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Journal of International Marketing and Marketing Research
2023, Volume 1, Issue 1 : 1-7
Research Article
Emotion-Driven Buying Patterns Across International Markets
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1
Department of Consumer Behaviour, University of Paris-Sorbonne, France
2
School of Global Marketing, Lahore University of Management Sciences, Pakistan
3
Institute of Market Psychology, Moscow State Institute of Economics, Russia
Abstract

Buying decisions are not purely cognitive; they are shaped significantly by emotional stimuli. With globalization and digital commerce, emotional triggers vary widely across cultural, regional, and demographic dimensions, influencing how consumers respond to branding, product experience, pricing, and advertising appeals. This study explores how emotional drivers—such as nostalgia, social belonging, fear, excitement, and trust—shape purchasing behaviors across international markets. The research synthesizes theories from affective psychology, cross-cultural marketing, and behavioral economics to build an Emotion–Culture Decision Framework (ECDF). Findings suggest emotional responses differ systematically across collectivist vs. individualist cultures, emerging vs. developed markets, and digital vs. offline purchase environments. The paper concludes with implications for global brands, policymakers, and cross-cultural segmentation strategies.

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