Perceived Effectiveness Of Influence Tactics Of The United...

Perceived Effectiveness of Influence Tactics in the United States and China is a quantitative research study written by Ping Ping Fu from Chinese University of Hong Kong, and Gary Yukl from State University of New York at Albany. This research study is published in a book named The Leadership Quarterly. INTRODUCTION Ping Ping Fu and Gary Yukl believed that people from different cultures deal with the difficulties of exercising influence differently. According to Smith and Peterson, to understand cultural differences, international relationship, and various influences in cross-cultural cooperation are necessary for managers under 21st century globalization. The authors also believed that the managers who have strong cultural awareness†¦show more content†¦The dependent variables are the tactics effectiveness for a variety of contexts, includes the tactics include a variety of relevant tactics, such as rational persuasion, exchange, coalition, upward appeals, ingratiation, pressure, consultation, inspirational appeals, and personal appeals, because the tactics effectiveness in these contexts is influenced by the manager’s nationality. This research paper does not include any hypotheses; instead the authors explored seven research questions. 1. Are some tactics considered more eff ective by Chinese managers than by American managers? 2. Are some tactics considered less effective by Chinese managers than by American managers? 3. Are the tactics considered most effective by Chinese managers than by American managers? 4. Are there any culturally specific influence tactics used by Chinese managers but not by American managers? 5. How strong is the effect of national culture on perception of influence tactics (in relation other situational and individual determinants/)? 6. How well can the nationality of a manager be predicted from his or her pattern of ratings on tactic effectiveness? 7. How useful are fixed-response scenarios for studying cross-cultural differences? The reason why the authors use the research questions instead of the hypothesis is because research questions helps to explain the purpose of the research. Additionally, this research is a descriptive study, which means, the