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A Cross-Cultural Test of Compliance-Gaining Theory

Portland State University

Sully Taylor

University of Washington

Studies of managers' persuasive communicating with key subordinates in American, British, and Australian firms suggest that reasoning is the most frequently used compliance-gaining strategy. A test of these findings with Japanese managers also found reasoning to be the most frequently used strategy. Compliance gaining through assertiveness and appeals to loyalty were positively associated with a manager's view of himself or herself as a "lifetime" employee. Findings were the same for both Japanese-owned and non-Japanese-owned firms in Japan.

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				S. Taylor and J. Sullivan Communication Practices of Japanese Managers in America: Cultural vs Functional Theories Asia Pacific Journal of Human Resources, September 1, 1993; 31(1): 33 - 45. [PDF]