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study cultural effects because culture becomes less important the longer participants have been
interacting among them (Leung et al., 2005).
In short, having participants to evaluate their willingness to share information aside from their real job
settings and with a hypothetical KMS allows ignoring situational factors that might bias the results.
Experimentation is “a powerful tool for identifying the limits of the influence of culture” (Leung et al.,
2005, p. 372).
Instrument and Manipulation
The instrument was designed in English and back translated to Spanish. Both, the English and the
Spanish versions were pilot tested. The instrument was designed in English for two reasons. First, the
constructs used to measure the control variables (except the individualistic index) were borrowed from
literature written in English. Second, having the instrument in both languages will provide an
opportunity to expand the present research to include individualistic countries, namely the US and
Canada.
Participants first read a hypothetical business scenario and then responded to a questionnaire. The
business scenario manipulated the three experimental factors under study: the type of information to
be disclosed, the possibility of disclosing the information anonymously, and the obtainment of a cash
reward. Following is a conceptual of explanation of the factors manipulated. Appendix 1 presents the
actual information presented in the business cases.
The type of information refers to the potential consequences of the information disclosed. Type of
information was manipulated at three levels: positive, negative-non threatening, and negative-
threatening. Positive information refers to success stories that if known by others could help them
replicate the success. Negative information refers to mistakes made by the person that if known by
others, could help them to avoid making the mistake. However, because negative information discloses
a personal failure, it might have a negative effect on the informant. Negative information is further
divided into: non-threatening and threatening. The threat is manipulated as the possibility of losing the
job.
Anonymity refers to the ability of others to identify the person disclosing the information. Anonymity
was manipulated at two levels: anonymous postings and non-anonymous postings. For situations were a
cash reward is given, anonymity can be ensured having an independent company manage the KMS.
Cash reward for inputting information into the KMS was manipulated at two levels: absence of cash
reward and presence of cash reward. The cash reward was established at 250 dollars per posting. The
amount was determined based on the median obtained on the pilot study. Participants were asked:
“Based on your current (or expected) salary, what would you consider a suitable reward”. Participants in
the pilot study were given the option to choose between a fixed amount of money and a percentage of
their salary (either as a percentage or in terms of hours). Most participants expressed their preference
for a fixed amount.
Convention