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Self-Enhancement in Latin America: Is It Linked to Interdependence?
(SAGE Publications Inc., 2025)
Salvador, Cristina E.
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Idrovo Carlier, Sandra
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Ishii, Keiko
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Castillo Torres, Carolina
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Nanakdewa, Kevin
Although individuals of Latin American heritage ( Latin Americans in short) are considered interdependent, they also value traits like uniqueness and positivity, like individuals of European American cultural heritage, who are considered independent. It remains unclear whether this inclination toward positivity extends to a bias in self-perception known as self-enhancement. Moreover, if Latin Americans are indeed self-enhancing, it is uncertain how these tendencies align with their interdependent cultural orientation. In this article, we report three studies ( N = 1,246) with three operationalizations of self-enhancement. We found that Mexicans, Colombians, and Ecuadorians show self-enhancement that is mostly similar in magnitude to European Americans. Notably, Study 3 found that self-enhancement is related to interdependence in Latin America: Unlike European Americans, Latin Americans in Ecuador exhibited stronger self-enhancement when interdependence is primed rather than independence. Our findings suggest that among Latin American individuals, self-enhancement not only exists but also reinforces interdependence. ©The authors ©Personality and Social Psychology Bulletin
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A Multi-Cultural Study of Salespeople's Behavior In Individual Pay-For-Performance Compensation Systems: When Managers Are More Equal And Less Fair Than Others
(2017)
Rouziès, Dominique
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Onyemah, Vincent
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Iacobucci, Dawn
In this research, we examine salespeople's behavior in individual pay-for-performance compensation systems and show how perceived management fairness seems to energize sales employees in some environments but not in others. We use a large multicountry database of individual-level remuneration for more than 2,500 salespeople across four B2B industry sectors to demonstrate cultural adaptations of the effect of perceived management fairness. The results indicate that top management should be concerned with employees' perceptions of fairness in addition to the more typical concerns of control and motivation widely acknowledged in the microeconomics-based sales-force compensation literature. In particular, we show that perceptions of management fairness are key to salespeople's proportion of total pay generated by pay-for-performance formulas. © 2017 Pi Sigma Epsilon National Educational Foundation.
Scopus© Citations 12 23 1
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Salesperson turnover intention: a tale of two countries
(Emerald Publishing Limited, 2021)
Onyemah, Vincent
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Mulki, Jay P.
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Rivera-Pesquera, Martha
Purpose: A significant amount of research has shown that drivers of employee attitudes, and behaviors leading to outcome variables such as turnover intentions, are strongly influenced by national culture. This study focuses on the difference in relationships among some critical variables between two emerging economies with similar cultural indices. Design/methodology/approach: Survey questionnaire was used to collect responses from salespeople in two countries. Correlation analysis and structural equation modeling were used to provide support for the stated hypotheses. Publisher: Emerald Publishing Limited Copyright © 2021, Emerald Publishing Limited
Scopus© Citations 3 17 1
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Not all collectivisms are equal: Opposing preferences for ideal affect between East Asians and Mexicans.
(2012)
Ruby, Matthew B.
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Falk, Carl F.
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Heine, Steven J.
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Villa Carrandi, María Covadonga
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Silberstein, Orly
Previous research has revealed differences in how people value and pursue positive affect in individualistic and collectivistic cultural contexts. Whereas Euro-Americans place greater value on high activation positive affect (HAP; e.g., excitement, enthusiasm, elation) than do Asian Americans and Hong Kong Chinese, the opposite is true for low activation positive affect (LAP; e.g., calmness, serenity, tranquility). Although the form of collectivism present in East Asia dictates that individuals control and subdue their emotional expressions so as to maintain harmonious relationships, the opposite norm emerges in Mexico and other Latin American countries, in that the cultural script of simpatía promotes harmony through the open and vibrant expression of positive emotion. Across two studies, we found that Mexicans display a pattern of HAP/LAP preference different from those from East Asian collectivistic cultures, endorsing HAP over LAP. © Emotion
Scopus© Citations 82 20 2

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