Differences in the perceived effectiveness of influence tactics among jews and arabs: The mediating role of cultural values

Enas Qiadan, Aharon Tziner, Ronit Waismel-Manor

Research output: Contribution to journalArticlepeer-review

Abstract

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.

Original languageEnglish
Pages (from-to)874-889
Number of pages16
JournalJournal of Applied Social Psychology
Volume42
Issue number4
DOIs
StatePublished - Apr 2012
Externally publishedYes

All Science Journal Classification (ASJC) codes

  • Social Psychology

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