search query: @author Reynolds, N. / total: 6
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| Author: | Reynolds, N. Simintiras, A. |
| Title: | Toward an understanding of the role of cross-cultural equivalence in international personal selling |
| Journal: | Journal of Marketing Management
2000 : NOV, VOL. 16:8, p. 829-852 |
| Index terms: | CULTURE INTERNATIONAL SELLING |
| Language: | eng |
| Abstract: | In this paper the authors argue that the internationalisation of business requires, amongst other things, a sound knowledge of the impact of cross-cultural equivalence on international sales negotiations. A literature review provides evidence that there is little or scant attention paid on the nature, role and impact of equivalence on the cross-cultural negotiation process. By using the negotiation process as a coherent framework, the purpose of this paper is: to examine various types of cross-cultural equivalence that are related to the negotiation process. |
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