Nigerian Business Negotiators: Cultural Characteristics

Abstract

This exploratory study examines cultural characteristics of Nigerian negotiators. There is abundant research evidence that culture affects negotiating styles. As Nigeria constitutes a major market in Africa, knowledge of what behavior to expect from Nigerian negotiators can facilitate the negotiation process.

A questionnaire was administered to 200 Nigerian business men and women of the formal private sector of the economy, who were asked to rate themselves along ten dimensions of factors affected by culture. Responses were analyzed according to gender, age group, occupation and regional group. Statistical tests of significance were carried out.

Results reveal that Nigerians involved in negotiation on behalf of their organizations are likely to be relationship oriented and adopt a win-win approach, although the Yoruba may be less so than other ethnic groups. Nigerians will seek a specific form of agreement and avoid wasting time. They are likely to be moderate in formality and display of emotions. Women are much less likely than men to take high risks. An informal style will be more frequent among negotiators with an engineering background. Most Nigerians below the age of 40 who form part of a negotiating team will expect their leader to make decisions based on team consensus.

People from other countries wanting to do business with Nigerians should familiarize themselves with the way culture is likely to influence the 10 negotiation factors. They will then be better prepared to interpret and understand their counterparts' behavior at the negotiation table, and to communicate effectively.     

刍议移动互联网传统零售企业营销能力的提升

面对运用现代信息技术而形成的新型商业模式的竞争,传统零售业在经营观念、人才储备、基础设施、创新精神上,都处于不利的位置。传统零售企业可以借助无线互联网技术,借鉴电子商务企业的成功经验,开展营销业务与手段的创新;开展基于LBS服务创新;通过APP占领消费者手机桌面;利用顾客碎片化时间;开设智能商店;提供移动在线客服;加大客户数据挖掘,使无线营销活动更具有针对性。     

Business Buyer Relationship Management Through Seamless Internet Integration

Abstract

There is a growing need to look specifically at Internet integration into business relationship management tactics, beyond sustaining current customers. The Internet enables active implementation of a business buyer relationship management (BBRM) orientation through the facilitation of information sharing and buyer connectivity across various buying conditions. Using Internet tools, the goal of merely sustaining present buyers now appears insufficient. BBRM takes into account that these tools must be effectively utilized across a variety of buying situations including how sellers and buyers come together, stay together and inevitably remake their business relationships endure. BBRM makes effective use of Internet technologies despite various buying situations to enable seller-buyer relationship formation, maintenance and long-term continuation.     

物联网与跨文化商务沟通的关系窥探

物联网技术的发展实现了计算机技术与社会各个领域的无缝融合与链接,将原始的"人-机"交互逐步向"人-物"、"物-物"交互方向转变。运用文献资料、对比分析等研究方法,以物联网对跨文化商务沟通领域产生的影响作为研究切入点,试图窥视和挖掘二者之间的相互关系,从而为技术革新引领的新型跨文化商务沟通研究格局提供一定的理论参考。     

Aligning Private Business Development and Economic Growth in Nigeria

Abstract

This paper examines the different factors that have influenced the development of new types of entrepreneurship in Nigeria since 1986. It analyzes the problems Nigerians confront in trying to run small businesses as a result of the structural adjustment policy that was proposed by the World Bank and International Monetary Fund, and adopted by the military government in 1986. The major questions addressed in this study are: what are the economic and political situations in Nigeria between 1980-1997 and how have these situations forced the people of the nation to be entrepreneurs? What obstacles do entrepreneurs face in starting small businesses in Nigeria? What are the different types of entrepreneurship that have resulted in Nigeria due to the structural adjustment policies of this period?

The paper demonstrates that economic difficulties were the major reasons for those who started their business between 1986 and 1995 in Nigeria. This supports the notion that entrepreneurship should not be viewed as a function of opportunity but rather as a function of cultural perception of opportunity and the need to maintain continuous family income. Policy implication and topics for future research are discussed.     

Child Labor and Multinational Conduct: A Comparison of International Business andStakeholder Codes

Increasing attention to the issue of child labor has been reflected in codes of conduct that emerged in the past decade in particular. This paper examines the way in which multinationals, business associations, governmental and non-governmental organizations deal with child labor in their codes. With a standardized framework, it analyzes 55 codes drawn up by these different actors to influence firms external, societal behavior. The exploratory study helps to identify the main issues related to child labor and the use of voluntary instruments such as codes of conduct. Apart from a specific indication of the topics covered by the code, especially minimum-age requirements, this also includes monitoring systems and monitoring parties. Most important to company codes are the sanctions imposed on business partners in case of non-compliance. Severe measures may be counterproductive as they do not change the underlying causes of child labor and can worsen the situation of the child workers by driving them to more hazardous work in the informal sector. This underlines the importance of a broad rather than a restrictive approach to child labor in codes of conduct. The paper discusses the implications of this study, offering suggestions for future research.     

基于移动互联网的跨境电子商务商业模式研究

基于移动互联网的跨境电子商务是移动互联网与国际贸易的全新组合,是突破当前国际贸易形势低迷现状的新途径。基于移动互联网的跨境电子商务的商业模式,将现有的商业模式归纳为跨境大额B2B、跨境垂直B2C以及跨境C2C等3种模式,比较分析了不同模式的运行机制,发现物流仓储与质量控制是制约移动跨境电商发展的主要因素。由于跨境大额B2B和跨境垂直B2C有较为完善的物流和售后解决方案,因此二者将成为未来移动跨境电商发展的主要模式,而跨境C2C将通过提供差异化商品与服务以填补二者之间存在的商业空隙。移动跨境电商既是传统国际贸易在互联网时代的变革,又是电子商务进一步发展的必然趋势。     

试析网络保险的可行性

互联网的发展使得网络保险成为可能 ,中国加入WTO使得网络保险变得必要。基于网络保险的特点 ,首先提出了几点技术实现的建议 ,然后分析了其经济可行性 ,最后提出网络保险是中国保险业发展的捷径。     

关于我国非营利部门若干问题的思考

非营利部门是随着政治、经济体制改革的深入进行而逐步兴起的 ,它作为社会第三部门 ,有效地利用了我国丰富的人力资源、物力资源和自然资源 ,解决了许多政府和市场不能、不愿或不便解决的许多社会问题 ,成为我国社会主义现代化建设的一支重要力量。但由于其出现时期很短 ,发展和研究不足 ,由此带来的实践问题不少 ,其应有的作用远未发挥出来。因此 ,进一步加强对非营利部门的研究 ,尽快完善有中国特色的非营利部门管理就成为当前管理层和理论分析人士的当务之急。     

Contents of Codes of Ethics of Professional Business Organizations in the United States

This paper reports an analysis of the content of the codes of ethics of 15 professional business organizations in the United States, representing the broad range of disciplines found in business. The analysis was conducted to identify common ethical issues faced by business professionals. It was also structured to highlight ethical issues that are either unique to or of particular importance for business professionals. No attempt is made to make value judgments about either the codes of ethics studied or of their content. General ethical values identified include honesty and integrity, general legal compliance, discreditable or harmful acts, and obligations related to social values. More business-specific issues include confidentiality, responsibilities to employers/clients, obligations to the profession, independence and objectivity, and business-specific legal and technical compliance issues.     

Experiential Learning in International Business via the World Wide Web

Abstract

The article describes the implementation of Internet-based experiential projects within an international-business classroom setting and summarizes students' perceptions and attitudes towards the assignments. While the projects were shown to increase students' international business skills and abilities, students reported that the assignments were difficult and only mildly enjoyable. The paper discusses trends in business education and relates them to specific assignments designed to enhance learning outcomes.     

Developing an International and Technology-Driven Business School Program

Abstract

Academics and practitioners alike have voiced their concerns about how to continuously improve the quality of education in the business school. Two central issues that have received recent attention are (1) how to address a rapidly changing and increasingly global economy, and (2) how to infuse technology into the business school curriculum. Both of these issues are changing at break-neck speed, whereas the academic environment, by its very nature and structure, is struggling to meet these demands ata much slower pace. We attempt to offer solutions to these major issues by developing an action plan for international business and technology. One key factor in developing global and technological programs in business schools is the input of its stakeholders-the international and technological business community. In this study, we report the results of an investigation of the international business and technological community's perceptions of the skills they require of recent business school graduates. A total of 126 business organizations provide insights for business schools to develop action plans to address international and technological needs. A discussion and implications of our findings provides an initial avenue for schools to follow in their strategic planning for the future.     

Teaching Business Strategy for an Emerging Economy

Abstract

An Internet-based simulation about a business in an emerging economy is presented and described as a crucial ingredient for a business strategy course dealing with emerging economies. The development of the course took place in three separate classes where experiments were conducted regarding the key ingredients necessary for a course designed to teach Business Strategies for an Emerging Economy. The simulation, when coupled with today's dominant strategy paradigm, the Resource Based View, appears to yield a course design that attracts students while emphasizing the actual substance which is crucial in such a course.     

People-Oriented Marketing Managers in Service Organizations

Abstract

This paper explores the role of people-oriented marketing managers in service organizations. In particular, the interaction variables between organizational behavior of managers and organizational design issues are analyzed. Variables addressed include the following: centralization, decentralization, bureaucracy, matrix management, open environment, individuality, people as resource, unification of people, handling people problems, democratic methods, development of people, and importance of people.     

网络经济下竞争性垄断市场问题研究

在传统经济时代,推崇竞争反对垄断,而网络经济的出现则对传统经济理论提出很大挑战。在网络经济中,信息产品的特征与高度的技术竞争强化了经济中的竞争性垄断。在网络经济条件下,竞争性垄断结构更有利于技术创新,更能促进竞争,提高资源配置效率。当前,我国产业组织正常的重点应该是促进集中,而不是反对垄断。我国应注重产业组织结构调整,对于技术性的垄断应给予保护;制定和实施符合网络经济发展要求的人才培养方案,培养和造就一大批高素质的网络经济发展人才;研制、开发适应我国网络经济发展要求的技术保障系统,确保网络经济安全;加快制定和实施有利于网络经济发展的政策和法规,为我国网络经济发展提供宽松的政策环境和法律保障。     

Individual and Organizational Antecedents of Misconduct in Organizations

A heterogeneous survey sample of for-profit, non-profit and government employees revealed that organizational factors but not personal characteristics were significant antecedents of misconduct and job satisfaction. Formal organizational compliance practices and ethical climate were independent predictors of misconduct, and compliance practices also moderated the relationship between ethical climate and misconduct, as well as between pressure to compromise ethical standards and misconduct. Misconduct was not predicted by level of moral reasoning, age, sex, ethnicity, job status, or size and type of organization. Demographic variables predicted job satisfaction and organizational variables added significant incremental variance. Results suggest the importance of promoting a moral organization through the words and actions of senior managers and supervisors, independent of formal mechanisms such as codes of conduct.

Quality-adjusted price comparison of non-homogeneous products across Internet retailers

This study compares prices offered by multiple Internet retailers. This task is challenging because e-tailers cannot present their entire assortments to each consumer. Therefore, the quality of the product assortments presented by different e-tailers to each consumer is not directly comparable on an item-by-item basis, resulting in non-homogeneous offerings across retailers. We further consider the interaction between retailers (product information presentation format) and consumers (product information search strategies), which makes price comparisons among the retailers even more non-homogeneous. To grapple with this quality-adjusted price comparison problem for non-homogeneous products, we use a stochastic-frontier hedonic-price regression model to find the “lowest” theoretical price for a product given its characteristics. We then assess the price efficiency of the product as the ratio between this lowest price and the offered market price. This framework allows for the comparison of retailers in their ability to offer the “best deals” even when their actual assortments are not directly comparable in quality. Moreover, this framework provides Internet retailers with a relative measure of price efficiency. This helps them understand when and where they offer competitive prices to consumers. We illustrate our approach empirically in a comparison of price efficiency among three major Internet travel agents on a sample of posted itineraries and airfares. Furthermore, we demonstrate that the price efficiency of an Internet travel agent depends on the format of its website and on consumers' search strategies.     

基于农民异质性的土地流转、专业合作社与农业技术推广研究——以江苏泗阳县X镇为例

土地规模经营与农业先进技术的应用是推动我国农业可持续增长的重要因素。基于农民在经济和社会方面的异质性特点,通过分析江苏泗阳县X镇的案例,研究发现:将土地流转与农民专业合作社结合的模式,不仅可以缓解土地分散经营对农业规模效益的不利影响,而且可以使农民在互相信任的环境中通过"干中学"、接受集中培训等方式推广农业生产技术。因此,政府应推动土地流转并引导农民建立合作组织。     

Can Business Ethics be Trained? A Study of the Ethical Decision-making Process in Business Students

The purpose of this paper is to examine the various guidelines presented in the literature for instituting an ethics curriculum and to empirically study their effectiveness. Three questions are addressed concerning the trainability of ethics material and the proper integration and implementation of an ethics curriculum. An empirical study then tested the effect of ethics training on moral awareness and reasoning. The sample consisted of two business classes, one exposed to additional ethics curriculum (experimental), and one not exposed (control). For the experimental group, ethics exercises and discussion relevant to each topic were completed. Findings suggested gender differences such that, relative to other groups, women in the experimental group showed significantly improved moral awareness and decision-making processes. An explanation of the underlying cognitive processes is presented to explain the gender effect.