The impact of lay elitism on preference and choice inconsistency in consumption across cultures

Abstract

The present study examined the influence of lay elitism on preference and choice inconsistency in consumer choices across cultures. Four studies were conducted to understand this phenomenon. In Study 1, we showed that Mainland Chinese high in the belief in lay elitism displays more preference and choice inconsistency across product categories. In Study 2, we found the reverse effect for Caucasian Americans. In Study 3, Mainland Chinese belief in lay elitism is associated with their preference and choice inconsistency over geometric patterns and, at the same time, increased the consistency between their choice and the anticipated elites' choice of these geometric patterns. Lastly, Study 4 showed that in a cross-cultural study, Mainland Chinese participants' endorsement of lay elitism is associated with a higher level of preference and choice inconsistency, but the reverse pattern is observed for Caucasian Americans. Furthermore, cultural values (i.e., individualism and collectivism) fail to explain the differences in preference and choice consistency across cultures. The paper offers a new perspective in using lay elitism across cultures to understand preference and choice inconsistency in consumer behavior.