Nancy Buchan - Academia.edu (original) (raw)
Papers by Nancy Buchan
Past research suggests that individuals oriented toward high-context communication are less likel... more Past research suggests that individuals oriented toward high-context communication are less likely than are others to voice (i.e., speak up) at work. In the current article, we rely on high-/low-context theory to explore potential boundary conditions of this relationship. We conducted 2 studies exploring the relationship between contextual communication orientation and 2 distinct types of voice (prohibitive and promotive). As hypothesized, both studies showed that the negative relationship between contextual communication orientation and voice was weaker for prohibitive (compared with promotive) voice. Results of Study 1 showed that, as hypothesized, leader–member exchange (LMX) moderated the relationship between contextual communication orientation and promotive voice, such that the relationship was negative when LMX was low but not significant when high. The interaction was not significant in predicting prohibitive voice in Study 1 or in predicting either voice type in Study 2.
This research examines the question of whether the psychology of social identity can be extended ... more This research examines the question of whether the psychology of social identity can be extended to enhance cooperative motives in the context of very large, global collectives.
Journal of International Business Studies, 2011
Leung, Bhagat, Buchan, Erez, and Gibson provide a review of several advances in research on cultu... more Leung, Bhagat, Buchan, Erez, and Gibson provide a review of several advances in research on culture and international business (IB), which is criticized by Gould and Grein as overemphasizing the national culture (NC) approach. This reply clarifies the misinterpretation of Leung et al. by Gould and Grein, and affirms its pluralistic and inclusive position. In response to their critique, we discuss the complex meaning of culture, address the dynamic processes of culture change in a globalizing world, and substantiate the pivotal role of NC in IB research. We encourage diverse perspectives that complement, rather than compete against, each other, and advocate a dualperspective approach that integrates positivist and interpretative frameworks for theoretical innovation.
Journal of International Business Studies, 2005
The paper provides a state-of-the-art review of several innovative advances in culture and intern... more The paper provides a state-of-the-art review of several innovative advances in culture and international business (IB) to stimulate new avenues for future research. We first review the issues surrounding cultural convergence and divergence, and the processes underlying cultural changes. We then examine novel constructs for characterizing cultures, and how to enhance the precision of cultural models by pinpointing when cultural effects are important. Finally, we examine the usefulness of experimental methods, which are rarely used by IB researchers. Implications of these path-breaking approaches for future research on culture and IB are discussed.
How does gender influence trust, the likelihood of being trusted and the level of trustworthiness... more How does gender influence trust, the likelihood of being trusted and the level of trustworthiness? We compare choices by men and women in the Investment Game and use questionnaire data to try to understand the motivations for the behavioral differences. We find that men trust more than women, and women are more trustworthy than men. The relationship between expected return and trusting behavior is stronger among men than women, suggesting that men view the interaction more strategically than women. Women felt more obligated both to trust and reciprocate, but the impact of obligation on behavior varies.
This paper identifies contexts in which trust and reciprocation are likely to arise. Using an exp... more This paper identifies contexts in which trust and reciprocation are likely to arise. Using an experimental trust game we examine the influence of country, social distance and communication on trust and reciprocation in China, Japan, Korea, and the United States. We find mixed support for the commonly-accepted negative relationship between trust and social distance across the four countries. While social distance has the expected effect in the US, its effects internationally are more complex. We also show that even irrelevant communication influences game behavior, but that it is personal discussion rather than impersonal, that produces significantly higher levels of trust.
Journal of Economic Behavior & Organization, 2004
This paper examines the boundaries of trust and trustworthiness in the United States and China. I... more This paper examines the boundaries of trust and trustworthiness in the United States and China. In each country we measure how reported trust and trustworthiness change as the social distance to one’s partner increases. We also compare the influence of social distance on one’s own behavior versus its influence on one’s expectations of another’s behavior. We find participants in the
Journal of International …, 2005
The paper provides a state-of-he-art review of several innovative advances in culture-and interna... more The paper provides a state-of-he-art review of several innovative advances in culture-and international business (IB) to stimulate new avenues for future research. We first review the issues surrounding cultural convergence and divergence, and the processes underlying cultural changes. We then examine novel constructs for characterizing cultures, and how to enhance the precision of cultural models by pinpointing when cultural effects are important. Finally, we examine the usefulness of experimental methods, which are rarely used by lB researchers. Implications of these path-breaking approaches for future research on culture and lB are discussed.
This paper examines the boundaries of trust and trustworthiness in the United States and China. I... more This paper examines the boundaries of trust and trustworthiness in the United States and China. In each country we measure how reported trust and trustworthiness change as the social distance to one’s partner increases. We also compare the influence of social distance on one’s own behavior versus its influence on one’s expectations of another’s behavior. We find participants in the
How does gender influence trust, the likelihood of being trusted and the level of trustworthiness... more How does gender influence trust, the likelihood of being trusted and the level of trustworthiness? We compare choices by men and women in the Investment Game and use questionnaire data to try to understand the motivations for the behavioral differences. We find that men ...
... the same color), the other half with a member of a different discussion group (and ... Table ... more ... the same color), the other half with a member of a different discussion group (and ... Table 2 shows the results of regressions of amount sent by country, social distance (ingroup ... In addition, gender and level of economics education were both entered as controls; neither, however ...
American Journal of Sociology, 2002
In four countries, levels of trust and reciprocity in direct-reciprocal exchange are compared wit... more In four countries, levels of trust and reciprocity in direct-reciprocal exchange are compared with those in network-generalized exchanges among experimentally manipulated groups' members (neighbors) or random experimental participants (strangers). Results show that cooperation decreases as social distance increases; and, that identical network-generalized exchanges generate different amounts of trusting behavior due solely to manipulated social identity between the actors. This study demonstrates the interaction of culture and social identity on the propensity to trust and reciprocate and also reveals differing relationships between trust and reciprocation in each of the four countries, bringing into question the theoretical relationship between these cooperative behaviors.
Advances in Group Processes, 2011
Page 1. REDUCING SOCIAL DISTANCE: THE ROLE OF GLOBALIZATION IN GLOBAL PUBLIC GOODS PROVISION Nanc... more Page 1. REDUCING SOCIAL DISTANCE: THE ROLE OF GLOBALIZATION IN GLOBAL PUBLIC GOODS PROVISION Nancy R. Buchan and Gianluca Grimalda ABSTRACT We suggest that globalization, a process that fosters ...
ABSTRACT Connectivity –particularly as networks expand to be large and even global in scale - gre... more ABSTRACT Connectivity –particularly as networks expand to be large and even global in scale - greatly increases prospects of cooperation. In this chapter we first discuss the concept of connectivity and its relationship to cooperation as it has been explored across disciplines. The discussion focuses on the two main questions pursued in connectivity research; how do cooperative connections emerge, and which connections are most efficient when promoting cooperation? Much of the initial research to be discussed is laboratory based, allowing for strict controlled conditions to test the effect of network density and structure on performance. The final set of connectivity research we discuss is a set of field experiments that allow for greater external validity, yet also allowing for replication of the key results linking connectivity among target populations and cooperation. In the second half of this chapter we present results from a six country study of the global connections of 1195 participants and their propensities to cooperate with one another. In this research we push the limits of the scale of connectivity, but also alter elements of network density and structure typically found in prior research. Nonetheless, the results demonstrate that as global connectivity increases, cooperation increases as well. The implications of this research for negotiations are first, cooperation is an important part of negotiation. Understanding cooperation and its causes is vital for explaining and predicting a variety of negotiation behavior including the number of players at the table and how information is exchanged, the role of fairness and player selection. This research predicts conditions under which negotiators are likely to engage in cooperative behaviors that lead to successful negotiation, and when they are not. Second, the world is globalizing. There is thus more reason to negotiate with individuals in different countries and cultures than our own. The advent of technology has also enabled many negotiations that would have been impossible or extremely costly even 10 years ago, for example. More and more negotiations are thus done between partners from different places, and with different levels of connectivity. This research helps us to understand the likely consequences of these newly-enabled negotiations.
Globalization magnifies the problems that affect all people and that require large-scale human co... more Globalization magnifies the problems that affect all people and that require large-scale human cooperation, for example, the overharvesting of natural resources and human-induced global warming. However, what does globalization imply for the cooperation needed to address such global social dilemmas? Two competing hypotheses are offered. One hypothesis is that globalization prompts reactionary movements that reinforce parochial distinctions among people. Large-scale cooperation then focuses on favoring one's own ethnic, racial, or language group. The alternative hypothesis suggests that globalization strengthens cosmopolitan attitudes by weakening the relevance of ethnicity, locality, or nationhood as sources of identification. In essence, globalization, the increasing interconnectedness of people worldwide, broadens the group boundaries within which individuals perceive they belong. We test these hypotheses by measuring globalization
Past research suggests that individuals oriented toward high-context communication are less likel... more Past research suggests that individuals oriented toward high-context communication are less likely than are others to voice (i.e., speak up) at work. In the current article, we rely on high-/low-context theory to explore potential boundary conditions of this relationship. We conducted 2 studies exploring the relationship between contextual communication orientation and 2 distinct types of voice (prohibitive and promotive). As hypothesized, both studies showed that the negative relationship between contextual communication orientation and voice was weaker for prohibitive (compared with promotive) voice. Results of Study 1 showed that, as hypothesized, leader–member exchange (LMX) moderated the relationship between contextual communication orientation and promotive voice, such that the relationship was negative when LMX was low but not significant when high. The interaction was not significant in predicting prohibitive voice in Study 1 or in predicting either voice type in Study 2.
This research examines the question of whether the psychology of social identity can be extended ... more This research examines the question of whether the psychology of social identity can be extended to enhance cooperative motives in the context of very large, global collectives.
Journal of International Business Studies, 2011
Leung, Bhagat, Buchan, Erez, and Gibson provide a review of several advances in research on cultu... more Leung, Bhagat, Buchan, Erez, and Gibson provide a review of several advances in research on culture and international business (IB), which is criticized by Gould and Grein as overemphasizing the national culture (NC) approach. This reply clarifies the misinterpretation of Leung et al. by Gould and Grein, and affirms its pluralistic and inclusive position. In response to their critique, we discuss the complex meaning of culture, address the dynamic processes of culture change in a globalizing world, and substantiate the pivotal role of NC in IB research. We encourage diverse perspectives that complement, rather than compete against, each other, and advocate a dualperspective approach that integrates positivist and interpretative frameworks for theoretical innovation.
Journal of International Business Studies, 2005
The paper provides a state-of-the-art review of several innovative advances in culture and intern... more The paper provides a state-of-the-art review of several innovative advances in culture and international business (IB) to stimulate new avenues for future research. We first review the issues surrounding cultural convergence and divergence, and the processes underlying cultural changes. We then examine novel constructs for characterizing cultures, and how to enhance the precision of cultural models by pinpointing when cultural effects are important. Finally, we examine the usefulness of experimental methods, which are rarely used by IB researchers. Implications of these path-breaking approaches for future research on culture and IB are discussed.
How does gender influence trust, the likelihood of being trusted and the level of trustworthiness... more How does gender influence trust, the likelihood of being trusted and the level of trustworthiness? We compare choices by men and women in the Investment Game and use questionnaire data to try to understand the motivations for the behavioral differences. We find that men trust more than women, and women are more trustworthy than men. The relationship between expected return and trusting behavior is stronger among men than women, suggesting that men view the interaction more strategically than women. Women felt more obligated both to trust and reciprocate, but the impact of obligation on behavior varies.
This paper identifies contexts in which trust and reciprocation are likely to arise. Using an exp... more This paper identifies contexts in which trust and reciprocation are likely to arise. Using an experimental trust game we examine the influence of country, social distance and communication on trust and reciprocation in China, Japan, Korea, and the United States. We find mixed support for the commonly-accepted negative relationship between trust and social distance across the four countries. While social distance has the expected effect in the US, its effects internationally are more complex. We also show that even irrelevant communication influences game behavior, but that it is personal discussion rather than impersonal, that produces significantly higher levels of trust.
Journal of Economic Behavior & Organization, 2004
This paper examines the boundaries of trust and trustworthiness in the United States and China. I... more This paper examines the boundaries of trust and trustworthiness in the United States and China. In each country we measure how reported trust and trustworthiness change as the social distance to one’s partner increases. We also compare the influence of social distance on one’s own behavior versus its influence on one’s expectations of another’s behavior. We find participants in the
Journal of International …, 2005
The paper provides a state-of-he-art review of several innovative advances in culture-and interna... more The paper provides a state-of-he-art review of several innovative advances in culture-and international business (IB) to stimulate new avenues for future research. We first review the issues surrounding cultural convergence and divergence, and the processes underlying cultural changes. We then examine novel constructs for characterizing cultures, and how to enhance the precision of cultural models by pinpointing when cultural effects are important. Finally, we examine the usefulness of experimental methods, which are rarely used by lB researchers. Implications of these path-breaking approaches for future research on culture and lB are discussed.
This paper examines the boundaries of trust and trustworthiness in the United States and China. I... more This paper examines the boundaries of trust and trustworthiness in the United States and China. In each country we measure how reported trust and trustworthiness change as the social distance to one’s partner increases. We also compare the influence of social distance on one’s own behavior versus its influence on one’s expectations of another’s behavior. We find participants in the
How does gender influence trust, the likelihood of being trusted and the level of trustworthiness... more How does gender influence trust, the likelihood of being trusted and the level of trustworthiness? We compare choices by men and women in the Investment Game and use questionnaire data to try to understand the motivations for the behavioral differences. We find that men ...
... the same color), the other half with a member of a different discussion group (and ... Table ... more ... the same color), the other half with a member of a different discussion group (and ... Table 2 shows the results of regressions of amount sent by country, social distance (ingroup ... In addition, gender and level of economics education were both entered as controls; neither, however ...
American Journal of Sociology, 2002
In four countries, levels of trust and reciprocity in direct-reciprocal exchange are compared wit... more In four countries, levels of trust and reciprocity in direct-reciprocal exchange are compared with those in network-generalized exchanges among experimentally manipulated groups' members (neighbors) or random experimental participants (strangers). Results show that cooperation decreases as social distance increases; and, that identical network-generalized exchanges generate different amounts of trusting behavior due solely to manipulated social identity between the actors. This study demonstrates the interaction of culture and social identity on the propensity to trust and reciprocate and also reveals differing relationships between trust and reciprocation in each of the four countries, bringing into question the theoretical relationship between these cooperative behaviors.
Advances in Group Processes, 2011
Page 1. REDUCING SOCIAL DISTANCE: THE ROLE OF GLOBALIZATION IN GLOBAL PUBLIC GOODS PROVISION Nanc... more Page 1. REDUCING SOCIAL DISTANCE: THE ROLE OF GLOBALIZATION IN GLOBAL PUBLIC GOODS PROVISION Nancy R. Buchan and Gianluca Grimalda ABSTRACT We suggest that globalization, a process that fosters ...
ABSTRACT Connectivity –particularly as networks expand to be large and even global in scale - gre... more ABSTRACT Connectivity –particularly as networks expand to be large and even global in scale - greatly increases prospects of cooperation. In this chapter we first discuss the concept of connectivity and its relationship to cooperation as it has been explored across disciplines. The discussion focuses on the two main questions pursued in connectivity research; how do cooperative connections emerge, and which connections are most efficient when promoting cooperation? Much of the initial research to be discussed is laboratory based, allowing for strict controlled conditions to test the effect of network density and structure on performance. The final set of connectivity research we discuss is a set of field experiments that allow for greater external validity, yet also allowing for replication of the key results linking connectivity among target populations and cooperation. In the second half of this chapter we present results from a six country study of the global connections of 1195 participants and their propensities to cooperate with one another. In this research we push the limits of the scale of connectivity, but also alter elements of network density and structure typically found in prior research. Nonetheless, the results demonstrate that as global connectivity increases, cooperation increases as well. The implications of this research for negotiations are first, cooperation is an important part of negotiation. Understanding cooperation and its causes is vital for explaining and predicting a variety of negotiation behavior including the number of players at the table and how information is exchanged, the role of fairness and player selection. This research predicts conditions under which negotiators are likely to engage in cooperative behaviors that lead to successful negotiation, and when they are not. Second, the world is globalizing. There is thus more reason to negotiate with individuals in different countries and cultures than our own. The advent of technology has also enabled many negotiations that would have been impossible or extremely costly even 10 years ago, for example. More and more negotiations are thus done between partners from different places, and with different levels of connectivity. This research helps us to understand the likely consequences of these newly-enabled negotiations.
Globalization magnifies the problems that affect all people and that require large-scale human co... more Globalization magnifies the problems that affect all people and that require large-scale human cooperation, for example, the overharvesting of natural resources and human-induced global warming. However, what does globalization imply for the cooperation needed to address such global social dilemmas? Two competing hypotheses are offered. One hypothesis is that globalization prompts reactionary movements that reinforce parochial distinctions among people. Large-scale cooperation then focuses on favoring one's own ethnic, racial, or language group. The alternative hypothesis suggests that globalization strengthens cosmopolitan attitudes by weakening the relevance of ethnicity, locality, or nationhood as sources of identification. In essence, globalization, the increasing interconnectedness of people worldwide, broadens the group boundaries within which individuals perceive they belong. We test these hypotheses by measuring globalization