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Conceptualization and Operationalisation of Specific Variables in Exploratory Researches – An Example for Business Negotiation

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  • Zait Adriana

    (Alexandru Ioan Cuza University of Iaşi, Romania)

Abstract

In exploratory researches we are looking for clues, trying to get a better picture of the research variables and relationships. Besides variables already studied, identified in the literature review, we might deal with specific variables - for the investigated subject and socio-cultural region - the ones that might lead us to new explanations and theories. These new variables can be depicted from in-depth interviews and informal discussions with intervening actors, through a process of identification, conceptualization (obtaining theoretical definitions), and operationalisation (suggesting ways for the measurement of the identified variables). The present paper offers an example of such a process for a particular subject - identifying potential specific influences on the business negotiation behaviour. The focus is on the methodological aspects of such a research endeavour.

Suggested Citation

  • Zait Adriana, 2016. "Conceptualization and Operationalisation of Specific Variables in Exploratory Researches – An Example for Business Negotiation," Scientific Annals of Economics and Business, Sciendo, vol. 63(1), pages 117-123, March.
    • Handle: RePEc:vrs:aicuec:v:63:y:2016:i:1:p:117-123:n:9
    DOI: 10.1515/saeb-2016-0109
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    References listed on IDEAS

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    1. Ilias Kapoutsis & Roger J. Volkema & Andreas G. Nikolopoulos, 2013. "Initiating Negotiations: The Role of Machiavellianism, Risk Propensity, and Bargaining Power," Group Decision and Negotiation, Springer, vol. 22(6), pages 1081-1101, November.
    2. Xiaoshu Zhu & Dianjun Gao, 2013. "Nothing Succeeds Like Success," International Studies of Management & Organization, Taylor & Francis Journals, vol. 43(4), pages 26-38, January.
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    Cited by:

    1. Anca Maria CLIPA & Sorina POSTOLEA, 2017. "Investigating What Romanian It Recruiters And Employees Value When They Negotiate Employment Contract," SEA - Practical Application of Science, Romanian Foundation for Business Intelligence, Editorial Department, issue 15, pages 321-329, December.

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