The Effects of Personal Value Similarity on Business Negotiations
Tài liệu tham khảo
Wright, 1994, Trends in International Business Research, Journal of International Business Studies, 25, 687, 10.1057/palgrave.jibs.8490219
Hofstede, 1980
Markus, 1991, Culture and the Self, Psychological Review, 98, 224, 10.1037/0033-295X.98.2.224
Chang, 1995, The Influence of Culture on Industrial Buying Selection Criteria in Taiwan and Mainland China, Industrial Marketing Management, 24, 277, 10.1016/0019-8501(95)00001-Q
Leuthesser, 1995, Assessing Cross-National Business Relationships, Industrial Marketing Management, 24, 61, 10.1016/0019-8501(94)00032-R
Campbell, 1988, Marketing Negotiations in France, Germany, the United Kingdom, and the United States, Journal of Marketing, 52, 49, 10.2307/1251264
Graham, 1985, Cross-Cultural Marketing Negotiations, Marketing Science, 4, 130, 10.1287/mksc.4.2.130
Hall, 1987
Bonvillian, 1994, Cultural Awareness, Business Horizons, 37, 44, 10.1016/S0007-6813(05)80244-7
Tse, 1994, Cultural Differences in Conducting Intra- and Inter-Cultural Negotiations, Journal of International Business Studies, 25, 537, 10.1057/palgrave.jibs.8490211
Francis, 1991, When in Rome? The Effects of Cultural Adaptation on Intercultural Business Negotiations, Journal of International Business Studies, 22, 403, 10.1057/palgrave.jibs.8490308
Clark, 1990, International Marketing and National Character, Journal of Marketing, 54, 66, 10.2307/1251760
Ralston, 1993, Differences in Managerial Values, Journal of International Business Studies, 24, 249, 10.1057/palgrave.jibs.8490232
Tse, 1988, Does Culture Matter? A Cross-Cultural Study of Executives' Choice, Decisiveness, and Risk Adjustment in International Marketing, Journal of Marketing, 52, 81, 10.2307/1251635
Ellingsworth, 1983, Adaptive Intercultural Communication
Usunier, 1991, Business Time Perceptions and National Cultures, Management International Review, 31, 197
Howlett, 1991
Thomas, 1995, Subordinates' Responses to Cultural Adaptation by Japanese Expatriate Managers, Journal of Business Research, 32, 1, 10.1016/0148-2963(94)00003-W
Bluedorn, 1988, Time and Organizations, Journal of Management, 14, 299, 10.1177/014920638801400209
Hall, 1983
Bluedorn, 1992, How Many Things Do You Like To Do At Once? An Introduction to Monochronic and Polychronic Time, Academy of Management Executive, 6, 17, 10.5465/AME.1992.4274453
Geringer, 1991, Strategic Determinants of Partner Selection Criteria in International Joint Ventures, Journal of International Business Studies, 22, 41, 10.1057/palgrave.jibs.8490291
Hung, 1994, Business Mindsets and Styles of the Chinese in the People's Republic of China, Hong Kong, and Taiwan, The International Executive, 36, 203
Wongtada, 1993, Forces Controlling the Compliance of the Gentlemen's Agreement Among Overseas Chinese Businessmen, Journal of International Consumer Marketing, 5, 69, 10.1300/J046v05n02_06
Keegan, 1984
Kotler, 1999
Macaulay, 1963, Non-contractual Relations in Business, American Sociological Review, 28, 55, 10.2307/2090458
Williamson, 1975
Pye, Lucian W., The China Trade: Making the Deal. Harvard Business Review 46, 74, 76–80 (1986).