Purpose ? The objective of this paper is to compare the management style of marketing managers in Australia with the counterparts in the People's Republic of China (PRC). Design/methodology/approach ? Based on the differences in cultural dimensions and context, five hypotheses related to...

Purpose – The paper aims to study the impact of cultural differences on the ownership structure of international joint ventures in China. It is reasoned that foreign investors, when faced with larger culture-related investment uncertainties, may have the incentive to acquire more control...

Purpose – The paper aims to study the impact of cultural differences on the ownership structure of international joint ventures in China. It is reasoned that foreign investors, when faced with larger culture‐related investment uncertainties, may have the incentive to acquire more control...

Purpose – This paper aims to illustrate the concept of “consumer nationalism” and its implications for corporate reputation management in China. Design/methodology/approach – The paper discusses three incidents involving companies from different countries of origin as cases in point to...

Purpose – To examine the nature of Chinese business negotiating style in Sino‐Western business negotiations in business‐to‐business markets involving large industrial projects from a social cultural point of view. Design/methodology/approach – A conceptual approach developed from...

Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990‐2000) have attracted...

The paper assesses the impact of social capital on the dynamics of Sino‐northern European business negotiations. It is argued that, while conflicting negotiation styles create interactional difficulties between the Chinese and the northern Europeans, the impact of the interactional...

Purpose – The ultimate purpose of this paper it to encourage international business scholars and managers to pay more attention to global social time when performing research and developing business strategy. Design/methodology/approach – Strategic reference point (SRP) theory is used as a...

Purpose – The purpose of this paper is to explain the culture‐driven role and effects of social capital in Japanese‐Western alliances. The authors move beyond narrow conceptualizations of relationship bonding (i.e. positive socio‐psychological aspects such as trust and commitment) to...