Cross‐cultural differences in consumer decision‐making styles

Abstract

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.

Citation

Leo, C., Bennett, R. and Härtel, C.E.J. (2005), "Cross‐cultural differences in consumer decision‐making styles", Cross Cultural Management: An International Journal, Vol. 12 No. 3, pp. 32-62. https://doi.org/10.1108/13527600510798060