How values of individualism and collectivism influence impulsive buying and money budgeting: the mediating role of acculturation to global consumer culture

This study examined the effects of individual‐level cultural values of individualism and collectivism on impulsive buying and money budgeting and the mediating role of acculturation to global consumer culture. By applying the person‐environment fit theory and acculturation theory, we argue that people who hold cultural values congruent with the culture they come into contact with are more likely to acculturate to it, and that those who acculturate to global consumer culture (GCC) are more likely to display consumption behaviors stimulated by GCC, namely impulsive buying and poor money budgeting. The findings show that consumers acculturated to GCC report higher impulsive buying and lower money budgeting, and that it is not the distinction between individualism and collectivism, but rather between the vertical and horizontal values that determines the acceptance of GCC and the studied consumption behaviors. Results revealed that vertical individualists (those who believe in competition between individuals and who prioritize their needs over the needs of others) and vertical collectivists (those who believe in the subordination of individuals to groups) were more likely to be acculturated to GCC. Thus, the acceptance of inequality between individuals among other individuals, or within groups, is related to the acceptance of GCC and impulsive buying and money budgeting. The level of acculturation to GCC mediates the relations between vertical individualism and collectivism values and impulsive buying and money budgeting. Theoretical contributions to the research on horizontal/vertical individualism/collectivism, acculturation to GCC, and person‐environment fit theory, as well as practical implications for marketers are discussed.     

Individualism-Collectivism as a Boundary Condition for Effectiveness of Minority Influence in Decision Making

Results of this experiment demonstrate that individualists and collectivists react differently to minority influence. Based on the distinction between objectivity and preference norms in the minority influence literature, we hypothesize that individualism and collectivism influence (A) responses to minority influence (focusing on the target of influence) and (B) effectiveness of minority influence (focusing on the influence agent). Our results replicate past research and demonstrate improved decision quality for individuals exposed to a minority perspective. Moreover, minority influence targets with high horizontal individualism and low horizontal collectivism made higher quality decisions. Influence targets with high vertical collectivism demonstrated higher quality decisions when the influence agent held a high status position in the group. Results also demonstrate that influence agents with high vertical individualism experienced less role stress than those with low vertical individualism. Finally, influence agents with low role stress were more effective in influencing the decision making of others. We discuss our findings in terms of boundary conditions to the minority influence process.     

Cooperation, competition and goal interdependence in work teams: a multilevel approach

The aim of this research was to predict cooperative and competitive conflict management styles in 26 new start-up work teams (time 1), and after one year of functioning (time 2) in an automotive company. Vertical-horizontal, individualism-collectivism cultural patterns were used as predictive variables. It was predicted that goal interdependence would moderate the relationship between cultural patterns and conflict management styles. Because of the hierarchically nested data structure, a Multilevel Analysis approach was used. Horizontal and vertical collectivism increased cooperation, and horizontal and vertical individualism increased competition. Only when work teams had been functioning for a year, goal interdependence increased cooperation and interaction effects between goal interdependence and vertical types of individualism and collectivism were observed. Implications for team-building as organizational transformational strategies are discussed.     

What is the relation between cultural orientation and socially desirable responding?

Research suggests that collectivists are more likely to engage in deception and socially desirable responding to maintain good relationships with others. In contrast, individualists are portrayed as candid and sincere because individualism encourages people to "be yourself." The authors propose that people with both types of cultural orientations or backgrounds engage in desirable responding, albeit in distinct ways. In Study 1, respondents from the United States compared with those from Singapore, and European Americans compared with Asian Americans, scored higher on self-deceptive enhancement (SDE)-the tendency to see oneself in a positive light and to give inflated assessment of one's skills and abilities- but lower on impression management (IM) by misrepresenting their self-reported actions to appear more normatively appropriate. In Studies 2 to 4, horizontal individualism as a cultural orientation correlated with SDE but not with IM, whereas horizontal collectivism correlated with IM but not with SDE. Further analyses examining (a) individual differences in the tendency to answer deceptively and (b) responses to behavioral scenarios shed additional light on the culturally relevant goals served by these distinct types of socially desirable responding.     

Attributing causality and remembering events in individual- and group-acting situations: A Beijing, Hong Kong, and Wellington comparison

Previous research has shown that collectivists prefer external whereas individualists prefer internal attributions. To test the findings' generality across social situations, we compared the two attributions in situations where either an individual was acting on a group (Individual-acting) or the reverse (Group-acting). As predicted, collectivists' (Beijing and Hong Kong Chinese) greater preference for externality, and individualists' (Wellington Europeans) greater preference for internality, occurred in individual- but not group-acting situations. Collectivists' (mainly Hong Kong) memory of events was better in group- than in individual-acting situations according to prediction, but the predicted reversal was not found among individualists. The collectivist/individualist categorizations of the samples were supported by measures of self-construal. Indigenous Chinese concepts of 'unity' ( tong tian ren ) and 'combination' ( he nei wai ) were discussed to throw light on attribution processes that are not readily accessible through the concepts of collectivism and individualism.     

大学生文化倾向性与姓名知觉反应时的关系

摘要 本文采用问卷调查和字词辨别反应时任务的方法,考察了大学生对个体姓名信息反应时与文化倾向性之间的关系。结果表明：（1）自陈式《垂直、水平个人-集体主义问卷》的集体主义维度上具有较低的区分效度,有待改善;（2）在视觉通路中,个体对自我的姓名、姓、名的加工时均具有一定的优先性,并发现个体对自我姓名的知觉模式为整体知觉;（3）姓名信息所蕴含的文化信息与文化倾向问卷中所测量的信息具有一定的相关,支持并验证了文化倾向问卷的内容效度;同时研究发现姓、名作为自我结构的标识物比姓名更佳。     

Effective leadership in salient groups: revisiting leader-member exchange theory from the perspective of the social identity theory of leadership

Two studies compared leader-member exchange (LMX) theory and the social identity theory of leadership. Study 1 surveyed 439 employees of organizations in Wales, measuring work group salience, leader-member relations, and perceived leadership effectiveness. Study 2 surveyed 128 members of organizations in India, measuring identification not salience and also individualism/collectivism. Both studies provided good support for social identity predictions. Depersonalized leader-member relations were associated with greater leadership effectiveness among high-than low-salient groups (Study 1) and among high than low identifiers (Study 2). Personalized leadership effectiveness was less affected by salience (Study 1) and unaffected by identification (Study 2). Low-salience groups preferred personalized leadership more than did high-salience groups (Study 1). Low identifiers showed no preference but high identifiers preferred depersonalized leadership (Study 2). In Study 2, collectivists did not prefer depersonalized as opposed to personalized leadership, whereas individualists did, probably because collectivists focus more on the relational self.     

个人主义与集体主义结构的验证性研究

本文用实证方法通过对中国大陆303名被试的调查,对个人主义、集体主义的维度及其测量问卷的构想效度进行初步验证,结果支持Triandis提出的个人主义、集体主义可以分成水平、垂直两个维度,在个人水平上,个人主义与集体主义有四种类型的构想。验证性因素分析表明,Singelis的问卷有较好的构想效度,但在中国被试的测试结果上表现出一些题目的不适合,有待于进一步修正。     

How individualism–collectivism orientations predict happiness in a collectivistic context

We discuss how individualistic/collectivistic orientations of employees predict affective well-being at work, and how this relationship is moderated by the perceptions of spirit of camaraderie in organizations. The sample comprises 161 employees of 109 organizations operating in Portugal, a collectivistic culture. The findings suggest that: (a) collectivistic individuals show higher affective well-being than individualists; (b) this relationship is moderated by the employees’ perceptions of the spirit of camaraderie in their organizations; (c) higher affective well being levels tend to be experienced by collectivists who find working in an organizational context to be rich in spirit of camaraderie, and lower levels of affective well being are expressed by individualists who perceive poor spirit of camaraderie in their working environments. The paper emphasizes that employee happiness can have different bases in different cultures and that individualism/collectivism orientations do not operate in the same way in different cultural and organizational contexts. We are very grateful to the three anonymous reviewers for their helpful comments and suggestions.     

When what you have is who you are: self-uncertainty leads individualists to see themselves in their possessions

Four studies tested whether uncertainty about the self-concept can motivate people, particularly individualists who define themselves in terms of their personal traits and characteristics, to perceive their material possessions as extensions of themselves (i.e., as self-expressive). In Study 1, European American participants rated their favorite pair of blue jeans as more self-expressive after being induced to feel self-uncertain, whereas Asian American participants did not. In Study 2, participants who scored high on a measure of individualism rated their cars as more self-expressive following a self-uncertainty manipulation. In Study 3, individualists (but not collectivists) rated their favorite possessions as more self-expressive after being subject to self-uncertainty; a manipulation of self-irrelevant uncertainty did not produce these results. In Study 4, thinking about a self-expressive (relative to utilitarian) possession bolstered self-certainty among individualists, but not collectivists. Implications for research on culture, the self-concept, and possessions are discussed.     

Relationship of cultural values to counterproductive work behaviour: The mediating role of job stress

The purposes of this study were to investigate how cultural values are related to counterproductive work behaviour (CWB), and to examine whether individuals' job stress acts as a mediator between cultural types and CWB. Using an anonymous questionnaire survey, the sample was comprised of 440 employees working in government institutes and private sectors in Thailand. The results show that job stress not only has a direct relationship to CWB, but also partially mediates the relationship between cultural values and CWB. The strong mediating links were between horizontal collectivism and CWB and between vertical individualism and CWB.     

Horizontal and vertical dimensions of individualism-collectivism: a comparison of African Americans and European Americans

The current study examined ethnic differences in horizontal and vertical dimensions of individualism and collectivism among 96 African American and 149 European American college students. Participants completed the 32-item Singelis et al. (1995) Individualism/Collectivism Scale. Multivariate analyses of variance results yielded a main effect for ethnicity, with African Americans being significantly higher on horizontal individualism and European Americans being higher on horizontal collectivism and vertical individualism. A moderated multiple regression analysis indicated that ethnicity significantly moderated the relationship between individualism and collectivism. Individualism and collectivism were significantly and positively associated among African Americans, but not associated among European Americans. In addition, collectivism was related to grade point average for African Americans but not for European Americans. Contrary to the prevailing view of individualism-collectivism being unipolar, orthogonal dimensions, results provide support for individualism-collectivism to be considered as unipolar, related dimensions for African Americans.     

大学生的文化取向、自我概念对主观幸福感的影响

对成、渝两地228名大学生进行了测试,探讨大学生不同的文化取向和自我概念对其主观幸福感的影响。结果表明:大学生的文化取向以水平集体主义取向为主;年级、性别和家庭经济收入状况对幸福感均不产生影响;自我概念的各因子除与情感平衡呈显著负相关外,其他均为显著正相关;垂直个人主义文化与负性情感呈显著负相关,与情感平衡呈显著正相关;心理自我、生理自我和水平集体主义对生活满意度指数A和B有显著的预测效应;社会自我、自我批评和水平个人主义对正性情感有显著的预测效应,心理自我、自我批评和垂直个人主义对负性情感有显著的预测效应,心理自我、垂直和水平的个人主义对情感平衡有显著的预测效应。     

Horizontal and vertical individualism and collectivism among college students in the United States, Taiwan, and Argentina.

Among college students in the United States, Taiwan, and Argentina, the author examined the strength of 4 cultural patterns (horizontal collectivism, vertical collectivism, horizontal individualism, vertical individualism; H. C. Triandis, 1995). A 3-group confirmatory factor analysis established the measurement equivalence among the 3 samples before the comparison. The Taiwanese and the Argentine samples were more vertically collectivist than the U.S. sample. The U.S. and the Taiwanese samples were more vertically individualistic than the Argentine sample. The U.S. sample was more horizontally individualistic than the Argentine sample, which, in turn, was more horizontally individualistic than the Taiwanese sample.     

Social value orientation and intelligence: A test of the goal prescribes rationality principle

The present study examines the influence of pre-existing individual differences in social value orentations, or preferences for certain patterns of outcomes to oneself and others (McClintock, 1978), on perceptions of rationality in a social dilemma. In Experiment 1 conducted in Groningen (the Netherlands), it was found that people with pro-social orientations expected more cooperation from another described as intelligent than from another described as unintelligent, whereas individualists and competitors expected relatively more cooperation from another described as unintelligent. The cross-cultural generalizability of this finding was examined and supported in Experiment 2 which was conducted in Santa Barbara (U.S.A.). Results from both studies are consistent with the Goal Prescribes Rationality Principle (Van Lange, Liebrand and Kuhlman, 1990) which assumes that people with pro-social (cooperative) orientations would perceive rationality in social dilemmas primarily from the collective perspective, whereas individualists and competitors would take a strong egocentric perspective on rationality. In addition, we found a strong relationship between expectations of other's cooperation and own cooperative behaviour when the other was described as intelligent. The strength of this relationship was reduced, particularly for individualists and competitors, when the other person was described as unintelligent.     

Horizontal and Vertical Individualism and Collectivism Among College Students in the United States,Taiwan, and Argentina

Abstract

Among college students in the United States, Taiwan, and Argentina, the author examined the strength of 4 cultural patterns (horizontal collectivism, vertical collectivism, horizontal individualism, vertical individualism; H. C. Triandis, 1995). A 3-group confirmatory factor analysis established the measurement equivalence among the 3 samples before the comparison. The Taiwanese and the Argentine samples were more vertically collectivist than the U.S. sample. The U.S. and the Taiwanese samples were more vertically individualistic than the Argentine sample. The U.S. sample was more horizontally individualistic than the Argentine sample, which, in turn, was more horizontally individualistic than the Taiwanese sample.     

The relationship between relational models and individualism and collectivism: evidence from culturally diverse work groups

Relational models theory (Fiske, 1991 ) proposes that all thinking about social relationships is based on four elementary mental models: communal sharing, authority ranking, equality matching, and market pricing. Triandis and his colleagues (e.g., Triandis, Kurowski, & Gelfand, 1994 ) have suggested a relationship between the constructs of horizontal and vertical individualism and collectivism and Fiske's relational models. However, no previous research has examined this proposed relationship empirically. The objective of the current study was to test the association between the two frameworks in order to further our understanding of why members of culturally diverse groups may prefer different relational models in interactions with other group members. Findings from this study support a relationship between Triandis' constructs and Fiske's four relational models and uphold Fiske's ( 1991 ) claim that the use of the relational models is culturally dependent. As hypothesized, horizontal collectivism was associated with a preference for equality matching and communal sharing, vertical individualism was related to a preference for authority ranking, and vertical collectivism was related to a preference for authority ranking and communal sharing. However, contrary to expectations, horizontal individualism was not related to a preference for equality matching and market pricing, and vertical individualism was not associated with market pricing. By showing that there is a relationship between Triandis' and Fiske's frameworks, this study closes a gap in relational models theory, namely how culture relates to people's preferences for relational models. Thus, the findings from this study will enable future researchers to explain and predict what relational models are likely to be used in a certain cultural context.     

Differentiation between and within groups: the influence of individualist and collectivist group norms

The power of individualist and collectivist group norms to influence intergroup and inter‐individual differentiation was examined in three studies. Study 1 revealed that intergroup differentiation was lower when group norms prescribed individualism than when they prescribed collectivism. However, inter‐individual differentiation was higher when group norms endorsed individualism than when they promoted collectivism. In Studies 2 and 3 we found evidence for the moderating effect of group salience on the relationship between norms and differentiation. Specifically, the effect that individualist group norms reduced intergroup differentiation but enhanced inter‐individual differentiation was more pronounced when group salience was high rather than low. This finding demonstrates that conformity to a group norm prescribing individualism influences the manner in which positive differentiation is expressed. The discussion focuses on the caveats of introducing individualist group norms when attempting to reduce intergroup differentiation. Copyright © 2006 John Wiley & Sons, Ltd.     

Inter‐ and intra‐cultural variations in self‐other boundary: A qualitative‐quantitative approach

Past research on the theories of self‐construal and individualism‐collectivism in cross‐cultural contexts presents inconsistent and inconclusive results. Some researchers have seriously questioned the validity of major instruments measuring self‐construal across cultural groups. To address the validity issue, this study developed quantitative measures from ethnographic data. In five scenarios mapping self to close‐other boundaries, 171 Anglo‐Canadians and 224 Mainland Chinese were asked to make a decision and offer a reason for the decision. Two intriguing findings emerged from the data. (1) In comparison with Anglo‐Canadians, Mainland Chinese were more likely to share material belongings with close‐others and less likely to share their thoughts/opinions. The first part of this finding provides unequivocal support for the theories of self‐construal and individualism‐collectivism, whereas the latter part challenges an important assumption of these theories, which contends that collectivists should be more likely than individualists to share everything they own (including opinions) with close‐others. This unconventional finding proposes the division of material belongings and thoughts/opinions sharing of the self‐other boundary in future cross‐cultural self‐construal research. (2) There were significant differences in the reasons Canadians and Chinese offered for what they would or would not do in a specific situation. For example, the reasons for not telling the truth about a roommate's nonmatching outfit were “tastes differ from person to person” for a Canadian and “I don't tell others what I think of them” for a Chinese. The Canadians clearly show respect for the other's personal preference and the Chinese were thinking “what can I benefit from telling her the truth?” It was reasoned that underneath the giving and generous Chinese lies a shrewd mind, and underneath the frank Canadian lies a materialistic mind. In conclusion, this article contributes to the field in that it reports pioneering research, via both qualitative and quantitative means, on sharing material belongings and opinions/thoughts in samples from individualistic and collectivistic cultures. The findings of this study illustrate, specify, and challenge the universal utility of the theories of self‐construal and individualism‐collectivism.     

The effects of individualistic‐collectivistic value orientations on non‐fatal suicidal behavior and attitudes in Turkish adolescents and young adults

This study aimed at investigating the effects of individualistic‐collectivistic value orientations on non‐fatal suicidal behavior and attitudes in Turkish adolescents and young adults. A questionnaire containing measures of individualism, collectivism (INDCOL), non‐fatal suicidal behaviors and suicidal attitudes was used to collect the data. The results showed that both suicidal ideation and attempts were significantly more frequent in participants classified as individualist than those who were classified as collectivist on the basis of INDCOL scale scores. Participants with individualistic tendencies displayed more permissive attitudes toward suicide than those with collectivistic tendencies but collectivists believed to a greater extent than the individualists that people should communicate suicidal problems to others. Participants with collectivistic tendencies showed more accepting and helping reactions to an imagined suicidal friend than those with individualistic tendencies. Suicidal ideation and attempts were more common among adolescents than young adults. The findings suggest that individualistic and collectivistic value orientations and developmental status specific stressors play a role in the distribution of nonfatal suicidal behavior and the nature of suicidal attitudes.