Cultural Explanations of Individual Preferences for Influence Tactics in Cross Cultural Encounters

Abstract

This study explored if, and how, cultural values affected the types of organizational goals pursued in work-related influence attempts, and which influence tactics were used to achieve these goals. A scenario-based field study of 223 part-time MBAs from three countries - the United States, Romania, and Japan - showed that similar organizational goals were sought in these countries in upward, lateral, and downward influence attempts. In general, respondents preferred using rational explanations, inspirational appeals, and consultation tactics, and disliked using pressure tactics. In simulated work situations, respondents' choices of influence tactics differed, depending on their cultural values. National culture had a significant influence on ingratiation, exchange, personal appeals, and coalition tactics. Within each culture, gender had a significant influence on ingratiation tactics, and the type of organizational goal pursued had a significant influence on rational explanation, inspirational appeals, consultation, and ingratiation tactics.