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Demographic, cultural, and economic predictors of perceived ethicality of negotiation behavior: A nine-country analysis

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  • Volkema, Roger J.

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  • Volkema, Roger J., 2004. "Demographic, cultural, and economic predictors of perceived ethicality of negotiation behavior: A nine-country analysis," Journal of Business Research, Elsevier, vol. 57(1), pages 69-78, January.
    • Handle: RePEc:eee:jbrese:v:57:y:2004:i:1:p:69-78
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    1. Gregory Dees, J. & Cramton, Peter C., 1991. "Shrewd Bargaining on the Moral Frontier: Toward a Theory of Morality In Practice," Business Ethics Quarterly, Cambridge University Press, vol. 1(2), pages 135-167, April.
    2. Bryan W Husted, 1999. "Wealth, Culture, and Corruption," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 30(2), pages 339-359, June.
    3. Bryan W Husted & Janelle Brinker Dozier & J Timothy McMahon & Michael W Kattan, 1996. "The Impact of Cross-National Carriers of Business Ethics on Attitudes about Questionable Practices and Form of Moral Reasoning," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 27(2), pages 391-411, June.
    4. Volkema, Roger J., 1999. "Ethicality in Negotiations: An Analysis of Perceptual Similarities and Differences Between Brazil and the United States," Journal of Business Research, Elsevier, vol. 45(1), pages 59-67, May.
    5. John L Graham, 1985. "The Influence of Culture on the Process of Business Negotiations: An Exploratory Study," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 16(1), pages 81-96, March.
    6. John L. Graham & Alma T. Mintu & Waymond Rodgers, 1994. "Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, INFORMS, vol. 40(1), pages 72-95, January.
    7. Manrai, Lalita A. & Manrai, Ajay K., 1995. "Effects of cultural-context, gender, and acculturation on perceptions of work versus social/leisure time usage," Journal of Business Research, Elsevier, vol. 32(2), pages 115-128, February.
    8. Cohen, Jeffrey R. & Pant, Laurie W. & Sharp, David J., 1996. "A methodological note on cross-cultural accounting ethics research," The International Journal of Accounting, Elsevier, vol. 31(1), pages 55-66.
    9. Randall S Schuler & Nikolai Rogovsky, 1998. "Understanding Compensation Practice Variations Across Firms: The Impact of National Culture," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(1), pages 159-177, March.
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    Cited by:

    1. Franke, George R. & Nadler, S. Scott, 2008. "Culture, economic development, and national ethical attitudes," Journal of Business Research, Elsevier, vol. 61(3), pages 254-264, March.
    2. Mary Hogue & Julia Levashina & Hongli Hang, 2013. "Will I Fake It? The Interplay of Gender, Machiavellianism, and Self-monitoring on Strategies for Honesty in Job Interviews," Journal of Business Ethics, Springer, vol. 117(2), pages 399-411, October.
    3. Dinkevych, Elena & Wilken, Robert & Aykac, Tayfun & Jacob, Frank & Prime, Nathalie, 2017. "Can outnumbered negotiators succeed? The case of intercultural business negotiations," International Business Review, Elsevier, vol. 26(3), pages 592-603.
    4. Lillian Y. Fok & Dinah M. Payne & Christy M. Corey, 2016. "Cultural Values, Utilitarian Orientation, and Ethical Decision Making: A Comparison of U.S. and Puerto Rican Professionals," Journal of Business Ethics, Springer, vol. 134(2), pages 263-279, March.
    5. Zhenzhong Ma & Dapeng Liang & Honghui Chen, 2013. "Negotiating with the Chinese: Are They More Likely to Use Unethical Strategies?," Group Decision and Negotiation, Springer, vol. 22(4), pages 641-655, July.
    6. Ott, Ursula F. & Prowse, Peter & Fells, Ray & Rogers, Helen, 2016. "The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis," Journal of Business Research, Elsevier, vol. 69(9), pages 3561-3571.
    7. Winzar, Hume, 2015. "The ecological fallacy: How to spot one and tips on how to use one to your advantage," Australasian marketing journal, Elsevier, vol. 23(1), pages 86-92.
    8. Ashraf, Badar Nadeem & El Ghoul, Sadok & Goodell, John W. & Guedhami, Omrane, 2022. "What does COVID-19 teach us about the role of national culture? Evidence from social distancing restrictions," Journal of International Financial Markets, Institutions and Money, Elsevier, vol. 80(C).
    9. Cheryl Rivers & Roger Volkema, 2013. "East–West Differences in “Tricky” Tactics: A Comparison of the Tactical Preferences of Chinese and Australian Negotiators," Journal of Business Ethics, Springer, vol. 115(1), pages 17-31, June.
    10. Valentina Carbone & Valerie Moatti & Vincenzo Esposito Vinzi, 2012. "Mapping Corporate Responsibility and Sustainable Supply Chains: an Exploratory Perspective," Business Strategy and the Environment, Wiley Blackwell, vol. 21(7), pages 475-494, November.
    11. Koonmee, Kalayanee & Singhapakdi, Anusorn & Virakul, Busaya & Lee, Dong-Jin, 2010. "Ethics institutionalization, quality of work life, and employee job-related outcomes: A survey of human resource managers in Thailand," Journal of Business Research, Elsevier, vol. 63(1), pages 20-26, January.
    12. Moshe Banai & Abraham Stefanidis & Ana Shetach & Mehmet Özbek, 2014. "Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study," Journal of Business Ethics, Springer, vol. 123(4), pages 669-685, September.
    13. Hussein, Mohamed E. & Kraten, Michael & Seow, Gim S. & Tam, Kinsun, 2017. "Influences of Culture on Transfer Price Negotiation," The International Journal of Accounting, Elsevier, vol. 52(3), pages 227-237.
    14. Lopez, Tará Burnthorne & Babin, Barry J. & Chung, Christina, 2009. "Perceptions of ethical work climate and person-organization fit among retail employees in Japan and the US: A cross-cultural scale validation," Journal of Business Research, Elsevier, vol. 62(6), pages 594-600, June.
    15. Raj Aggarwal & Joanne Goodell & John Goodell, 2014. "Culture, Gender, and GMAT Scores: Implications for Corporate Ethics," Journal of Business Ethics, Springer, vol. 123(1), pages 125-143, August.
    16. Goodell, John W., 2019. "Comparing normative institutionalism with intended rationality in cultural-finance research," International Review of Financial Analysis, Elsevier, vol. 62(C), pages 124-134.
    17. Sameer Dutta & Milton Silver & Olu Omolayole, 2017. "Impact of Relational Management and Culture on System Success Perceptions in an IT Outsourcing Project," International Journal of Business and Management, Canadian Center of Science and Education, vol. 12(8), pages 1-61, July.
    18. Denise Fleck & Roger J. Volkema & Sergio Pereira, 2016. "Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome," Group Decision and Negotiation, Springer, vol. 25(5), pages 873-899, September.
    19. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
    20. Chan, Sow Hup & Ng, Tsz Shing, 2016. "Ethical negotiation values of Chinese negotiators," Journal of Business Research, Elsevier, vol. 69(2), pages 823-830.
    21. Goodell, John W., 2016. "Do for-profit universities induce bad student loans?," The Quarterly Review of Economics and Finance, Elsevier, vol. 61(C), pages 173-184.
    22. Ralston, David A. & Terpstra-Tong, Jane & Maignan, Isabelle & Napier, Nancy K. & Nguyen, Van Thang, 2006. "Vietnam: A cross-cultural comparison of upward influence ethics," Journal of International Management, Elsevier, vol. 12(1), pages 85-105, March.
    23. Yu Yang & David De Cremer & Chao Wang, 2017. "How Ethically Would Americans and Chinese Negotiate? The Effect of Intra-cultural Versus Inter-cultural Negotiations," Journal of Business Ethics, Springer, vol. 145(3), pages 659-670, October.

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