The anchor contraction effect in international marketing research

Bart de Langhe*, Stefano Puntoni, Daniel Fernandes, Stun M.J. Van Osselaer

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

34 Citations (Scopus)

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.
Original languageEnglish
Pages (from-to)366-380
Number of pages15
JournalJournal of Marketing Research
Volume48
Issue number2
DOIs
Publication statusPublished - Apr 2011
Externally publishedYes

Keywords

  • Bilingualism
  • Emotions
  • International marketing research
  • Language

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