Cultural and situational influences on the process of persuasive strategy selection

Michael Burgoon, James Dillard, Noel E. Doran, Michael D. Miller

Research output: Contribution to journalArticle

33 Citations (Scopus)

Abstract

This investigation explored compliance gaining attempts by members of two cultures: Asian and North America. Using the 16 Marwell and Schmitt compliance-gaining strategies, this study found significant differences in strategy use based on culture, but was unable to find a consistent underlying dimensionality for the Marwell and Schmitt typology. Effects for communicative context and locus of benefit were also found, indicating that strategy selection is influenced by situational as well as cultural variables. The results show that these latter two variables operate similarly in both cultures.

Original languageEnglish (US)
Pages (from-to)85-100
Number of pages16
JournalInternational Journal of Intercultural Relations
Volume6
Issue number1
DOIs
StatePublished - Jan 1 1982

Fingerprint

Compliance
North America
typology
Situational influence
Cultural influences
Asia
Dimensionality

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Social Psychology
  • Sociology and Political Science

Cite this

@article{31622f8bd3b24e4ea52c116abf6e7423,
title = "Cultural and situational influences on the process of persuasive strategy selection",
abstract = "This investigation explored compliance gaining attempts by members of two cultures: Asian and North America. Using the 16 Marwell and Schmitt compliance-gaining strategies, this study found significant differences in strategy use based on culture, but was unable to find a consistent underlying dimensionality for the Marwell and Schmitt typology. Effects for communicative context and locus of benefit were also found, indicating that strategy selection is influenced by situational as well as cultural variables. The results show that these latter two variables operate similarly in both cultures.",
author = "Michael Burgoon and James Dillard and Doran, {Noel E.} and Miller, {Michael D.}",
year = "1982",
month = "1",
day = "1",
doi = "10.1016/0147-1767(82)90008-6",
language = "English (US)",
volume = "6",
pages = "85--100",
journal = "International Journal of Intercultural Relations",
issn = "0147-1767",
publisher = "Elsevier Limited",
number = "1",

}

Cultural and situational influences on the process of persuasive strategy selection. / Burgoon, Michael; Dillard, James; Doran, Noel E.; Miller, Michael D.

In: International Journal of Intercultural Relations, Vol. 6, No. 1, 01.01.1982, p. 85-100.

Research output: Contribution to journalArticle

TY - JOUR

T1 - Cultural and situational influences on the process of persuasive strategy selection

AU - Burgoon, Michael

AU - Dillard, James

AU - Doran, Noel E.

AU - Miller, Michael D.

PY - 1982/1/1

Y1 - 1982/1/1

N2 - This investigation explored compliance gaining attempts by members of two cultures: Asian and North America. Using the 16 Marwell and Schmitt compliance-gaining strategies, this study found significant differences in strategy use based on culture, but was unable to find a consistent underlying dimensionality for the Marwell and Schmitt typology. Effects for communicative context and locus of benefit were also found, indicating that strategy selection is influenced by situational as well as cultural variables. The results show that these latter two variables operate similarly in both cultures.

AB - This investigation explored compliance gaining attempts by members of two cultures: Asian and North America. Using the 16 Marwell and Schmitt compliance-gaining strategies, this study found significant differences in strategy use based on culture, but was unable to find a consistent underlying dimensionality for the Marwell and Schmitt typology. Effects for communicative context and locus of benefit were also found, indicating that strategy selection is influenced by situational as well as cultural variables. The results show that these latter two variables operate similarly in both cultures.

UR - http://www.scopus.com/inward/record.url?scp=0039034619&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=0039034619&partnerID=8YFLogxK

U2 - 10.1016/0147-1767(82)90008-6

DO - 10.1016/0147-1767(82)90008-6

M3 - Article

AN - SCOPUS:0039034619

VL - 6

SP - 85

EP - 100

JO - International Journal of Intercultural Relations

JF - International Journal of Intercultural Relations

SN - 0147-1767

IS - 1

ER -