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."
| Identifer | oai:union.ndltd.org:pdx.edu/oai:pdxscholar.library.pdx.edu:open_access_etds-5736 |
| Date | 11 October 1993 |
| Creators | Fuse, Miyoko |
| Publisher | PDXScholar |
| Source Sets | Portland State University |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | Dissertations and Theses |
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