INFLUENCE TACTICS ACROSS TWELVE CULTURES

Abstract

This chapter summarizes our current knowledge regarding use of managerial influence tactics in international settings, and reports the findings of a twelve-nation study on the relative effectiveness of different influence tactics in business organizations. Rational persuasion, consultation, collaboration and apprising were identified as effective tactics in all the countries. Giving gifts, socializing with the target, exerting pressure, and making influence attempts informally were rated low in effectiveness in all of the countries. Discriminant analysis confirmed that patterns of perceived effectiveness for the influence tactics can distinguish countries in a manner consistent with their known cultural values.

Citation

Kennedy, J.C., Fu, P.-P. and Yukl, G. (2003), "INFLUENCE TACTICS ACROSS TWELVE CULTURES", Advances in Global Leadership (Advances in Global Leadership, Vol. 3), Emerald Group Publishing Limited, Leeds, pp. 127-147. https://doi.org/10.1016/S1535-1203(02)03007-1