The impact of societal cultural values and individual social beliefs on the perceived effectiveness of managerial influence strategies: a meso approach

• 成果类型: Article
• 署名作者: Fu, PP; Kennedy, J; Tata, J; Yukl, G; Bond, MH; Peng, TK; Srinivas, ES; Howel, JP; Prieto, L; Koopman, P; Boonstra, JJ; Pasa, S; Lacassagne, MF; Higashide, H; Cheosakul, A
• 署名单位: Chinese University of Hong Kong; Nanyang Technological University; Loyola University Chicago; State University of New York (SUNY) System; University at Albany, SUNY; XLRI -Xavier School of Management; New Mexico State University; Vrije Universiteit Amsterdam; Bogazici University; Waseda University; Chulalongkorn University
• 刊物名称: JOURNAL OF INTERNATIONAL BUSINESS STUDIES
• ISSN/ISSBN: 0047-2506
• DOI: 10.1057/palgrave.jibs.8400090
• 发表日期: 2004
• 页码: 284-305
• 关键词: social beliefs; Cultural values; INFLUENCE STRATEGIES

摘要

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.