A cross‐cultural comparison of behavioral intention models ‐ Theoretical consideration and an empirical investigation

Abstract

Behavioral intention models are assumed to be universally applicable; however, recent criticisms have questioned their application among non‐Western subjects. It is argued that models that posit constructs that represent and measure the cultural nature of evaluative and normative latent constructs will best model intention formation in a culture. Thus, emic measures of etic latent constructs are required. A review of culturally‐influenced differences in reasoning processes between Chinese and Americans provides a theoretical basis to explore these models with samples from two cultures. Models considered Western, Oriental, and universal were compared with Hong Kong and US subjects. As predicted, the most Western model fit the USA data best and the most Oriental model fit the Hong Kong data best. Also as predicted, the measures of evaluation most representative of emic thought processes were most related to intention formation. Results suggest that the BI framework is applicable across cultures, yet must be operationalized with the distinctive thought processes of each culture in mind.

Citation

Malhotra, N.K. and McCort, J.D. (2001), "A cross‐cultural comparison of behavioral intention models ‐ Theoretical consideration and an empirical investigation", International Marketing Review, Vol. 18 No. 3, pp. 235-269. https://doi.org/10.1108/02651330110396505