Marketing Negotiations in France, Germany, the United Kingdom, and the United States

Marketing Negotiations in France, Germany, the United Kingdom, and the United States

The determinants of marketing negotiations in four cultures are investigated in a laboratory simulation. One hundred thirty-eight businesspeople from the United States, 48 from France, 44 from West Germany, and 44 from the United Kingdom participated in two-person, buyer-seller negotiation simulatio...

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Veröffentlicht in:Journal of marketing 1988-04, Vol.52 (2), p.49-62
Hauptverfasser: Nigel C. G. Campbell, Graham, John L., Jolibert, Alain, Meissner, Hans Gunther
Format: Artikel
Sprache:eng
Schlagworte:
Bargaining
Business
Businesspeople
Dyadic relations
International agreements
Marketing
Questionnaires
Social psychology
Statistical significance
Strategic bargaining
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Zusammenfassung:The determinants of marketing negotiations in four cultures are investigated in a laboratory simulation. One hundred thirty-eight businesspeople from the United States, 48 from France, 44 from West Germany, and 44 from the United Kingdom participated in two-person, buyer-seller negotiation simulations. The American process of negotiation is found to be different from that of the Europeans in several respects.
ISSN:0022-2429
1547-7185
DOI:10.1177/002224298805200204