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Cultural Differences in Consumer Impatience
Journal article   Open access   Peer reviewed

Cultural Differences in Consumer Impatience

Haipeng (Allan) Chen, Sharon Ng and Akshay R. Rao
Journal of marketing research, Vol.42(3), pp.291-301
08/2005
DOI: 10.1509/jmkr.2005.42.3.291
url
https://doi.org/10.1509/jmkr.2005.42.3.291View
Published (Version of record) Open Access

Abstract

In this article, the authors examine cross-cultural variations in how people discount the future. Specifically, they predict that people from Western cultures are relatively less patient and therefore discount the future to a greater degree than do people from Eastern cultures, and thus Westerners value immediate consumption relatively more. Furthermore, on the basis of regulatory focus theory, the authors predict that when Easterners are faced with the threat of a delay in receiving a product (i.e., a prevention loss), they are more impatient, whereas when Westerners are faced with the threat of not being able to enjoy a product early (i.e., a promotion loss), their impatience increases. This enhanced impatience manifests in preference for expedited consumption of a product purchased online in two studies. In both studies, the authors used a priming methodology on “bicultural” Singaporean participants; the results support the predictions. In the second study, they also found evidence in support of the process-based explanation for the interaction between culture and message framing.

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