche et Applications en Marketing, 8(4), 29-55.
29. Kashima, Y. and H.C. Triandis (1986), 'The self-serving bias in attributions as a coping strategy: a cross-cultural study', Journal of Cross-Cultural Psychology, 17, 83-97.
30. Kaynak, Erdener, Orsay Kucukemiroglu and Akmal S. Hyder (2000), 'Consumers' country-oforigin perceptions of imported products in a homogeneous less-developed country', European Journal of Marketing, 34(9/10), 1221-1241.
31. Keillor, Bruce D. and G. Thomas M. Hult (1999), 'A five-country study of national identity: implications for international marketing research and practice', International Marketing Review, 16(1), 65-82.
32. Kim, Jai-Ok, Sandra Forsythe, Qingliang Gu and Sook Jae Moon (2002), 'Cross-cultural consumer values, needs and purchase behavior', The Journal of Consumer Marketing, 19(6), 481-502.
33. Kiu, Victor (1989), 'How advertising people in Asia interpret psychographic data', Paper presented at AdAsia Advertising Congress, 18-23 February, Lahore, Pakistan.
34. Lal, D. (1999), Unintended consequences: the Impact of Factor Endowments, Culture, and Politics on Long-run Economic Performance, Boston, MA: MIT Press.
35. Lindridge, Andrew and Sally Dibb (2003), 'Is "Culture" a justifiable variable for market segmentation? A cross-cultural example', Journal of Consumer Behavior, 2(3), 269-286.
36. Luna, David and Susan Forquer Gupta (2001), 'An integrative framework for cross-cultural consumer behavior', International Marketing Review, 18(1), 45-69.
37. Lundstrom, William J., Oscar W. Lee and D. Steven White (1998), 'Factors influencing Taiwanese consumer preference for foreign-made white goods: USA versus Japan', Asia Pacific Journal of Marketing and Logistics, 10(3), 5-29.
38. Maheswaran, Durairaj and Sharon Shavitt (2000), 'Issues and new directions in global consumer psychology', Journal of Consumer Psychology, 9(2), 59-66.
39. Manrai, Lalita A. and Ajay K. Manrai (2001), 'Marketing opportunities and challenges in emerging markets in the new millennium: a conceptual framework and analysis', International Business Review, 10, 493-504.
40. Markus, H.R. and S. Kitayama (1991), 'Culture and the self: implications for cognition, emotion and motivation', Psychological Bulletin, 98, 224-253.
41. Moskowitz, Howard R. and J. Greene (2000), 'Creative segmentation: a new approach to direct marketing', Annual Meeting of the National Center For Direct Marketing, Orlando, Florida.
42. Moskowitz, H. and S. Rabino (1994), 'Sensory segmentation: an organizing principle for international product concept generation', Journal of Global Marketing, 8(1), 73-93.
43. Moskowitz, H. and S. Rabino (1999), 'Segmentation, optimisation and database mining', Journal of Database Marketing, 7, 31-45.
44. NBS (2005), 'A study of contraceptive usage and attitude among Singaporean women', Singapore: Nanyang Business School.
45. Nevis, Edwin C. (1983), 'Cultural assumptions and productivity: the United States and China', Sloan Management Review, 24(3), 17-29.
46. O'Cass, Aron and Kenny Lim (2002), 'Understanding the younger Singaporean consumers' views of Western and Eastern brands', Asia Pacific Journal of Marketing and Logistics, 14(4), 54-79.
47. Phau, Ian and Kor-Weai Chan (2003), 'Targeting East Asian markets: a comparative study on national identity', Journal of Targeting, Measurement and Analysis for Marketing, 12(2), 157-172.
48. Rostow, Walt Whitman (1960), The Stages of Economic Growth: A Non-communist Manifesto, New York: Cambridge University Press.
49. Samli, A. Coskun and Salah S. Hassan (1992), 'International segmentation options: getting away from conventional wisdom', Developments in Marketing Science, 15, 185-188.
50. Schütte, Helmut and D. Ciarlante (1998), Consumer Behavior in Asia, New York: New York University Press.
51. Sharma, Piyush and Bharadhwaj Sivakumaran (2004), 'Self-indulgence or loss of self-control? Or, is it a bit of both? Investigating cross-cultural aspects of impulse buying behaviour', Asia-Pacific Advances in Consumer Research, 6, 151-222.
52. Siddiqi, M.M. Shahid (1991), 'An overview of the economies in the Southern Asian Association of Regional Cooperation', The Mid-Atlantic Journal of Business, 27, 55-56.
53. Siu, Noel Y.M., Charlie C.L.Wang, Ludwig M.K. Chang and Alice S.Y. Hui (2001), 'Adapting consumer style inventory to Chinese consumers: a confirmatory analysis approach', Journal of International Consumer Marketing, 13(2), 29-48.
54. Sproles, Elizabeth Kendall and George B. Sproles (1990), 'Consumer decision-making styles as a function of individual learning styles', The Journal of Consumer Affairs, 24(1), 134-147.
55. Sproles, G.B. and E.L. Kendall (1986), 'A methodology for profiling consumers' decision making styles', The Journal of Consumer Affairs, 20(2), 267-279.
56. Steenkamp, Jan-Benedict E.M. (2001), 'The role of national culture in international marketing research', International Marketing Review, 18(1), 30-44.
57. Steenkamp, Jan-Benedict E.M. and Frenkel Ter Hofstede (2002), 'International market segmentation: issues and perspectives', International Journal of Research in Marketing, 19, 185-213.
58. Suh, Taewon and Ik-Whan G. Kwon (2002), 'Globalization and reluctant buyers', International Marketing Review, 19(6), 663-680.
59. Suzuki, Hiroe (1990), 'Japanese life-style, life models and applications to creative concepts', ESOMAR Conference on America, Japan and EC '92: The Prospects for Marketing, Advertising and Research, Venice, Italy.
60. Tai, Susan H.C. (2005), 'Shopping styles of working Chinese females', Journal of Retailing and Consumer Services, 12(3), 191-203.
61. Tai, Susan H.C. and Jackie L.M. Tam (1996), 'A comparative study of Chinese consumers in Asian markets - a lifestyle analysis', Journal of International Consumer Marketing, 9(1), 25-42.
62. Ter Hofstede, Frenkel, Jan-Benedict E.M. Steenkamp and Michel Wedel (1999), 'International market segmentation based on consumer-product relations', Journal of Marketing Research, 36 (February), 1-17.
63. Terpstra, Vern and Kenneth David (1991), The Cultural Environment of International Business, 3rd edn, Cincinnati, OH: South-Western.
64. Tse, David K., Russell W. Belk and Nan Zhou (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 (March), 457-472.
65. Tsutsumi, Nobuko and Yong-Sun Chung (2003), 'A comparative study of eating-out behavior between Japan and Korea by fuzzy regression', International Journal of Consumer Studies, 27(1), 40-46.
66. Verhage, B.J., L.D. Dahringer and E.W. Cundiff (1989), 'Will a global marketing strategy work? An energy conservation perspective', Journal of the Academy of Marketing Science, 17(2), 129-136.
67. Walsh, Gianfranco, Thorsten Henning-Thurau, Vincent Wayne-Mitchell and Klaus-Peter Wiedmann (2001), 'Consumers' decision-making style as a basis for market segmentation', Journal of Targeting, Measurement and Analysis for Marketing, 10(2), 117-131.
68. Wedel, Michel, Frenkel Ter Hofstede and Jan-Benedict E.M. Steenkamp (1998), 'Mixture model analysis of complex samples', Journal of Classification, 15(2), 225-244.
69. Wee, Thomas Tan Tsu (1999), 'An exploration of a global teenage lifestyle in Asian societies', The Journal of Consumer Marketing, 16(4), 365-373.
70. Wilk, Robert (1990), 'The new rich: a psychographic approach to marketing to the wealthy Japanese Consumer', ESOMAR Conference on America, Japan and EC '92: The Prospects for Marketing, Advertising and Research, Venice, Italy.
71. Yau, O.H.M. (1994), Consumer Behavior in China: Customer Satisfaction and Cultural Values, New York: Routledge.
72. Yavas, Ugur, Bronislaw J. Verhage and Robert T. Green (1992), 'Global consumer segmentation versus local market orientation: empirical findings', Management International Review, 32(3), 265-273.
73. Zhou, Lianxi and Michael K. Hui (2003a), 'Foreign products in China retain symbolic value for consumers', Marketing News, 37(13), 22-23.
74. Zhou, Lianxi and Michael K. Hui (2003b), 'Symbolic value of foreign products in the People's Republic of China', Journal of International Marketing, 11(2), 36-58.