Compliance with a request in two cultures: The differential influence of social proof and commitment/consistency on collectivists and individualists

Personality and Social Psychology Bulletin

Volumn 25, Issue 10, 1999, Pages 1242-1253

  Cialdini, Robert B ^a   Wosinska, Wilhelmina ^b   Barrett, Daniel W ^b   Butner, Jonathan ^b   Gornik Durose, Malgorzata ^b  

^a ARIZONA STATE UNIVERSITY   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0033469923     PISSN: 01461672     EISSN: None     Source Type: Journal    
DOI: 10.1177/0146167299258006     Document Type: Article

References (59)

1. Ajzen, I., & Fishbein, M. (1980). Understanding attitudes and predicting social behavior. Englewood Cliffs, NJ: Prentice Hall.
2. Anderson, M. C., & Spellman, B. A. (1995). On the status of inhibitory mechanisms in cognition: Memory retrieval as a model case. Psychological Review, 102, 68-100.
3. Aronson, E. (1992). The return of the repressed: Dissonance theory makes a comeback. Psychological Inquiry, 3, 303-311.
4. Bandura, A., Grusec, J. E., & Menlove, F. L. (1967). Vicarious extinction of avoidance behavior. Journal of Personality and Social Psychology, 5, 16-23.
5. Bargh, J. A. (1997). The automaticity of everyday life. In R. S. Wyer, Jr. (Ed.), Advances in social cognition (Vol. 10, pp. 1-61). Mahwah, NJ: Lawrence Erlbaum.
6. Berkowitz, L. (1972). Social norms, feelings, and other factors affecting helping behavior and altruism. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 6, pp. 66-108). New York: Academic Press.
7. Bierbrauer, G., Meyer, H., & Wolfradt, U. (1994). Measurement of normative and evaluative aspects in individualistic and collectivistic orientations: The Cultural Orientation Scale (COS). In U. Kim, H. Triandis, C. Kagitcibasi, S.-C. Choi, & G. Yoon (Eds.), Individualism and collectivism: Theory, method, and applications (pp. 189-194). Thousand Oaks, CA: Sage.
8. Bond, R., & Smith, P. B. (1996). Culture and conformity: A meta-analysis of studies using Asch's (1952b, 1956) line judgment task. Psychological Bulletin, 119, 111-137.
9. Bontempo, R., Lobel, S., & Triandis, H. (1990). Compliance and value internalization in Brazil and the United States: Effects of allocentrism and anonymity. Journal of Cross-Cultural Psychology, 21, 200-213.
10. Buunk, B. P., & Baker, A. B. (1995). Extradyadic sex: The role of descriptive and injunctive norms. Journal of Sex Research, 32, 313-318.
11. Cialdini, R. B. (1987). Compliance principles of compliance professionals: Psychologists of necessity. In M. P. Zanna, J. M. Olson, & C. P. Herman (Eds.), Social influence: The Ontario symposium (Vol. 5, pp. 165-184). Hillsdale, NJ: Lawrence Erlbaum.
12. Cialdini, R. B. (1993). Influence: Science and practice (3rd ed.). New York: HarperCollins.
13. Cialdini, R. B., & Baumann, D.J. (1981). Littering: A new unobtrusive measure of attitude. Social Psychology Quarterly, 44, 254-259.
14. Cialdini, R. B., Reno, R. R., & Kallgren, C. A. (1990). A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology, 58, 1015-1026.
15. Deaux, K., & Major, B. (1987). Putting gender into context: An interactive model of gender-related behavior. Psychological Review, 94, 369-389.
16. Derlega, V.J., & Stepien, E. G. (1977). Norms regulating self-disclosure among Polish university students. Journal of Cross-Cultural Psychology, 8, 369-376.
17. Diener, E., Larson, R. J., & Emmons, R. A. (1984). Person by situation interactions: Choice of situations and congruence response models. Journal of Personality and Social Psychology, 47, 580-592.
18. Dillard, J. P. (1991). The current status of research on sequential-request compliance techniques. Personality and Social Psychology Bulletin, 17, 283-288.
19. Earley, P. C. (1989). Social loafing and collectivism: A comparison of the United States and the People's Republic of China. Administrative Science Quarterly, 34, 565-581.
20. Fazio, R. H. Jackson, J. R., Dunton, B. C., & Williams, C.J. (1995). Variability in automatic activation as an unobtrusive measure of racial attitudes: A bona fide pipeline? Journal of Personality and Social Psychology, 69, 1013-1027.
21. Festinger, L. (1954). A theory of social comparison processes. Human Relations, 7, 117-140.
22. Festinger, L. (1957). A theory of cognitive dissonance. Stanford, CA: Stanford University Press.
23. Freedman, J. L., & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
24. Furnham, A. ( 1984). Studies of cross-cultural conformity: A brief and critical review. Psychologia, 27, 65-72.
25. Gabrenya, W. K., Wang, Y. E., & Latane, B. (1985). Social loafing on an optimizing task: Cross-cultural differences among Chinese and Americans. Journal of Cross-Cultural Psychology, 16, 225-242.
26. Garland, A. F., & Zigler, E. (1993). Adolescent suicide prevention: Current research and social policy implications [Special issue: Adolescence]. American Psychologist, 48, 169-182.
27. Goethals, G. R., & Darley, J. M. (1977). Social comparison theory: An attributional approach. In J. M. Suls & R. L. Miller (Eds.), Social comparison processes: Theoretical and empirical perspectives. Washington, DC: Hemisphere/Halsted.
28. Hamilton, V. L., & Sanders, J. (1995). Crimes of obedience and conformity in the workplace: Surveys of Americans, Russians, & Japanese. Journal of Social Issues, 51, 67-88.
29. Han, S., & Shavitt, S. (1994). Persuasion and culture: advertising appeals in individualistic and collectivistic societies. Journal of Experimental Social Psychology, 30, 326-350.
30. Heider, F. (1946). Attitudes and cognitive organization. Journal of Psychology, 21, 107-112.
31. Heider, F. (1958). The psychology of interpersonal relations. New York: John Wiley.
32. Heine, S. J., & Lehman, D. R. (1995). Cultural variation in unrealistic optimism: Does the West feel more invulnerable than the East? Journal of Personality and Social Psychology, 68, 595-607.
33. Heine, S. J., & Lehman, D. R. (1997). Culture, dissonance, and self-affirmation. Personality and Social Psychology Bulletin, 23, 389-400.
34. Hofstede, G. (1980). Culture's consequences: International differences in work-related values (Abridged). Beverly Hills, CA: Sage.
35. Hornstein, H. A., Fisch, E., & Holmes, M. (1968). Influence of a model's feeling about his behavior and his relevance as a comparison other on observers' helping behavior. Journal of Personality and Social Psychology, 10, 222-226.
36. Kenrick, D. T., & Funder, D. C. (1988). Profiting from controversy: Lessons from the person-situation debate. American Psychologist, 43, 23-34.
37. Kim, U. (1994). Individualism and collectivism: Conceptual clarification and elaboration. In U. Kim, H. Triandis, C. Kagitcibasi, S.-C. Choi, & G. Yoon (Eds.), Individualism and collectivism: Theory, method, and applications (pp. 189-194). Thousand Oaks, CA: Sage.
38. Kim, U., Triandis, H. C., Kagitcibasi, C., Choi, S.-C., & Yoon, G. (Eds.). (1994). Individualism and collectivism: Theory, method, and applications. Thousand Oaks, CA: Sage.
39. Levine, R. V. (1988). The pace of life across cultures. In J. E. McGrath (Ed.), The social psychology of time (pp. 39-60). Newbury Park, CA: Sage.
40. Macrae, C. N., Bodenhausen, G. V., & Milne, A. B. (1995). The dissection of selection in person perception: Inhibitory processes in social stereotyping. Journal of Personality and Social Psychology, 69, 397-407.
41. Markus, H., & Kitayama, S. (1991). Culture and the self: Implications for cognition, emotion and motivation. Psychological Review, 98, 224-253.
42. Mayer, S. F., & Sutton, K. (1996). Personality: An integrative approach. Upper Saddle River, NJ: Prentice Hall.
43. Miller, J. (1984). Culture and the development of everyday social explanation. Journal of Personality and Social Psychology, 46, 961-978.
44. Newcomb, T. M. (1953). An approach to the study of communicative acts. Psychological Review, 60, 393-404,
45. Phillips, D. P., & Carstensen, L. L. (1988). The effect of suicide stories on various demographic groups, 1968-1985. Suidde and Life-Threatening Behavior, 18, 100-114.
46. Reingen, P. H. (1982). Test of a list procedure for inducing compliance with a request to donate money. Journal of Applied Psychology, 67, 110-118.
47. Reykowski, J. (1994). Collectivism and individualism as dimensions of social change. In U. Kim, H. Triandis, C. Kagitcibasi, S.-C. Choi, & G. Yoon (Eds.), Individualism and collectivism: Theory, method, and applications. Thousand Oaks, CA: Sage.
48. Reykowski, J. (1998). Belief systems and collective action: Changes in Poland from the psychological perspective. Applied Psychology: An International Review, 47, 89-108.
49. Sedikides, C., & Skowronski, J.J. (1991). The law of cognitive structure activation. Psychological Inquiry, 2, 169-184.
50. Smith, P. B., & Bond, M. H. (1994). Social psychology across cultures: Analysis and perspectives. Needham Heights, MA: Allyn & Bacon.
51. Snyder, M., & Ickes, W. (1985). Personality and social behavior. In G. Lindzey & E. Aronson (Eds.), The handbook of social psychology (Vol. 2, pp. 883-947). New York: Random House.
52. Tipper, S. P. (1992). Selection for action: The role of inhibitory mechanisms. Current Directions in Psychological Science, 1, 105-109.
53. Triandis, H. C. (1995). Individualism and collectivism. Boulder, CO: Westview.
54. Triandis, H. C. (1996). The psychological measurement of cultural syndromes. American Psychologist, 51, 407-415.
55. Triandis, H. C., Bontempo, R., Villareal, M. J., Asai, M., & Lucca, N. (1988). Individualism and collectivism: Cross-cultural perspectives on self-ingroup relationships. Journal of Personality and Social Psychology, 54, 232-328.
56. Triandis, H. C., Leung, K., Villareal, M. J., & Clack, F. L. (1985). Allocentric versus idiocentric tendencies: Convergent and discriminant validation. Journal of Research in Personality, 19, 395-415.
57. Triandis, H. C., McKusker, C., Betancourt, H., Iwao, S., Leung, K., Salazar, J.M., Setiadi, B., Sinha, J.B.P., Touzard, H., & Zaleski, Z. (1993). An etic-emic analysis of individualism and collectivism. Journal of Cross-Cultural Psychology, 24, 366-383.
58. Winslow, R. W., Franzini, L. R., & Hwang, J. (1992). Perceived peer norms, casual sex, and AIDS risk prevention. Journal of Applied Social Psychology, 22, 1809-1827.
59. Won-Doornink, M. ( 1985). Self-disclosure and reciprocity in conversation: A cross-national study. Social Psychology Quarterly, 48, 97-107.