Cultural styles of persuasion

Choosing celebrity endorsers for advertising campaigns in cosmopolitan China: Does their ethnicity matter?

“…Congruence theory (Newcomb, 1968) postulates that, in order to maintain cognitive harmony and symmetry, individuals tend to be more responsive to people who reflect their own beliefs and attitudes, and messages that are consistent with them. Glenn, Witmeyer and Stevenson (1977) argued that those who attempt to persuade others "select approaches consistent with their own past experiences within the cultures to which they belong ... in part, on the basis of their ability to handle a style congruent with the culture". Wang et al (2000) express this phenomenon as a cultural match resulting from the congruence of an advertising appeal with consumers' self-schemata.…”

Forms of written arguments: A comparison between Japan and the United States

“…Glenn, Witmeyer, and Stevenson (1977) compared the United States, the Soviet Union, and Arab representatives who attended the United Nation's Security Council in terms of three basic macro-structures-the factual-inductive, the axiomatic-deductive, and the affective-intuitive-that they used in their spoken arguments. They maintain that each culture has its dominant structure.…”

“…Some of them have examined Forms of Written Arguments 4 differences in individuals' perceptions of their own argumentative traits (M. S. Kim, Aune, Hunter, H. J. Kim, & J. S. Kim, 2001; Pruty, Klopf, & Ishii, 1990;Suzuki, 1990) across different cultures. Some other researchers dealt with actual messages of oral arguments to pursue cross-cultural comparison of macro organizational patterns (Glenn, Witmeyer, & Stevenson, 1977;Warnick & Manusov, 2000). These types of studies provided either mixed results or did not provide sufficient evidence to support the presence of cross-cultural differences.…”

Perceptions of the Qualities of Written Arguments by Japanese Students

“…Researchers have suggested that there are differences in how people think about and approach arguments between different cultural groups. Their research topics include the preferred types of logic or reasoning (Glenn, Witmeyer, & Stevenson, 1977;Mizutani, 1981;Nakamura, 1964), general attitudes toward argumentation (Becker, 1988), rhetorical choices in making arguments (Johnstone, 1986;Okabe, 1983), and trait argumentativeness (M. S. Kim, Aune, Hunter, H. J. Kim, & J. S. Kim, 2001;Prunty, Klopf, & Ishii, 1990). Based on the review of these studies, Suzuki (2010) points out that they are either impressionistic or provide too little information as to how ordinary people from different cultural groups actually differ in the manner in which they construct arguments.…”