IDEAS home Printed from https://ideas.repec.org/a/eee/intman/v6y2000i2p149-171.html
   My bibliography  Save this article

Managers in the NAFTA countries: A cross-cultural comparison of attitudes toward upward influence strategies

Author

Listed:
  • Egri, Carolyn P.
  • Ralston, David A.
  • Murray, Cheryl S.
  • Nicholson, Joel D.

Abstract

This paper presents a cross-cultural comparison of U.S., Canadian-Anglophone, Canadian-Francophone, and Mexican managers' attitudes toward upward influence strategies. Generally, it was found that all four groups have similar perspectives in terms of the relative acceptability of various influence strategies. However, examination of absolute ratings of influence behaviors suggests that Canadian-Francophones could serve as a cultural "linking-pin" along a continuum anchored by Anglo cultures at one end and the Latin-American culture of Mexico at the other. Implications for cross-cultural interactions within the NAFTA region are discussed.

Suggested Citation

  • Egri, Carolyn P. & Ralston, David A. & Murray, Cheryl S. & Nicholson, Joel D., 2000. "Managers in the NAFTA countries: A cross-cultural comparison of attitudes toward upward influence strategies," Journal of International Management, Elsevier, vol. 6(2), pages 149-171.
    • Handle: RePEc:eee:intman:v:6:y:2000:i:2:p:149-171
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S1075425300000168
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

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

    References listed on IDEAS

    as
    1. Tom Morris & Cynthia M Pavett, 1992. "Management Style and Productivity in Two Cultures," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(1), pages 169-179, March.
    2. Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(5), pages 1005-1032, December.
    3. Ajzen, Icek, 1991. "The theory of planned behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 179-211, December.
    4. Preet S Aulakh & Masaaki Kotabe & Arvind Sahay, 1996. "Trust and Performance in Cross-Border Marketing Partnerships: A Behavioral Approach," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(4), pages 1005-1032, December.
    5. Ansari, Mahfooz A. & Kapoor, Alka, 1987. "Organizational context and upward influence tactics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 40(1), pages 39-49, August.
    6. Lane Kelley & Arthur Whatley & Reginald Worthley, 1987. "Assessing the Effects of Culture on Managerial Attitudes: A Three-Culture Test," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 18(2), pages 17-31, June.
    7. Adler, Nancy J. & Graham, John L. & Gehrke, Theodore Schwarz, 1987. "Business negotiations in Canada, Mexico, and the United States," Journal of Business Research, Elsevier, vol. 15(5), pages 411-429, October.
    Full references (including those not matched with items on IDEAS)

    Citations

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


    Cited by:

    1. Elenkov, Detelin S. & Manev, Ivan M., 2009. "Senior expatriate leadership's effects on innovation and the role of cultural intelligence," Journal of World Business, Elsevier, vol. 44(4), pages 357-369, October.
    2. He, Wenjian & Cheng, Yu & Lin, Ying & Zhang, Hongxiao, 2022. "Microeconomic effects of designating National Forest Cities: Evidence from China's publicly traded manufacturing companies," Forest Policy and Economics, Elsevier, vol. 136(C).
    3. Vojko Potocan & Zlatko Nedelko, 2021. "The Behavior of Organization in Economic Crisis: Integration, Interpretation, and Research Development," Journal of Business Ethics, Springer, vol. 174(4), pages 805-823, December.
    4. Ralston, David A. & Hallinger, Philip & Egri, Carolyn P. & Naothinsuhk, Subhatra, 2005. "The effects of culture and life stage on workplace strategies of upward influence: A comparison of Thailand and the United States," Journal of World Business, Elsevier, vol. 40(3), pages 321-337, August.
    5. Banalieva, Elitsa R. & Karam, Charlotte M. & Ralston, David A. & Elenkov, Detelin & Naoumova, Irina & Dabic, Marina & Potocan, Vojko & Starkus, Arunas & Danis, Wade & Wallace, Alan, 2017. "Communist footprint and subordinate influence behavior in post-communist transition economies," Journal of World Business, Elsevier, vol. 52(2), pages 209-229.
    6. David Ralston & Allison Pearson, 2010. "The Cross-Cultural Evolution of the Subordinate Influence Ethics Measure," Journal of Business Ethics, Springer, vol. 96(1), pages 149-168, September.
    7. 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.
    8. David A. Ralston & Carolyn P. Egri & Charlotte M. Karam & Yongjuan Li & Ping Ping Fu, 2018. "Changes in work values across the regions of China," Asia Pacific Journal of Management, Springer, vol. 35(1), pages 145-179, March.
    9. 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.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ziggers, Gerrit Willem & Tjemkes, Brian, 2010. "Dynamics in Inter‐Firm Collaboration: The Impact of Alliance Capabilities on Performance," International Journal on Food System Dynamics, International Center for Management, Communication, and Research, vol. 1(2), pages 1-16.
    2. Per Erik Eriksson & Ossi Pesamaa, 2007. "Modelling procurement effects on cooperation," Construction Management and Economics, Taylor & Francis Journals, vol. 25(8), pages 893-901.
    3. Saeed Samiee & Constantine S. Katsikeas & G. Tomas M. Hult, 2021. "The overarching role of international marketing: Relevance and centrality in research and practice," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 52(8), pages 1429-1444, October.
    4. Huo, Baofeng & Fu, Dijia & Zhao, Xiande & Zhu, Jingwen, 2016. "Curbing opportunism in logistics outsourcing relationships: The role of relational norms and contract," International Journal of Production Economics, Elsevier, vol. 182(C), pages 293-303.
    5. Papastamatelou Julie & Busch Rainer & Ötken Begüm & Okan Elif Y. & Gassemi Karim, 2016. "Effects of Network Capabilities on Firm Performance across Cultures," International Journal of Management and Economics, Warsaw School of Economics, Collegium of World Economy, vol. 49(1), pages 79-105, March.
    6. Seggie, Steven H. & Griffith, David A., 2021. "The moderating effects of economic and strategic relationship value in tolerating active and passive opportunism," Journal of Business Research, Elsevier, vol. 128(C), pages 233-244.
    7. Arjun Bhardwaj & Joerg Dietz & Paul W. Beamish, 2007. "Host country cultural influences on foreign direct investment," Management International Review, Springer, vol. 47(1), pages 29-50, February.
    8. Bello, Daniel C. & Chelariu, Cristian & Zhang, Li, 2003. "The antecedents and performance consequences of relationalism in export distribution channels," Journal of Business Research, Elsevier, vol. 56(1), pages 1-16, January.
    9. Mehta, Rajiv & Polsa, Pia & Mazur, Jolanta & Xiucheng, Fan & Dubinsky, Alan J., 2006. "Strategic alliances in international distribution channels," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1094-1104, October.
    10. Le Nguyen, Huu & Larimo, Jorma & Ali, Tahir, 2016. "How do ownership control position and national culture influence conflict resolution strategies in international joint ventures?," International Business Review, Elsevier, vol. 25(2), pages 559-568.
    11. Perry, Monica L. & Sengupta, Sanjit & Krapfel, Robert, 2004. "Effectiveness of horizontal strategic alliances in technologically uncertain environments: are trust and commitment enough?," Journal of Business Research, Elsevier, vol. 57(9), pages 951-956, September.
    12. Crosno, Jody L. & Tong, Pui Ying, 2018. "Just going through the motions? An empirical investigation of control, compliance, and performance in franchisor-franchisee relationships," Journal of Business Research, Elsevier, vol. 92(C), pages 360-373.
    13. Matthew J. Robson & Constantine S. Katsikeas & Daniel C. Bello, 2008. "Drivers and Performance Outcomes of Trust in International Strategic Alliances: The Role of Organizational Complexity," Organization Science, INFORMS, vol. 19(4), pages 647-665, August.
    14. Kwok, Francis & Sharma, Piyush & Gaur, Sanjaya Singh & Ueno, Akiko, 2019. "Interactive effects of information exchange, relationship capital and environmental uncertainty on international joint venture (IJV) performance: An emerging markets perspective," International Business Review, Elsevier, vol. 28(5), pages 1-1.
    15. Ghasem Zaefarian & Matthew J. Robson & Zhaleh Najafi-Tavani & Stavroula Spyropoulou, 2023. "Relationships of stressors and opportunism in cross-border exchange partnership contexts: When and how monitoring matters," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(3), pages 441-475, April.
    16. Abosag, Ibrahim & Lee, Joong-Woo, 2013. "The formation of trust and commitment in business relationships in the Middle East: Understanding Et-Moone relationships," International Business Review, Elsevier, vol. 22(3), pages 602-614.
    17. Williams, Christopher & van Triest, Sander, 2023. "Understanding performance in professional services for innovation intermediation: Technology consultants vs. management consultants," Technovation, Elsevier, vol. 126(C).
    18. Inkpen, Andrew C. & Currall, Steven C., 1998. "The nature, antecedents, and consequences of joint venture trust," Journal of International Management, Elsevier, vol. 4(1), pages 1-20, July.
    19. Roman Fiala & Martin Prokop, 2013. "The relationship among reputation, inter-organizational trust and alliance performance," Acta Universitatis Agriculturae et Silviculturae Mendelianae Brunensis, Mendel University Press, vol. 61(4), pages 899-908.
    20. Gounaris, Spiros P., 2005. "Trust and commitment influences on customer retention: insights from business-to-business services," Journal of Business Research, Elsevier, vol. 58(2), pages 126-140, February.

    Corrections

    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:eee:intman:v:6:y:2000:i:2:p:149-171. See general information about how to correct material in RePEc.

    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.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with 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.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/601266/description#description .

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

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.