Marketing scholars have long debated whether marketing programs and processes can be standardized across countries. However, empirical examination of cross-national applicability of marketing models, which are originally generated for a single market - usually the USA - are rare. This study tests the standardizability of the Dodds, Monroe, and Grewal model that explains consumers' willingness to buy based on extrinsic cues - such as brand name, price, and retailer reputation - and on their perceptions of quality, sacrifice, and value. The study examines the model via experiments conducted in the USA, Belgium, and Sweden. The results suggest that while the model is supported across countries, the relative importance of the extrinsic cues may vary across countries.
Journal of Product & Brand Management – Emerald Publishing
Published: Jul 1, 2002
Keywords: Value; Loss; National cultures; Marketing; Pricing
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