Portland State University. Department of Speech Communication
L. David Ritchie
Term of Graduation
Date of Publication
Master of Arts (M.A.) in Speech Communication
Compliance -- Cross-cultural studies, Compliance -- Sex differences, Interpersonal communication -- Sex differences, Interpersonal communication -- United States, Interpersonal communication -- Japan
1 online resource (3, vi, 135 pages)
This study investigated cultural differences, U.S.A. and Japan, in the selection of compliance-gaining strategies by lower status people as differentiated from a group leader in a short-term, task-oriented relationship. The subjects for this study consisted of 114 (59 male and 55 female) U.S. college students and 165 (65 male and 100 female) Japanese college students. All subjects lived in Oregon.
After the subjects read the hypothetical scenario which involved changing a task for a classroom project, a 21 item questionnaire was administered. The questions were taken from Kipnis, Schmidt, and Wilkinson's (1980) study, and a six-point scale was used. The 21 questions were categorized into four compliance-gaining strategies: rationalization, exchange of benefits, ingratiation, and assertion. Rationalization and exchange of benefits were used to test hypotheses regarding culture as a whole. Hypothesis one was "Japanese lower status people who are in short-term, task-oriented relationships will use more rationalization compliance-gaining strategies than U.S. people who are in short-term, task-oriented relationships," while hypothesis two was "U.S. lower status people who are in short-term, task-oriented relationships will use more exchange of benefits compliance-gaining strategies than Japanese lower status people who are in short-term, task-oriented relationships." Ingratiation and assertion were used to test the hypotheses regarding gender in different cultures. Hypothesis three was "U.S. lower status females who are in short-term, task-oriented relationships will use more ingratiation compliance-gaining strategies than Japanese lower status females who are in short-term, task-oriented relationships," and hypothesis four was "U.S. lower status males who are in short-term, task-oriented relationships use more assertion compliance-gaining strategies than Japanese lower status males who are in short-term, task-oriented relationships."
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Fuse, Miyoko, "Cross-Cultural Comparison of Upward Compliance-Gaining Strategies: U.S.A. and Japan" (1993). Dissertations and Theses. Paper 4665.