Comparative Advertising in the Global Marketplace: The Effects of Cultural Orientation on Communication

Zeynep Gurhan-Canli and Durairaj Maheswaran

No 328, William Davidson Institute Working Papers Series from William Davidson Institute at the University of Michigan

Abstract: This research examined the efficacy of one type of communication strategy, comparative advertising, in communicating product superiority to consumers across different cultures. In individualist cultures such as the United States, comparative advertising that highlights the superiority of the target brand is seen as more effective. However, in collectivist cultures such as Thailand, comparative advertising that highlights the similarity between brands is more likely to be effective. In addition, comparative advertising was more believable for unfamiliar brands in individualist cultures whereas comparison for familiar brands was more believable in collectivist cultures.

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Date: 2000-08-01
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