INFLUENCE TACTICS ACROSS TWELVE CULTURES

Jeffrey C. Kennedy, Ping Ping Fu, Gary Yukl

Research output: Chapter in Book/Conference proceedingBook Chapterpeer-review

16 Citations (Scopus)

Abstract

This chapter summarizes our current knowledge regarding use of managerial influence tactics in international settings, and reports the findings of a twelve-nation study on the relative effectiveness of different influence tactics in business organizations. Rational persuasion, consultation, collaboration and apprising were identified as effective tactics in all the countries. Giving gifts, socializing with the target, exerting pressure, and making influence attempts informally were rated low in effectiveness in all of the countries. Discriminant analysis confirmed that patterns of perceived effectiveness for the influence tactics can distinguish countries in a manner consistent with their known cultural values.

Original languageEnglish
Title of host publicationAdvances in Global Leadership
Pages127-147
Number of pages21
DOIs
Publication statusPublished - 2003
Externally publishedYes

Publication series

NameAdvances in Global Leadership
Volume3
ISSN (Print)1535-1203

ASJC Scopus subject areas

  • Business, Management and Accounting (miscellaneous)
  • Political Science and International Relations

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