Jaap BoonstraPing Ping FuJeff KennedyJasmine TataSiooChinese University of Hong KongNanyang Business SchoolLoyola University Chicago In dit artikel wordt verslag gedaan van de bevindingen van een internationale studie naar de verbanden tussen maatschappelijk-culturele waarden, individuele sociale opvattingen en de gepercipieerde effectiviteit van verschillende beïnvloedingsstrategieën. Daarbij is gekeken naar de verbanden tussen drie algemene beïnvloedingsstrategieën, vier dimensies van individuele opvattingen en drie typen culturele waarden.
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.
