Impression management in survey responding: Easier for collectivists or individualists?

Hila Riemer; Sharon Shavitt

doi:10.1016/j.jcps.2010.10.001

Impression management in survey responding: Easier for collectivists or individualists?

Hila Riemer
, Sharon Shavitt

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Research output: Contribution to journal › Article › peer-review

Abstract

Three experiments indicate that collectivistic people (or those who come from Eastern cultures) have an easier time giving appropriate answers on surveys than do individualists (or those who come from Western cultures). This means that it is easier to disrupt the efforts of individualists to give appropriate responses. The research highlights how cultural factors influence survey response processes, and that individualists and collectivists engage in impression management through different psychological mechanisms. This has implications for marketing, advertising, and consumer choice.

Original language	English (US)
Pages (from-to)	157-168
Number of pages	12
Journal	Journal of Consumer Psychology
Volume	21
Issue number	2
DOIs	https://doi.org/10.1016/j.jcps.2010.10.001
State	Published - Apr 2011

Keywords

Automatic processes
Collectivism
Effortful processes
Impression management
Individualism
Socially desirable responding

ASJC Scopus subject areas

Applied Psychology
Marketing

Online availability

10.1016/j.jcps.2010.10.001

Library availability

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title = "Impression management in survey responding: Easier for collectivists or individualists?",

abstract = "Three experiments indicate that collectivistic people (or those who come from Eastern cultures) have an easier time giving appropriate answers on surveys than do individualists (or those who come from Western cultures). This means that it is easier to disrupt the efforts of individualists to give appropriate responses. The research highlights how cultural factors influence survey response processes, and that individualists and collectivists engage in impression management through different psychological mechanisms. This has implications for marketing, advertising, and consumer choice.",

keywords = "Automatic processes, Collectivism, Effortful processes, Impression management, Individualism, Socially desirable responding",

author = "Hila Riemer and Sharon Shavitt",

note = "Preparation of this article was supported by Grant \#1R01HD053636-01A1 from the National Institutes of Health , Grant \#0648539 from the National Science Foundation , and Grant \#63842 from the Robert Wood Johnson Foundation to Sharon Shavitt , and Grant \#2009456 from the United States — Israel Binational Science Foundation to Hila Riemer and Sharon Shavitt . Portions of this research were presented at the 2008 Association for Consumer Research conference, and at the 2005 Cross-Cultural Consumer Psychology Pre-conference of the Society for Consumer Psychology. We thank Pelin Kesebir, Ashok Lalwani and members of the seminar groups at the University of Illinois, Ben-Gurion University, and Tel-Aviv University, for their valuable comments on this research. We also thank Yifan Dai, Atul Kulkarni, Erez Luzon, Ahron Rosenfeld, Inbal Segal, Dan Sudak, and Jimmy Wong for their assistance in data collection.",

year = "2011",

month = apr,

doi = "10.1016/j.jcps.2010.10.001",

language = "English (US)",

volume = "21",

pages = "157--168",

journal = "Journal of Consumer Psychology",

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publisher = "John Wiley \& Sons, Ltd.",

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T2 - Easier for collectivists or individualists?

AU - Riemer, Hila

AU - Shavitt, Sharon

N1 - Preparation of this article was supported by Grant #1R01HD053636-01A1 from the National Institutes of Health , Grant #0648539 from the National Science Foundation , and Grant #63842 from the Robert Wood Johnson Foundation to Sharon Shavitt , and Grant #2009456 from the United States — Israel Binational Science Foundation to Hila Riemer and Sharon Shavitt . Portions of this research were presented at the 2008 Association for Consumer Research conference, and at the 2005 Cross-Cultural Consumer Psychology Pre-conference of the Society for Consumer Psychology. We thank Pelin Kesebir, Ashok Lalwani and members of the seminar groups at the University of Illinois, Ben-Gurion University, and Tel-Aviv University, for their valuable comments on this research. We also thank Yifan Dai, Atul Kulkarni, Erez Luzon, Ahron Rosenfeld, Inbal Segal, Dan Sudak, and Jimmy Wong for their assistance in data collection.

PY - 2011/4

Y1 - 2011/4

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AB - Three experiments indicate that collectivistic people (or those who come from Eastern cultures) have an easier time giving appropriate answers on surveys than do individualists (or those who come from Western cultures). This means that it is easier to disrupt the efforts of individualists to give appropriate responses. The research highlights how cultural factors influence survey response processes, and that individualists and collectivists engage in impression management through different psychological mechanisms. This has implications for marketing, advertising, and consumer choice.

KW - Automatic processes

KW - Collectivism

KW - Effortful processes

KW - Impression management

KW - Individualism

KW - Socially desirable responding

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Impression management in survey responding: Easier for collectivists or individualists?

Abstract

Keywords

ASJC Scopus subject areas

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