haku: @indexterm negotiation / yhteensä: 621
viite: 8 / 621
| Tekijä: | Al-Khatib, J. A. (et al.) |
| Otsikko: | The impact of deceitful tendencies, relativism and opportunism on negotiation tactics: a comparative study of US and Belgian managers |
| Lehti: | European Journal of Marketing
2011 : VOL 45:1/2, p. 133-152 |
| Asiasana: | managers negotiation ethics country comparisons USA Belgium |
| Kieli: | eng |
| Tiivistelmä: | The article seeks to compare manager opportunism, its antecedents and effects on negotiation tactics in United States and in Belgium. The authors conduct a cross-country analysis with multi-group structural equation modeling, and find that deceitful tendencies and relativism are the most significant antecedents of opportunist behavior. Opportunism in turn, induces receptiveness to unethical negotiation tactics. These constructs were found to be stronger among Belgian managers. This study reveals same structural relationships in two quite different countries. Furthermore, it contributes to the understanding of managerial behavior and enables better application of ethical negotiation tactics. |
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