The DOI matches its Crossref record.
Persuasion and Culture: Advertising Appeals in Individualistic and Collectivistic Societies
Overview
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
Claims other papers make about this one
Each is checked against this paper’s own text: does it say what the citing paper says it does?
In the citing paper
“Research indicates that culturally-appropriate advertising appeals are more effective than culturally-inappropriate appeals, with U.S. participants more influenced by ads that emphasize individual benefits and their Korean counterparts more affected by ads promising collectivistic rewards (Han & Shavitt, 1994).”
From An Integrative Terror Management Theory Perspective on Media Effects: A Model and 12 Hypotheses for Research (2016) · cites this paper as Han & Shavitt, 1994
In the citing paper
“Advertisements in individualistic cultures like the U.S. tend to employ individual-focused appeals, like self-reliance, independence, and personal success, while in more collectivististic countries like Korea, ads emphasize more group-focused appeals like family well-being, in-group benefits, and harmony (Han & Shavitt, 1994; Cho, Kwon, Gentry, Jun, & Kropp, 1999).”
From An Integrative Terror Management Theory Perspective on Media Effects: A Model and 12 Hypotheses for Research (2016) · cites this paper as Han & Shavitt, 1994
Citations
Cited by
Sorted by citations
Items 701–732 of 732
Cross Country Comparison in Investment Behaviours and Implications for Sustainable Finance1Preprint
Wu, H. (2024) · SSRN Electronic Journal · doi:10.2139/ssrn.4895180
A Cross-Cultural Method in Social and Personality Psychology
Oishi, S., & Üskül, A. K. (2024) · Cambridge University Press eBooks · doi:10.1017/9781009170123.006
Eisend, M. (2025) · Springer eBooks · doi:10.1007/978-3-658-46726-5_12
The Effects of Brand Activism on Brand Performance
Zhao, L. (2025) · doi:10.33915/etd.12758
Slutskiy, P. (2025) · Springer eBooks · doi:10.1007/978-981-96-7583-8_9
Nah, K., & Perunovic, W. Q. E. (2025) · Journal of Transcultural Nursing · doi:10.1177/10436596251356113
“Han and Shavitt (1994) further illustrate these cultural differences, showing that U.S. advertisements emphasize individual benefits, whereas Korean ads highlight in-group advantages.”
InfluentialMin, H. O. U., ZHANG, P., Zhiwen, L. I., Chunmei, G. U., & Fangzhou, L. I. (2025) · Advances in Psychological Science · doi:10.3724/sp.j.1042.2026.0157
Individual vs Collective Choice of Risk Mitigating Institutions: Experimental EvidencePreprint
Antonio Cabrales, Y., Clots‐Figueras, I., Hérnan-Gonzalez, R., & Kujal, P. (2025) · SSRN Electronic Journal · doi:10.2139/ssrn.5761423
Cultural snapshots: A method to explain cultural transmission of bias
Pauker, K., Weisbuch, M., & Lamer, S. (2025) · Advances in experimental social psychology · doi:10.1016/bs.aesp.2025.10.004
Integration of cultural indicators through norm‐based models
Li, R., Cao, S., Rodriguez-Mincey, D. N., & Morris, M. W. (2025) · Consumer Psychology Review · doi:10.1002/arcp.70009
Framing for business: How mindsets in the capital city and regions shape advertising in Armenia
Hayrapetyan, D., & Stepanyan, S. (2025) · Multidisciplinary Science Journal · doi:10.31893/multiscience.2026346
“( Han & Shavitt, 1994; de Mooij, 2019).”
Wang, Y., & Genç, E. (2026) · Journal of International Consumer Marketing · doi:10.1080/08961530.2025.2595659
“Instead, their attitudes toward mobile advertising are shaped more strongly by dimensions such as informativeness, entertainment, and personalization, which align with cultural values of autonomy and personal relevance (Bauer et al. 2005; Han and Shavitt 1994; Tsang, Ho, and Liang 2004).”
Talemi, M. H., Payandeh, R., & Haftkhani, N. J. (2026) · SSRN Electronic Journal · doi:10.2139/ssrn.6239903
Kim, D., Lee, H.-W., & Cho, H. (2026) · International Journal of Sports Marketing and Sponsorship · doi:10.1108/ijsms-05-2025-0243
Cultural and gender effects in values associated with luxury brand consumption
Zahid, A. (2021) · theses.fr (ABES) · doi:10.70675/fe245891z5783z45dbz8e9ez03e82d8312de
Does Sycophancy Change Decisions? Effect of LLM Sycophancy on AI-Assisted Decision-Making
Li, Z., Pan, J., Liu, Q., Xi, Y., Zhou, Y., Jin, Y., Mao, R., & Chen, P. (2026) · CHI Conference on Human Factors in Computing Systems · doi:10.1145/3772318.3790934 · Cited by 5
“Moreover, flattery may be interpreted differently across cultural orientations [41, 72].”
Does Country-Level Advertising Spending Influence Consumer Credit? International Evidence
Bahadir, S. C., Bahadir, B., & Valev, N. T. (2026) · Journal of International Marketing · doi:10.1177/1069031x261448124
“Han and Shavitt (1994) further fi nd that individuals in conformity-ori-ented cultures prefer appeals centered on security and social harmony, exhibiting weaker responses to advertising that promotes personal expression or novelty.”
Jiang, H., Wang, X., Chen, L., Peng, Z., & Weng, Q. D. (2026) · Entrepreneurship and Regional Development · doi:10.1080/08985626.2026.2668354
The Role of Cultural Congruence and Taboo Level in Enhancing Message Effectiveness for Social Issues
Gebreselassie, A. W. (2026) · Howard Journal of Communications · doi:10.1080/10646175.2026.2673992
Moon, B., Pyun, H., & Jang, W. (2026) · Frontiers in Psychology · doi:10.3389/fpsyg.2026.1808309
“In particular, as societies are structured around different cultural rules and norms (Han and Shavitt, 1994), this study demonstrates that people in individualistic cultures are more sensitive to temporal landmarks, whereas those in collectivistic cultures are less influenced by temporal landmarks…”
InfluentialTorelli, C. J., & Guo, Y. (2026) · doi:10.1093/9780197859063.003.0027
Guilt and shame across cultures: feasibility appeals in environmental brand activism advertising
Baek, T. H., Choi, Y. K., Kim, I., & Yoon, S. (2026) · International Journal of Advertising · doi:10.1080/02650487.2026.2699048
Shrestha, T., & Shrestha, N. (2026) · LBEF Research Journal of Science Technology and Management · doi:10.67825/lrjstm.2026.8023243
wei, W., & Guo, J. (2026) · International Communication of Chinese Culture · doi:10.1007/s40636-026-00382-1
Luo, X., & Fu, J. (2026) · Health Communication · doi:10.1080/10410236.2026.2725769
Chen, J., Wang, S., Ke, W., & Zhang, J. (2026) · International Journal of Information Management · doi:10.1016/j.ijinfomgt.2026.103136
1319 International Marketing Communication: Multicultural and Multilingual Challenges
Hornikx, J. (2026) · De Gruyter eBooks · doi:10.1515/9783111574462-009
(7996610), B. L. (2025) · Figshare
A Study on the Brand Personality according to G Sensibility -Centered on the Casual Brand of Levi`s-
Oh, H.-S. (2004) · Fashion & Textile Research Journal
Metadata
- Authors
- Han, S.-P., & Shavitt, S.
- Affiliations
- University of Illinois Urbana-Champaign (US)
- Venue
- Journal of Experimental Social Psychology
- Publisher
- Elsevier BV
- Published
- 1994-07
- Volume
- 30
- Issue
- 4
- Pages
- 326-350
- ISSN
- 0022-1031 (ISSN-L)
- OpenAlex
- W2057324667
- Cited by
- 736
- References
- 0
- Citations by year
- 2026: 17 · 2025: 25 · 2024: 13 · 2023: 19 · 2022: 27 · 2021: 16 · 2020: 26 · 2019: 27 · 2018: 37 · 2017: 35 · 2016: 47 · 2015: 38 · 2014: 45 · 2013: 26 · 2012: 31
- FWCI
- 0.65
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Experimental Social Psychology (publishedVersion)
- Topics
- Social Sciences › Psychology › Social Psychology › Cultural Differences and Values
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
- Social Sciences › Business, Management and Accounting › Marketing › Marketing and Advertising Strategies
- Keywords
- advertising appeals, individualism-collectivism, magazine advertising, family allowances, product attributes, cultural differences in advertising, Korea, United States
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
