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Collectivism and social influence in the buying decision: A four-country study of inter- and intra-national differences

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  • Kongsompong, Kritika
  • Green, Robert T.
  • Patterson, Paul G.

Abstract

The paper reports the results of a four-nation study of the relationship between collectivism and social influence in the consumer buying decision, between and within countries. Hypotheses were investigated that revolve around the notion that the more collectivist the person’s orientation, the more susceptible the person will be to social influence in the purchase decision.

Suggested Citation

  • Kongsompong, Kritika & Green, Robert T. & Patterson, Paul G., 2009. "Collectivism and social influence in the buying decision: A four-country study of inter- and intra-national differences," Australasian marketing journal, Elsevier, vol. 17(3), pages 142-149.
    • Handle: RePEc:eee:aumajo:v:17:y:2009:i:3:p:142-149
    DOI: 10.1016/j.ausmj.2009.05.013
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    References listed on IDEAS

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    Cited by:

    1. Elliott, Greg & Tam, Charles Chin Chiu, 2014. "Does culture matter to Chinese consumers? Empirical evidence," Australasian marketing journal, Elsevier, vol. 22(4), pages 314-324.
    2. Smith, Joanne R. & Liu, Shuang & Liesch, Peter & Callois, Cindy & Yi, Ren & Daly, Stephanie, 2010. "The role of behavioral, normative, and control beliefs in the consumption of Australian products and services by Chinese consumers," Australasian marketing journal, Elsevier, vol. 18(4), pages 206-213.
    3. Lee, Jacob C. & Kim, Jungkeun & Kwak, Kyuseop, 2018. "A multi-attribute examination of consumer conformity in group-level ordering," Australasian marketing journal, Elsevier, vol. 26(1), pages 41-48.
    4. Venaik, Sunil & Brewer, Paul, 2015. "The common threads of national cultures," Australasian marketing journal, Elsevier, vol. 23(1), pages 75-85.

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