A Cross-Cultural Test of Implicit Theories of Re-requesting

Min Sun Kim, Atsushi Oshio, Eun Joo Kim, Katsuya Tasaki, Kenton Bruce Anderson, Ayano Yamaguchi

Research output: Contribution to journalArticle

Abstract

Extant U.S. research shows that when a persuader’s initial message is rebuffed, the next requesting message will tend to be ruder and more aggressive than the initial appeal. The robustness of these results has rarely been tested cross-culturally. Using conversational constraints theory, we further explicate implicit theories by investigating the perceived importance of constraints of re-requesting styles across two cultural-linguistic groups (i.e., Korean and American English speakers). Consistent with the “rebuff phenomenon,” results revealed that people rated the task constraint (“clarity”) as significantly more important, and the three face-related constraints (“concern for the other’s feelings,” “minimizing imposition,” and “avoiding negative evaluation”) as significantly less important for the second-attempt requesting than for the initial requesting. Some of these tendencies were more pronounced among American English speakers than among Korean speakers.

Original languageEnglish
JournalCommunication Research Reports
DOIs
Publication statusAccepted/In press - 2018 Jan 1

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Keywords

  • Cross-Cultural
  • Implicit Theories
  • Re-Requesting
  • Rebuff Phenomenon

ASJC Scopus subject areas

  • Communication

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