Bulletin Autumn‧Winter 2001

T h e e f f e c t i v e n e ss o f r a t i o n a l p e r s u a s i o n i s a l s o f o u n d t o b e d e p e n d e n t o n the t a r get ( F i g 2). For e x a m p l e, m a i n l a n d e r s t e n d t o use r a t i o n a l p e r s u a s i o n m o r e w h e n d e a l i ng w i t h s upe r i o r s a n d less w i t h subordinates. A n i n t e r e s t i ng f i n d i n g o f t he s u r v e y i s t h at p e r s o n a l b e l i e f s are f o u n d to exert considerable i n f l uen c e o n t h e t a c t i cs u s e d . F o r e x a m p l e , r e s p o n d e n ts w h o b e l i e v e i n predestination t e n d n o t to us e the art of persuasion o n other people. Th e y also t e n d to be mo re passive i n their tactics. Conversely, those w h o believe i n their a b i l i ty to c o n t r ol the f u t u re ar e mo r e p o s i t i v e. A n d those w h o d e em interpersonal relationships i mp o r t a n t l i ke to use socializing tactics. P r o f . F u a n d h e r p a r t n e r s are carefully analysing th e data to f i n d out t h e reasons f o r s u ch d i f f e r e n c e s , i n o r d e r t o f i n e - t u ne t h e o r i e s o n ma n a g e r i al effectiveness . Obstacles P r o f . F u says t h at t h e g r ea t e s t d i f f i c u l t y lies i n t h e c r o s s - c u l t u r a l nature of the research. Because of t i me a n d b u d g e t c o n s t r a i n t s , she w a s u n a b l e to go t o d i f f e r e nt p a r t s of the w o r l d to c ondu c t the s u r v e y herself. ' I c o u ld o n ly take care of the surveys for H o n g K o n g a nd ma i n l a n d China. For other parts, I h a d to rely on researchers o v e r s e a s . A s i t w a su p t o t h e m t o d e c i de w h e t h e r t o t a ke p a r t i n t h is p r o j e c t, t h e c u r r e n t c u l t u r al r e g i o n s c o v e r ed b y the project aren't e n t i r e ly m y firs t choices.' CHINES E UNIVERSIT Y BULLETI Autumn • Winter 2001 40