Effects of munication styles on acceptance （沟通方式对验收的影响）.pdf

Journal of International Business and Cultural Studies Volume 9 – December, 2014 Effects of communication styles on acceptance of recommendations in intercultural collaboration Hui Li Tsinghua University Pei-Luen Patrick Rau Tsinghua University Gavriel Salvendy Tsinghua University and Purdue University Cuiling Chen Tsinghua University Daniel Huebner Tsinghua University Dominik Frey Tsinghua University ABSTRACT The objective of this study is to investigate the impact of culture and communication style (explicit versus implicit) on people ’s reactions on recommendations in intercultural collaboration. The experimental results from three intercultural collaboration teams were studied: Chinese-American, Chinese-German, and Chinese-Korean. The results indicate that Chinese participants showed more positive evaluations (i.e., higher trust, higher satisfaction, and more future collaboration intention) on the implicit advisor than American and German participants. Compared with Chinese participants, Korean participants accepted explicit recommendations more often and showed more positive evaluations on the explicit advisor. The results also show that when Chinese express recommendations in an explicit way, their recommendations were accepted more often and were more positively evaluated by cross-cultural partners. Keywords: communication style, intercultural collaboration, advice taking, implicit recommendation, explicit recommendation Copyright statemen