How Distinctive 1 Running Head: HOW DISTINCTIVE How distinctive are indigenous ways of achieving influence? A comparative study of Guanxi, Wasta, Jeitinho and “Pulling Strings”

The purpose of the study was to investigate the cultural specificity of guanxi, wasta, and jeitinho, each of which has been identified as an indigenous process of informal influence. Students in Brazil, China, Lebanon, and the UK were presented with three scenarios derived from each of the nations sampled. They rated the extent to which each scenario was representative of the locally indigenous process, the typicality for their culture of the events portrayed in the scenarios, and the extent to which these interpersonal exchanges were perceived positively. While each type of scenario was perceived as representative and typical in its culture of origin, each was also perceived as somewhat typical by respondents in additional locations. Informal influence processes may vary between cultures more in frequency than in quality. Rated scenario positivity was significantly predicted by respondents’ values. The UK-based process of ‘pulling strings’ was rated as typical in all locations, and was more positively evaluated than the other influence processes by all respondents. It is concluded that in addition to the pragmatic value of these concepts locally, their comparative testing can contribute to the development of culture-general models of social influence processes.