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Articles 1 - 18 of 18
Full-Text Articles in Business
Framing The Game: Assessing The Impact Of Cultural Representations On Consumer Perceptions Of Legitimacy, Ashlee Humphreys, Kathryn A. Latour
Framing The Game: Assessing The Impact Of Cultural Representations On Consumer Perceptions Of Legitimacy, Ashlee Humphreys, Kathryn A. Latour
Kathryn A. LaTour
No abstract provided.
Crm In Russia And U.S. -- Case Study From American Financial Service Industry, Tamilla Curtis, Tom Griffin, Donald Barrere
Crm In Russia And U.S. -- Case Study From American Financial Service Industry, Tamilla Curtis, Tom Griffin, Donald Barrere
Dr. Tamilla Curtis
This paper discusses Customer Relationship Management in two sharply contrasting business cultures: the United States and Russia. Included in the present work is a case study of a midsized American financial services firm that illustrates a common path to the decision to have a CRM system: the planning, selection, and the implementation of the CRM program, including a discussion of the likelihood of success. The clients in this case are Financial Advisors, who in turn sell the investment products to the end user individual investors. CRM in Russia is yet in its infancy as the economy emerges from 200 years …
Cross-Cultural Study Of Channel Relationship Factors - Antecedents Of Satisfaction In A Retail Setting: A Commentary Essay, Sudhir H. Kale
Cross-Cultural Study Of Channel Relationship Factors - Antecedents Of Satisfaction In A Retail Setting: A Commentary Essay, Sudhir H. Kale
Sudhir H. Kale
Channel relationships within and across diverse markets have been investigated for quite some time. Yet findings from these studies over the last forty years or so have been far from conclusive. Channel researchers Runyan, Sternquist, and Chung (forthcoming) investigate interrelationships between the behavioural constructs of role performance, dependence, conflict, satisfaction, and influence strategy in the U.S. and Japanese context. Reading this paper leads credence to the adage, 'The more things change, the more they stay the same.' Indeed, a review of representative comparative channels research literature from the 1980s and post-2000 brings to surface striking similarities in terms of shaky …
The Role Of Culture On New Product Development Decisions, Sudhir H. Kale
The Role Of Culture On New Product Development Decisions, Sudhir H. Kale
Sudhir H. Kale
This study investigates the effect of culture on the evaluation of new products. We contrast decision-making outcomes between East Asians and Westerners. East Asians tend to view the future as dynamic, nonlinear, and changeable and do not emphasize immediate gain and loss. In contrast, Westerners believe that the future is static, linear, and predictable and pay more attention to the past and present. We hypothesize that given a poor performance forecast, East Asians are more likely than their Western counterparts to continue a new product whereas Westerners are more likely to halt development. However, providing future market demand information moderates …
A Diagnosis Of Inherent Problems In Enhancing Service Quality Through Internal Marketing And Organizational Identification In Macau And Singapore Casinos, Sudhir Kale, Sangita De
A Diagnosis Of Inherent Problems In Enhancing Service Quality Through Internal Marketing And Organizational Identification In Macau And Singapore Casinos, Sudhir Kale, Sangita De
Sudhir H. Kale
With spectacular growth in demand since opening the market to foreign competition, executives within the Macau casino industry have focused their attention on enhancing capacity and opening new casino properties. Meanwhile, the Singapore casino market, barely two years old, has already produced revenues comparable to the Las Vegas Strip. Despite stellar past successes, the long-term scenario for the casino industry in both Macau and Singapore could spell trouble. Specifically, service quality stands to suffer because operators have not devoted adequate thought to their service culture and internal marketing strategy. With overall capacity in Asia slated to increase significantly in the …
Cultural Contradictions Of The Anytime, Anywhere Economy: Reframing Communication Technology, Nikhilesh Dholakia, Detlev Zwick
Cultural Contradictions Of The Anytime, Anywhere Economy: Reframing Communication Technology, Nikhilesh Dholakia, Detlev Zwick
Nikhilesh Dholakia
Technology-aided ubiquity and instantaneity have emerged as major goals of most information technology providers and of certain classes of users such as “road warriors”. New mobile technologies promise genie-in-a-bottle type near-magical qualities with anytime, anywhere access to information and services. While the complex science, systems, and economics of such technologies receive considerable attention from industry executives and researchers, the social and cultural aspects of these technologies attract less attention. This paper explores the oft-contradictory promises and pitfalls of anytime, anywhere technologies from a cultural standpoint. It makes suggestions for reinterpreting these technologies for greater human good.
Commentary: The Role Of Food Culture And Marketing Activity In Health Disparities, Jerome Williams, David Crockett, Robert Harrison, Kevin Williams
Commentary: The Role Of Food Culture And Marketing Activity In Health Disparities, Jerome Williams, David Crockett, Robert Harrison, Kevin Williams
David Crockett
Marketing activities have attracted increased attention from scholars interested in racial disparities in obesity prevalence, as well as the prevalence of other preventable conditions. Although reducing the marketing of nutritionally poor foods to racial/ethnic communities would represent a significant step forward in eliminating racial disparities in health, we focus instead on a critical-related question. What is the relationship between marketing activities, food culture, and health disparities? This commentary posits that food culture shapes the demand for food and the meaning attached to particular foods, preparation styles, and eating practices, while marketing activities shape the overall environment in which food choices …
Casino Customers In Asian Versus Western Gaming Jurisdictions: Implications For Western Casino Operators, Sudhir H. Kale, Mark Spence
Casino Customers In Asian Versus Western Gaming Jurisdictions: Implications For Western Casino Operators, Sudhir H. Kale, Mark Spence
Mark Spence
Purpose – Most of the growth in casino expansion for the foreseeable future will take place in Asia. Western casino operators appreciate the immense opportunities afforded by the Asian markets, but judging by their performance abroad some have not adapted in ways necessary to survive and prosper. The purpose of this paper is to expose key differences between Asian and Western gaming jurisdictions. In light of these differences, it is a serious mistake for Western casino executives to follow an ethnocentric approach when planning marketing activities and customer service initiatives for Asian customers. To rectify this situation, a framework is …
Culturally Compatible Websites: Applying Trompenaars Dimensions To Web Design, Sudhir Kale, Sangita De
Culturally Compatible Websites: Applying Trompenaars Dimensions To Web Design, Sudhir Kale, Sangita De
Sudhir H. Kale
Rising e-commerce volumes the world over provide unprecedented opportunities to global marketers for expanding their markets using the Internet. The Web has now made it possible to reach an audience of hundreds of millions of people at one point in time. However, significant culture-driven differences exist in the way audiences across the world will process site cues and react to websites. This paper reviews existing literature on culture and website design and goes on to discuss the impact of culture on web communication using Trompenaars’ (1993) cultural dimensions.
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.
Marketing Blackness: How Advertisers Use Race To Sell Products, David Crockett
Marketing Blackness: How Advertisers Use Race To Sell Products, David Crockett
David Crockett
Marketing blackness, or black cultural identity, involves promotional strategies reliant on persons and other symbolic and material representations socially and historically constructed as black (e.g. speech and phonetic conventions, folklore, style, fashion, music, usage of the body, and the black physical form). This research presents a framework that assesses the strategic role blackness representations play in US advertising. The framework addresses the fundamental question of how advertisers use blackness representations to deliver promises about their products’ benefits, a necessary first step in ultimately understanding their effectiveness and their impact on blackness itself. The framework orders blackness representations along two dimensions …
The Effects Of Culture On Decision Making And Judgment, Donnel A. Briley
The Effects Of Culture On Decision Making And Judgment, 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 …