Cross-cultural differences in consumer decision-making styles

Leo, Cheryl, Bennett, Rebekah and Hartel, Charmaine E. J. 2005, Cross-cultural differences in consumer decision-making styles, Cross cultural management, vol. 12, no. 3, pp. 32-62, doi: 10.1108/13527600510798060.

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Title Cross-cultural differences in consumer decision-making styles
Author(s) Leo, Cheryl
Bennett, Rebekah
Hartel, Charmaine E. J.
Journal name Cross cultural management
Volume number 12
Issue number 3
Start page 32
End page 62
Publisher Emerald
Place of publication Bingley, England
Publication date 2005
ISSN 1352-7606
Keyword(s) Australia
consumer decision-making styles
Summary This article compares consumer decision-making styles between Singaporeans and Australians. Utilising Hofstede’s framework, the paper argues that cultural dimensions influence consumer decision making styles. It is essential that managers understand cross-cultural consumer decision-making styles to make strategic decisions or effectively handle members of these nationalities. Marked differences were found between the two populations for: brand consciousness, innovativeness and overchoice confusion. The results suggest that some consumer decision-making styles differ due to consumers’ cultural values. Managerial implications and future research directions are discussed.
Language eng
DOI 10.1108/13527600510798060
Field of Research 150599 Marketing not elsewhere classified
HERDC Research category C1 Refereed article in a scholarly journal
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Document type: Journal Article
Collections: Faculty of Business and Law
Deakin Business School
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