A Cross-Cultural Study of Interpersonal Information Exchange

Niraj Dawar, Phillip M Parker and Lydia J Price
Additional contact information
Niraj Dawar: University of Western Ontario
Phillip M Parker: INSEAD
Lydia J Price: Hong Kong University of Science and Technology

Journal of International Business Studies, 1996, vol. 27, issue 3, 497-516

Abstract: Research conducted primarily in the United States has shown that interpersonal influence arising from opinion exchange behavior is an important factor in consumers' product adoption and brand choice decisions. An important managerial question in the international arena is whether information-giving and seeking behaviors depend on culture. In a study representing eleven nationalities, we explore the role of culture in moderating consumers' opinion exchange behavior. Results indicate that the cultural characteristics of power distance and uncertainty avoidance [Hofstede 1980] influence the focus of consumers' product information search activities, but not their tendencies to share product-related opinions with others. Following earlier opinion leadership studies, we find that individual characteristics such as product category interest and involvement are most indicative of active opinion leadership behavior.© 1996 JIBS. Journal of International Business Studies (1996) 27, 497–516

Date: 1996
References: Add references at CitEc
Citations: View citations in EconPapers (27)

Downloads: (external link)
http://www.palgrave-journals.com/jibs/journal/v27/n3/pdf/8490142a.pdf Link to full text PDF (application/pdf)
http://www.palgrave-journals.com/jibs/journal/v27/n3/full/8490142a.html Link to full text HTML (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:jintbs:v:27:y:1996:i:3:p:497-516

Ordering information: This journal article can be ordered from
http://www.springer. ... nt/journal/41267/PS2

Access Statistics for this article

Journal of International Business Studies is currently edited by John Cantwell

More articles in Journal of International Business Studies from Palgrave Macmillan, Academy of International Business
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().