Individual differences in the motivation to comply across cultures: the impact of social obligation

Differences in Fear of Isolation as an explanation of Cultural Differences: Evidence from memory and reasoning

“…Furthermore, this same variable is reliably associated with the observed gender differences in performance in these tasks. This work is consistent with the view that many cultural differences are reflections of individual differences that are promoted by elements of the culture rather than fundamental differences in the cognitive architectures of members of different cultures (Barrett et al, 2004;Briley & Wyer, 2001).…”

Interdependent self-construal in collectivist cultures: Effects on compliance in a cause-related marketing context

“…As opposed to placing emphasis on their personal preferences and choices, collectivists tend to place greater value on their social obligations and roles (Barrett et al 2004;Oyserman, Sakamoto, and Lauffer, 1998 Most environmentally friendly behaviors have a broader social benefit that should resonate more with individuals in CIS cultures than with those in IIS cultures (Moorman and Blakely 1995). Marketers may be able to induce positive evaluations of products by using the commitment -consistency principle to get individuals in CIS cultures to publicly commit to supporting a greater social cause, and then linking their product to the cause.…”

“…On the basis of the research on cultural factors affecting individuals' willingness to help, it is reasonable to expect that people from CIS cultures will be more interested in supporting pro-social causes than those from IIS cultures (Barrett et al 2004;Moorman and Blakely 1995). Given that their level of commitment to a social cause is greater, CIS members are more likely to engage in subsequent behaviors that demonstrate their support for the pro-social cause, especially if the cause is of concern to the individual's relevant in-group (Chen et al 2006).…”

Consistency-based compliance across cultures

“…The focus on the individualized self, however, seems to be less prominent in collectivistic cultures. As opposed to placing emphasis on their personal preferences and choices, collectivists tend to place a greater value on their social obligations and roles (Barrett et al, 2004;Oyserman, Sakamoto, & LauVer, 1998). Thus, it might be possible that in collectivistic cultures, past behavior would constitute a suYcient commitment under a diVerent set of circumstances.…”

“…Increasingly, companies are relying on expanding their markets internationally, managers are communicating with corporate partners around the world, and academic departments and research teams are becoming more diverse, with members from diVerent cultures. Yet, despite its central place in the discipline of social psychology, social inXuence has received limited attention in cross-cultural investigations (e.g., Aaker, 2000;Barrett et al, 2004;Cialdini, Wosinska, Barrett, Butner, & Gornik-Durose, 1999;Han & Shavitt, 1994). This seems unfortunate given the growing interest in exploring cultural diVerences in other areas of social psychology.…”