The anchor contraction effect in international marketing research
De Langhe, Bart Puntoni, Stefano Fernandes, Daniel van Osselaer, Stijn
De Langhe, Bart
Puntoni, Stefano
Fernandes, Daniel
van Osselaer, Stijn
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Publication Type
Journal article with impact factor
Editor
Supervisor
Publication Year
2011
Journal
Journal of Marketing Research
Book
Publication Volume
48
Publication Issue
2
Publication Begin page
366
Publication End page
380
Publication NUmber of pages
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Abstract
In an increasingly globalized marketplace, it is common for marketing researchers to collect data from respondents who are not native speakers of the language in which the questions are formulated. Examples include online customer ratings and internal marketing initiatives in multinational corporations. This raises the issue of whether providing responses on rating scales in a person's native versus second language exerts a systematic influence on the responses obtained. This article documents the anchor contraction effect (ACE), the systematic tendency to report more intense emotions when answering questions using rating scales in a nonnative language than in the native language. Nine studies (1) establish ACE, test the underlying process, and rule out alternative explanations; (2) examine the generalizability of ACE across a range of situations, measures, and response scale formats; and (3) explore managerially relevant and easily implementable corrective techniques.
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Keywords
Anchoring Effect, Export Marketing, Internal Marketing, International Business Enterprises, Globalization, Analysis of Variance, Statistical Correlation, Bilingualism, Emotions, Generalizability Theory, Likert Scale, Emoticons end Emojis, Cross-Cultural Studies, International Marketing Research, Language