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

Ping Ping Fu, Jeff Kennedy, Jasmine Tata, Gary Yukl, Michael Harris Bond, Tai Kuang Peng, Ekkirala S. Srinivas, Jon P. Howell, Leonel Prieto, Paul Koopman, Jaap J. Boonstra, Selda Pasa, Marie Francoise Lacassagne, Hiro Higashide, Adith Cheosakul

Research output: Contribution to journalReview article

125 Citations (Scopus)

Abstract

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.

Original languageEnglish
Pages (from-to)284-305
Number of pages22
JournalJournal of International Business Studies
Volume35
Issue number4
DOIs
Publication statusPublished - 2004 Jul

Keywords

  • Cultural values
  • Influence strategies
  • Social beliefs

ASJC Scopus subject areas

  • Business and International Management
  • Business, Management and Accounting(all)
  • Economics and Econometrics
  • Strategy and Management
  • Management of Technology and Innovation

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    Fu, P. P., Kennedy, J., Tata, J., Yukl, G., Bond, M. H., Peng, T. K., Srinivas, E. S., Howell, J. P., Prieto, L., Koopman, P., Boonstra, J. J., Pasa, S., Lacassagne, M. F., Higashide, H., & Cheosakul, A. (2004). The impact of societal cultural values and individual social beliefs on the perceived effectiveness of managerial influence strategies: A meso approach. Journal of International Business Studies, 35(4), 284-305. https://doi.org/10.1057/palgrave.jibs.8400090