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Reflections on Frank Jacob’s Contributions to the Literature on Intercultural Business Negotiations

In: Serving the Customer

Author

Listed:
  • Robert Wilken

    (ESCP Business School)

  • Nathalie Prime

    (ESCP Business School)

Abstract

Having published three papers on intercultural business negotiations in cooperation with Frank Jacob, the authors of this paper summarize the main findings of these studies and systematize and reflect on the reception this research has generated in the scientific community. The analysis shows that Frank Jacob’s work on intercultural business negotiations empathized with the context of the study and its central empirical findings. However, quite a few citations go beyond this by referring to substantive and methodological details. Thus, the overall picture of reception is quite multifaceted and diverse. Research limitations spelled out in the three papers have not yet been addressed in other studies but are still relevant—this observation points toward tremendous research opportunities in the field of intercultural business negotiations in the future.

Suggested Citation

  • Robert Wilken & Nathalie Prime, 2023. "Reflections on Frank Jacob’s Contributions to the Literature on Intercultural Business Negotiations," Springer Books, in: Thomas Aichner (ed.), Serving the Customer, pages 109-141, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-39072-3_5
    DOI: 10.1007/978-3-658-39072-3_5
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