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
Rethinking individualism and collectivism: Evaluation of theoretical assumptions and meta-analyses.
Oyserman, D., Coon, H. M., & Kemmelmeier, M. (2002) · Psychological Bulletin · doi:10.1037/0033-2909.128.1.3 · Cited by 5,758
Petty, R. E., Wegener, D. T., & Fabrigar, L. R. (1997) · Annual Review of Psychology · doi:10.1146/annurev.psych.48.1.609 · Cited by 2,290
“Han & Shavitt (1994) found that matching messages to one’s culture enhanced persuasion, and Strathman et al (1994) found that people who chronically consider the future consequences of potential behaviors were more persuaded by a message that included such consequences than one that did not.”
BackgroundDeviance or uniqueness, harmony or conformity: A cultural analysis
Kim, H., & Markus, H. R. (1999) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.77.4.785 · Cited by 1,216
“Previously, researchers conducting a cross-cultural comparison of magazine advertisements found that Korean advertisements commonly use collectivistic appeals emphasizing relationships with others, whereas American advertisements commonly use individualistic appeals emphasizing the individual ( Han & Shavitt, 1994 ).”
BackgroundInfluentialRegulatory Fit and Persuasion: Transfer From "Feeling Right."
Cesario, J., Grant, H., & Higgins, E. T. (2004) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.86.3.388 · Cited by 1,014
“…served by the recipient’s attitudes (e.g., Clary, Snyder, Ridge, Miene, & Haugen, 1994; Petty, Wheeler, & Bizer, 2000), the recipient’s culture (e.g., Han & Shavitt, 1994), the cognitive or affective basis of one’s attitude (e.g., Fabrigar & Petty, 1999), and the recipient’s chronic selfguides…”
Aaker, J. L., Benet‐Martínez, V., & Garolera, J. (2001) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.81.3.492 · Cited by 921
“…functions provided by a brand (e.g., Levi's allows for the expression of independence, strength and masculinity; Solomon, 1986) tend to vary to a larger degree due to the fact that individuals vary in their needs and self-views (Fiske et al., 1998; Han & Shavitt, 1994; Kim & Markus, 1999).”
Background
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.
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