Cultural and situational influences on the process of persuasive strategy selection

Michael Burgoon, James P. Dillard, Noel E. Doran, Michael D. Miller

Research output: Contribution to journalArticlepeer-review

37 Scopus citations


This investigation explored compliance gaining attempts by members of two cultures: Asian and North America. Using the 16 Marwell and Schmitt compliance-gaining strategies, this study found significant differences in strategy use based on culture, but was unable to find a consistent underlying dimensionality for the Marwell and Schmitt typology. Effects for communicative context and locus of benefit were also found, indicating that strategy selection is influenced by situational as well as cultural variables. The results show that these latter two variables operate similarly in both cultures.

Original languageEnglish (US)
Pages (from-to)85-100
Number of pages16
JournalInternational Journal of Intercultural Relations
Issue number1
StatePublished - 1982

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Social Psychology
  • Sociology and Political Science


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