Suggests that, in this age of the global economy, cross‐cultural negotiations are becoming increasingly important in the management and marketing process of many companies. Compares the cross‐cultural negotiation behaviour and differences in the perceived processes between product‐oriented...

The characteristics of cross‐cultural negotiation in the Asian context are reviewed. Findings are presented concerning an exercise in egotiation in an executive development programme in which participants were to develop a strategy of marketing a computer system to a bank. The two basic...

Academic research concerning the implications of international business protocols is practically nonexistent. Most information is in the practitioner literature, is scattered and tends to focus on do’s and don’ts of etiquette rather than protocol. The results of this research shows that...

In today’s global economy, increasing numbers of companies are entering the international marketplace. The quality of managerial actions in salesforce hiring and training greatly influences the overall success of the firm. Although most companies attempt to select and train the most...

Examines the relationship and importance of cross‐cultural egotiations to successful international marketing activities. Provides examples of differing cross‐cultural behaviour, and its potential impact on multinational (multi‐cultural) negotiations and hence on international marketing...

The adoption process for new products varies from one individual to another according to socio‐economic and demographic characteristics. This article focuses on cultural values because an individual’s inclination to adopt a new product is also influenced by his system of values. The...

The world economy is becoming increasingly cross‐cultural. During the next decades, as marketers enter new international markets, an understanding of how culture influences consumer behavior will be crucial for both managers and consumer researchers. This article presents a framework that...

Although services, in general, have increased in significance worldwide, financial services face a less encouraging future. Market saturation has led to a search for growth opportunities. One approach has been to utilize traditional marketing techniques such as advertising. Another approach has...