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Cited by 100Consumer Behavior in Brand Consumption and IdentificationCultural Differences and ValuesConsumer Behavior and Marketing Influence

How cultural differences in uncertainty avoidance affect product perceptions

Anne Lee, Julie, Garbarino, Ellen, Lerman, Dawn·2007·International Marketing Review
DOI 10.1108/02651330710755320
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Abstract

Purpose: To examine how people from countries that vary in uncertainty avoidance (UA) use information about product uncertainty when evaluating products. Design/methodology/approach: Two studies were conducted that vary in methodology, sampling and analysis. First, an experiment was designed to manipulate product uncertainty through the use of country of origin (COO) quality‐stereotypes. It was administered to university students from a diverse range of countries, all studying in the USA. Next, data from a large‐scale survey of consumers from ten countries was submitted to hierarchical binary regression analyses to include variables at the country and individual level. Findings: The studies support an interaction between product uncertainty (PU) and cultural UA on quality perceptions and behavioural intentions. Consumers from high UA countries evaluated high PU offerings less positively and held weaker behavioural intentions than those from low UA countries, but for low PU offerings, no difference was found. The effect of UA was reduced for people with more experience and those who were younger. Research limitations/implications: Although we isolated the effects of UA from other cultural and individual level variables, it would be useful to directly cross individualism with UA in an experimental design, as these two variables are highly correlated. Practical implications: This study suggests products with higher levels of PU will have more opportunity to prove themselves in low uncertainty cultures. Originality/value: This study should be valuable for marketing managers devising rollout strategies for products with higher levels of PU or weaker quality stereotypes.

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Authors
Anne Lee, J., Garbarino, E., & Lerman, D.
Affiliations
  • Case Western Reserve University (US)
  • Fordham University (US)
ORCID
Garbarino, Ellen
Venue
International Marketing Review
Publisher
Emerald
Published
2007-06-05
Volume
24
Issue
3
Pages
330-349
ISSN
0265-1335 (ISSN-L)
DOI
10.1108/02651330710755320
OpenAlex
W1986578421
Cited by
100
References
47
Citations by year
2026: 2 · 2025: 3 · 2024: 6 · 2023: 10 · 2022: 8 · 2021: 8 · 2020: 14 · 2019: 7 · 2018: 3 · 2017: 4 · 2016: 7 · 2015: 5 · 2014: 4 · 2013: 3 · 2012: 1
FWCI
10.64
Type
journal article
Language
en
Open access
closed
Licence
www.emerald.com/insight/site-policies (tdm)
Locations
  • International Marketing Review (publishedVersion)
  • UWA Profiles and Research Repository (UWA) (submittedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
  • Social Sciences › Psychology › Social Psychology › Cultural Differences and Values
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
Keywords
uncertainty avoidance, product uncertainty, cultural differences, perceived quality, behavioral intention, consumer evaluation, cross-cultural consumer behavior, individualism, customer experience, age differences

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