South Africa

This profile of South Africa pertains mostly to the traditional business culture in this country.  In this culture, logical persuading (5.93) is the dominant form of influence, followed by stating, consulting, socializing, and appealing to relationship.  People influence largely through the push influence strategies (logic and stating), instead of the pull strategies (socializing and appealing to relationship, both of which are used in South Africa significantly less often than the global norm).

In this culture, history with the influencee is considerably more important than in many other cultures, and reputation, knowledge, network, and role are considerably less important.  In South Africa, what matters more than in other countries is how well you know the person you are trying to influence.  Their organizational power sources are, in the main, much less important.

To influence effectively in South Africa, rely mainly on logical persuading.  The other power tools (stating, consulting, socializing, and appealing to values) may also be effective.  However, the key to influencing in this culture is to get to know people well enough that they find you credible and persuasive.  Your history with them matters much more than your organizational sources of power.


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