Former socialist economies, as they are trying to engage in a process of transition from state socialism towards forms of a market economy, and as they are trying to open themselves up to international trade, find that extreme social tensions accompany this process which go right to the heart of...

Suggests that traditional approaches to the segmentation of international markets cluster countries according to discrete environmental macro factors. Instead, international markets need to be viewed on a continuum rather than as being entirely similar or dissimilar. Posits that the level of...

Former socialist economies, as they are trying to engage in a process of transition from state socialism towards forms of a market economy, and as they are trying to open themselves up to international trade, find that extreme social tensions accompany this process which go right to the heart of...

When negotiation parties belong to different cultures, training can either increase or decrease negotiation differences in order to decrease or increase, respectively, the likelihood of achieving successful sales encounters and long‐term relationships. This study analyses sales training...

While demand for many products has become more homogeneous across countries, cultural factors have strongly inhibited this change as well. In a multicultural world, cultural heterogeneity will continue to remain the most significant barrier to one global market. Cultures are resilient and...

Deals with the relationship between cultural closeness and cultural affinity. The basis of the research is that a correlation exists between the level of affinity (or “liking”) executives feel for a foreign culture, and the extent to which they feel psychologically close to that culture....

In this age of the global economy, negotiating across cultures is an inevitable part of doing business for firms desiring to compete internationally. What problems could cultural differences cause? Can firms from some countries or cultures do better than firms from other countries? What problems...

Provides insights into the nature of relationships between UK hotel franchisees and their international franchisors, and shows how operating systems and service provision are adapted to take into account local management views. Identifies a process between the principals, termed...