Does language matter? A cross-national comparison of the moderating effect of language on website information-processing

Alcántara‐Pilar, Juan Miguel; Barrio‐García, Salvador del; Rodríguez-López, Ma Eugenia

doi:10.1016/j.jbusres.2018.03.011

Cited by 19 publications

(17 citation statements)

References 77 publications

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“…Results are also in line with previous literature on consumers’ buying decision process stating the importance of securing customers’ attention to persuade them to purchase (e.g., Behe, Zhao, Sage, Huddleston, & Minahan, ; Rihn & Yue, ). This study is also in line with Alcántara‐Pilar et al () and Alonso Dos Santos, Calabuig Moreno, Rejón Guardia, et al () who provide support on the idea that the characteristics of websites play an important role in customers’ evaluations about the website, the products offered by the firm as well as their attitude toward the companies, their products and the intention to buy.…”

Section: Discussionsupporting

confidence: 89%

“…This study is also in line with Alcántara-Pilar et al (2018) and Alonso Dos Santos, Calabuig Moreno, Rejón Guardia, et al (2016) who provide support on the idea that the characteristics of websites play an important role in customers' evaluations about the website, the products offered by the firm as well as their attitude toward the companies, their products and the intention to buy.…”

supporting

confidence: 82%

“…With regard to prior studies, the image transfer theory has been also approached in web environments. On this subject, research demonstrated that the characteristics of corporate brands’ websites affect the perceptions of the website, product reviews, attitudes, and the intention to buy (Alcántara‐Pilar et al, ; Alonso Dos Santos, Calabuig Moreno, Hervás Crespo, et al, ). The present study approaches the image transfer theory to assess the impact of the AttWeb on the perception of the corporate brand and the IntBuy products offered by the company analyzed in this study.…”

Section: Conceptual Frameworkmentioning

confidence: 99%

“…Consistent with the image transfer theory, FFIWeb communication can help achieving two distinct goals: (a) improving the attitude toward the websites (AttWeb) used to transfer family firms’ identity and, (b) increasing the intention to buy (IntBuy) with regard to the products offered by family firms (Alcántara‐Pilar, Del Barrio‐García, & Rodríguez‐López, ; Alonso Dos Santos, Calabuig Moreno, Hervás Crespo, & Núñez Pomar, ). On the other hand, the elaboration likelihood model suggests that the quality cues associated with family firms can have a significant and direct impact on IntBuy mostly for consumers with low product involvement (ProInv).…”

Section: Introductionmentioning

confidence: 98%

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Family firms’ identity communication and consumers’ product involvement impact on consumer response

Santos

Llanos‐Contreras

Farías

2019

Psychology and Marketing

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The purpose of this study is to determine whether the image transfer theory and the elaboration likelihood model can provide a theoretical framework capable of assessing the influence of consumers’ product involvement and family firms’ identity communication through websites on consumer responses. This research conducted an experiment using an eye‐tracking technique measuring attention to family and nonfamily corporate websites. The procedure involved 120 participants. Consistent with the image transfer theory, family firms’ identity through websites positively impacts attitude toward the website and intention to buy. Additionally, the attitude toward the website affects the relationship between family firms’ identity through websites and the intention to buy. In line with the elaboration likelihood model, consumers’ product involvement negatively impacts the relationship between family firms’ identity through websites and intention to buy.

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Section: Discussionsupporting

confidence: 89%

supporting

confidence: 82%

Section: Conceptual Frameworkmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 98%

See 2 more Smart Citations

Family firms’ identity communication and consumers’ product involvement impact on consumer response

Santos

Llanos‐Contreras

Farías

2019

Psychology and Marketing

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“…The results show that the direct paths between collaborative culture and BP ( clan bp = .03; p > .05) and between controlling culture and BP ( hier bp = .03; p > .05) are close to zero and not significant, while the direct effects of both collaborative culture and controlling culture on IMC ( clan imc = .52; p < .05; hier imc = .32; p < .05), and of IMC on BP ( imc bp = .57; p < .05) were significant. These results are in line with the recommendations of Baron and Kenny (1986) and other more recent publications (Shrout and Bolger, 2002;Alcántara-Pilar et al, 2018;Manzi et al, 2019;Carlson et al, 2019); and thus full mediation is deemed to exist.…”

Section: Table 4 About Heresupporting

confidence: 91%

The antecedent role of a collaborative vs. a controlling corporate culture on firm-wide integrated marketing communication and brand performance

Barrio‐García

Kitchen

Tourky

2020

Journal of Business Research

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The version presented here may differ from the published version. If citing, you are advised to consult the published version for pagination, volume/issue and date of publication The antecedent role of a collaborative vs. a controlling corporate culture on firm-wide integrated marketing communication and brand performance Abstract This study aims to (i) demonstrate the influence of two types of corporate culture (CC), namely collaborative and controlling, on firm-wide integrated marketing communication (IMC) implementation; and (ii) examine the mediating role of IMC on the relationship between CC and brand performance (BP). Data were gathered via a selfadministered online survey among senior managers of service businesses (n = 180) and analyzed via path analysis. Findings show that the adoption of a collaborative culture positively affects IMC, and to a greater extent than a controlling culture. It is also found that IMC exerts a beneficial effect on brand competitive advantage. A key contribution of this study lies in providing empirical evidence of the mediation of IMC in the relationship between CC and BP, thus suggesting that, in terms of the resource-based view (RBV), IMC contributes to fostering organizational capability to translate organizational cultural values into competitive advantage.

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How language affects consumers' processing of numerical cues

Günaşti

Kara

Ross

et al. 2020

J of Consumer Behaviour

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We show that linguistic numeral structures affect consumers' comparative evaluations of numbers, prices, and alphanumeric brand names. For example, 80 (eighty) in English is perceived as 4 × 20 (quatre‐vingts or four twenties) in French and as 8 × 10 (ba‐shi or eight tens) in Chinese. Thus, the difference between 80 and 20 is expressed with different degrees of numerosity, the number of units into which a stimulus is divided: (a) 2 × 10 versus 8 × 10 in Chinese, (b) 20 versus 4 × 20 in French, or (c) simply 20 versus 80 in English. In four studies involving a total of 732 bilinguals who speak two of these three languages, we examine how different linguistic properties can lead to differences in comparison of numerical values and inferences made about product attributes. We demonstrate the mediating role of numerosity induced by certain linguistic structures while ruling out alternative explanations for this phenomenon such as cultural differences, processing fluency, and numeracy. Our research contributes to literatures on number cognition, numerosity, branding, and linguistics while providing insights for international marketers by encouraging practitioners to use different numbers in their marketing, branding, and pricing efforts in ways that best fit the linguistic structure of the country in which they sell a product.

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Does language matter? A cross-national comparison of the moderating effect of language on website information-processing

Cited by 19 publications

References 77 publications

Family firms’ identity communication and consumers’ product involvement impact on consumer response

Family firms’ identity communication and consumers’ product involvement impact on consumer response

The antecedent role of a collaborative vs. a controlling corporate culture on firm-wide integrated marketing communication and brand performance

How language affects consumers' processing of numerical cues

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