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
| Identifer | oai:union.ndltd.org:cuhk.edu.hk/oai:cuhk-dr:cuhk_319101 |
| Date | January 1992 |
| Contributors | Chen, Zhihui , 1953-, Chinese University of Hong Kong Graduate School. Division of Marketing and International Business. |
| Publisher | Chinese University of Hong Kong |
| Source Sets | The Chinese University of Hong Kong |
| Language | English |
| Detected Language | English |
| Type | Text, bibliography |
| Format | print, x, 352 leaves ; 30 cm. |
| Coverage | China, China |
| 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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