This paper investigates the influence of cultural characteristics of negotiator teams (Masculinity, High/low context) on the behavior and different success measures in intercultural business negotiations. Preliminary results show differences in negotiation success across cultural groups and in...

Deal-of-the-day (DoD) promotions are nowadays very popular. As a special form of a price promotion, they allow firms to offer products at substantial price discounts, usually at or above 50%, for a very limited period of time, usually between one and seven days. Conventional wisdom suggests that...

Many purchase decisions take place in social relationships; yet, there is little research looking at couples’ decision making for their household. We hypothesize that romantic partners shop more together than alone for joint consumption, and that this effect is particularly strong for vice...

Many modern business negotiations cross borders, and one plausible idea for successfully managing such negotiations is to equip negotiation teams with a “cultural moderator,” an individual who has the same cultural background as the business partner. This study investigates the effect of...

Purpose This study aims to investigate the use of deceptive negotiation tactics to explain why teams can attain higher negotiation profits than individual negotiators. The study distinguishes deception by commission (i.e. active misrepresentation of preferences) from deception by omission (i.e....