Consistency-based compliance across cultures

Abstract

A Weld study investigated cross-cultural diVerences in choice-congruent behavior and its impact on compliance. U.S. and Asian participants received a request to complete an online survey and a month later they were approached with a larger, related request. Compliance with the initial request had a stronger impact on subsequent compliance among the U.S. participants than among the Asian participants. Despite their lower rate of compliance with the initial request, the U.S. participants who chose to comply were more likely than their Asian counterparts to agree to the subsequent request. Further analyses revealed that this eVect was driven by diVerences in the individualistic/collectivistic orientation of the participants from the two cultures. Within both cultures, the more individualistic participants showed stronger consistency with their earlier compliance than the more collectivistically oriented participants.

When Attribution of Consistency Depends on Group Value: Social Valorization of Preference for Consistency in Equivalent and Asymmetric Intergroup Relations

“…Researchers regularly postulate that the desire to be and to appear consistent is the product of specifically Western cultural values (Allen, 1968;Choi & Choi, 2002;Cialdini, 2009;Hoshino-Browne, 2012;Petrova, Cialdini, & Sills, 2007;Suh, 2002;Triandis, 1989Triandis, , 1994. In line with this idea, a few studies have examined the social value conferred on consistency and on people who display PFC.…”

The Impact of Culture on Relationship Marketing in International Services

“…Evidence in compliance literature also supports cross-cultural differences in compliance behavior toward different requests (Chen et al 2006;Cialdini et al 1999;Petrova, Cialdini, and Sills 2007;Schouten 2008). These differences are predominantly explained by differences in the cultural value of individualism/collectivism.…”

Televised Entrepreneurial Discourse: Conversational Structure and Compliance Gaining Strategies

“…Finally, it is worth pointing out that the foot-in-the-door technique works on the principle of consistency (Petrova et al, 2007). The Spanish data reveal that this persuasive tactic does not work in these particular three cases insofar as the second elicit: agree is not consistent with or similar in nature to the original small request embedded within the first elicit: agree.…”