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| Author: | Mintu-Wimsatt, A. Gassenheimer, J. B. |
| Title: | Negotiation differences between two diverse cultures: An industrial seller's perspective |
| Journal: | European Journal of Marketing
1996 : VOL. 30:4, p. 20-39 |
| Index terms: | CO-OPERATION NEGOTIATION PHILIPPINES SELLING USA INDUSTRIAL SELLING |
| Language: | eng |
| Abstract: | This paper focuses on the antecedents to co-operative sales encounters from the seller's perspective by exploring the relationship between organizational, individual, and demographic variables with co-operative behavior. There also is an attempt to examine whether these relationships are culturally-rooted. It was found that differences exist in the negotiating patterns of sellers from two distinct cultures. A combination of organizational, individual and demographic variables predominantly affected American sellers' co-operative behaviors, and Philippine sellers were generally affected by knowledge of organizational expectations. |
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