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How global brands incorporating local cultural elements increase consumer purchase likelihood

How global brands incorporating local cultural elements increase consumer purchase likelihood PurposeThe purpose of this paper is to investigate the influence of incorporating Chinese elements in global brands on consumer purchase likelihood.Design/methodology/approachSix global brand products from three categories that utilized Chinese elements are used to test hypotheses. The Total Effect Moderation Model is used to analyze by combining moderation and mediation under a general analytical framework.FindingsThe results show that cultural compatibility has direct positive effect, in addition to an indirect effect (through local iconness) on purchase likelihood. Meanwhile, consumer cultural identity is found to moderate the impact of brand local iconness on purchase likelihood.Practical implicationsEvaluation and improvement of cultural compatibility in a global brand that incorporates Chinese elements is recommended for multinational marketers entering Chinese consumer markets. Meanwhile, marketers should pay attention to consumer cultural identity in the market segmentation process.Originality/valueThis paper takes a unique perspective to investigate whether and how global brands can succeed when adding local cultural elements to the product design, packaging and promotion in emerging markets like China. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Marketing Review Emerald Publishing

How global brands incorporating local cultural elements increase consumer purchase likelihood

He, Jiaxun; Wang, Cheng Lu
International Marketing Review , Volume 34 (4): 17 – Jul 10, 2017
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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0265-1335
DOI
10.1108/IMR-08-2014-0272
Publisher site
See Article on Publisher Site

Abstract

PurposeThe purpose of this paper is to investigate the influence of incorporating Chinese elements in global brands on consumer purchase likelihood.Design/methodology/approachSix global brand products from three categories that utilized Chinese elements are used to test hypotheses. The Total Effect Moderation Model is used to analyze by combining moderation and mediation under a general analytical framework.FindingsThe results show that cultural compatibility has direct positive effect, in addition to an indirect effect (through local iconness) on purchase likelihood. Meanwhile, consumer cultural identity is found to moderate the impact of brand local iconness on purchase likelihood.Practical implicationsEvaluation and improvement of cultural compatibility in a global brand that incorporates Chinese elements is recommended for multinational marketers entering Chinese consumer markets. Meanwhile, marketers should pay attention to consumer cultural identity in the market segmentation process.Originality/valueThis paper takes a unique perspective to investigate whether and how global brands can succeed when adding local cultural elements to the product design, packaging and promotion in emerging markets like China.

Journal

International Marketing Review – Emerald Publishing

Published: Jul 10, 2017

References

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