Norway

People in Norway are most apt to use logical persuading when trying to influence others.  They use this technique significantly more often than any of the other influence techniques.  Following logic are socializing, stating, consulting, and then appealing to relationship.  The latter is used significantly less often than in most other cultures. 

As with other Scandinavian countries (Denmark, Sweden, and Finland), Norwegians are significantly less likely to use legitimizing and appealing to values.  Theirs is a low power distance culture, which means that it is less hierarchical than countries with high power distance.  Less hierarchy means a more equalitarian view of people and consequently less respect for role or position power.  So in Norway appealing to authority is much less likely to succeed.  Likewise, emotional appeals (appealing to values) are relatively rare in Norway and less likely to succeed if used.

Norwegians use socializing frequently enough and are highly skilled at it (it is their second-highest-rated influence technique), but they use the social influence techniques much less frequently than the global norm.  Similarly, they are less likely to use alliance building, which may be viewed with suspicion.

To influence effectively in Norway, prefer logical persuading to the other techniques.  They will also respond to socializing (to some extent), stating, and consulting.  Remember that the asking and inspiring strategies are less likely to succeed in Norway (as in the other Scandinavian countries) if it appears untethered from a logical reason for them to agree with your request, belief, or proposal.  

 

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