Reexamining personal, social, and cultural influences on compliance behavior in the United States, Poland, and Hong Kong

Xiaohua, Sylvia CHEN, H. H., Natalie HUI, Michael Harris BOND, Y. F., Alfred SIT, Sowan WONG, S. Y., Venus CHOW, Vivian Miu-Chi LUN, W. M., Rita LAW

Research output: Journal PublicationsJournal Article (refereed)

18 Citations (Scopus)

Abstract

Researchers have extended the literature on strategies of gaining compliance with a request to incorporate cultural variations into the analytic framework. In the present investigation, the authors sought to go beyond previous studies of the factors increasing compliance rates by reexamining how researchers conceptualize and measure personal, social, and cultural influences on compliance behavior in the United States, Poland, and Hong Kong. The authors found that different levels of compliance were affected by culture, principles of influence, and the individual's personal orientation of idiocentrism/allo-centrism (I/A). In the present study, the authors extended previous cross-cultural work by decomposing the I/A into 2 separate individual difference variables: normative perceptions and evaluative perceptions. The interaction of person and situation on compliance showed the power of situational demands and the strength of different aspects of personal collectivism. Different patterns of compliance at the culture level revealed the importance of culture in shaping this behavioral tendency. Thus, the authors' integration of personal, social, and cultural influences provided an interactive model to help researchers explain compliance more comprehensively.
Original languageEnglish
Pages (from-to)223-244
Number of pages22
JournalJournal of Social Psychology
Volume146
Issue number2
DOIs
Publication statusPublished - 1 Jan 2006
Externally publishedYes

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