The DOI matches its Crossref record; 5 of the 5 references it cites were found in a registry or an index.
The Effect of Cultural Orientation on Persuasion
Abstract
The objective of this research is to assess the cross-cultural generalizability of persuasion effects predicted by dual process models. In two experiments, the impact of motivation, congruity of persuasive communication and the diagnosticity of heuristic cues on the processing strategies and product evaluations of members of a collectivist culture were compared with findings documented in past research in individualist cultures. This research supports the view that perceptual differences in cue diagnosticity account for systematic differences in persuasive effects across cultures. It is also suggested that existing theoretical frameworks, specifically the dual process models of persuasion, are robust across cultures and can help predict and explain cultural differences.
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Cites
The self and social behavior in differing cultural contexts.
Triandis, H. C. (1989) · Psychological Review · doi:10.1037/0033-295x.96.3.506 · Cited by 5,019
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Morris, M. W., & Peng, K. (1994) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.67.6.949 · Cited by 1,537
Psychological science in cultural context
Gergen, K. J., Gulerce, A., Lock, A., & Misra, G. (1996) · American Psychologist · doi:10.1037/0003-066x.51.5.496 · Cited by 370
Cue-Consistency and Cue-Utilization in Judgment
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Cited by
Kim, Y., Sohn, D., & Choi, S. M. (2011) · Computers in Human Behavior · doi:10.1016/j.chb.2010.08.015 · Cited by 856
What Will Consumers Pay for Social Product Features?
Auger, P., Burke, P., Devinney, T. M., & Louviere, J. J. (2003) · Journal of Business Ethics · doi:10.1023/a:1022212816261 · Cited by 668
Web Strategies to Promote Internet Shopping: Is Cultural-Customization NeedeD?1
Sia, C. L., Lim, K. H., Leung, K., Lee, M. K. O., Huang, W. W., & Benbasat, I. (2009) · MIS Quarterly · doi:10.2307/20650306 · Cited by 342
Service Recovery and Fairness Perceptions in Collectivist and Individualist Contexts
Mattila, A. S., & Patterson, P. G. (2004) · Journal of Service Research · doi:10.1177/1094670503262947 · Cited by 325
Two-sided advertising: A meta-analysis
Eisend, M. (2006) · International Journal of Research in Marketing · doi:10.1016/j.ijresmar.2005.11.001 · Cited by 305
Metadata
- Authors
- Aaker, J. L., & Maheswaran, D.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1997-12
- Volume
- 24
- Issue
- 3
- Pages
- 315-328
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W3124696400
- Cited by
- 546
- References
- 5
- FWCI
- 13.12
- Type
- journal article
- Language
- en
- Open access
- closed
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- Aaker, J. L., & Maheswaran, D. (1997). The Effect of Cultural Orientation on Persuasion. Journal of Consumer Research. https://doi.org/10.1086/209513
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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