The relationship of individualism–collectivism and self-construals to communication styles in India and the United States

Kapoor, Suraj; Hughes, Patrick C.; Baldwin, John R.; Blue, Janet

doi:10.1016/j.ijintrel.2003.08.002

Cited by 144 publications

(94 citation statements)

References 33 publications

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“…The evidence is that Indians naturally use a low context, linear style of problem solving more akin to Westerners than Easterners (Nisbett, Peng, Choi, & Norenzayan, 2001), perhaps because of their geographic isolation from the East and substantial contact with the West (Kumar & Worm, 2004). Several empirical studies have documented that Indians communicate (Kapoor, Hughes, Baldwin, & Blue, 2003) and think (Allinson & Hayes, 1988;Hayes & Allinson, 2000;Parikh, Neubauer, & Lank, 1994) in ways at least as linear as Americans. Thus, we adopted the working premise that the consequences of Indians' and Americans' use of S&O would be more alike than different.…”

Section: Resultsmentioning

confidence: 99%

Paying a price: Culture, trust, and negotiation consequences.

Gunia

Brett

Nandkeolyar

et al. 2011

Journal of Applied Psychology

140

116

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Three studies tested hypotheses predicting that Indian and American negotiators' propensity to trust accounts for their strategy, insight, and joint gains in negotiation. Study 1, a survey, documented that Indian negotiators trust their counterparts less than American negotiators. Study 2, a negotiation simulation, linked American and Indian negotiators' self-reported trust and strategy to their insight and joint gains. Study 3 replicated and extended Study 2 using independently-coded negotiation strategy data, allowing for stronger causal inferences. Overall, the strategy necessitated by Indian negotiators' low propensity to trust produced relatively poor outcomes. Our data support an expanded theoretical model of negotiation, linking culture and trust to strategies and outcomes. Our discussion suggests an approach that may help low-trust negotiators in general perform better.

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Section: Resultsmentioning

confidence: 99%

Paying a price: Culture, trust, and negotiation consequences.

Gunia

Brett

Nandkeolyar

et al. 2011

Journal of Applied Psychology

140

116

View full text Add to dashboard Cite

show abstract

“…Monochronic cultures are more direct and implicit and hence more precise Kapoor et al, 2003). Whereas most researchers attribute this to one's context orientation, it could be argued that this preciseness or lack thereof in the case of P-time cultures is more a result of the 'multi-communicating' workday.…”

Section: Time In Email Communicationmentioning

confidence: 99%

Cultural determinants of email communication styles

Holtbrügge

Weldon

Rogers

2012

Int'l Jnl of Cross Cultural Management

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Based on a sample of 234 IT consulting and services professionals from various cultural backgrounds, this study investigates whether Edward T. Hall's concept of culture can explain cultural differences in email communication. Although a vast array of intercultural research employs Hall's concept in various communication settings, few take into account the computer-mediated communication technologies that now play an integral role in the operations of international companies. Our results show that cultural differences in email are present and can be explained by Hall's dimensions of context, time, and space orientation. In particular, cultural background has a significant impact on the preference for formalness, promptness, preciseness, task-relatedness, and relationshiprelatedness in email communication. Implications for managers as well as future studies are derived.

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“…Em suma, e à luz deste modo de relacionamento interpessoal, o sucesso não é considerado como dependente de atributos individuaiscomo acontece nas sociedades individualistas -, mas sim como sendo garantido pela pertença a determinados grupos ou instituições sociais (Triandis, McCusker, & Hui, 1990 (Chen, Brockner, & Katz, 1998) (Singelis, 1994), este eixo de análise cultural (IND/COL) tem sido e continua a ser frequentemente utilizado para compreender toda uma variedade de diferenças interculturais acerca de modelos atitudinais (Bellah, Madsen, Sullivan, Swidler, & Tipton, 1987), acerca da auto-estima e de outros processos de avaliação pessoal (Heine & Lehman, 1995;Heine, Kitayama, & Lehman, 2001;Kitayama, Markus, Matsumoto, & Norasakkunit, 1997) e acerca do estilo atribucional (Choi & Nisbett, 1998) ou do estilo comunicacional (Kapoor, Hughes, Baldwin, & Blue, 2003).…”

Section: Colectivismounclassified

Individualismo-colectivismo: Dos aspectos conceptuais às questões de avaliação

Ciochinã

Faria

2012

Análise Psicológica

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O presente estudo, com 200 sujeitos, desenvolve o estado da arte, teórico e metodológico, da debatida dimensão cultural e intercultural de individualismo-colectivismo (IND/COL). Este objectivo foi operacionalizado à luz do processo de validação de um questionário de avaliação do IND/COL para o contexto português, nomeadamente o Questionário de Individualismo-Colectivismo de Shulruf, Hattie, e Dixon (2003, Anonymous Questionnaire of Self-Attitudes – AQSA), construído no contexto neozelandês e constituído por 26 itens, 15 ilustrativos da dimensão de individualismo (IND) e 11 da dimensão de colectivismo (COL). Os resultados das análises factoriais confirmatórias (AFC) realizadas acerca do AQSA apontaram para uma nova estrutura factorial deste instrumento, a ser verificada em estudos futuros de AFC de segunda ordem, bem como para a necessidade de se clarificar o universo teórico e a operacionalização dos constructos de IND/COL.

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The relationship of individualism–collectivism and self-construals to communication styles in India and the United States

Cited by 144 publications

References 33 publications

Paying a price: Culture, trust, and negotiation consequences.

Paying a price: Culture, trust, and negotiation consequences.

Cultural determinants of email communication styles

Individualismo-colectivismo: Dos aspectos conceptuais às questões de avaliação

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