The mediating influence of communication competence: a descriptive study of cultural orientation and compliance-gaining message strategies.

Abstract

Using Marwell and Schmitt’s Model of Compliance-Gaining Behavior and Spitzberg & Cupach’s Model of Relational Competence, this research describes how communication competence mediates the relationship between cultural orientation and compliance-gaining message strategy. One hundred supervisors from four selected industries completed a modified self-administered survey based on Rosinski’s Cultural Orientation Framework, Marwell and Schmitt’s 16 Compliance-Gaining Techniques, and Weimann’s Communicative Competence Subscale. Results indicate a negative but weak relationship between cultural orientation and compliance-gaining message strategy. Furthermore, communication competence has no mediating effect on the relationship of cultural orientation and compliance-gaining message strategies. Implications of Filipino interpersonal communication behaviors and persuasion techniques are discussed.