Buyer/Customer Behavior--Perceptions--Negotiations--Decision Making

January 2000
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p66
Academic Journal
This article presents information about an article "International Multilateral Negotiations and Social Networks," by Bruce Money, published in a previous issue of the "Journal of International Business Studies." Bargaining among several parties at the same time is quite common in business. This conceptual paper presents a model of cross-cultural negotiations that examines how national culture, organization specific factors, and negotiator's individual characteristics impact the multilateral negotiation process.


Related Articles

  • SEPARATE BUT EQUAL. Heil, Matthew // Echo Magazine;7/1/2004, Vol. 15 Issue 21, p44 

    Presents information on the social networks of the GLBT community in Phoenix, Arizona. Information on the progress in the GLBT community; Problems encountered by non-mainstream GLBT organizations in recruiting members; Disadvantage of the GLBT community in Phoenix.

  • Make Your Social Network A LEARNING TOOL. DUNBAR, J. KEITH; REIMERS, CANDICE; ROBERTSON, ROB // Chief Learning Officer;Feb2014, Vol. 13 Issue 2, p30 

    The article discusses the role of social network analysis (SNA) in facilitating learning, promoting innovation and influencing growth in organizations. It cites density and diversity as the two constructs in organizational networks that can be influenced by learning organizations. It addresses...

  • Promoting Culturally Competent Systems of Care Through Statewide Family Advocacy Networks. Briggs, Harold E.; Briggs, Adam C.; Leary, Joy D. // Best Practice in Mental Health;Summer2005, Vol. 1 Issue 2, p77 

    This article examines the extent to which statewide family organizations are committed to cultural competence through the involvement of culturally diverse families at all levels: as clients, volunteers, staff and board members. The data show that families who participate in and govern statewide...

  • Toward finding hidden communities based on user profile. Yoshida, Tetsuya // Journal of Intelligent Information Systems;Apr2013, Vol. 40 Issue 2, p189 

    We consider the community detection problem from a partially observable network structure where some edges are not observable. Previous community detection methods are often based solely on the observed connectivity relation and the above situation is not explicitly considered. Even when the...

  • Identifying Implicit and Explicit Relationships Through User Activities in Social Media. Yang, Christopher C.; Tang, Xuning; Dai, Qizhi; Yang, Haodong; Jiang, Ling // International Journal of Electronic Commerce;Winter2013/2014, Vol. 18 Issue 2, p73 

    Social commerce has emerged as a new paradigm of commerce due to the advancement and application of Web 2.0 technologies including social media sites. Social media sites provide a valuable opportunity for social interactions between electronic commerce consumers as well as between consumers and...

  • DELIBERATIONS DELAYED. Young, Susan // Daily Variety;07/31/2009, Vol. 304 Issue 20, pA1 

    The article reports on the importance of social networking to the entertainment industry in the U.S. Ellen Gray of Philadelphia Daily infers that the social networks such as blogs and Twitter are important to them because they have gathered several news and feedbacks. He added that having those...

  • The Concentration of Unemployment within Families and Social Networks: A Question of Attitudes or Structural Factors? Nordenmark, Mikael // European Sociological Review;Mar1999, Vol. 15 Issue 1, p49 

    This article studies the concentration of unemployment within families and social networks in Sweden. The study, which is based on two random samples, one consisting of some 47,000 young people and their parents and one consisting of 3,500 unemployed people, raises the question of whether...

  • Politically Correct or Culturally Competent? Poole, Dennis L. // Health & Social Work;Aug1998, Vol. 23 Issue 3, p163 

    This article focuses on how social work practice extends beyond any one cultural group. Political correctness, is a purely totalitarian concept. Political groups use political correctness to denigrate people who have a progressive orthodoxy on issues involving race, gender, sexual orientation,...

  • TWITTER AS PHENOMENON OF MASS CULTURE: COMPARATIVE ANALYSIS BETWEEN RUSSIA AND GREAT BRITAIN. Sergeeva, Irina // International Multidisciplinary Scientific Conference on Social ;2015, p229 

    The appearance of the social media has led the mankind to a new era of social development and social relations, when the exchange and the production of information has become the major human activity. The present article studies the development of Twitter as a cultural phenomenon in Russia and...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics