The effect of personality traits on private brand consumer tendencies A cross-cultural study of Mediterranean countries


Herstein R., Tifferet S., Abrantes J. L. , Lymperopoulos C., ALBAYRAK T. , CABER M.

CROSS CULTURAL MANAGEMENT-AN INTERNATIONAL JOURNAL, vol.19, no.2, pp.196-214, 2012 (Journal Indexed in SSCI) identifier identifier

  • Publication Type: Article / Article
  • Volume: 19 Issue: 2
  • Publication Date: 2012
  • Doi Number: 10.1108/13527601211219883
  • Title of Journal : CROSS CULTURAL MANAGEMENT-AN INTERNATIONAL JOURNAL
  • Page Numbers: pp.196-214
  • Keywords: Greece, Israel, Portugal, Turkey, Consumer behaviour, Brands, Private labels, Cross culture, VERTICAL INDIVIDUALISM, NATIONAL BRANDS, MODERATING ROLE, NEED, COLLECTIVISM, MATERIALISM, VALUES, QUALITY, SCALE

Abstract

Purpose – The purpose of this paper is to investigate the association between three personality traits
(individualism, materialism and the “need for cognition”) and two characteristics of shoppers who buy
private-label brands (their predisposition to do so, and the importance they attach to the “brand
dimensions”) across four member countries of the Union of the Mediterranean.
Design/methodology/approach – A questionnaire in the local language, using questions, items
and scales adapted from previous studies, was completed by 683 undergraduate students. The scaled
data were analysed by SPSS, and tested for internal reliability and equivalence.
Findings – Overall, the personality traits were significantly associated with both behavioural
characteristics. Specifically, materialism and the need for cognition were linked to inclination to
purchase private brands, and materialism and individualism to the perceived importance of brand
dimensions. Cross-cultural differences were found.
Originality/value – The demographic profile of the private-brand consumer is well known, but not
the behavioural profile. This study provides retail planners with valuable new marketing intelligence.
Keywords Greece, Israel, Portugal, Turkey, Consumer behaviour, Brands, Private labels, Cross culture
Purpose - The purpose of this paper is to investigate the association between three personality traits (individualism, materialism and the "need for cognition") and two characteristics of shoppers who buy private-label brands (their predisposition to do so, and the importance they attach to the "brand dimensions") across four member countries of the Union of the Mediterranean.