Skip to main content

How Young Chinese Consumers Choose among Different Smartphone Brands: The Importance of Socio-cultural and Marketing Factors

  • Chapter
ICTs in Developing Countries
  • 893 Accesses

Abstract

In the twenty-first century, smartphones appear to be viewed as a necessity for the majority of consumers across all dimensions of age, gender or education level (Persaud and Azhar, 2012). In the last few years, smartphone penetration has grown such that smartphones have become life companions for many customers who use them multiple times each day to perform a wide range of activities, such as checking emails, chatting with friends, browsing the internet, managing businesses, purchasing products and booking services, and so forth.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

eBook
USD 16.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Hardcover Book
USD 119.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  • Aaker, D. A. (1991), Managing Brand Equity: Capitalizing on the Value of Brand Name, Free Press, New York, NY.

    Google Scholar 

  • Ajzen, I. (1991), “The theory of planned behaviour”, Organizational Behaviour and Human Decision Processes, Vol. 50, No. 2, pp. 179–211.

    Article  Google Scholar 

  • Bloch, P. H. (1995), “Seeking the ideal form: Product design and consumer response”, Journal of Marketing, Vol. 59, No. 3, pp. 16–29.

    Article  Google Scholar 

  • Burgess, S. M. and Steenkamp, J. B. E. (2006), “Marketing renaissance: How research in emerging markets advances marketing science and practice”, International Journal of Research in Marketing, Vol. 23, No. 4, pp. 337–356.

    Article  Google Scholar 

  • Chen, J. D. Y. and Chen, K. (2009), “The acceptance and diffusion of the innovative smart phone use: A case study of a delivery service company in logistics”, Information & Management, Vol. 46, No. 3, pp. 241–248.

    Article  Google Scholar 

  • Chiu, C., Lin, D. and Silverman, A. (2013), “High influence: China’s social media boom-iConsumer: Life Online compendium”, McKinsey & Company, available at: http://www.mckinseyonmarketingandsales.com/high-influence-chinas-social-media-boom (accessed 10 February 2013).

    Google Scholar 

  • Cobb-Walgren, C. J., Ruble, C. A., and Donthu, N. (1995), “Brand equity, brand preference, and purchase intent”, Journal of Advertising, Vol. 24, No. 3, pp. 25–40.

    Article  Google Scholar 

  • Davis, F. D. (1989), “Perceived usefulness, perceived ease of use, and user acceptance of information technology”, MIS Quarterly, Vol. 13, No. 3, pp. 319–339.

    Article  Google Scholar 

  • Fang, T. (1999), Chinese Business Negotiating Styles, Sage, Thousand Oaks, CA.

    Google Scholar 

  • Fergusson, J. (2012), “10 trends in mobile”, Warc Trends, available at: http://www.warc.com/Content/ContentViewer.aspx?MasterContentRef=9aa99e7b-abb6-4c76-a8a1-6bca15aa1917&CID=A98432&PUB=WARC-TRENDS (accessed 10 March 2014).

    Google Scholar 

  • Fishbein, M. and Ajzen, I. (1975), Belief, Attitude, Intention and Behaviour: An Introduction to Theory and Research, Addison-Wesley, Reading, MA.

    Google Scholar 

  • Gao, G. (1998), “An initial analysis of the effects of face and concern for ‘other’ in Chinese interpersonal communication”, International Journal of Intercultural Relation, Vol. 22, No. 4, pp. 467–482.

    Article  Google Scholar 

  • Gao, T. T., Rohm, A. J., Sultan, F. and Pagani, M. (2013), “Consumers un-tethered: A three-market empirical study of consumers’ mobile marketing acceptance”, Journal of Business Research, Vol. 66, No. 12, pp. 2536–2544.

    Article  Google Scholar 

  • Gardner, D. M., Johnson, F., Lee, M. and Wilkinson, I. (2000), “A contingency approach to marketing high technology products”, European Journal of Marketing, Vol. 34, No. 9, pp. 1053–1077.

    Article  Google Scholar 

  • Glaser, B. G. and Strauss, A. L. (1967), The Discovery of Grounded Theory: Strategies for Qualitative Research, Aldine Publishing Company, Chicago.

    Google Scholar 

  • Gong, W., Li, Z. G. and Li, T. (2004), “Marketing to China’s youth: A cultural transformation perspective”, Business Horizons, Vol. 47, No. 6, pp. 41–50.

    Article  Google Scholar 

  • Hein, W., O’Donohoe, S. and Ryan, A. (2011), “Mobile phones as an extension of the participant observer’s self: Reflections on the emergent role of an emergent technology”, Qualitative Market Research: An International Journal, Vol. 14, No. 3, pp. 258–273.

    Article  Google Scholar 

  • Hofstede, G. (1980), Culture’s Consequences: International Differences in Work-Related Values, Sage Publications, Beverly Hills, CA.

    Google Scholar 

  • Hofstede, G. (1991), Cultures and Organizations: Software of the Mind, McGraw-Hill, New York.

    Google Scholar 

  • Hu, H. C. (1944), “The Chinese concept of face”, American Anthropologist, Vol. 46, No. 1, pp. 45–64.

    Article  Google Scholar 

  • Joo, J. and Sang, Y. (2013), “Exploring Koreans’ smartphone usage: An integrated model of the technology acceptance model and uses and gratifications theory”, Computers in Human Behaviour, Vol. 29, No. 6, pp. 2512–2518.

    Article  Google Scholar 

  • Jun, J. and Lee, S. (2007), “Mobile media use and its impact on consumer attitudes towards mobile advertising”, International Journal of Mobile Marketing, Vol. 2, No. 1, pp. 50–58.

    Google Scholar 

  • Karjaluoto, H., Karvonen, J., Kesti, M., Koivumaki, T., Manninen, M., Pakola, J., Ristola, A. and Salo, J. (2005), “Factors affecting consumer choice of mobile phones: Two studies from Finland”, Journal of Euromarketing, Vol. 14, No. 3, pp. 59–81.

    Article  Google Scholar 

  • Keller, K. L. (1993), “Conceptualizing, measuring, and managing customer-based brand equity”, Journal of Marketing, Vol. 57, No. 1, pp. 1–22.

    Article  Google Scholar 

  • Kim, D., Chun, H. and Lee, H. (2014), “Determining the factors that influence college students’ adoption of smartphones”, Journal of the Association for Information Science and Technology, Vol. 65, No. 3, pp. 578–588.

    Article  Google Scholar 

  • Kvale, S. (2007), Doing Interviews. Sage, London.

    Google Scholar 

  • Lee, C. (1990), “Modifying an American consumer behaviour model for consumers in Confucian culture: The case of Fishbein behavioural intention model”, Journal of International Consumer Marketing, Vol. 3, No. 1, pp. 27–50.

    Article  Google Scholar 

  • Luchs, M. and Swan, K. S. (2011), “Perspective: The emergence of product design as a field of marketing inquiry”, Journal of Product Innovation Management, Vol. 28, No. 3, pp. 327–345.

    Article  Google Scholar 

  • Merisavo, M., Kajalo, S., Karjaluoto, H., Virtanen, V., Salmenkivi, S., Raulas, M. and Leppäniemi, M. (2007), “An empirical study of the drivers of consumer acceptance of mobile advertising”, Journal of Interactive Advertising, Vol. 7, No. 2, pp. 41–50.

    Article  Google Scholar 

  • Mohr, J. J., Sengupta, S. and Slater, S. F. (2010), Marketing of High-Technology Products and Innovations. Pearson Prentice Hall, Upper Saddle River, NJ.

    Google Scholar 

  • Nielsen (2013), “How the mobile consumer connects around the globe”, available at: http://www.nielsen.com/us/en/insights/news/2013/how-the-mobile-consumer-connects-around-the-globe.html (accessed 10 March 2014).

    Google Scholar 

  • Oliver, R. and Rust, R. (1997), “Customer delight: Foundations, findings, and managerial insight”, Journal of Retailing, Vol. 73, No. 3, pp. 311–337.

    Article  Google Scholar 

  • Park, Y. and Chen, J. V. (2007), “Acceptance and adoption of the innovative use of smartphone”, Industrial Management & Data Systems, Vol. 107, No. 9, pp. 1349–1365.

    Article  Google Scholar 

  • Persaud, A., and Azhar, I. (2012), “Innovative mobile marketing via smartphones: Are consumers ready?”, Marketing Intelligence & Planning, Vol. 30, Iss. 4, pp. 418–443.

    Article  Google Scholar 

  • Petruzzellis, L. (2010), “Mobile phone choice: technology versus marketing. The brand effect in the Italian market”, European Journal of Marketing, Vol. 44, No. 5, pp. 610–634.

    Article  Google Scholar 

  • Rogers, E. M. (2003), Diffusions of Innovations, 5th Ed. Free Press, New York.

    Google Scholar 

  • Strauss, A. and Corbin, J. (1998), Basics of Qualitative Research: Techniques and Procedures for Developing Grounded Theory, 2nd Ed. Sage, Thousand Oaks, CA.

    Google Scholar 

  • Ting, D. H., Lim, S. F., Patanmacia, T. S., Low, C. G. and Ker, G. C. (2011), “Dependency on smartphone and the impact on purchase behaviour”, Young Consumers: Insight and Ideas for Responsible Marketers, Vol. 12, No. 3, pp. 193–203.

    Article  Google Scholar 

  • Tran, Q. V., To, N. T., Nguyen, C. B., Lam, M. D. and Tran, T. A. (2008), Co So Van Hoa Vietnam (Fundamentals of Vietnamese Culture), The Education Publisher (published in Vietnamese language), Hanai, Vietnam.

    Google Scholar 

  • Wang, W. T. and Li, H. M. (2012), “Factors influencing mobile services adoption: A brand-equity perspective”, Internet Research, Vol. 22, No. 2, pp. 142–179.

    Article  Google Scholar 

  • Wilska, T. A. (2003), “Mobile phone use as part of young people’s consumption styles”, Journal of Consumer Policy, Vol. 26, No. 4, pp. 441–463.

    Article  Google Scholar 

  • Yau, O. H. M. (1988), “Chinese cultural values: Their dimensions and marketing implications”, European Journal of Marketing, Vol. 22, No. 5, pp. 44–57.

    Article  Google Scholar 

  • Zhang, H. P., Lu, Y., Shi, X. L., Tang, Z. M. and Zhao, Z. J. (2012), “Mood and social presence on consumer purchase behaviour in C2C E-commerce in Chinese culture”, Electronic Markets, Vol. 22, No. 3, pp. 143–154.

    Article  Google Scholar 

Download references

Authors

Editor information

Editors and Affiliations

Copyright information

© 2016 Raffaele Filieri

About this chapter

Cite this chapter

Filieri, R. (2016). How Young Chinese Consumers Choose among Different Smartphone Brands: The Importance of Socio-cultural and Marketing Factors. In: Dey, B., Sorour, K., Filieri, R. (eds) ICTs in Developing Countries. Palgrave Macmillan, London. https://doi.org/10.1057/9781137469502_4

Download citation

Publish with us

Policies and ethics