The framing of strategic issues as opportunities or threats has been shown to significantly affect strategic behavior in organizations. However, whether and how this framing effect differs among executives from different national cultures remains unclear. Building on psychological research on culture and decision-making, we introduce a socio-cognitive approach to culture that offers a more differentiated explanation for the effect of culture on issue interpretation than the traditional values-based approach. We argue that cultural differences in cognitive style affect strategic issue interpretation. However, this impact depends on the framing of the issue. We use a vignette-based decision experiment involving 65 German and 63 Chinese executives to show that cultural differences occur if an issue is framed as a threat but not if it is framed as an opportunity. The socio-cognitive approach to culture opens new avenues for cross-cultural research on strategic issue interpretation in particular and strategic decisionmaking in general.
scite is a Brooklyn-based organization that helps researchers better discover and understand research articles through Smart Citations–citations that display the context of the citation and describe whether the article provides supporting or contrasting evidence. scite is used by students and researchers from around the world and is funded in part by the National Science Foundation and the National Institute on Drug Abuse of the National Institutes of Health.