Ashok K Lalwani
Biographic Data
| ID | 86066 |
|---|---|
| NAME | Ashok K Lalwani |
| GIVEN NAMES | Ashok K |
| FAMILY NAME | Lalwani |
| SIGNATURE | LALWANI A K |
| AFFILIATIONS | The University of Texas at San Antonio |
| ORCID | 0000-0002-0931-9304 |
| VERIFIED | Yes |
| TOTAL WORKS | 10 |
| TOTAL CITATIONS | 110 |
| AUTHOR COUNT | 10 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 2005 |
| LATEST PUBLICATION YEAR | 2020 |
| H-INDEX | 6 |
The Impact of Resource Scarcity on Price-Quality Judgments
Consumers routinely encounter situations in which they perceive that resources are scarce. However, little is known about how this perception influences consumers' use of price in their purchase decisions. The present research seeks to fill this gap by examining the link between scarcity and the tendency to use price to judge product quality, and the mechanisms underlying that link. Six studies (and five more reported in the web appendix) using m…
How Do Consumers' Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation
Although coupons are very effective in increasing sales, a major challenge marketers face with coupons is the low redemption rates. Consequently, marketers are continuously trying to identify consumers who are more or less likely to respond to couponing efforts, in order to better direct coupons to segments high in coupon proneness and hence increase redemption rates. The current research identifies consumers' cultural backgrounds and values as i…
Power Distance Belief, Power, and Charitable Giving
Three studies examine the relation between power distance belief (PDB), the tendency to accept and expect inequalities in society; power, the control one has over valued resources; and charitable giving. Results suggest that the effect of PDB depends on the power held by the donor. In low-PDB contexts, people high (vs. low) in psychological power tend to be more self-focused (vs. other-focused), and this leads them to be less charitable. In high-…
Does a Dollar Get You a Dollar's Worth of Merchandise? The Impact of Power Distance Belief on Price-Quality Judgments
The role of cultural factors in influencing price perceptions is not understood well in the literature. The present research seeks to fill this gap by examining the link between power distance belief—the acceptance and endorsement of power disparities in society—and the tendency to use the price of a product to judge its quality, the underlying processes, and boundary conditions. Three studies show that consumers high (vs. low) in power distance …
You Get What You Pay For? Self-Construal Influences Price-Quality Judgments
How does cultural self-construal influence consumers' tendency to use price to judge quality? Seven experiments designed to address this question revealed that people with a more interdependent (vs. independent) cultural self-construal-operationalized by ethnicity, nationality, measured self-construal, or manipulated salient self-construal-have a greater tendency to use price information to judge quality. This difference arises because interdepen…
Motivated response styles: The role of cultural values, regulatory focus, and self-consciousness in socially desirable responding
Three studies investigated the relations between cultural values and socially desirable responding, the processes that underlie them, and factors that influence the strength of the relations. Results indicated that individualism was associated with self-deceptive enhancement but not impression management, whereas collectivism was associated with impression management but not self-deceptive enhancement. Regulatory focus was found to mediate these …
The “me” I claim to be: Cultural self-construal elicits self-presentational goal pursuit
In 12 studies, respondents with an independent (vs. interdependent) self-construal showed an increased tendency and readiness to present themselves as skillful and capable and a decreased tendency and readiness to present themselves as socially sensitive and appropriate. This emerged in the form of differential scores on direct measures of self-presentation-self-deceptive enhancement and impression management (Study 1), differential social sensit…
The Distinct Influence of Cognitive Busyness and Need for Closure on Cultural Differences in Socially Desirable Responding
Research suggests that cognitive busyness and need for closure have similar effects on a host of consumer phenomena, leading some researchers to treat the two variables as substitutes. We propose that cognitive busyness and need for closure have distinct roots and can have different effects. We examine their distinction in the context of cultural differences in the two types of socially desirable responding--impression management and self-decepti…
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 …
A Reexamination of Frequency-Depth Effects in Consumer Price Judgments
Previous research has shown that when there are multiple possible prices for two brands, the brand that is discounted frequently but at shallow levels is perceived to have a lower average price than the brand that is discounted infrequently but at deeper levels (the “frequency effect”). However, when there are only two possible prices for each brand, the brand discounted infrequently but at deeper levels is perceived to have a lower average price…
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 …
Motivated response styles: The role of cultural values, regulatory focus, and self-consciousness in socially desirable responding
Three studies investigated the relations between cultural values and socially desirable responding, the processes that underlie them, and factors that influence the strength of the relations. Results indicated that individualism was associated with self-deceptive enhancement but not impression management, whereas collectivism was associated with impression management but not self-deceptive enhancement. Regulatory focus was found to mediate these …
You Get What You Pay For? Self-Construal Influences Price-Quality Judgments
How does cultural self-construal influence consumers' tendency to use price to judge quality? Seven experiments designed to address this question revealed that people with a more interdependent (vs. independent) cultural self-construal-operationalized by ethnicity, nationality, measured self-construal, or manipulated salient self-construal-have a greater tendency to use price information to judge quality. This difference arises because interdepen…
The “me” I claim to be: Cultural self-construal elicits self-presentational goal pursuit
In 12 studies, respondents with an independent (vs. interdependent) self-construal showed an increased tendency and readiness to present themselves as skillful and capable and a decreased tendency and readiness to present themselves as socially sensitive and appropriate. This emerged in the form of differential scores on direct measures of self-presentation-self-deceptive enhancement and impression management (Study 1), differential social sensit…
Does a Dollar Get You a Dollar's Worth of Merchandise? The Impact of Power Distance Belief on Price-Quality Judgments
The role of cultural factors in influencing price perceptions is not understood well in the literature. The present research seeks to fill this gap by examining the link between power distance belief—the acceptance and endorsement of power disparities in society—and the tendency to use the price of a product to judge its quality, the underlying processes, and boundary conditions. Three studies show that consumers high (vs. low) in power distance …
A Reexamination of Frequency-Depth Effects in Consumer Price Judgments
Previous research has shown that when there are multiple possible prices for two brands, the brand that is discounted frequently but at shallow levels is perceived to have a lower average price than the brand that is discounted infrequently but at deeper levels (the “frequency effect”). However, when there are only two possible prices for each brand, the brand discounted infrequently but at deeper levels is perceived to have a lower average price…
How Do Consumers' Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation
Although coupons are very effective in increasing sales, a major challenge marketers face with coupons is the low redemption rates. Consequently, marketers are continuously trying to identify consumers who are more or less likely to respond to couponing efforts, in order to better direct coupons to segments high in coupon proneness and hence increase redemption rates. The current research identifies consumers' cultural backgrounds and values as i…
The Distinct Influence of Cognitive Busyness and Need for Closure on Cultural Differences in Socially Desirable Responding
Research suggests that cognitive busyness and need for closure have similar effects on a host of consumer phenomena, leading some researchers to treat the two variables as substitutes. We propose that cognitive busyness and need for closure have distinct roots and can have different effects. We examine their distinction in the context of cultural differences in the two types of socially desirable responding--impression management and self-decepti…
A Reexamination of Frequency-Depth Effects in Consumer Price Judgments
Previous research has shown that when there are multiple possible prices for two brands, the brand that is discounted frequently but at shallow levels is perceived to have a lower average price than the brand that is discounted infrequently but at deeper levels (the “frequency effect”). However, when there are only two possible prices for each brand, the brand discounted infrequently but at deeper levels is perceived to have a lower average price…
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 …
Motivated response styles: The role of cultural values, regulatory focus, and self-consciousness in socially desirable responding
Three studies investigated the relations between cultural values and socially desirable responding, the processes that underlie them, and factors that influence the strength of the relations. Results indicated that individualism was associated with self-deceptive enhancement but not impression management, whereas collectivism was associated with impression management but not self-deceptive enhancement. Regulatory focus was found to mediate these …
The “me” I claim to be: Cultural self-construal elicits self-presentational goal pursuit
In 12 studies, respondents with an independent (vs. interdependent) self-construal showed an increased tendency and readiness to present themselves as skillful and capable and a decreased tendency and readiness to present themselves as socially sensitive and appropriate. This emerged in the form of differential scores on direct measures of self-presentation-self-deceptive enhancement and impression management (Study 1), differential social sensit…
The Distinct Influence of Cognitive Busyness and Need for Closure on Cultural Differences in Socially Desirable Responding
Research suggests that cognitive busyness and need for closure have similar effects on a host of consumer phenomena, leading some researchers to treat the two variables as substitutes. We propose that cognitive busyness and need for closure have distinct roots and can have different effects. We examine their distinction in the context of cultural differences in the two types of socially desirable responding--impression management and self-decepti…
You Get What You Pay For? Self-Construal Influences Price-Quality Judgments
How does cultural self-construal influence consumers' tendency to use price to judge quality? Seven experiments designed to address this question revealed that people with a more interdependent (vs. independent) cultural self-construal-operationalized by ethnicity, nationality, measured self-construal, or manipulated salient self-construal-have a greater tendency to use price information to judge quality. This difference arises because interdepen…
Does a Dollar Get You a Dollar's Worth of Merchandise? The Impact of Power Distance Belief on Price-Quality Judgments
The role of cultural factors in influencing price perceptions is not understood well in the literature. The present research seeks to fill this gap by examining the link between power distance belief—the acceptance and endorsement of power disparities in society—and the tendency to use the price of a product to judge its quality, the underlying processes, and boundary conditions. Three studies show that consumers high (vs. low) in power distance …
Power Distance Belief, Power, and Charitable Giving
Three studies examine the relation between power distance belief (PDB), the tendency to accept and expect inequalities in society; power, the control one has over valued resources; and charitable giving. Results suggest that the effect of PDB depends on the power held by the donor. In low-PDB contexts, people high (vs. low) in psychological power tend to be more self-focused (vs. other-focused), and this leads them to be less charitable. In high-…
How Do Consumers' Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation
Although coupons are very effective in increasing sales, a major challenge marketers face with coupons is the low redemption rates. Consequently, marketers are continuously trying to identify consumers who are more or less likely to respond to couponing efforts, in order to better direct coupons to segments high in coupon proneness and hence increase redemption rates. The current research identifies consumers' cultural backgrounds and values as i…
The Impact of Resource Scarcity on Price-Quality Judgments
Consumers routinely encounter situations in which they perceive that resources are scarce. However, little is known about how this perception influences consumers' use of price in their purchase decisions. The present research seeks to fill this gap by examining the link between scarcity and the tendency to use price to judge product quality, and the mechanisms underlying that link. Six studies (and five more reported in the web appendix) using m…
Cultural Differences and Values (8 works) · Psychology (8 works) · Social Psychology (7 works) · Social and Intergroup Psychology (6 works) · Consumer Behavior in Brand Consumption and Identification (5 works) · Sociology (5 works) · Mathematics (4 works) · Perception (4 works) · Business (3 works) · Construal level theory (3 works)