Acting professional: An exploration of culturally bounded norms against nonwork role referencing†. (17th June 2013)

• Record Type: Journal Article
• Authors: Uhlmann, Eric Luis; Heaphy, Emily; Ashford, Susan J.; Zhu, Luke [Lei]; Sanchez‐Burks, Jeffrey; Salas, Eduardo; Gelfand, Michele J.
• Is Part Of: Journal of organizational behavior. Volume 34:Number 6(2013)
• Page Start: 866
• Page End: 886
• Publication Date: 2013-06-17
• Subjects: Industrial sociology -- Periodicals; Organizational behavior -- Periodicals; Psychology, Industrial -- Periodicals; 302.35
• DOI: 10.1002/job.1874
• Languages: English
• ISSNs: 0894-3796

Abstract

<abstract abstract-type="main"> <title>Summary</title> <p>This article presents three studies examining how cross‐cultural variation in assumptions about the appropriateness of referencing nonwork roles while in work settings creates consequential impressions that affect professional outcomes. Study 1 reveals a perceived norm limiting the referencing of nonwork roles at work and provides evidence that it is a U.S. norm by showing that awareness of it varies as a function of tenure living in the United States. Studies 2 and 3 examine the implications of the norm for evaluations of job candidates. Study 2 finds that U.S. but not Indian participants negatively evaluate job candidates who endorse nonwork role referencing as a strategy to create rapport and shows that this cultural difference is largest among participants most familiar with norms of professionalism, those with prior recruiting experience. Study 3 finds that corporate job recruiters from the United States negatively evaluate candidates who endorse nonwork role referencing as a means of building rapport with a potential business partner. This research underlines the importance of navigating initial interactions in culturally appropriate ways to facilitate the development of longer‐term collaborations and negotiation success. Copyright © 2013 John Wiley &amp; Sons, Ltd.</p> </abstract>