TY - CHAP
T1 - INFLUENCE TACTICS ACROSS TWELVE CULTURES
AU - Kennedy, Jeffrey C.
AU - Fu, Ping Ping
AU - Yukl, Gary
N1 - Copyright:
Copyright 2007 Elsevier B.V., All rights reserved.
PY - 2003
Y1 - 2003
N2 - 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.
AB - 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.
UR - http://www.scopus.com/inward/record.url?scp=3543016581&partnerID=8YFLogxK
U2 - 10.1016/S1535-1203(02)03007-1
DO - 10.1016/S1535-1203(02)03007-1
M3 - Book Chapter
AN - SCOPUS:3543016581
SN - 0762308664
SN - 9780762308668
T3 - Advances in Global Leadership
SP - 127
EP - 147
BT - Advances in Global Leadership
ER -