TY - JOUR
T1 - Differences in the perceived effectiveness of influence tactics among jews and arabs
T2 - The mediating role of cultural values
AU - Qiadan, Enas
AU - Tziner, Aharon
AU - Waismel-Manor, Ronit
N1 - Copyright:
Copyright 2012 Elsevier B.V., All rights reserved.
PY - 2012/4
Y1 - 2012/4
N2 - The study investigates differences between Jewish and Arab employees vis-à-vis their evaluation of the effectiveness of several influence tactics, and examines whether these differences are mediated by cultural differences. Rational persuasion was the only influence tactic that was evaluated as more effective by Jewish employees, in comparison with Arab employees. In contrast, ingratiation, pressure, and coalition were evaluated as more effective by Arab employees, in comparison with Jewish employees. Regarding cultural values, we found indulgence higher among Jewish employees than among Arabs, whereas uncertainty avoidance was higher among Arab employees. Examination of the mediating processes indicates that even after removing the influence of cultural values, Arab employees still judged these 3 tactics as more effective than did Jewish employees.
AB - The study investigates differences between Jewish and Arab employees vis-à-vis their evaluation of the effectiveness of several influence tactics, and examines whether these differences are mediated by cultural differences. Rational persuasion was the only influence tactic that was evaluated as more effective by Jewish employees, in comparison with Arab employees. In contrast, ingratiation, pressure, and coalition were evaluated as more effective by Arab employees, in comparison with Jewish employees. Regarding cultural values, we found indulgence higher among Jewish employees than among Arabs, whereas uncertainty avoidance was higher among Arab employees. Examination of the mediating processes indicates that even after removing the influence of cultural values, Arab employees still judged these 3 tactics as more effective than did Jewish employees.
UR - http://www.scopus.com/inward/record.url?scp=84859514189&partnerID=8YFLogxK
U2 - 10.1111/j.1559-1816.2011.00832.x
DO - 10.1111/j.1559-1816.2011.00832.x
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AN - SCOPUS:84859514189
SN - 0021-9029
VL - 42
SP - 874
EP - 889
JO - Journal of Applied Social Psychology
JF - Journal of Applied Social Psychology
IS - 4
ER -