A cross‐cultural comparison of implicit theories of requesting

Abstract

The primary aim of this paper is to identify cross‐cultural similarities and differences in people's implicit theories of requesting. Implicit theories are conceptualized as containing information about five interactive constraints that influence choices about requests: (1) Clarity, (2) Perceived imposition, (3) Consideration for the other's feelings, (4) Risking disapproval for self, and (5) Effectiveness. The paper compares how these five constraints are perceived and rated across cultures and traces possible links between the constraints and perceptions of the likelihood of using various request strategies. Participants are a total of 595 undergraduates: 296 Koreans (native speakers of Korean) and 299 Americans (native American English speakers) studying in their respective countries. After reading a hypothetical request situation, participants evaluated request strategies along the five constraint dimensions as well as for likelihood of use. The rank‐ordering of the request strategies along the dimensions were similar across cultures except for effectiveness of strategies. Striking cross‐cultural differences were found in the rank and mean strategy ratings for effectiveness judgments: U.S. participants considered the direct statement strategy as the most effective way of making a request, while Korean participants rated it as the least effective strategy. Regarding the incompatibility among interactive constraints, U.S. participants saw clarity to be closely related to effectiveness of strategies; for Korean participants clarity of strategies was counterproductive to effectiveness. Theoretical and practical implications of these findings are discussed.