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The relationship between relational models and individualism and collectivism: Evidence from culturally diverse work groups
Markus Vodosek University of Utah, Salt Lake City, USA

elational models theory (Fiske, 1991) proposes that all thinking about social relationships is based on four elementary mental models: communal sharing,authority ranking, equality matching, and market pricing. Triandis and his colleagues (e.g., Triandis, Kurowski, & Gelfand, 1994) have suggested a relationship between the constructs of horizontal and vertical individualism and collectivism and Fiske’s relational models. However, no previous research has examined this proposed relationship empirically. The objective of the current study was totest the association between the two frameworks in order to further our understanding of why members of culturally diverse groups may prefer different relational models in interactions with other group members. Findings from this study support a relationship between Triandis’ constructs and Fiske’s four relational models and uphold Fiske’s (1991) claim that the use of the relational models isculturally dependent. As hypothesized, horizontal collectivism was associated with a preference for equality matching and communal sharing, vertical individualism was related to a preference for authority ranking, and vertical collectivism was related to a preference for authority ranking and communal sharing. However, contrary to expectations, horizontal individualism was not related to a preferencefor equality matching and market pricing, and vertical individualism was not associated with market pricing. By showing that there is a relationship between Triandis’ and Fiske’s frameworks, this study closes a gap in relational models theory, namely how culture relates to people’s preferences for relational models. Thus, the findings from this study will enable future researchers to explain andpredict what relational models are likely to be used in a certain cultural context.



a theorie des modeles relationnels (Fiske, 1991) propose que toute pensee a propos des relations sociales est ´ ` ´ ` basee sur quatre modeles mentaux elementaires : le partage communautaire, les rapports hierarchiques, les ´ ` ´´ ´ relations d’echange reciproque et les relations instrumentales.Triandis et ses collegues (p. ex., Triandis, Kurowski ´ ´ ` et Gelfand, 1994) ont suggere une relation entre les construits de l’individualisme et du collectivisme horizontaux ´ ´ et verticaux et les modeles relationnels de Fiske. Cependant, aucune recherche anterieure n’a examine ` ´ ´ empiriquement cette hypothese de relation. L’objectif de la presente etude etait de tester l’association entre les `´ ´ ´ deux cadres de reference afin d’accroıtre notre comprehension de la raison pour laquelle les members de groupes ´ ´ ˆ ´ culturels divers peuvent preferer des modeles relationnels differents dans les interactions avec les membres des ´ ´ ` ´ autres groupes. Les resultats de cette etude appuient une relation entre les construits de Triandis et les quatre ´ ´ modeles relationnels de Fiske etils soutiennent la declaration de Fiske (1991) affirmant que l’utilisation des ` ´ modeles relationnels est culturellement dependante. Tel que prevu, le collectivisme horizontal etait associe avec ` ´ ´ ´ ´ une preference pour les relations d’echange reciproque et le partage communautaire, l’individualisme vertical ´ ´ ´ ´ etait relie a une preference pour les rapports hierarchiques et lecollectivisme vertical etait relie a une preference ´ ´ ` ´ ´ ´ ´ ´ ` ´ ´ pour les rapports hierarchique et le partage communautaire. Cependant, contrairement aux attentes, ´ l’individualisme horizontal n’etait pas relie a une preference pour les relations d’echange reciproque et les ´ ´ ` ´ ´ ´ ´ relations instrumentales, tandis que l’individualisme vertical n’etait pas associe avec les relations...
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