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Cross-cultural marketing negotiation: the effects of friendship and job status.

by Chi-fai Chan. / Thesis (Ph.D.)--Chinese University of Hong Kong, 1992. / Includes bibliographical references (leaves 279-302). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.iii / LIST OF FIGURES --- p.vii / LIST OF TABLES --- p.viii / ACKNOWLEDGEMENTS --- p.x / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / MNC and China Business Negotiation --- p.1 / Global Business --- p.1 / The China Market --- p.3 / MNC and China Business --- p.7 / Cross-Cultural Marketing Negotiation --- p.14 / Negotiators in China Business Deals --- p.15 / Business Negotiation --- p.23 / Definition of Negotiation --- p.23 / Negotiation in the Business Context --- p.25 / International Marketing Negotiation --- p.33 / Cultural Differences --- p.41 / Managerial Concerns --- p.41 / Social Psychological Perspective --- p.49 / The Chinese Context --- p.65 / Chapter II. --- REVIEW OF LITERATURE --- p.74 / China Business Deals and Negotiation --- p.74 / China Business Deals Studies --- p.74 / China Business Negotiation --- p.83 / Descriptive Studies --- p.84 / Case Studies --- p.105 / Survey Findings --- p.112 / Boundary Position --- p.122 / Inter-group Relationship --- p.129 / Intra-group Relationship --- p.138 / Boundary Role Interaction --- p.147 / Power Distance and Collectivism . --- p.151 / Hofstede's Chinese Work Values --- p.153 / Cross-Cultural Management --- p.161 / Behavioral Evidences --- p.166 / Managerial Issues --- p.171 / Impacts on Chinese Business Negotiation --- p.179 / Independent and Dependent Variables --- p.183 / Independent Variables --- p.183 / Dependent Variables --- p.186 / Management Styles --- p.186 / Business Performance --- p.188 / Research Hypotheses . --- p.192 / Chapter III. --- METHODS . --- p.205 / Pretests --- p.205 / Subjects . --- p.206 / Experimental Design --- p.208 / Procedure . --- p.213 / Manipulations . --- p.214 / Friendship --- p.214 / Job Status --- p.215 / Nationality --- p.215 / Operationalization of Dependent Variables --- p.217 / Analysis . --- p.221 / Scale Development and Pretests --- p.221 / Difference of Sub-Samples and Experimental Groups --- p.221 / Dimensionality and Discrimination --- p.223 / Multiple Group Analysis --- p.223 / Analysis of Variance Test --- p.225 / Chapter IV. --- RESULTS --- p.227 / Difference of Sub-samples and Experimental Groups --- p.227 / Manipulation Checks --- p.230 / Dimensionality and Discrimination --- p.232 / Results of Experimentation --- p.241 / Friendship --- p.241 / Job Status --- p.243 / Nationality --- p.243 / Nationality-Friendship Interaction --- p.244 / Nationality-Job Status Interaction --- p.246 / Chapter V. --- CONCLUSION --- p.248 / Evidence for the Hypotheses --- p.248 / Discussion of Findings --- p.253 / Implications --- p.259 / Cultural Differences --- p.259 / Unique Chinese Cultural Values --- p.260 / Implications to MNCs --- p.264 / Value of the Study --- p.272 / Limitations and Future Research --- p.276 / BIBLIOGRAPHY --- p.279 / APPENDICES --- p.303 / Chapter Appendix I. --- Description of Cases --- p.303 / Chapter Appendix II. --- Questionnaire --- p.320 / Chapter Appendix III. --- Comparison of U.S. and British Subjects --- p.331 / Chapter Appendix IV. --- ANOVA Tables --- p.333 / Chapter Exhibit 1 --- "Means, (Standard Deviations), and Analysis of Win-Win Attitude" --- p.334 / Chapter Exhibit 2 --- Marginal Means for the Interaction of Nationality and Friendship on Win-Win Attitude --- p.335 / Chapter Exhibit 3 --- "Means, (Standard Deviations), and Analysis of Positive Attitude" --- p.336 / Chapter Exhibit 4 --- "Means, (Standard Deviations), and Analysis of Perceived Efficiency" --- p.337 / Chapter Exhibit 5 --- "Means, (Standard Deviations), and Analysis of Perceived Satisfaction" --- p.338 / Chapter Exhibit 6 --- "Means, (Standard Deviations), and Analysis of Conformity" --- p.339 / Chapter Exhibit 7 --- Marginal Means for the Interaction of Nationality and Friendship on Conformity --- p.340 / Chapter Exhibit 8 --- Mean Conformity: Nationality by Friendship Condition --- p.341

Identiferoai:union.ndltd.org:cuhk.edu.hk/oai:cuhk-dr:cuhk_319101
Date January 1992
ContributorsChen, Zhihui , 1953-, Chinese University of Hong Kong Graduate School. Division of Marketing and International Business.
PublisherChinese University of Hong Kong
Source SetsThe Chinese University of Hong Kong
LanguageEnglish
Detected LanguageEnglish
TypeText, bibliography
Formatprint, x, 352 leaves ; 30 cm.
CoverageChina, China
RightsUse 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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