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Full-Text Articles in Business
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.
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 …
Cultural Chameleons: Biculturals, Conformity Motives, And Decision Making, Donnel A. Briley, Michael W. Morris, Itamar Simonson
Cultural Chameleons: Biculturals, Conformity Motives, And Decision Making, Donnel A. Briley, Michael W. Morris, Itamar Simonson
Donnel A Briley
Prior research suggests that bicultural individuals (i.e., individuals with 2 distinct sets of cultural values) shift the values they espouse depending on cues such as language. The authors examined whether the effects of language extend to a potentially less malleable domain, behavioural decisions, exploring the extent to which bilingual individuals shift the underlying strategies used to resolve choice problems. Although past research has explained language-induced shifts in terms of knowledge accessibility principles, the motivation to conform to observers’ norms can also drive these shifts. This article focuses on shifts in the general strategy of avoiding losses rather than pursuing gains, …
The Effects Of Group Membership On The Avoidance Of Negative Outcomes: Implications For Social And Consumer Decisions, Donnel A. Briley, Robert S. Wyer
The Effects Of Group Membership On The Avoidance Of Negative Outcomes: Implications For Social And Consumer Decisions, Donnel A. Briley, Robert S. Wyer
Donnel A Briley
Calling consumers’ attention to their cultural identity can make them aware of their membership in a group and, therefore, can induce a group mind-set. This mindset, in turn, leads them to make decisions that minimize the risk of negative outcomes to both themselves and others. The effects of this mind-set generalize over both group and individual choice situations. These possibilities were confirmed in a series of six experiments. Results showed that making people feel part of an ad hoc group increased not only their use of equality as a basis for allocating resources to themselves and others, but also their …
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 …