Opening the black box of motivation: A cross-cultural comparison of Sweden and Russia

Based on a sample of 82 Swedish managers and 86 Russian managers, this study investigates whether similar factors motivate middle managers in Sweden and Russia. Hypotheses are formulated using our understanding of national cultural differences and several popular theories of motivation: need theory, equity theory, goal-setting theory, and feedback theory. The study's results provide support for the fact that national culture plays an important role in determining what motivates people. In fact, totally different factors are shown to motivate Swedish and Russian middle managers. Russian managers, arguably at a lower level of the needs hierarchy, are best motivated by salary level and thus degree bonuses are appropriate. In contrast, Swedish managers, who have their basic needs met and are therefore further up in the needs hierarchy, are better motivated by having an enjoyable working environment. These results provide strong support for needs hierarchy theory. Swedish managers are also highly motivated by perceived equity with their peers. This equity appears to be less important for Russians who have been faced with much inequity in the past and thus have developed mechanisms to cope with inequity.