Moving toward a global understanding of upward influence strategies: an Asian perspective with directions for cross-cultural research

Jane Terpstra-Tong, David A. Ralston

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23 Citations (Scopus)


We begin with a review of the upward influence literature for the past twenty years. In particular, we examine the extent to which upward influence behavior is congruent with the value dimensions proposed in the established values research and the extent to which the U.S. based measures are applicable in the Asian context. A model of cross-cultural influence behavior is developed to synthesize the present state of our knowledge in cross-cultural upward influence, and to provide a framework for identifying issues requiring further investigation. We conclude by proposing a set of cross-cultural research questions identified in the model.

Original languageEnglish
Pages (from-to)373-404
Number of pages32
JournalAsia Pacific Journal of Management
Issue number2-3
Publication statusPublished - 2002
Externally publishedYes


  • Cross-cultural model of influence
  • Upward influence

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