Cultural Explanations of Individual Preferences for Influence Tactics in Cross Cultural Encounters
Bibliographic record
Abstract
This study explored if, and how, cultural values affected the types of organizational goals pursued in work-related influence attempts, and which influence tactics were used to achieve these goals. A scenario-based field study of 223 part-time MBAs from three countries - the United States, Romania, and Japan - showed that similar organizational goals were sought in these countries in upward, lateral, and downward influence attempts. In general, respondents preferred using rational explanations, inspirational appeals, and consultation tactics, and disliked using pressure tactics. In simulated work situations, respondents' choices of influence tactics differed, depending on their cultural values. National culture had a significant influence on ingratiation, exchange, personal appeals, and coalition tactics. Within each culture, gender had a significant influence on ingratiation tactics, and the type of organizational goal pursued had a significant influence on rational explanation, inspirational appeals, consultation, and ingratiation tactics.
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How this classification was reachedexpand
Full frame distilled prediction
Teacher imitationNot calibrated prevalence, not ground truth. Human validation pending. Learned from the 10,348 direct Codex labels and 10,348 direct Gemma labels. Candidate is the union of thresholded teacher heads; consensus is their intersection. These outputs are machine_predicted_unvalidated and are not human labels or direct frontier model labels.
Codex and Gemma teacher scores by category
| Category | Codex | Gemma |
|---|---|---|
| Metaresearch | 0.001 | 0.000 |
| Meta-epidemiology (narrow) | 0.000 | 0.000 |
| Meta-epidemiology (broad) | 0.000 | 0.000 |
| Bibliometrics | 0.000 | 0.000 |
| Science and technology studies | 0.000 | 0.000 |
| Scholarly communication | 0.001 | 0.003 |
| Open science | 0.001 | 0.000 |
| Research integrity | 0.000 | 0.000 |
| Insufficient payload (model declined to judge) | 0.000 | 0.000 |
Machine scores (provisional)
The two teacher heads of the student model, read on this work. A score orders the frame for review; it never asserts a category, and the validation status ships verbatim with every row.
Baseline scores from an immature model (maturity gate not passed, 7 training rounds). Scores rank; they never assert a category.
score_only:v0-immature-baseline · verbatim from the scoring run: score_only means the number may rank works, and no category label ships from itClassification
machine, unvalidatedMachine predicted; a candidate call from one teacher head, not a consensus.
How this classification was reached, model by model and score by score, is at the end of the page under "How this classification was reached".