International consumer behavior: its impact on marketing strategy development
Social class, hierarchy of needs, and formal and informal group memberships play quite different roles within the given constraints of culture. As a result, involvement, learning, and experiences of the individual form differently in different world markets. This process needs to be deciphered and u...
Gespeichert in:
| Beteilige Person: | |
|---|---|
| Format: | Buch |
| Sprache: | Englisch |
| Veröffentlicht: |
Westport, Conn. [u.a.]
Quorum Books
1995
|
| Ausgabe: | 1. publ. |
| Schlagwörter: | |
| Links: | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006996102&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| Zusammenfassung: | Social class, hierarchy of needs, and formal and informal group memberships play quite different roles within the given constraints of culture. As a result, involvement, learning, and experiences of the individual form differently in different world markets. This process needs to be deciphered and understood so that adequate communication is established with consumers everywhere. Both marketing scholars and marketing practitioners need to understand that marketing plans around the world should be keyed to consumer needs and behavior patterns. These are the essence of competitive advantage |
| Abstract: | In this bold first effort to assimilate the knowledge about international consumers, Professor Samli asserts that international consumer behavior is not just a simple extension of our knowledge about American consumer behavior. Rather, it is primarily culture-driven. Whereas culture is a given in studying consumer behavior in the West or in North America, "foreign" cultures must be understood before parameters of international consumer behavior patterns can be established. Understanding these patterns is the essence of successful international marketing. This orientation explains why successful marketing plans must be different in different world markets and that these markets are not at all homogeneous. Successful international marketing plans must dwell primarily on differences rather than similarities among international consumers. The key aspects of behavior patterns are connected to marketing plans throughout the book |
| Umfang: | XVIII, 186 S. graph. Darst. |
| ISBN: | 089930883X |
Internformat
MARC
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| 245 | 1 | 0 | |a International consumer behavior |b its impact on marketing strategy development |c A. Coskun Samli |
| 250 | |a 1. publ. | ||
| 264 | 1 | |a Westport, Conn. [u.a.] |b Quorum Books |c 1995 | |
| 300 | |a XVIII, 186 S. |b graph. Darst. | ||
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| 337 | |b n |2 rdamedia | ||
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| 520 | 3 | |a In this bold first effort to assimilate the knowledge about international consumers, Professor Samli asserts that international consumer behavior is not just a simple extension of our knowledge about American consumer behavior. Rather, it is primarily culture-driven. Whereas culture is a given in studying consumer behavior in the West or in North America, "foreign" cultures must be understood before parameters of international consumer behavior patterns can be established. Understanding these patterns is the essence of successful international marketing. This orientation explains why successful marketing plans must be different in different world markets and that these markets are not at all homogeneous. Successful international marketing plans must dwell primarily on differences rather than similarities among international consumers. The key aspects of behavior patterns are connected to marketing plans throughout the book | |
| 520 | |a Social class, hierarchy of needs, and formal and informal group memberships play quite different roles within the given constraints of culture. As a result, involvement, learning, and experiences of the individual form differently in different world markets. This process needs to be deciphered and understood so that adequate communication is established with consumers everywhere. Both marketing scholars and marketing practitioners need to understand that marketing plans around the world should be keyed to consumer needs and behavior patterns. These are the essence of competitive advantage | ||
| 650 | 7 | |a Communication interculturelle |2 ram | |
| 650 | 7 | |a Consommateurs - Préférences - Aspect social |2 ram | |
| 650 | 7 | |a Consumentengedrag |2 gtt | |
| 650 | 7 | |a Interculturele communicatie |2 gtt | |
| 650 | 7 | |a Internationale marketing |2 gtt | |
| 650 | 7 | |a Marchés d'exportation - Gestion |2 ram | |
| 650 | 4 | |a Gesellschaft | |
| 650 | 4 | |a Interkulturelle Kommunikation | |
| 650 | 4 | |a Consumer behavior |x Social aspects | |
| 650 | 4 | |a Export marketing |x Management | |
| 650 | 4 | |a Intercultural communication | |
| 650 | 0 | 7 | |a Internationales Marketing |0 (DE-588)4125431-4 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Verbraucherverhalten |0 (DE-588)4062644-1 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Internationales Marketing |0 (DE-588)4125431-4 |D s |
| 689 | 0 | 1 | |a Verbraucherverhalten |0 (DE-588)4062644-1 |D s |
| 689 | 0 | |5 DE-604 | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006996102&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 943 | 1 | |a oai:aleph.bib-bvb.de:BVB01-006996102 | |
Datensatz im Suchindex
| _version_ | 1819377416702787584 |
|---|---|
| adam_text | CONTENTS
Exhibits ix
Preface xiii
Acknowledgments xvii
Introduction 1
Chapter 1 Culture and Its Far Reaching Impact 9
Chapter 2 Culture as a Communicator 21
Chapter 3 Culture Screen 29
Chapter 4 Hm oitf Attempts to Identify and Classify
Cultures 39
Chapter 5 A Model of International Consumer Behavior 55^
Chapter 6 Social Class and Hierarchy of Needs in
Consumer Behavior 75
Chapter 7 Wa, Inhwa, Quanxi, and Other Alliances 89
Chapter 8 Diffusion of Innovation in Different Cultures 97
viii CONTENTS
Chapter 9 The Country of Origin Concept and Culture 117 )
Chapter 10 International Market Segmentation and
Consumer Behavior (^ 12^
Chapter 11 Involvement and the International Consumer 141
Chapter 12 Learning and the International Consumer 155
Chapter 13 International Marketing Strategies Based on
Consumer Behavior 163
Epilogue Importance of International Consumer Behavior—
Once More 173
Selected Bibliography 177
Index 183
t
j
I
EXHIBITS
I l The Need for International Information 2
1 2 The Relationship Between Macro and Micro
Strategies to Develop International Competitive
Edge 4
1 3 A General Theory of International Consumer
Behavior 6
1 1 Major Approaches to Studying Cultures 11
1 2 Wallace s Theory 13
1 3 A Comparison of Asian and European Cultures 14
1—4 Direct and Indirect Influences of Culture 15
2 1 Implications of Culture as a Key Player in
Communications 27
3 1 Individual s Exposure to Different Groups 34
3 2 The Concept of Culture Screen 35
4 1 Reisman s Classification as It Relates to Consumer
Behavior 40
x EXHIBITS 1
4 2 Contrast Between High context and Low context •
Cultures 44
4 3 High context/Low context Dichotomy Analyzed on
the Basis of Five Factors 45 j
4—4 Hofttede s Classification Analyzed on the Basis of
Five Factors 48 j
4—5 Brislin s Comparison 52
5 1 Role of Culture in Consumer Behavior 57
5 2 International Consumer Behavior Model 59
5 3 Scaled Cultural Factors to Develop a Scoring
System of International Consumer Behavior 62
5 4 Three Consumer Groups Based on Cultural Factors
Behavior 68
5 5 Scoring the United States, Japan, and Turkey as
Markets 69
6 1 Maslow s Hierarchy 77
6 2 World Markets and the Hierarchy 79 I
6 3 Social Class and Hierarchy of Needs in Cultural
Extremes 83
6 4 An Illustration of Social Class and Hierarchy of
Needs 84
7 1 Influence of Organizations 91
8 1 Proposed Three Diffusion Curves 102
8 2 Consumer Adoptive Behavior 104
8 3 How Quickly New Products Are Accepted 107
8^ The Reasons Why Customers Would Try the
Product 108
8 5 Characteristics of the People Who Try New
Products First 109
8 6 Where Do Consumers Go for Information? 110
8 7 Response Hierarchy Models for Four Cultures 111
8 8 Marketing New Products in Four Cultures 112
9 1 The Halo Effect of the Country of Origin Cue 119
9 2 Strategic Use of Country of Origin Cues 121
9 3 The Use of Country of Origin Cues in an
International Marketing Plan 123
9—4 A Model of International Brand Loyalty 126
if
EXHIBITS xi
10 1 Conventional Versus Unconventional Wisdom 130
10 2 Different Approaches to Developing International
Segments 133
10 3 Illustration of Macro Level and Micro Level Criteria
for Segmentation 134
10 4 Steps in Developing Strategically Equivalent
Segmentation 135
10 5 A Hypothetical Outcome of SES Analysis for Home
Security Monitoring Systems (HSMS) 138
11 1 International Consumer Involvement 143
11 2 An International Hierarchy of Needs 147
11 3 The Relationship Between Familiarity and
Involvement 149
12 1 Culture, Products, and Learning 157
12 2 The Relationship Between Learning Styles and
Learning Techniques 159
12 3 Interaction Between Learning Styles and Culture 160
13 1 The Interrelationship Between Learning and
Involvement 164
13 2 The Interrelationship Between Culture and
Diffusion 167
13 3 Generic Strategy Options 168
13 4 An Illustration: Food Processor in Malaysia 170
E l Future Research Avenues 174
|
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| discipline | Wirtschaftswissenschaften |
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| id | DE-604.BV010498946 |
| illustrated | Illustrated |
| indexdate | 2024-12-20T09:55:13Z |
| institution | BVB |
| isbn | 089930883X |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-006996102 |
| oclc_num | 30895193 |
| open_access_boolean | |
| owner | DE-703 DE-945 DE-92 DE-19 DE-BY-UBM DE-N2 DE-83 DE-188 DE-384 |
| owner_facet | DE-703 DE-945 DE-92 DE-19 DE-BY-UBM DE-N2 DE-83 DE-188 DE-384 |
| physical | XVIII, 186 S. graph. Darst. |
| publishDate | 1995 |
| publishDateSearch | 1995 |
| publishDateSort | 1995 |
| publisher | Quorum Books |
| record_format | marc |
| spellingShingle | Samli, A. Coskun International consumer behavior its impact on marketing strategy development Communication interculturelle ram Consommateurs - Préférences - Aspect social ram Consumentengedrag gtt Interculturele communicatie gtt Internationale marketing gtt Marchés d'exportation - Gestion ram Gesellschaft Interkulturelle Kommunikation Consumer behavior Social aspects Export marketing Management Intercultural communication Internationales Marketing (DE-588)4125431-4 gnd Verbraucherverhalten (DE-588)4062644-1 gnd |
| subject_GND | (DE-588)4125431-4 (DE-588)4062644-1 |
| title | International consumer behavior its impact on marketing strategy development |
| title_auth | International consumer behavior its impact on marketing strategy development |
| title_exact_search | International consumer behavior its impact on marketing strategy development |
| title_full | International consumer behavior its impact on marketing strategy development A. Coskun Samli |
| title_fullStr | International consumer behavior its impact on marketing strategy development A. Coskun Samli |
| title_full_unstemmed | International consumer behavior its impact on marketing strategy development A. Coskun Samli |
| title_short | International consumer behavior |
| title_sort | international consumer behavior its impact on marketing strategy development |
| title_sub | its impact on marketing strategy development |
| topic | Communication interculturelle ram Consommateurs - Préférences - Aspect social ram Consumentengedrag gtt Interculturele communicatie gtt Internationale marketing gtt Marchés d'exportation - Gestion ram Gesellschaft Interkulturelle Kommunikation Consumer behavior Social aspects Export marketing Management Intercultural communication Internationales Marketing (DE-588)4125431-4 gnd Verbraucherverhalten (DE-588)4062644-1 gnd |
| topic_facet | Communication interculturelle Consommateurs - Préférences - Aspect social Consumentengedrag Interculturele communicatie Internationale marketing Marchés d'exportation - Gestion Gesellschaft Interkulturelle Kommunikation Consumer behavior Social aspects Export marketing Management Intercultural communication Internationales Marketing Verbraucherverhalten |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006996102&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT samliacoskun internationalconsumerbehavioritsimpactonmarketingstrategydevelopment |