The effects of reciprocation wariness on negotiation behavior and outcomes

This study examined the influence of reciprocation wariness, a general fear of exploitation in interpersonal relationships, on negotiators’ motivational orientation, direct information sharing and negotiation outcomes. We predicted that low-wary negotiators are more likely to be prosocial and to engage in direct information sharing, and low-wary negotiators will perceive their opponents more positively after the negotiation. We asked 150 graduate students of business administration to formed 75 dyads to participate in a simulated business negotiation, each taking the role of a buyer or a seller. The results showed that reciprocation wariness had a significant effect on negotiators’ motivational orientation and the amount of information sharing. Negotiating dyads with low–low reciprocation wariness got higher joint gains than those with high–high reciprocation wariness, and information sharing fully mediated the relationship. After the negotiation, low-wary negotiators evaluated the other party more positively and were more willing to interact with their opponents in the future. Contributions and limitations are discussed.     

The impact of expectation of future negotiation interaction on bargaining processes and outcomes

This research conceptualizes and experimentally tests differences in pre-negotiation behavioral influences, negotiation processes, negotiation outcomes, and post-negotiation dispositions involving buyers and sellers negotiating under the expectation of future negotiation interaction (EFNI) versus no expectation of future interaction (Non-EFI). EFNI bargainers have lower aspiration levels, expect the negotiations will be friendlier, and predominantly use a problem-solving bargaining style compared to Non-EFI bargainers. Perforce, EFNI appears to have a strong moderating effect on satisfaction as Non-EFI bargainers' satisfaction is strongly predicated on their monetary outcomes (expectation-disconfirmation paradigm), while EFNI bargainers' satisfaction is not. Further, while EFNI negotiations take longer than Non-EFI negotiations, they also produce greater parity between buyers' and sellers' satisfaction, which leads to fewer bargainers being dissatisfied. Thus, compared to one-time negotiations, bargainers in EFNI contexts are more likely to be disposed to bargain again, to enter into negotiations with a harmonious disposition and seek solutions that benefit both parties.     

International sourcing of services: the “Homeshoring” alternative

The offshoring and outsourcing of service work from high-wage to low-wage countries has received considerable exposure in the popular press. Here, an alternative to offshoring is presented, called “Homeshoring.” In Homeshoring, a process is decoupled, just as it would be if it were offshored, but the work is sent to low-wage areas within a firm’s own country, rather than to another country. Homeshoring does not represent merely “domestic sourcing,” as it implies a new relationship and a working relationship with governmental economic development agencies. The benefits and disadvantages of this strategic choice are examined.     

International trade in services: A portrait of importers and exporters

We provide a novel set of stylized facts on firms engaging in international trade in services, using unique data on firm-level exports and imports from the world's second largest services exporter, the United Kingdom (UK). We show that only a fraction of UK firms engage in international trade in services, that trade participation varies widely across industries and that service traders are different from non-traders in terms of size, productivity and other firm characteristics. We also provide detailed evidence on the trading patterns of service exporters and importers, such as the number of markets served, the value of exports and imports per market and the share of individual markets in overall sales. We interpret these facts in the light of existing theories of international trade in services and goods. Our results demonstrate that firm-level heterogeneity is a key feature of services trade. Also, we find many similarities between services and goods trade at the firm level and conclude that existing heterogeneous firm models for goods trade will be a good starting point for explaining trade in services as well.     

International ethnic entrepreneurship: Antecedents, outcomes and environmental context

The paper presents an overview of articles on international ethnic entrepreneurship between 1936 and 2009 from 32 journals published in SSCI using content analysis. The insights gained from the studies are used to make recommendations for future studies on international ethnic entrepreneurship. The most important findings of this study are the crucial effects of transnationalism, mixed-embeddedness and the interaction among social, human and financial capital on ethnic entrepreneurship.     

The effect of communication medium on negotiation performance

Concepts of media efficiency and media richness are employed to describe the impact of communication media on two key aspects of negotiation behavior—reducing uncertainty about the task, and managing equivocality about negotiator's bargaining orientation. A controlled experiment was conducted to examine how the use of either audio or text forms of verbal communication, and the presence or absence of visual communication, impacts negotiation performance in a bilateral monopoly task. Each member of a pair of negotiators received private instructions either to maximize joint profit (a cooperative bargaining orientation) or to maximize individual profit (an individualistic bargaining orientation). Negotiation performance was measured via the total amount of relative cooperativeness of verbal communication and joint profit. In the audio mode as opposed to the text mode, the total amount of verbal communication and joint profit was increased. In the presence of visual communication the relative cooperativeness and joint profit of pairs of individualistic negotiators was less than that of cooperative negotiators. In the absence of visual communication the relative cooperativeness and joint profit of pairs of individualistic negotiators was no less than that of cooperative negotiators. In sum the findings suggest that uncertainty regarding the logical structure of the task was reduced primarily via verbal communciation, while equivocality regarding the bargaining orientation of the other negotiator was reduced primarily via visual communication. The implications for group decision and negotiation research and practice are explored.     

International involvement of established SMEs: A systematic review of antecedents,outcomes and moderators

This article seeks to review the present state of research on established SME's international involvement. Based on a literature review of 121 articles, we develop an integrative framework that examines the antecedents, outcomes and moderators of SME international involvement. We critically assess and examine how the literature has evolved over the last three decades. Particular attention is paid to discussing the main findings, theoretical and methodological inconsistencies, and to providing suggestions for future research. The review reveals that while international involvement research has made considerable progress over the last few years, its advances have been uneven and leave important areas of research unexplored.     

International evidence on the relative importance of the determinants of earnings forecast accuracy

We analyze earnings forecasting errors made by financial analysts for 18 developed countries over the 1990–2006 period. We use the Heston–Rouwenhorst approach to unravel country-, industry-, and firm-specific effects as a source of variation in financial analysts’ earnings forecast errors. We first estimate each effect with a dummy variable regression, and then decompose the variance of forecast errors into different effects. We provide evidence that the differences between countries, industrial sectors, and analyst-following offer a weak explanation for differences in forecast errors. Country effects however largely dominate industry and analyst-following effects. By contrast, the type of earnings (profits or losses)—and variations in earnings (increases or decreases) play a significant role in the forecast accuracy of financial analysts.     

UAA:汽车服务业的"携程"

如果你稍微留意一下路上的汽车，不难发现越来越多的汽车尾部贴上了一个黄黑色的圆形徽标“UAA”。在北京，就有超过六十万辆汽车成为了UAA（联合汽车俱乐部，United Automobile Association）的会员，并以此徽标作为身份识别，一路望过去真可谓“满城尽是UAA”。     

The determinants of cross-border equity flows

We explore a new panel data set on bilateral gross cross-border equity flows between 14 countries, 1989-1996. We show that a “gravity” model explains international transactions in financial assets at least as well as goods trade transactions. Gross transaction flows depend on market size in source and destination country as well as trading costs, in which both information and the transaction technology play a role. Distance proxies some information costs, and other variables explicitly represent information transmission, an information asymmetry between domestic and foreign investors, and the efficiency of transactions. The geography of information is the main determinant of the pattern of international transactions, while there is weak support in our data for the diversification motive, once we control for the informational friction. We broaden the scope of our results by presenting some evidence linking the results on equity transactions to equity holdings.     

The Congruence of Successful International Competitors:

This paper examines the marketing strategies and organization of a matched triad of American, British and Japanese companies competing in the UK market. The sample includes leading companies in industries identified as being under threat by the EC. The relative success of business was measured and strategies identified using multiple depth interviews with senior managers within the businesses. The strategies of successful companies were found to be similar and not dependent on their country of origin or industrial sector. The most successful companies had a balance of marketing, innovation, planning and entrepeneurial orientation. More of these successful firms were Japanese than American, and very few were British.     

Resource determinants of strategy and performance: The case of British exporters

This study adopts the RBV of the firm in order to identify critical advantage-generating resources and capabilities with strong positive export strategy and performance implications. The proposed export performance model is tested using a structural equation modelling approach on a sample of 356 British exporters. We examine the individual as well as the concurrent (simultaneous) direct and indirect effects of five resource bundles on export performance. We find that four resources/capabilities: managerial, knowledge, planning, and technology, have a significant positive direct effect on export performance, while relational and physical resources exhibited no unique positive effect. We also find that the firm's export strategy mediates the resource–performance nexus in the case of managerial and knowledge-based resources. The theoretical and methodological grounding of this study contributes to the advancement of export related research by providing better specification of the nature of the effects – direct or indirect – of particular resource factors on export performance.     

Perspectives on representation and analysis of negotiation: Towards cognitive support systems

The rapid expansion of Decision and Negotiation Support Systems has been built mainly on decision-theoretic approaches. This has resulted in the decision maker being viewed through the lens of the problem. In this article, the focus is on the decision maker's view of the problem. Three levels of problem articulation are described. Special emphasis is placed on the needs level and the implications it carries for the cognitive and instrumental levels. The three levels of articulation, the organizational model of making decision in social settings, and the three basic approaches to decision making form the basis for computer support focused on understanding and change rather than preferences and outcomes. We argue that in the dynamic, interactive context characteristic of negotiations, a cognitive support system based on restructurable modeling provides a richer basis for support.     

Consumer satisfaction with health-care services: The influence of involvement

The impact of involvement and ambiguity on satisfaction judgments for high-credence property services such as health care has not been studied. This study examines the level and process effects of involvement on satisfaction with two dimensions of a health-care service. We found that higher levels of customer involvement were associated with greater expectations and performance ratings for the ambiguous dimension of the service (physicians). Customer involvement had no influence on ratings for the nonambiguous aspects of the service (access mechanisms). Perceived performance was found to be the most influential predictor of satisfaction for low-involvement subjects. High-involvement subjects used disconfirmation and performance to evaluate physicians and only disconfirmation in forming satisfaction judgments for access mechanisms. © 1997 John Wiley & Sons, Inc.     

Labor market outcomes under digital platform business models in the sharing economy: the case of the taxi services industry

Business Economics - This research investigates the effects of ride-sharing online platforms on the taxi and limousine industry. It also compares and contrasts labor market outcomes between...     

The emergence of the global fintech market: economic and technological determinants

Small Business Economics - We investigate the economic and technological determinants inducing entrepreneurs to establish ventures with the purpose of reinventing financial technology (fintech). We...     

International business standards: The competitive imperative

The global marketplace is a reality, and standards for business behavior should be as well. Isolated laws and sanctions do not allow for a level playing field. We believe that adoption of international business standards would provide a better and truly competitive business environment. Unifying the efforts of multinational businesses would intensify the potential impact and hopefully reduce the need for government mandates. © 1999 John Wiley & Sons, Inc.     

The International Business Ethics Index: Japan

The Business Ethics Index (BEI) was expanded in Japan. The overall BEI for Japan stands at 99.1 – slightly on the negative side. The component BEI patterns were similar to those in the U.S. In an open-ended question about their ethical experiences as consumers, the Japanese were concerned about customer service and good management practices. John Tsalikis is an Associate Professor of Marketing at Florida International University. His articles have appeared in the Journal of the Academy of Marketing Science, Journal of Business Ethics, and Psychology in Marketing. Bruce Seaton is an Associate Professor of Marketing at Florida International University. His research interests include the role of national stereotyping in consumer choice and the application of experimental methods to investigate models of business ethics. His articles have appeared in the Journal of Advertising, Journal of Business Research, and Journal of Global Marketing.     

理解差异驾驭冲突寻求共识 --银行引资谈判策略研究

引资谈判涉及当事各方的商务安排与利益调整,主要包括认股价格、投资组合、业务合作、董事席位及公司章程修改等内容。由于中外文化背景不同和法律环境差异,使得引资谈判始终贯穿着观念碰撞与观点冲突。面对诸多难点,成功的谈判必然是中外双方在理解文化和法律差异基础上坦陈分歧、寻求共识的过程。