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Full-Text Articles in Business
A Dynamic View Of Cultural Influence: A Review, Donnel A. Briley, Robert S. Wyer Jr., En Li
A Dynamic View Of Cultural Influence: A Review, Donnel A. Briley, Robert S. Wyer Jr., En Li
Donnel A Briley
Static models of culture’s influence have given way to a dynamic view, which identifies not only differences across cultures in people’s judgments and decisions, but also the situations and conditions in which these differences do or do not appear. Theory and evidence developed from a cognitive psychological perspective underlie this dynamic approach, including research emerging from the “dynamic constructivist” and “situated cognition” models. In the present review, we focus on findings that confirm the utility of this cognitively oriented approach, and briefly discuss the advantages and complementary nature of the “social collective” and neuroscience approaches to understanding culture.
Cultural Influence On Consumer Motivations: A Dynamic View, Donnel A. Briley
Cultural Influence On Consumer Motivations: A Dynamic View, Donnel A. Briley
Donnel A Briley
No abstract provided.
Looking Forward, Looking Back: Cultural Differences And Similarities In Time Orientation, Donnel A. Briley
Looking Forward, Looking Back: Cultural Differences And Similarities In Time Orientation, Donnel A. Briley
Donnel A Briley
No abstract provided.
Cultural Change And Marketing, Steve Jenner, Brent Macnab, Donnel A. Briley, Richard Brislin, Reg Worthley
Cultural Change And Marketing, Steve Jenner, Brent Macnab, Donnel A. Briley, Richard Brislin, Reg Worthley
Donnel A Briley
The results of this study suggest that marketing strategies need to be adjusted to changing cultures. Culture affects marketing decisions regarding product, price, promotion and place (the 4 Ps). Many marketing studies have been reported based on Hofstede's seminal work on national culture (1980). Marketing managers need to be cautious about assuming the validity of the Anglo cluster equating the cultures of the United States (U.S.) and Canada. We should recognize that national cultures are changing in the U.S., Canada and Mexico, as well as most other countries in the world. Our findings for a very recent sample of people …
When Does Culture Matter In Marketing, Donnel A. Briley, Jennifer L. Aaker
When Does Culture Matter In Marketing, Donnel A. Briley, Jennifer L. Aaker
Donnel A Briley
No abstract provided.
When Does Culture Matter?: Effects Of Personal Knowledge On The Correction Of Culture-Based Judgments, Donnel A. Briley, Jennifer L. Aaker
When Does Culture Matter?: Effects Of Personal Knowledge On The Correction Of Culture-Based Judgments, Donnel A. Briley, Jennifer L. Aaker
Donnel A Briley
Four experiments demonstrate that culture-based differences in persuasion arise when a person processes information in a cursory, spontaneous manner, but these differences dissipate when a person’s intuitions are supplemented by more deliberative processing. North Americans are persuaded more by promotion-focused information, and Chinese people are persuaded more by prevention-focused information, but only when initial, automatic reactions to messages are given. Corrections to these default judgments occur when processing is thoughtful. These results underscore the idea that culture does not exert a constant, unwavering effect on consumer judgments. A key factor in determining whether culture-based effects loom large or fade is …
Transitory Determinants Of Values And Decisions: The Utility (Or Non-Utility) Of Individualism-Collectivism In Understanding Cultural Differences, Donnel A. Briley, Robert S. Wyer
Transitory Determinants Of Values And Decisions: The Utility (Or Non-Utility) Of Individualism-Collectivism In Understanding Cultural Differences, Donnel A. Briley, Robert S. Wyer
Donnel A Briley
The determinants and effects of cultural differences in the values described by individualism-collectivism were examined in a series of four experiments. Confirmatory factor analyses of a traditional measure of this construct yielded five independent factors rather than a bipolar structure. Moreover, differences between Hong Kong Chinese and European Americans in the values defined by these factors did not consistently coincide with traditional assumptions about the collectivistic vs. individualistic orientations. Observed differences in values were often increased when situational primes were used to activate (1) concepts associated with a participant’s own culture and (2) thoughts reflecting a self-orientation (i.e., self- vs. …
Reasons As Carriers Of Culture: Dynamic Vs. Dispositional Models Of Cultural Influence On Decision Making, Donnel A. Briley, Michael W. Morris, Itamar Simonson
Reasons As Carriers Of Culture: Dynamic Vs. Dispositional Models Of Cultural Influence On Decision Making, Donnel A. Briley, Michael W. Morris, Itamar Simonson
Donnel A Briley
We argue that a way culture influences decisions is through the reasons that individuals recruit when required to explain their choices. Specifically, we propose that cultures endow individuals with different rules or principles that provide guidance for making decisions, and a need to provide reasons activates such cultural knowledge. This proposition, representing a dynamic rather than dispositional view of cultural influence, is investigated in studies of consumer decisions that involve a trade-off between diverging attributes, such as low price and high quality. Principles enjoining compromise are more salient in East Asian cultures than in North American culture, and accordingly, we …