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Cross-Cultural Marketing Negotiations: A Laboratory Experiment

Author

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  • John L. Graham

    (University of Southern California)

Abstract

Data from a laboratory experiment involving Japanese and American business people are analyzed using a structural equation model. Measures of the process of marketing negotiations (e.g., social influence strategies, etc.) are found to mediate the influence of cultural variation of the parties (i.e., cross-cultural versus intracultural bargaining) on negotiation outcomes.

Suggested Citation

  • John L. Graham, 1985. "Cross-Cultural Marketing Negotiations: A Laboratory Experiment," Marketing Science, INFORMS, vol. 4(2), pages 130-146.
    • Handle: RePEc:inm:ormksc:v:4:y:1985:i:2:p:130-146
    DOI: 10.1287/mksc.4.2.130
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    Citations

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    Cited by:

    1. Imai, Lynn & Gelfand, Michele J., 2010. "The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 83-98, July.
    2. Chandra, Ramdas & Newburry, William, 1997. "A cognitive map of the international business field," International Business Review, Elsevier, vol. 6(4), pages 387-410, August.
    3. Ahammad, Mohammad Faisal & Tarba, Shlomo Y. & Liu, Yipeng & Glaister, Keith W. & Cooper, Cary L., 2016. "Exploring the factors influencing the negotiation process in cross-border M&A," International Business Review, Elsevier, vol. 25(2), pages 445-457.
    4. Ingmar Geiger, 2014. "Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations," Group Decision and Negotiation, Springer, vol. 23(4), pages 735-763, July.
    5. Khakhar, Priyan & Rammal, Hussain Gulzar, 2013. "Culture and business networks: International business negotiations with Arab managers," International Business Review, Elsevier, vol. 22(3), pages 578-590.
    6. Gregory Kersten & Sunil Noronha, 1999. "Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making," Group Decision and Negotiation, Springer, vol. 8(3), pages 251-279, May.
    7. Horak, Sven, 2013. "Cross-cultural experimental economics and indigenous management research: Issues and contributions," Working Papers on East Asian Studies 92/2013, University of Duisburg-Essen, Institute of East Asian Studies IN-EAST.
    8. Ekici, Tufan & Ergun, Selim Jürgen & Rivas, M. Fernanda, 2016. "Trust and reciprocity in Cyprus," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 63(C), pages 36-49.
    9. Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
    10. G.E. Kersten & S.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers ir97052, International Institute for Applied Systems Analysis.
    11. G.E. Kersten & S. Koeszegi & R. Vetschera, 1999. "The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment," Working Papers ir99023, International Institute for Applied Systems Analysis.
    12. Fang, Tony & Worm, Verner & Tung, Rosalie L., 2008. "Changing success and failure factors in business negotiations with the PRC," International Business Review, Elsevier, vol. 17(2), pages 159-169, April.

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