TY - JOUR
T1 - The impact of societal cultural values and individual social beliefs on the perceived effectiveness of managerial influence strategies
T2 - A meso approach
AU - Fu, Ping Ping
AU - Kennedy, Jeff
AU - Tata, Jasmine
AU - Yukl, Gary
AU - Bond, Michael Harris
AU - Peng, Tai Kuang
AU - Srinivas, Ekkirala S.
AU - Howell, Jon P.
AU - Prieto, Leonel
AU - Koopman, Paul
AU - Boonstra, Jaap J.
AU - Pasa, Selda
AU - Lacassagne, Marie Francoise
AU - Higashide, Hiro
AU - Cheosakul, Adith
N1 - Funding Information:
This research project was made possible by funding from the Research Grants Council of the Hong Kong SAR (1999/2000 CUHK4050/99H). We would like to express their appreciation to the following individuals: to Professor Arie Y Lewin, JIBS Editor in Chief, and Danielle T Trojan, JIBS Managing Editor, for their thoughtful directions and help during the review process; to three JIBS reviewers, for their detailed comments and suggestions for improving the manuscript; and to Liu Jun for his help with the analyses of the data. A preliminary report of this project was presented at the Academy of Management Conference in Washington DC, August 2001.
PY - 2004/7
Y1 - 2004/7
N2 - This paper reports the findings of a 12-nation study designed to test empirically the relationships between societal cultural values, individual social beliefs, and the perceived effectiveness of different influence strategies. The relationships between three types of broad influence strategy (persuasive, assertive, and relationship based) and four dimensions of individual beliefs (cynicism, fate control, reward for application, and religiosity) were examined. Three of Project GLOBE's cultural values (in-group collectivism, uncertainty avoidance, and future orientation) were selected to investigate their direct effects on the rated effectiveness of influence strategies, and their possible interaction with dimensions of individual beliefs. Results showed that different dimensions of individual social beliefs predict the perceived effectiveness of the three types of influence strategy, and that cultural values can moderate the strength of the relationship between these dimensions of individual social beliefs and the perceived effectiveness of influence strategies.
AB - This paper reports the findings of a 12-nation study designed to test empirically the relationships between societal cultural values, individual social beliefs, and the perceived effectiveness of different influence strategies. The relationships between three types of broad influence strategy (persuasive, assertive, and relationship based) and four dimensions of individual beliefs (cynicism, fate control, reward for application, and religiosity) were examined. Three of Project GLOBE's cultural values (in-group collectivism, uncertainty avoidance, and future orientation) were selected to investigate their direct effects on the rated effectiveness of influence strategies, and their possible interaction with dimensions of individual beliefs. Results showed that different dimensions of individual social beliefs predict the perceived effectiveness of the three types of influence strategy, and that cultural values can moderate the strength of the relationship between these dimensions of individual social beliefs and the perceived effectiveness of influence strategies.
KW - Cultural values
KW - Influence strategies
KW - Social beliefs
UR - http://www.scopus.com/inward/record.url?scp=3542995088&partnerID=8YFLogxK
U2 - 10.1057/palgrave.jibs.8400090
DO - 10.1057/palgrave.jibs.8400090
M3 - Review article
AN - SCOPUS:3542995088
SN - 0047-2506
VL - 35
SP - 284
EP - 305
JO - Journal of International Business Studies
JF - Journal of International Business Studies
IS - 4
ER -