IDEAS home Printed from
   My bibliography  Save this article

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


  • Ping Ping Fu

    (Chinese University of Hong Kong, Singapore)

  • Jeff Kennedy

    (Nanyang Business School, Singapore)

  • Jasmine Tata

    (Loyola University Chicago, USA)

  • Gary Yukl

    (State University at Albany, USA)

  • Michael Harris Bond

    (Chinese University of Hong Kong, Singapore)

  • Tai-Kuang Peng

    (I-Shou University, Taiwan)

  • Ekkirala S Srinivas

    (Xavier Labour Relations Institute, Jamshedpur, India)

  • Jon P Howell

    (New Mexico State University, USA)

  • Leonel Prieto

    (New Mexico State University, USA)

  • Paul Koopman

    (Vrije Universiteit Amsterdam, the Netherlands)

  • Jaap J Boonstra

    (Vrije Universiteit Amsterdam, the Netherlands)

  • Selda Pasa

    (Bogazici University Istanbul, Turkey)

  • Marie-Francoise Lacassagne

    (Lacassagne Université de Bourgogne, France)

  • Hiro Higashide

    (Waseda University, Japan)

  • Adith Cheosakul

    (Sasin Graduate Institute of Business Administration of Chulalongkorn University, Thailand)


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. Journal of International Business Studies (2004) 35, 284–305. doi:10.1057/palgrave.jibs.8400090

Suggested Citation

  • 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, 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, Palgrave Macmillan;Academy of International Business, vol. 35(4), pages 284-305, July.
  • Handle: RePEc:pal:jintbs:v:35:y:2004:i:4:p:284-305

    Download full text from publisher

    File URL:
    File Function: Link to full text PDF
    Download Restriction: Access to full text is restricted to subscribers.

    File URL:
    File Function: Link to full text HTML
    Download Restriction: Access to full text is restricted to subscribers.

    As the access to this document is restricted, you may want to search for a different version of it.


    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.

    Cited by:

    1. David Ralston & Carolyn Egri & Olivier Furrer & Min-Hsun Kuo & Yongjuan Li & Florian Wangenheim & Marina Dabic & Irina Naoumova & Katsuhiko Shimizu & María Garza Carranza & Ping Fu & Vojko Potocan & A, 2014. "Societal-Level Versus Individual-Level Predictions of Ethical Behavior: A 48-Society Study of Collectivism and Individualism," Journal of Business Ethics, Springer, vol. 122(2), pages 283-306, June.
    2. Zhi Yang & Xuemin Zhou & Pengcheng Zhang, 2015. "Discipline versus passion: Collectivism, centralization, and ambidextrous innovation," Asia Pacific Journal of Management, Springer, vol. 32(3), pages 745-769, September.
    3. repec:spr:manint:v:50:y:2010:i:6:d:10.1007_s11575-010-0058-8 is not listed on IDEAS
    4. Muethel, Miriam & Hoegl, Martin, 2012. "The influence of social institutions on managers’ concept of trust: Implications for trust-building in Sino-German relationships," Journal of World Business, Elsevier, vol. 47(3), pages 420-434.
    5. repec:eee:worbus:v:52:y:2017:i:6:p:809-818 is not listed on IDEAS
    6. repec:eee:worbus:v:53:y:2018:i:1:p:27-38 is not listed on IDEAS
    7. Chong, Melody P.M. & Muethel, Miriam & Richards, Malika & Fu, Ping Ping & Peng, Tai-Kuang & Shang, Yu Fan & Caldas, Miguel P., 2013. "Influence behaviors and employees’ reactions: An empirical test among six societies based on a transactional–relational contract model," Journal of World Business, Elsevier, vol. 48(3), pages 373-384.
    8. Charlotte Karam & David Ralston & Carolyn Egri & Arif Butt & Narasimhan Srinivasan & Ping Fu & Chay Lee & Yong-lin Moon & Yongjuan Li & Mahfooz Ansari & Christine Kuo & Vu Hung & Andre Pekerti & Phili, 2013. "Perceptions of the ethicality of favors at work in Asia: An 11-society assessment," Asia Pacific Journal of Management, Springer, vol. 30(2), pages 373-408, June.
    9. Joyce Leong & Michael Bond & Ping Fu, 2007. "Perceived effectiveness of influence strategies among Hong Kong managers," Asia Pacific Journal of Management, Springer, vol. 24(1), pages 75-96, March.
    10. Baruch, Yehuda & Budhwar, Pawan S. & Khatri, Naresh, 2007. "Brain drain: Inclination to stay abroad after studies," Journal of World Business, Elsevier, vol. 42(1), pages 99-112, March.
    11. Rouziès, Dominique & Onyemah, Vincent & Panagopoulos, Nikolaos, 2008. "How HRM control affects boundary-spanning employees’ behavioural strategies and satisfaction : The moderating impact of cultural performance orientation," HEC Research Papers Series 895, HEC Paris.
    12. Muethel, Miriam & Hoegl, Martin, 2013. "Shared leadership effectiveness in independent professional teams," European Management Journal, Elsevier, vol. 31(4), pages 423-432.
    13. repec:spr:manint:v:52:y:2012:i:3:d:10.1007_s11575-011-0116-x is not listed on IDEAS
    14. Ralston, David A. & Egri, Carolyn P. & Casado, Tania & Fu, Pingping & Wangenheim, Florian, 2009. "The impact of life stage and societal culture on subordinate influence ethics: A study of Brazil, China, Germany, and the U.S," Journal of International Management, Elsevier, vol. 15(4), pages 374-386, December.
    15. Michael A. Hitt & Tiago Ratinho, 2011. "The Multifaceted Effects of Institutions on Firm Strategies and Entrepreneurial Actions," Chapters,in: The Nature of the New Firm, chapter 4 Edward Elgar Publishing.
    16. Ismil HOSSAIN & Fredrick AGBOMA, 2015. "Examining The Impact Of Institutional Environments On The Hrm Practices Of Mncs And Their Operation And The Path Dependency Between Developed And Developing Countries," Proceedings of the INTERNATIONAL MANAGEMENT CONFERENCE, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 9(1), pages 679-693, November.
    17. Pease, Stephanie & Paliwoda, Stanley & Slater, Jim, 2006. "The erosion of stable shareholder practice in Japan ("Anteikabunushi Kosaku")," International Business Review, Elsevier, vol. 15(6), pages 618-640, December.
    18. Pappas, Ilias O. & Kourouthanassis, Panos E. & Giannakos, Michail N. & Chrissikopoulos, Vassilios, 2016. "Explaining online shopping behavior with fsQCA: The role of cognitive and affective perceptions," Journal of Business Research, Elsevier, vol. 69(2), pages 794-803.
    19. Ralston, David A. & Terpstra-Tong, Jane & Maignan, Isabelle & Napier, Nancy K. & Nguyen, Van Thang, 2006. "Vietnam: A cross-cultural comparison of upward influence ethics," Journal of International Management, Elsevier, vol. 12(1), pages 85-105, March.

    More about this item


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:jintbs:v:35:y:2004:i:4:p:284-305. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Sonal Shukla) or (Andrew Huffard) The email address of this maintainer does not seem to be valid anymore. Please ask Andrew Huffard to update the entry or send us the correct email address. General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.