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Fang, Tony - In: Journal of Business & Industrial Marketing 21 (2006) 1, pp. 50-60

Purpose – To examine the nature of Chinese business negotiating style in Sino‐Western business negotiations in business … absolute negotiating style but rather embraces a mixture of different roles together: “Maoist bureaucrat in learning …”, “Confucian gentleman”, and “Sun Tzu‐like strategist”. The Chinese negotiating strategy is essentially a combination of …

Persistent link: https://www.econbiz.de/10014842799

Differences in cross‐cultural negotiation behavior between industrial product and consumer product firms

Gulbro, Robert; Herbig, Paul - In: Journal of Business & Industrial Marketing 10 (1995) 3, pp. 18-28

In this age of the global economy, cross‐cultural negotiation is becoming an increasingly important part of the management and marketing process for nearly every firm. Compares the cross‐cultural negotiations behavior and differences in the perceived processes between industrial product...

Persistent link: https://www.econbiz.de/10014843269

Moral decision making in international sales negotiations

Zarkada‐Fraser, Anna; Fraser, Campbell - In: Journal of Business & Industrial Marketing 16 (2001) 4, pp. 274-293

International sales negotiations are fast becoming a major part of the marketeer’s mandate in an increasingly globalised economy. To be successful in that role, managers need to be aware of the limits of acceptability of their behaviours, able to anticipate their counterparts’ actions and...

Persistent link: https://www.econbiz.de/10014843497

Mapping relationships in China: guanxi dynamic approach

Wong, Y.H.; Tam, Jackie L.M. - In: Journal of Business & Industrial Marketing 15 (2000) 1, pp. 57-70

One of the major hot research topics is relationship marketing. However, limited research has been carried out on the complex notion of guanxi (literally, relationship) in Chinese society. Misunderstandings and misconceptions concerning this significant topic persist. Aims to explore the mapping...

Persistent link: https://www.econbiz.de/10014842606

Activity‐based costing: a powerful tool for pricing

Lere, John C. - In: Journal of Business & Industrial Marketing 15 (2000) 1, pp. 23-33

Explains the differences between traditional cost behavior, which divides costs into variable and fixed categories, and activity‐based costing (ABC), which divides these same costs into those that vary with unit‐level activities, batch‐level activities, and product‐level activities and...

Persistent link: https://www.econbiz.de/10014842604

Individual differences in intrinsic motivation and the use of cooperative negotiation tactics

Bolman Pullins, Ellen; Haugtvedt, Curtis P.; Dickson, … - In: Journal of Business & Industrial Marketing 15 (2000) 7, pp. 466-478

Considers cooperative negotiation tactic use in early stages of business‐to‐business buyer‐seller relationships. Specifically, it addresses a serious gap in the study of individual difference effects on cooperative negotiation, an area that has received little academic attention. In doing...

Persistent link: https://www.econbiz.de/10014842627

Trust and negotiation tactics: perceptions about business‐to‐business negotiations in Mexico

Elahee, Mohammad; Brooks, Charles M. - In: Journal of Business & Industrial Marketing 19 (2004) 6, pp. 397-404

Trust plays a significant role in business peoples’ choices of negotiating tactics. This study compares the use of … generally accepted negotiating tactics with dubious ones. Findings from a sample of Mexican business people indicate that the …

Persistent link: https://www.econbiz.de/10014842747

Business‐to‐business negotiating in China: the role of morality

Al‐Khatib, Jamal A.; Vollmers, Stacy M.; Liu, Yusin - In: Journal of Business & Industrial Marketing 22 (2007) 2, pp. 84-96

Purpose – The purpose of this study is to examine the effects of Chinese executives' preferred ethical ideologies and Machiavellianism on their perceived appropriateness of negotiation tactics as they operate in a nation transitioning from a planned economy to a market economy....

Persistent link: https://www.econbiz.de/10014842842

We Can Do A Better Job of Selecting International Distributors

Fram, Eugene H. - In: Journal of Business & Industrial Marketing 7 (1992) 2, pp. 61-70

Highlights the importance of selecting the correct international distributors if a firm wishes to trade effectively in the wider market. Describes a study commissioned exploring the steps required to minimize the risk when selecting a distributor, e.g. use of end‐user references and...

Persistent link: https://www.econbiz.de/10014843204

The Role of Buyer Sophistication in Competitive Bidding

Green, Ronald F.; Zimmerer, Thomas W.; Steadman, Mark E. - In: Journal of Business & Industrial Marketing 9 (1994) 1, pp. 51-59

The competitive bidding process is the method by which firms efficiently and effectively make purchases for necessary goods and services at a desired level of quality. Those firms with managers who understand the competitive bid process and are sufficiently sophisticated with regard to its...

Persistent link: https://www.econbiz.de/10014843240