IDEAS home Printed from https://ideas.repec.org/a/pal/jintbs/v22y1991i3p403-428.html
   My bibliography  Save this article

When in Rome? The Effects of Cultural Adaptation on Intercultural Business Negotiations

Author

Listed:
  • June N P Francis

    (Simon Fraser University)

Abstract

Drawing on social identity and similarity/attraction theories as well as empirical studies in intercultural communication, hypotheses were developed to test the effects of three degrees of adaptive behaviors during intercultural buyer/seller negotiations. Hypotheses covered both the positive and negative effects of adaptation on the adjudged interpersonal attractiveness of the adaptor. These hypotheses were tested in two experimental studies using scenario-based manipulations. The first study looked at American subjects' responses to adaptive behaviors of “Japanese business people”. To test the generalizability of these findings to a less familiar culture, a replication looking at American subjects' responses to adaptive behaviors of “Korean business people” was also conducted. The findings partially support the notion that moderate adaptation may be the optimal strategy in intercultural negotiations. Moderate adaptation was found to improve the adjudged attraction of the “Japanese business people” relative to no adaptation and substantial adaptation. However, this finding was not replicated with “Korean business people”.© 1991 JIBS. Journal of International Business Studies (1991) 22, 403–428

Suggested Citation

  • June N P Francis, 1991. "When in Rome? The Effects of Cultural Adaptation on Intercultural Business Negotiations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 22(3), pages 403-428, September.
    • Handle: RePEc:pal:jintbs:v:22:y:1991:i:3:p:403-428
    as

    Download full text from publisher

    File URL: http://www.palgrave-journals.com/jibs/journal/v22/n3/pdf/8490308a.pdf
    File Function: Link to full text PDF
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: http://www.palgrave-journals.com/jibs/journal/v22/n3/full/8490308a.html
    File Function: Link to full text HTML
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Morris, Michael W. & Fu, Ho-Ying, 2000. "How Does Culture Influence Conflict Resolution? A Dynamic Constructive Analysis," Research Papers 1649, Stanford University, Graduate School of Business.
    2. Abdel-Rahim, Heba Y. & Lorenz, Melanie P. & Zaher, Angie Abdel, 2022. "How do cultural difference, cultural exposure, and CQ affect interpretations of trust from contract choices? Evidence from dyadic cross-country experiments," Accounting, Organizations and Society, Elsevier, vol. 96(C).
    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. Doetzer, Mathias, 2020. "The role of national culture on supply chain visibility: Lessons from Germany, Japan, and the USA," International Journal of Production Economics, Elsevier, vol. 230(C).
    5. G.E. Kersten & T.R. Madan Mohan & S.J. Noronha & M.J. Kersten, 1998. "Learning Business Negotiations with Web-based Systems: The Case of IIMB," Working Papers ir98049, International Institute for Applied Systems Analysis.
    6. Apoorva Ghosh, 2013. "Interpersonal Cross-Cultural Contact," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 38(1-2), pages 81-101, February.
    7. Harich, Katrin R. & LaBahn, Douglas W., 1998. "Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity," Journal of Business Research, Elsevier, vol. 42(1), pages 87-101, May.
    8. Thomas, David C. & Toyne, Brian, 1995. "Subordinates' responses to cultural adaptation by Japanese expatriate managers," Journal of Business Research, Elsevier, vol. 32(1), pages 1-10, January.
    9. Wilken, Robert & Jacob, Frank & Prime, Nathalie, 2013. "The ambiguous role of cultural moderators in intercultural business negotiations," International Business Review, Elsevier, vol. 22(4), pages 736-753.
    10. Swee Hoon Ang & Teo, Georgina, 1997. "Effects of time processing orientation, agreement preferences and attitude towards foreign businessmen on negotiation adaptation," International Business Review, Elsevier, vol. 6(6), pages 625-640, December.
    11. Jia, Fu & Rutherford, Christine & Lamming, Richard, 2016. "Cultural adaptation and socialisation between Western buyers and Chinese suppliers: The formation of a hybrid culture," International Business Review, Elsevier, vol. 25(6), pages 1246-1261.
    12. 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.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:jintbs:v:22:y:1991:i:3:p:403-428. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave-journals.com/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.