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Buyer-Seller Negotiations around the Pacific Rim: Differences in Fundamental Exchange Processes

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  • Graham, John L

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  • Graham, John L, 1988. "Buyer-Seller Negotiations around the Pacific Rim: Differences in Fundamental Exchange Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(1), pages 48-54, June.
    • Handle: RePEc:oup:jconrs:v:15:y:1988:i:1:p:48-54
    DOI: 10.1086/209144
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    Cited by:

    1. Chandra, Ramdas & Newburry, William, 1997. "A cognitive map of the international business field," International Business Review, Elsevier, vol. 6(4), pages 387-410, August.
    2. Torsten Bornemann & Martin Klarmann & Martin Moosbrugger, 2020. "Verhaltenswissenschaftliche Forschung zum organisationalen Einkaufsverhalten: Überblick über die Marketingliteratur [Behavioral B2B Buying Research—An Overview of the Marketing Literature]," Schmalenbach Journal of Business Research, Springer, vol. 72(4), pages 447-478, December.
    3. Putthiwanit, Chutinon & Ho, Shu-Hsun, 2011. "Buyer success and failure in bargaining and its consequences," MPRA Paper 33588, University Library of Munich, Germany.
    4. Robin Snell & Dean Tjosvold & Sofia Fang, 2006. "Resolving ethical conflicts at workthrough cooperative goals and constructive controversy in the People's Republic of China," Asia Pacific Journal of Management, Springer, vol. 23(3), pages 319-343, September.
    5. Lingyun Mi & Lijie Qiao & Ting Xu & Xiaoli Gan & Hang Yang & Jingjing Zhao & Yaning Qiao & Jiaxin Hou, 2020. "Promoting sustainable development: The impact of differences in cultural values on residents' pro‐environmental behaviors," Sustainable Development, John Wiley & Sons, Ltd., vol. 28(6), pages 1539-1553, November.
    6. Valenzuela, Ana & Srivastava, Joydeep & Lee, Seonsu, 2005. "The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 96(1), pages 72-88, January.
    7. Yu Hu & Yonggui Wang, 2020. "Marketing research in China during the 40-year reform and opening," Frontiers of Business Research in China, Springer, vol. 14(1), pages 1-29, December.
    8. Stephen E. Weiss, 2012. "Negotiators’ Effectiveness with Mixed Agendas: An Empirical Exploration of Tasks, Decisions and Performance Criteria," Group Decision and Negotiation, Springer, vol. 21(3), pages 255-290, May.
    9. Jeswald W. Salacuse, 1999. "Intercultural Negotiation in International Business," Group Decision and Negotiation, Springer, vol. 8(3), pages 217-236, May.
    10. Nancy Chen & Dean Tjosvold, 2007. "Guanxi and leader member relationships between American managers and Chinese employees: open-minded dialogue as mediator," Asia Pacific Journal of Management, Springer, vol. 24(2), pages 171-189, June.
    11. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
    12. Raphael Schoen, 2021. "Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research," Management Review Quarterly, Springer, vol. 71(2), pages 393-432, April.
    13. Junjun Cheng, 2020. "Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea," Group Decision and Negotiation, Springer, vol. 29(2), pages 293-320, April.
    14. Mohammad Zietawi & Muhammad AsadSadi, 2013. "Influences of Similarities and Dissimilarities of Bargaining Strategoes: A Saudi Arabian and Jordanian Comparison," Asian Journal of Empirical Research, Asian Economic and Social Society, vol. 3(1), pages 9-19, January.
    15. Caputo, Andrea & Ayoko, Oluremi B. & Amoo, Nii & Menke, Charlott, 2019. "The relationship between cultural values, cultural intelligence and negotiation styles," Journal of Business Research, Elsevier, vol. 99(C), pages 23-36.
    16. Low, Wen-Shinn & Lee, Jeng-Da & Cheng, Soo-May, 2013. "The link between customer satisfaction and price sensitivity: An investigation of retailing industry in Taiwan," Journal of Retailing and Consumer Services, Elsevier, vol. 20(1), pages 1-10.
    17. Jeff S. Johnson & Ravipreet S. Sohi, 2016. "Understanding and resolving major contractual breaches in buyer–seller relationships: a grounded theory approach," Journal of the Academy of Marketing Science, Springer, vol. 44(2), pages 185-205, March.
    18. Bathaee, Atieh, 2011. "Culture affects consumer behavior: Theoretical reflections and an illustrative example with Germany and Iran," Wirtschaftswissenschaftliche Diskussionspapiere 02/2011, University of Greifswald, Faculty of Law and Economics.
    19. Roger White & Bedassa Tadesse, 2011. "International Migration and Economic Integration," Books, Edward Elgar Publishing, number 14318.

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