“Cultumization?” The Impact of Cultural Priming on Customized Communication

REFERENCES

• Ansari , A. , & Mela , C. F. ( 2003 ). E-customization . Journal of Marketing Research , 40 , 131 – 145 .
   Web of Science ®Google Scholar
• Beier , J. ( 2007 ). The effects of customization and recommendation source on reader perceptions of a news web site (Unpublished master's thesis). University of North Carolina, Chapel Hill .
   Google Scholar
• Brewer , M. B. , & Gardner , W. ( 1996 ). Who is this “we”? Levels of collective identity and self representations . Journal of Personality and Social Psychology , 71 , 83 – 93 .
   Web of Science ®Google Scholar
• Briñol , P. , & Petty , R. E. ( 2006 ). Fundamental processes leading to attitude change: Implications for cancer prevention communications . Journal of Communication , 56 , S81 – S104 .
   Web of Science ®Google Scholar
• Burke , R. R. ( 2002 ). Technology and the customer interface: What consumers want in the physical and virtual store . Journal of the Academy of Marketing Science , 30 , 411 – 432 .
   Web of Science ®Google Scholar
• Dijkstra , A. ( 2008 ). The psychology of tailoring-ingredients in computer-tailored persuasion . Social and Personality Psychology , 2 , 765 – 784 .
   Google Scholar
• Franke , N. , & Schreier , M. ( 2008 ). Product uniqueness as a driver of customer utility in mass customization . Marketing Letters , 19 , 93 – 107 .
   Web of Science ®Google Scholar
• Gardner , W. , Gabriel , S. , & Lee , A. ( 1999 ). “I” value freedom, but “we” value relationships: Self-construal priming mirrors cultural differences in judgment . Psychological Science , 10 , 321 – 326 .
   Web of Science ®Google Scholar
• Gilmore , J. H. , & Pine , B. J. , II. ( 2000 ). Introduction: Customization that counts . In J. H. Gilmore & B. J. Pine II (Eds.), Markets of one: Creating customer-unique value through mass customization (pp. vii – xxv ). Boston , MA : Harvard Business School Publishing .
   Google Scholar
• Goldsmith , R. E. , & Freiden , J. B. ( 2004 ). Have it your way: Consumer attitudes toward personalized marketing . Marketing Intelligence & Planning , 22 , 228 – 239 .
   Google Scholar
• Haberstroh , S. , Oyserman , D. , Schwarz , N. , Kühnen , U. , & Ji , L. ( 2002 ). Is the interdependent self more sensitive to question context than the independent self? Self-construal and the observation of conversational norms . Journal of Experimental Social Psychology , 38 , 323 – 329 .
   Web of Science ®Google Scholar
• Hawkins , R. P. , Kreuter , M. , Resnicow , K. , Fishbein , M , & Dijkstra , A. ( 2008 ). Understanding tailoring in communicating about health . Health Education Research , 23 , 454 – 466 .
   PubMed Web of Science ®Google Scholar
• Hayes , A. F. (2005). Statistical methods for communication science . Mahwah , NJ : Erlbaum.
   Google Scholar
• Hofstede , G. ( 1980 ). Culture's consequences . Beverly Hills , CA : Sage .
   Google Scholar
• Hong , Y. , & Chiu , C. ( 2001 ). Toward a paradigm shift: From cross-cultural differences in social cognition to social-cognitive mediation of cultural differences . Social Cognition , 19 , 181 – 196 .
   Web of Science ®Google Scholar
• Hong , Y. , & Mallorie , L. M. ( 2004 ). A dynamic constructivist approach to culture: Lessons learned from personality psychology . Journal of Research in Personality , 38 , 59 – 67 .
   Web of Science ®Google Scholar
• Hong , Y. , Morris , M. W. , Chiu , C. , & Benet-Martinez , V. ( 2000 ). Multicultural minds: A dynamic constructivist approach to culture and cognition . American Psychologist , 55 , 709 – 720 .
   PubMed Web of Science ®Google Scholar
• Kalyanaraman , S. , & Sundar , S. S. ( 2006 ). The psychological appeal of personalized content in web portals: Does customization affect attitudes and behavior? Journal of Communication , 56 , 110 – 132 .
   Web of Science ®Google Scholar
• Kamali , N. , & Loker , S. ( 2002 ). Mass customization: On-line consumer involvement in product design . Journal of Computer-Mediated Communication , 7 ( 4 ). Retrieved from http://onlinelibrary.wiley.com/doi/10.1111/j.1083-6101.2002.tb00155.x/full
   Google Scholar
• Kang , J. G. , Perry , S. D. , & Kang , S. ( 1999 ). The relation between television viewing and the values orientations of Japanese students . Mass Communication and Society , 2 , 147 – 161 .
   Google Scholar
• Kim , H. , & Markus , H. R. ( 1999 ). Deviance or uniqueness, harmony or conformity? A cultural analysis . Journal of Personality and Social Psychology , 77 , 785 – 800 .
   Web of Science ®Google Scholar
• Kreuter , M. W. , & Skinner , C. S. ( 2000 ). Tailoring: What's in a name? Health Education Research , 15 , 1 – 4 .
   PubMed Web of Science ®Google Scholar
• Kreuter , M. W. , & Strecher , V. J. ( 1996 ). Do tailored behavior change messages enhance the effectiveness of health risk appraisal? Results from a randomized trial . Health Education Research , 11 , 97 – 105 .
   PubMed Web of Science ®Google Scholar
• Kreuter , M. W. , & Wray , R. J. ( 2003 ). Tailored and targeted health communication: Strategies for enhancing information relevance . American Journal of Health Behavior , 27 , S227 – 232 .
   PubMed Web of Science ®Google Scholar
• Li , C. , & Kalyanaraman , S. ( 2009 , May ). Are highly tailored messages always more effective? The influence of cultural psychology on Web-based customization. Paper presented at the meeting of the International Communication Association, Chicago, IL.
   Google Scholar
• Lutz , S. F. , Ammerman , A. S. , Atwood , J. R. , Campbell , M. K. , DeVellis , R. F. , & Rosamond , W. D. ( 1999 ). Innovative newsletter interventions improve fruit and vegetable consumption in healthy adults . Journal of the American Dietetic Association , 99 , 705 – 709 .
   PubMed Web of Science ®Google Scholar
• MacKenzie , S. B. , Lutz , R. J. , & Belch , G. ( 1986 ). The role of attitude toward the ad as a mediator of advertising effectiveness: A test of competing explanations . Journal of Marketing Research , 23 , 130 – 143 .
   Web of Science ®Google Scholar
• Marcus , B. H. , Bock , B. C. , Pinto , B. M. , Forsyth , L. H. , Roberts , M. B. , & Traficante , R. M. ( 1998 ). Efficacy of an individualized, motivationally-tailored physical activity intervention . Annals of Behavioral Medicine , 20 , 174 – 180 .
   PubMed Web of Science ®Google Scholar
• Markus , H. R. , & Kitayama , S. ( 1991 ). Culture and the self: Implications for cognition, emotion, and motivation . Psychological Review , 98 , 224 – 253 .
   Web of Science ®Google Scholar
• Miyamoto , Y. , Nisbett , R. E. , & Masuda , T. ( 2006 ). Culture and the physical environment: Holistic versus analytic perceptual affordances . Psychological Science , 17 , 113 – 119 .
   PubMed Web of Science ®Google Scholar
• Morling , B. , & Lamoreaux , M. ( 2008 ). Measuring culture outside the head: A meta-analysis of individualism collectivism in cultural products . Personality and Social Psychology Review , 12 , 199 – 221 .
   PubMed Web of Science ®Google Scholar
• Nansel , T. R. , Weaver , N. , Donlin , M. , Jacobsen , H. , Kreuter , M. W. , & Simons-Morton , B. ( 2002 ). Baby, be safe: The effect of tailored communications for pediatric injury prevention provided in a primary care setting . Patient Education and Counseling , 46 , 175 – 190 .
   PubMed Web of Science ®Google Scholar
• Nisbett , R. E. ( 2003 ). The geography of thought: How Asians and westerners think differently … and why . New York , NY : Free Press .
   Google Scholar
• Noar , S. M. , Benac , C. N. , & Harris , M. S. (2007). Does tailoring matter? Meta-analytic review of tailored print health behavior change interventions. Psychological Bulletin , 133, 673–693.
   PubMed Web of Science ®Google Scholar
• Oenema , A. , Brug , J. , Dijkstra , A. , de Weerdt , I. , & de Vries , H. ( 2008 ). Efficacy and use of an Internet-delivered computer-tailored lifestyle intervention, targeting saturated fat intake, physical activity and smoking cessation: A randomized controlled trial . Annals of Behavioral Medicine , 35 , 125 – 135 .
   PubMed Web of Science ®Google Scholar
• Oenema , A. , Tan , F. , & Brug , J. ( 2005 ). Short-term efficacy of a web-based computer-tailored nutrition intervention: Main effects and mediators . Annals of Behavioral Medicine , 29 , 54 – 63 .
   PubMed Web of Science ®Google Scholar
• Oishi , S. , Wyer , R. S. , & Colcombe , S. J. ( 2000 ). Cultural variation in the use of current life satisfaction to predict the future . Journal of Personality and Social Psychology , 78 , 434 – 445 .
   PubMed Web of Science ®Google Scholar
• Oyserman , D. , Coon , H. M. , & Kemmelmeier , M. ( 2002 ). Rethinking individualism and collectivism: Evaluation of theoretical assumptions and meta-analysis . Psychological Bulletin , 128 , 3 – 72 .
   PubMed Web of Science ®Google Scholar
• Oyserman , D. , & Lee , S. W. ( 2007 ). Priming “culture”: Culture as situated cognition . In S. Kitayama & D. Cohen (Eds.), Handbook of cultural psychology (pp. 255 – 279 ). New York , NY : Guilford .
   Google Scholar
• Oyserman , D. , & Lee , S. W. ( 2008 ). Does culture influence what and how we think? Effects of priming individualism and collectivism . Psychological Bulletin , 134 , 311 – 342 .
   PubMed Web of Science ®Google Scholar
• Peppers , D. , & Rogers , M. ( 1993 ). The one-to-one future: Building relationships one customer at a time . New York , NY : Currency/Doubleday .
   Google Scholar
• Peppers , D. , & Rogers , M. ( 1997 ). Enterprise one to one . New York , NY : Currency/Doubleday .
   Google Scholar
• Petty , R. E. , & Cacioppo , J. T. ( 1986 ). Communication and persuasion: Central and peripheral routes to attitude change . New York , NY : Springer-Verlag .
   Google Scholar
• Randall , T. , Terwiesch , C. , & Ulrich , K. T. ( 2007 ). User design of customized products . Marketing Science , 26 , 268 – 280 .
   Web of Science ®Google Scholar
• Rimer , B. K. , & Kreuter , M. W. ( 2006 ). Advancing tailored health communication: A persuasion and message effects perspective . Journal of Communication , 56 , S184 – S201 .
   Web of Science ®Google Scholar
• Rimer , B. K. , Orleans , C. T. , Fleisher , L. , Cristinzio , S. , Resch , N. , Telepchak , J. , & Keintz , M. K. ( 1994 ). Does tailoring matter? The impact of a tailored guide on ratings and short-term smoking-related outcomes for older smokers . Health Education Research: Theory and Practice , 9 , 69 – 84 .
   PubMed Web of Science ®Google Scholar
• Schreier , M. ( 2006 ). The value increment of mass-customized products: An empirical assessment . Journal of Consumer Behavior , 5 , 317 – 327 .
   Google Scholar
• Skinner , C. S. , Strecher , V. J. , & Hospers , H. ( 1994 ). Physicians' recommendations for mammography: Do tailored messages make a difference? American Journal of Public Health , 84 , 43 – 49 .
   PubMed Web of Science ®Google Scholar
• Stapel , D. A. , & Koomen , W. ( 2001 ). I, we, and the effects of others on me: How self-construal level moderates social comparison effects . Journal of Personality and Social Psychology , 80 , 766 – 781 .
   PubMed Web of Science ®Google Scholar
• Trafimow , D. , Triandis , H. C. , & Goto , S. G. ( 1991 ). Some tests of the distinction between the private self and the collective self . Journal of Personality and Social Psychology , 60 , 649 – 655 .
   Web of Science ®Google Scholar
• Triandis , H. C. ( 1989 ). The self and social behavior in differing cultural contexts . Psychological Review , 96 , 506 – 520 .
   Web of Science ®Google Scholar
• Triandis , H. C. ( 1995 ). Individualism and collectivism . Boulder , CO : Westview .
   Google Scholar
• Triandis , H. C. ( 1996 ). The psychological measurement of cultural syndromes . American Psychologist , 51 , 407 – 415 .
   Web of Science ®Google Scholar
• Triandis , H. C. , McCusker , C. , & Hui , C. H. ( 1990 ). Multimethod probes of individualism and collectivism . Journal of Personality and Social Psychology , 59 , 1006 – 1020 .
   Web of Science ®Google Scholar
• Vesanen , J. ( 2007 ). What is personalization? A conceptual framework . European Journal of Marketing , 41 , 409 – 418 .
   Web of Science ®Google Scholar
• Wong , R. Y. , & Hong , Y. ( 2005 ). Dynamic influences of culture on cooperation in the prisoner's dilemma . Psychological Science , 16 , 429 – 434 .
   PubMed Web of Science ®Google Scholar