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1、InterculturalCommunicationStudiesV:11995Wiseman,Sanders,Congalton,Gass,Sueda&DuACross-CulturalAnalysisofComplianceGaining:China,Japan,andtheUnitedStates*RichardL.WisemanJudithA.SandersCaliforniaStateCaliforniaStateUniversity-FullertonPolytechnicUniversityJeanineK.CongaltonRobertH.Gass,Jr.Californi
2、aStateCaliforniaStateUniversity-FullertonUniversity-FullertonKiyokoSuedaDuRuiqingHokuseiGakuenUniversityXi'anForeignLanguagesUniversityAbstractThepresentstudyutilizesfaceworktheorytointegratethecompliancegainingandconflictmanagementperspectivesinunderstandingcross-culturaldifferencesininterpersona
3、ldisagreements.Basedonthefaceworkdimensionsofdirectness/indirectnessandindividual/grouporientation,aquestionnairecontainingfourdifferentcompliancegainingstrategieswascreatedforeachofthreeinterpersonalconflictsituations.RespondentsfromtheU.S.,Japan,andthePeople'sRepublicofChinacompletedaquestionnai
4、redesignedtoidentifytheircompliancegainingpreferencesalongtheabove-mentioneddifferences.ResultsrevealthatU.S.respondents,incontrasttorespondentsfromthePRCandJapan,preferreddirectstrategiesandthosewithindividually-controlledsanctions.PRCrespondentspreferredindirectstrategiesandthosewithsanctions1In
5、terculturalCommunicationStudiesV:11995Wiseman,Sanders,Congalton,Gass,Sueda&Ducontrolledbyagroup.Japaneserespondentspreferredacomplexprofileofstrategies.Resultsarediscussedintermsofunderstandingculturalvariance,reconceptualizingtheenactmentofindividualismandcollectivism,andutilizingfaceworktheoryto
6、understandcross-culturaldifferencesincompliancegaining.Asglobalinterconnectionsincrease,wedailyencountersituationsrequiringinteractionwithotherswhoareculturallydifferentfromourselves.Thescriptswehavewrittenforourinteractionsoftendonotplaywellinsuchsettings.Sincetheirvalues,norms,rules,andinteracti
7、onstylesdifferfromourown,weareuncertainabouthowtomosteffectivelyplayourrolesinsuchencounters.Westruggletounderstandhowtobestcommunicateininterculturalsituations.Onesuchsituation,occurringwithincreasingfrequency,i
