Perceived effectiveness of influence strategies in the United States and three Chinese societies
Publication in refereed journal


摘要This study explored the perceived effectiveness of organizational influence strategies amongst three Chinese societies and the US. A total of 488 managers rated 16 influence tactics on their effectiveness across three influence directions - upward, downward and lateral. Consistently, these 16 tactics fell into two broad dimensions of influence - the more nurturing Gentle Persuasion (GP) and the more agentic Contingent Control (CC). The perceived effectiveness of GP increased with higher position power of the target, and vice versa for CC. No cultural differences were found for the rated effectiveness of CC. However, regardless of the influence direction, Americans managers rated GP as most effective; Mainland Chinese, the least. Hierarchical regression analyses indicated that Reward for Application predicted a manager's endorsement of GP as more effective, and Fate Control of CC. The effect of Fate Control on CC was, however, moderated by culture, exemplifying culture's sensitizing role in directing member responses. Copyright © 2006 SAGE Publications.
著者Leong J.L.T., Bond M.H., Fu P.P.
期刊名稱International Journal of Cross Cultural Management
出版社SAGE Publications
出版地United States
頁次101 - 120
關鍵詞China, Culture, Influence strategies, Social axioms

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