A field simulation using 60 Chinese, 45 Israeli, and 60 American participants was conducted. The study used a 3 (group membership) by 2 (collectivism) design. The results demonstrate that performan...

East meets west meets mideast: further explorations of collectivistic and individualistic work groups.

Managers in five nations rated scenarios exemplifying indigenous forms of informal influence whose cultural origins were concealed. Locally generated scenarios illustrated episodes of guanxi, wasta, jeitinho, svyazi and pulling strings. Local scenarios were judged representative of local influence processes but so too were some scenarios derived from other contexts. Furthermore, many scenarios were rated as more typical in non-local contexts. While these influence processes are found to be widely disseminated, they occur more frequently in contexts characterized by high self-enhancement values, low self-transcendence values and high endorsement of business corruptibility. Implications for a fuller understanding of local business practices are discussed. © 2012 Copyright Taylor and Francis Group, LLC.

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Are indigenous approaches to achieving influence in business organizations distinctive? A comparative study of guanxi, wasta, jeitinho, svyazi and pulling strings

An Analysis of Methods for Intercultural Training

In celebration of the anniversary of the Journal of Applied Psychology (JAP), we take a hundred-year journey to examine how the science of cross-cultural industrial/organizational psychology and organizational behavior (CCIO/OB) has evolved, both in JAP and in the larger field. We review broad trends and provide illustrative examples in the theoretical, methodological, and analytic advances in CCIO/OB during 4 main periods: the early years (1917-1949), the middle 20th century (1950-1979), the later 20th century (1980-2000), and the 21st century (2000 to the present). Within each period, we discuss key historical and societal events that influenced the development of the science of CCIO/OB, major trends in research on CCIO/OB in the field in general and JAP in particular, and important milestones and breakthroughs achieved. We highlight pitfalls in research on CCIO/OB and opportunities for growth. We conclude with recommendations for the next 100 years of CC IO/OB research in JAP and beyond. (PsycINFO Database Record

Cross-cultural industrial organizational psychology and organizational behavior: A hundred-year journey.

Traditional Western-based theories of supervisor–subordinate relationships tend to focus on social exchanges in the work domain while omitting potential exchanges that occur in the private domain. However, there are many contexts, particularly in transitional economies lacking strong bureaucratic work structures (e.g., China, Brazil), where personal exchanges outside of the work domain serve as a critical, binding fabric in the workplace. One such example is the indigenous Chinese concept of guanxi, which captures the personal ties between supervisors and subordinates and operates as a protective mechanism for subordinates and a loyalty-inducing agent for supervisors. Using 281 supervisor–subordinate dyads from China, we explored an important antecedent and consequences of guanxi while controlling for the parallel process of the traditionally work-focused construct leader-member exchange (LMX). Results suggest that although both guanxi and LMX mediate the effects of proactive personality on affiliative OCB (i.e., interpersonal facilitation), guanxi is more strongly related to challenging OCB (i.e., taking charge) and LMX is more strongly related to task performance.

Putting non-work ties to work: The case of guanxi in supervisor–subordinate relationships ☆

The purpose of the study was to investigate the cultural specificity of guanxi, wasta, and jeitinho, each of which has been identified as an indigenous process of informal influence. Students in Brazil, China, Lebanon, and the United Kingdom were presented with three scenarios derived from each of the nations sampled. They rated the extent to which each scenario was representative of the locally indigenous process, the typicality for their culture of the events portrayed in the scenarios, and the extent to which these interpersonal exchanges were perceived positively. While each type of scenario was perceived as representative and typical in its culture of origin, each was also perceived as somewhat typical by respondents in additional locations. Informal influence processes may vary between cultures more in frequency than in quality. Rated scenario positivity was significantly predicted by respondents’ values. The United Kingdom–based process of “pulling strings” was rated as typical in all locations and was more positively evaluated than the other influence processes by all respondents. It is concluded that in addition to the pragmatic value of these concepts locally, their comparative testing can contribute to the development of culture-general models of social influence processes.

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Pulling Strings

Papers

How Distinctive Are Indigenous Ways of Achieving Influence? A Comparative Study of