by Mak Yuen-Kwan. / Thesis (M.Phil.)--Chinese University of Hong Kong, 1996. / Includes bibliographical references (leaves 161-189). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.iv / LIST OF TABLES --- p.viii / ACKNOWLEDGMENTS --- p.x / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / Background --- p.1 / Impact of Cultural Values on Buying- Selling Process --- p.3 / Chinese Bargaining Behavior --- p.8 / Chapter II. --- REVIEW OF LITERATURE --- p.18 / Definitions of Bargaining --- p.18 / Buyer-Seller-Situation Dyadic Interaction Process --- p.31 / Consumption Buying Vs Organizational Buying --- p.36 / The Chinese Cultural Values --- p.40 / Yang's Chinese Social Orientation Concept --- p.45 / Refined Labor-intensive Farming --- p.49 / Commonly Owned Family Property --- p.50 / Patrilineal Descent with the Father- Son Chain --- p.51 / Rigid Hierarchical Social Structures --- p.52 / Familistic Orientation --- p.52 / Relationship Orientation --- p.55 / Authoritarian Orientation --- p.72 / Other Orientation --- p.73 / Independent and Dependent Variables --- p.76 / Independent Variables --- p.76 / Friendship --- p.76 / Seller Job Status --- p.77 / Buying Situation --- p.78 / Dependent Variables --- p.79 / Seller Credibility --- p.79 / Bargaining Style --- p.80 / Outcomes of Bargaining --- p.82 / Research Hypotheses --- p.84 / Chapter III. --- METHODS --- p.89 / Experimental Design --- p.89 / Development of the Research Design --- p.95 / Pretests --- p.96 / Experiment --- p.99 / Subjects --- p.99 / Procedure --- p.101 / Manipulations of Independent Variables --- p.103 / Buying Situation --- p.103 / Friendship --- p.103 / Seller Job Status --- p.104 / Measures of Dependent Variables --- p.107 / Seller Credibility --- p.109 / Bargaining Style --- p.109 / Integrative Bargaining Style --- p.109 / Positive Attitude --- p.110 / Outcomes of Bargaining --- p.110 / Perceived Efficiency --- p.110 / Perceived Satisfaction --- p.110 / Demographic Information --- p.111 / Analysis --- p.112 / Analysis of Interdependence --- p.113 / Analysis of Variance Test --- p.114 / Chapter IV. --- RESULTS --- p.117 / Differences of Experimental Groups --- p.118 / Manipulation Checks --- p.119 / Factor Analysis --- p.122 / Results of Experimentation --- p.127 / Findings --- p.129 / Friendship --- p.129 / Seller Job Status --- p.130 / Buying Situation --- p.130 / Buying Situation - Friendship Interaction --- p.131 / Buying Situation - Seller Job Status Interaction --- p.132 / Seller Job Status - Friendship Interaction --- p.132 / Chapter V. --- SUMMARY AND CONCLUSION --- p.134 / Summary of Hypotheses Testing --- p.136 / Discussion --- p.141 / Seller Credibility --- p.141 / Bargaining Style --- p.142 / Integrative Bargaining Style --- p.142 / Positive Attitude --- p.144 / Outcomes of Bargaining --- p.146 / Perceived Efficiency --- p.146 / Perceived Satisfaction --- p.147 / Significance of the Study for Theory and Practice --- p.148 / Theory --- p.148 / Practice --- p.151 / Limitations --- p.156 / Experimental Design --- p.156 / Hong Kong Chinese Sample --- p.156 / Suggestions for Future Research --- p.158 / Experimental Design --- p.158 / Hong Kong Chinese Sample --- p.158 / Unexpected Findings --- p.159 / Conclusion --- p.160 / BIBLIOGRAPHY --- p.161 / APPENDICES --- p.190 / APPENDIX I. Questionnaire --- p.190 / APPENDIX II. One Way ANOVA and Chi-Square Tables --- p.206 / Exhibit 1 Sex --- p.207 / Exhibit 2 Education Level --- p.208 / Exhibit 3 Age --- p.209 / Exhibit 4 Number of Years of Working Experience --- p.210 / Exhibit 5 Ranking in the Company --- p.211 / Exhibit 6 Number of Years of Residence in Hong Kong --- p.212 / Exhibit 7 Level of Expertise on Computer --- p.213 / Exhibit 8 Amount of Time Involved in Business Bargaining --- p.214 / APPENDIX III. ANOVA Tables --- p.215 / Exhibit 1 Cell Means and Analysis of Variance of Seller Credibility --- p.216 / Exhibit 2 Cell Means and Analysis of Variance of Integrative Bargaining Style --- p.217 / Exhibit 3 Cell Means and Analysis of Variance of Positive Attitude --- p.218 / Exhibit 4 Cell Means and Analysis of Variance of Perceived Efficiency --- p.219 / Exhibit 5 Cell Means and Analysis of Variance of Perceived Satisfaction --- p.220 / Exhibit 6 Marginal Means for the Interaction of Buying Situation and Friendship on Seller Credibility --- p.221 / Exhibit 7 Mean Seller Credibility: Buying Situation by Friendship --- p.222 / Exhibit 8 Mean Seller Credibility: Friendship by Buying Situation --- p.223 / Exhibit 9 Analysis of Variance of Seller Credibility --- p.224 / Exhibit 10 Marginal Means for the Interaction of Job Status and Friendship on Integrative Bargaining Style --- p.225 / Exhibit 11 Mean Integrative Bargaining Style: Job Status by Friendship --- p.226 / Exhibit 12 Mean Integrative Bargaining Style: Friendship by Job Status --- p.227 / Exhibit 13 Analysis of Integrative Bargaining Style --- p.228
| Identifer | oai:union.ndltd.org:cuhk.edu.hk/oai:cuhk-dr:cuhk_321617 |
| Date | January 1996 |
| Contributors | Mak, Yuen-Kwan., Chinese University of Hong Kong Graduate School. Division of Business Administration. |
| Publisher | Chinese University of Hong Kong |
| Source Sets | The Chinese University of Hong Kong |
| Language | English |
| Detected Language | English |
| Type | Text, bibliography |
| Format | print, xi, 228 leaves : ill. ; 30 cm. |
| Rights | Use of this resource is governed by the terms and conditions of the Creative Commons “Attribution-NonCommercial-NoDerivatives 4.0 International” License (http://creativecommons.org/licenses/by-nc-nd/4.0/) |
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