The Complexity of Upward Influence Strategies in Diverse Regions in China

초록

With China becoming a major player on the international business scene, it is becoming more essential for Western businesses to understand people’s upward influence behavior in this large and regionally diverse country. This paper aims to find out whether behavioral differences exist and which factors cause the differences to occur in a culturally complex country like China. Thus, the authors examine the impact of rapid socioeconomic transition on generational, region-clusters differences in behavioral preferences via a survey of 429 Chinese managers, professionals, and civil servants. Findings which put into context and integrate work done on influence behavior in the relatively unexplored context of region-clusters (high- and low-income), cohort (pre- and post-transition), educational experience and ownership have implications for those who intend to appreciate these better. Insights are offered to help with issues that determine Chinese employees’ influence behavior in organizations.

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