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Selected Publications

 

                    "Horizontal and vertical cultural differences in the content of advertising appeals" (with T.P. Johnson, and J. Zhang).  Journal of International Consumer Marketing.  In press.    

 

        "The impact of power on information processing depends on cultural orientation" (with C. Torelli). Journal of Experimental Social Psychology, 47, 959-967. 2011.

 

        "Cross-cultural psychology of consumer behavior" (with M. Koo).  In R.P. Bagozzi and A. Ruvio (Eds.), Consumer Behavior, a volume in the Wiley International Encyclopedia of Marketing. John Wiley & Sons. Pp. 125-133. 2011.

 

        "Impression Management in Survey Responding: Easier for Collectivists or Individualists?" (With H. Riemer). Journal of Consumer Psychology, 21 (2), 157-168. 2011.

 

        "Culture and response styles in survey research" (with T.P. Johnson and A. Holbrook).  In D. Matsumoto and F. van de Vijver (Eds.) Cross-Cultural Research Methods in Psychology. Cambridge , UK: Cambridge University Press. Pp. 130-175. 2011.

        "Horizontal and vertical individualism and collectivism: Implications for understanding psychological processes" (with C. Torelli and H. Riemer). In M. Gelfand, C-y Chiu, and Y-y Hong (Eds.), Advances in Culture & Psychology, Volume 1. Oxford, UK:  Oxford
        University Press. Pp. 309-350. 2011.    

         "Culture and concepts of power" (with C. Torelli ).  Journal of Personality and Social Psychology, 99(4), 703-723. 2010.

        "Identity-based motivation: Constraints and opportunities in consumer research" (with C. Torelli and J. Wong).  Journal of Consumer Psychology, 19(3), 261-266. 2009.

        "The effect of perceived message choice on persuasion" (with A. Schlosser). Journal of Consumer Psychology, 19(3), 290-301. 2009.

        "The 'me' I claim to be: Cultural self-construal elicits self-presentational goal pursuit" (with A. Lalwani). Journal of Personality and Social Psychology, 97(1), 88-102. 2009.

"Can McDonald’s food ever be seen as healthful? Metacognitive experiences affect the perceived understanding of a brand" (with K. Lee). Journal of Marketing Research, XLVI (April), 222-233. 2009.      Web appendix.

"New directions in cross-cultural consumer psychology" (with A. Lee and C. Torelli). In M. Wänke (Ed.), The Social Psychology of Consumer Behavior, a volume in the series, Frontiers of Social Psychology (Series Editors: A.W. Kruglanski & J.P. Forgas). New York: Psychology Press. Pp.227-250. 2009.  

"Getting too personal: Reactance to highly personalized e-mail solicitations" (with T.B. White, D. Zahay, and H. Thorbjørnsen).  Marketing Letters, 19, 39-50. 2008. 

"Cross-cultural consumer psychology" (with A. Lee, and T.P. Johnson). In C. Haugtvedt, P. Herr, and F. Kardes, (Eds.), Handbook of Consumer Psychology.  New York: Psychology Press. Pp. 1103-1131. 2008. 

“The horizontal/vertical distinction in cross-cultural consumer research” (with A. Lalwani, J. Zhang, and C. Torelli), Journal of Consumer Psychology, 16 (4), 325-342.  2006.  Target Article for Research Dialogue, accompanied by commentaries from Jennifer Aaker, Joan Meyers-Levy, and Daphna Oyserman.  

"Reflections on the meaning and structure of the horizontal/vertical distinction" (with J. Zhang, C. Torelli, and A. Lalwani), Journal of Consumer Psychology, 16 (4), 357-362.  2006. Invited response to commentaries. 

"The use of cues depends on goals: Store reputation affects product judgments when social identity goals are salient" (with Kyoungmi Lee), Journal of Consumer Psychology, 16 (3), 260-271. 2006. 

"What is the relation between cultural orientation and socially desirable responding?" (with A. Lalwani and T.P. Johnson),  Journal of Personality and Social Psychology, 90 (1), 165-178. 2006.

"The relation between culture and response styles: Evidence from 19 countries" (with T.J. Johnson, P.  Kulesa, and Y.I. Cho),  Journal of Cross-Cultural Psychology, 36 (2), 264-277. 2005.  

"Exploring the role of memory for self-selected ad experiences: Are some advertising media better liked than others?" (with P. Vargas, and P. Lowrey ), Psychology & Marketing, 21 (12), 1011-1032. 2004. 

"Cultural values in advertisements to the Chinese X-generation: Promoting modernity and individualism." (with J. Zhang),  Journal of Advertising, 32 (1), 23-33. 2003.

"Anticipating Discussion about a Product:  Rehearsing What to Say Can Affect Your Judgments,"  (with A. Schlosser),  Journal of Consumer Research, 29(1), 101-115. 2002.

"Horizontal and Vertical Individualism and Achievement Values:  A Multi-Method of Examination of Denmark and the U.S.,"  (with M. R. Nelson), Journal of Cross-Cultural Psychology,  33(5), 439-458. 2002.

"The Role of Attitude Functions in Persuasion and Social Judgment." (with M. R. Nelson). In J. P. Dillard and M. Pfau (Eds.), The Persuasion Handbook:  Theory and Practice. Thousand Oaks, CA:  Sage.  Pp. 137-153.  2002. 

"Response Latency Verification of Consumption Constellations: Implications for Advertising Strategy"  (with T.M. Lowrey, B.G. Englis, and M.R. Solomon), Journal of Advertising, 30 (1), 29-39. 2001.

"Consumer Behavior," (with M. Wänke).  In A. Tesser and N. Schwarz (Eds.), Blackwell Handbook of Social Psychology, Volume 1:  Intraindividual Processes.  Oxford, UK:  Blackwell Publishers.  Pp. 569-590.  2001.

"On the Dynamic and Goal-Oriented Nature of (Candidate) Evaluations," (with M. R. Nelson).  In J. Kuklinski (Ed.), Citizens and Politics:  Perspectives from Political Psychology, Cambridge, England:  Cambridge University Press. Pp. 227-240.  2001.

"Issues and New Directions in Global Consumer Psychology," (with D. Maheswaran), Journal of Consumer Psychology, 9(2), 59-66. 2000.

"Effects of an Approaching Group Discussion on Product Responses,"  (with A. Schlosser), Journal of Consumer Psychology, 8(4), 377-406.  1999.  

"Broadening the Conditions for Illusory Correlation Formation:  Implications for Judging Minority Groups," (with D.M.Sanbonmatsu, S. Smittipatana, and S.S. Posavac), Basic and Applied Social Psychology, 21, 263-279.  1999.

"Survey of Internet Users' Attitudes Toward Internet Advertising," (with A. Schlosser and A. Kanfer), Journal of Interactive Marketing, 13(3), 34-54.  1999.

"The Social Identity Function in Person Perception:  Communicated Meanings of Product Preferences," (with M. R. Nelson).  In G. R. Maio and J. M. Olson (Eds.), Why We Evaluate:  Function of Attitudes, Mahwah, N.J.:  Erlbaum.  Pp 37-57.  1999.

"Public Attitudes Toward Advertising: More Favorable Than You Might Think" (with P. Lowrey and J. Haefner), Journal of Advertising Research, 38(4), 7-22. 1998.

 

These publications are made available by permission from publishers for personal research use only.  Permission must be sought from the publishers for any other uses.