IDEAS home Printed from https://ideas.repec.org/a/eee/worbus/v48y2013i3p373-384.html
   My bibliography  Save this article

Influence behaviors and employees’ reactions: An empirical test among six societies based on a transactional–relational contract model

Author

Listed:
  • Chong, Melody P.M.
  • Muethel, Miriam
  • Richards, Malika
  • Fu, Ping Ping
  • Peng, Tai-Kuang
  • Shang, Yu Fan
  • Caldas, Miguel P.

Abstract

Organizational and task commitment are central drivers of firm performance as they affect employees’ willingness to exert effort for the organization. This paper argues that supervisors who consistently use socio-emotional and supportive influence strategies are likely to enhance subordinates’ immediate commitment to the tasks as well as their psychological attachment to the organization. Drawing on the transactional–relational contracts framework, we develop and empirically examine the effects of supervisors’ influence behaviors on two types of commitment. Data collected from 1150 respondents from China, Hong Kong, Taiwan, Germany, United States and Brazil provided support for the positive relationship between the persuasive influence strategy and both immediate task and organizational commitment. Exploratory analyses of the cultural differences in our sample reveal differences in assertive and relationship-based individual tactics. We thus identified potentially universally endorsed as well as culturally contingent influence tactics in predicting the two types of commitment.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:worbus:v:48:y:2013:i:3:p:373-384
    DOI: 10.1016/j.jwb.2012.07.021
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S1090951612000740
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jwb.2012.07.021?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    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. Szabo, Erna & Brodbeck, Felix C. & Den Hartog, Deanne N. & Reber, Gerhard & Weibler, Jürgen & Wunderer, Rolf, 2002. "The Germanic Europe cluster: where employees have a voice," Journal of World Business, Elsevier, vol. 37(1), pages 55-68, April.
    2. Russ, Frederick A. & McNeilly, Kevin M., 1995. "Links among satisfaction, commitment, and turnover intentions: The moderating effect of experience, gender, and performance," Journal of Business Research, Elsevier, vol. 34(1), pages 57-65, September.
    3. Ledyard Tucker & Charles Lewis, 1973. "A reliability coefficient for maximum likelihood factor analysis," Psychometrika, Springer;The Psychometric Society, vol. 38(1), pages 1-10, March.
    4. Asha Rao & Keiji Hashimoto, 1996. "Intercultural Influence: A Study of Japanese Expatriate Managers in Canada," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(3), pages 443-466, September.
    5. 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.
    6. Stroh, Linda K. & Caligiuri, Paula M., 1998. "Increasing global competitiveness through effective people management," Journal of World Business, Elsevier, vol. 33(1), pages 1-16.
    7. 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.
    8. David A Ralston & David J Gustafson & Fanny M Cheung & Robert H Terpstra, 1993. "Differences in Managerial Values: A Study of U.S., Hong Kong and PRC Managers," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 24(2), pages 249-275, June.
    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. Yuan Jing Luo & Yan Ping Li & Jing Du, 2020. "Coping with Supervisor Sanctions During Organizational Change: Core Members’ Active Change Behavior and Followers’ Middle Way Thinking," Sustainability, MDPI, vol. 12(15), pages 1-12, August.

    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. 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.
    2. 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.
    3. 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.
    4. Daewook Kim & Myung-Il Choi, 2013. "A Comparison of Young Publics’ Evaluations of Corporate Social Responsibility Practices of Multinational Corporations in the United States and South Korea," Journal of Business Ethics, Springer, vol. 113(1), pages 105-118, March.
    5. Mark Shevlin & David Boyda & James Houston & Jamie Murphy, 2015. "Measurement of the psychosis continuum: Modelling the frequency and distress of subclinical psychotic experiences," Psychosis, Taylor & Francis Journals, vol. 7(2), pages 108-118, April.
    6. Anthony Goerzen & Stephen Sapp & Andrew Delios, 2010. "Investor Response to Environmental Risk in Foreign Direct Investment," Management International Review, Springer, vol. 50(6), pages 683-708, December.
    7. E. Huebner & Rich Gilman & James Laughlin, 1999. "A Multimethod Investigation of the Multidimensionality of Children's Well-Being Reports: Discriminant Validity of Life Satisfaction and Self-Esteem," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 46(1), pages 1-22, January.
    8. Evangeline I. Chirayil & Claire L. Thompson & Sue Burney, 2014. "Predicting Human Papilloma Virus Vaccination and Pap Smear Screening Intentions Among Young Singaporean Women Using the Theory of Planned Behavior," SAGE Open, , vol. 4(4), pages 21582440145, October.
    9. Bach Quang Ho & Yuki Inoue, 2020. "Driving Network Externalities in Education for Sustainable Development," Sustainability, MDPI, vol. 12(20), pages 1-16, October.
    10. Zhenhui (Jack) Jiang & Cheng Suang Heng & Ben C. F. Choi, 2013. "Research Note —Privacy Concerns and Privacy-Protective Behavior in Synchronous Online Social Interactions," Information Systems Research, INFORMS, vol. 24(3), pages 579-595, September.
    11. Lau, Patricia Yin Yin & Tong, Jane L.Y. Terpstra & Lien, Bella Ya-Hui & Hsu, Yen-Chen & Chong, Chooi Ling, 2017. "Ethical work climate, employee commitment and proactive customer service performance: Test of the mediating effects of organizational politics," Journal of Retailing and Consumer Services, Elsevier, vol. 35(C), pages 20-26.
    12. Zi Jia Ng & Eugene Scott Huebner & Alberto Maydeu-Olivares & Kimberly Joy Hills, 2018. "Confirmatory Factor Analytic Structure and Measurement Invariance of the Brief Multidimensional Students’ Life Satisfaction Scale (BMSLSS) in a Longitudinal Sample of Adolescents," Child Indicators Research, Springer;The International Society of Child Indicators (ISCI), vol. 11(4), pages 1237-1247, August.
    13. Cesar Ivan Aviles Gonzalez & Maura Galletta & Paola Melis & Paolo Contu & Jean Watson & Gabriele Finco & Maria Francisca Jimenez Herrera, 2019. "Cultural adaptation and psychometric validation of the Caring Efficacy scale in a sample of Italian nurses," PLOS ONE, Public Library of Science, vol. 14(5), pages 1-11, May.
    14. Drew, Jacqueline & Carless, Sally A. & Thompson, Briony M., 2008. "Predicting turnover of police officers using the sixteen personality factor questionnaire," Journal of Criminal Justice, Elsevier, vol. 36(4), pages 326-331, August.
    15. Raymond Loi & Hang-Yue Ngo, 2010. "Mobility norms, risk aversion, and career satisfaction of Chinese employees," Asia Pacific Journal of Management, Springer, vol. 27(2), pages 237-255, June.
    16. Tahia Anan Dhira & Mahir A Rahman & Abdur Razzaque Sarker & Jeenat Mehareen, 2021. "Validity and reliability of the Generalized Anxiety Disorder-7 (GAD-7) among university students of Bangladesh," PLOS ONE, Public Library of Science, vol. 16(12), pages 1-16, December.
    17. Anne Mäkikangas & Wilmar Schaufeli & Esko Leskinen & Ulla Kinnunen & Katriina Hyvönen & Taru Feldt, 2016. "Long-Term Development of Employee Well-Being: A Latent Transition Approach," Journal of Happiness Studies, Springer, vol. 17(6), pages 2325-2345, December.
    18. Dharm Dev Bhatta & Muddassar Sarfraz & Larisa Ivascu & Marius Pislaru, 2023. "The Nexus of Corporate Affinity for Technology and Firm Sustainable Performance in the Era of Digitalization: A Mediated Model," Sustainability, MDPI, vol. 15(12), pages 1-20, June.
    19. Ashill, Nicholas J. & Rod, Michel, 2011. "Burnout processes in non-clinical health service encounters," Journal of Business Research, Elsevier, vol. 64(10), pages 1116-1127, October.
    20. Wu, Pei-Hsun & Kao, Danny Tengti, 2011. "Goal orientation and variety seeking behavior: The role of decision task," Journal of Economic Psychology, Elsevier, vol. 32(1), pages 65-72, 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:worbus:v:48:y:2013:i:3:p:373-384. 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/620401/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.