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A Cross‐national Examination of Innovation Resistance

International Marketing Review

ISSN: 0265-1335

Article publication date: 1 March 1991



Do consumers in countries that differ widely in cultural values and in economic development also differ in their resistance to innovations? And, if so, why? Addressing these questions will help international marketing managers formulate an appropriate strategy for a successful product introduction in diverse foreign markets. In this five‐country study, the cultural values of fatalism, traditionalism, and religious commitment were found to explain cross‐cultural variation in innovation resistance in Senegal and in the United States, but not in India, South Korea, or Thailand. Even though the results were different for every country, fatalism was generally associated with less willingness to try new non‐technical products and with higher levels of perceived product risk. Differences were found to be related to entertainment and media innovations as opposed to technical or fashion‐oriented innovations. The results do not support the contention that a global, standardised marketing strategy may be appropriate for the introduction of new products in foreign markets.



Tansuhaj, P., Gentry, J.W., John, J., Lee Manzer, L. and Jin Cho, B. (1991), "A Cross‐national Examination of Innovation Resistance", International Marketing Review, Vol. 8 No. 3.




Copyright © 1991, MCB UP Limited

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