Compliance with a Request in Two Cultures: The Differential Influence of Social Proof and Commitment/Consistency on Collectivists and Individualists

  title={Compliance with a Request in Two Cultures: The Differential Influence of Social Proof and Commitment/Consistency on Collectivists and Individualists},
  author={Robert B. Cialdini and Wilhelmina Wosińska and Daniel W. Barrett and Jonathan E. Butner and Małgorzata E. G{\'o}rnik-Durose},
  journal={Personality and Social Psychology Bulletin},
  pages={1242 - 1253}
University students in Poland and the United States, two countries that differ in individualistic-collectivistic orientation, indicated their willingness to comply with a request to participate without pay in a marketing survey. Half were asked to do so after considering information regarding their own history of compliance with such requests, whereas the other half were asked to do so after considering information regarding their peers’ history of such compliance. This was designed to assess… 

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