TY - JOUR
T1 - The impact of societal cultural values and individual social beliefs on the perceived effectiveness of managerial influence strategies: a meso approach
AU - Fu, P.P.
AU - Kennedy, J.C.
AU - Tata, J.
AU - Yukl, G.
AU - Bond, M.H.
AU - Peng, T.K.
AU - Srinivas, E.S.
AU - Howell, J.P.
AU - Prieto, L.
AU - Koopman, P.L.
AU - Boonstra, J.J.
AU - Pasa, S.
AU - Lacassagne, M.F.
AU - Higashide, H.
AU - Cheosakul, A.
PY - 2004
Y1 - 2004
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.
U2 - 10.1057/palgrave.jibs.8400090
DO - 10.1057/palgrave.jibs.8400090
M3 - Article
SN - 0047-2506
VL - 35
SP - 284
EP - 305
JO - Journal of International Business Studies
JF - Journal of International Business Studies
ER -