Kiasu Tendency and Tactics: A Study of their Impact on Task Performance

Abstract

Kiasu reflects an “obsessive concern with getting the most out of every transaction and a desire to get ahead of others” (Hwang, Ang, & Francesco, 2002: 75). It can have both positive and negative effects. This paper generates three hypotheses about kiasuism and task performance. Using hierarchical regression to analyze the results of a survey of 261 senior-level undergraduate business students in the United States, all three hypotheses are supported. The results indicate that the kiasu construct is generalizable to the United States, and that the key to obtaining competitive advantage through kiasuism lies in selecting and implementing the right tactic for the situation.