How face influences consumption A comparative study of American and Chinese consumers
Research output: Journal Publications and Reviews › RGC 21 - Publication in refereed journal › peer-review
Author(s)
Related Research Unit(s)
Detail(s)
Original language | English |
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Pages (from-to) | 237-256 |
Journal / Publication | International Journal of Market Research |
Volume | 49 |
Issue number | 2 |
Publication status | Published - 2007 |
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Abstract
East Asia is fast becoming the world's largest brand-name luxury goods market. This study develops the concept of face and face consumption to explain why Asian consumers possess strong appetites for luxury products despite their relatively low income. This paper distinguishes the concept of face from a closely related construct, prestige, and examines the influence of face on consumer behaviours in the United States and China. Due to the heavy influence of face, Asian consumers believe they must purchase luxury products to enhance, maintain or save face. Accordingly, face consumption has three unique characteristics: conformity, distinctiveness and other-orientation. The results of a cross-cultural survey support the existence of these three subdimensions and show that Chinese consumers are more likely to be influenced by their reference groups than are American consumers. Furthermore, they tend to relate product brands and price to face more heavily than do their US counterparts. In addition, Chinese consumers are more likely to consider the prestige of the products in other-oriented consumption than are their American counterparts. © 2007 The Market Research Society.
Citation Format(s)
How face influences consumption A comparative study of American and Chinese consumers. / Li, Julie Juan; Su, Chenting.
In: International Journal of Market Research, Vol. 49, No. 2, 2007, p. 237-256.
In: International Journal of Market Research, Vol. 49, No. 2, 2007, p. 237-256.
Research output: Journal Publications and Reviews › RGC 21 - Publication in refereed journal › peer-review