Ashok K. Lalwani
Indiana University
AdvertisingCultural diversityProduct (category theory)Developmental psychologyBusinessCognitive stylePsychologyEconomicsMarketingCross-culturalCognitionIndividualismMicroeconomicsCognitive psychologyInterdependencePerceptionPower (social and political)Goal pursuitQuality (business)Context (language use)Service (business)PersuasionCultural orientationSelf construalImpression managementScale (social sciences)Hofstede's cultural dimensions theorySocial psychologyInterpersonal relationshipCollectivism
52Publications
16H-index
1,279Citations
Publications 48
Newest
AbstractPrevious research suggests that consumers judge the quality of a brand promoted infrequently less favorably than a brand promoted frequently, because the former promotional pattern tends to...
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#1Sukki Yoon (Bryant University)H-Index: 19
#2Ashok K. LalwaniH-Index: 16
Last. Charles Taylor (Villanova University)H-Index: 162
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AbstractFour studies examined the perceived persuasiveness of pro-and anti-health messages among Koreans and Americans. Results indicated that the perceived effectiveness of messages in the two cou...
2 CitationsSource
#1Minkyung Koo (UIUC: University of Illinois at Urbana–Champaign)H-Index: 10
#2Sharon Shavitt (UIUC: University of Illinois at Urbana–Champaign)H-Index: 35
Last. Sydney Chinchanachokchai (College of Business Administration)H-Index: 4
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Abstract Our research examines the likelihood of choosing a well-known brand or product (e.g., global brands, national chain stores) relative to a new one (e.g., niche brands, local stores). Six studies examine the asymmetric consequences of engaging in an analytic or holistic thinking style that mismatches the dominant thinking style associated with one's cultural background. Our studies show that engaging in a culturally mismatched (versus matched) thinking style enhances the subsequent appeal...
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AbstractResearch on subsistence marketplaces provides a number of insights about extreme and chronic resource scarcity as well as intangible scarcities in cognitive and affective realms. These insi...
1 CitationsSource
#1Ashok K. LalwaniH-Index: 16
#2Jessie J. Wang (Miami University)H-Index: 4
Last. David H. Silvera (UTSA: University of Texas at San Antonio)H-Index: 20
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Abstract Goal pursuit comprises several functional components. Two important components identified by recent research are assessment (critical evaluation and comparison of entities and states) and locomotion (movement from state to state), alternately termed regulatory modes. We used both experiments and surveys across five studies, which examined the relation between cultural orientation and regulatory mode, and the processes underlying this relation. Results suggested that Caucasians (vs. Asia...
1 CitationsSource
#1Hyejin LeeH-Index: 1
#2Ashok K. LalwaniH-Index: 16
Last. Jessie J. WangH-Index: 4
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The role of culture in consumers’ price search and behavior has received limited attention in the literature. In the present research, the authors examine how the cultural dimension of power distan...
1 CitationsSource
#1Hanyong Park (MSU: Michigan State University)H-Index: 2
#2Ashok K. LalwaniH-Index: 16
Last. David H. Silvera (UTSA: University of Texas at San Antonio)H-Index: 20
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Consumers routinely encounter situations in which they perceive that resources are scarce. However, little is known about how this perception influences consumers’ use of price in their purchase decisions. The present research seeks to fill this gap by examining the link between scarcity and the tendency to use price to judge product quality, and the mechanisms underlying that link. Six studies (and five more reported in the web appendix) using multiple product categories and a variety of oper...
2 CitationsSource
#1Jessie J. Wang (Miami University)H-Index: 4
#2Carlos J. Torelli (UIUC: University of Illinois at Urbana–Champaign)H-Index: 20
Last. Ashok K. LalwaniH-Index: 16
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Abstract Private-label brands have been offered as an alternative to national brands. Given the widespread belief that private-label brands offer good value, it is surprising that the market share of such brands has remained low in most countries. In the current research, we examine the interactive effect of power distance belief (PDB) – the acceptance and expectation of hierarchies and inequalities in society – and consumers’ status on their preference for private-label (vs. national) brands. R...
12 CitationsSource
Abstract Four studies suggested that social exclusion (vs. inclusion) by ingroups leads interdependents to discard impression management goals because of a lower tendency to identify with ingroups. In contrast, independents do not change their impression management goals when socially excluded (vs. included) by ingroups. Consequently, when included (but not when excluded), interdependents (vs. independents) are willing to pay more, and are willing to expend more effort in the purchase of publicl...
5 CitationsSource
#1Zhiyong YangH-Index: 43
#2Sijie SunH-Index: 1
Last. Narayan JanakiramanH-Index: 5
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Globalization has substantially influenced the world economy. However, managers have a limited understanding of how local–global identity influences consumers’ price perceptions and behavior. In th...
23 CitationsSource