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 journalArticlepeer-review

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
Pages (from-to)14-23
Number of pages10
JournalCommunication Research Reports
Volume36
Issue number1
DOIs
Publication statusPublished - 2019 Jan 1

Bibliographical note

Funding Information:
Min-Sun Kim, PhD (Michigan State University, 1992). Professor, University of Hawaii at Manoa. Atsushi Oshio, PhD (Nagoya University, 2000). Professor, Waseda University. Eun Joo Kim, PhD (Yonsei University, 2001). Professor, Yonsei University. Katsuya Tasaki, PhD (University of Hawaii at Manoa, 2001). Professor, Aoyama Gakuin University. Kenton Bruce Anderson, PhD. (State University of New York at Buffalo, 2016). Visiting Instructor, University at Buffalo/Singapore Institute of Management (SIM) Undergraduate Degree Studies Program of the Research Foundation for the State University of New York (SUNY). Ayano Yamaguchi, PhD (University of Hawaii at Manoa, 2010). Assistant Professor, Rikkyo University. Correspondence: Min-Sun Kim, Department of Communicol-ogy, University of Hawaiʽi at Manoa, 331 George Hall, Honolulu, HI 96822; E-mail: kmin@hawaii.edu

Funding Information:
This work was supported by the Academy of Korean Studies Grant (AKS-2014-R-23).

All Science Journal Classification (ASJC) codes

  • Communication

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