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Cultural Tendencies In Negotiation: A Comparison Of Finland, India, Mexico, Turkey, And The United States, Lynn E. Metcalf, Allan Bird, Mahesh Shankarmahesh, Zeynep Aycan, Jorma Larimo, Didimo Dewar Valdelamar
Cultural Tendencies In Negotiation: A Comparison Of Finland, India, Mexico, Turkey, And The United States, Lynn E. Metcalf, Allan Bird, Mahesh Shankarmahesh, Zeynep Aycan, Jorma Larimo, Didimo Dewar Valdelamar
Marketing
In this era of increased global cooperation, a growing number of negotiators conduct business in multiple countries and, therefore, need access to a systematic comparison of negotiating tendencies across a wide range of countries. Empirical work systematically comparing variations across a range of cultures is scarce. A comparative analysis of negotiating tendencies in five countries is presented. This study establishes the utility of the [Salacuse, J. (1998) Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3): 221–235] framework in identifying country differences across five countries, representing five cultural clusters. Significant differences in negotiation orientations both …
The Effect Of Strategic Complexity On Marketing Strategy And Organizational Performance, Stern Neill, Gregory M. Rose
The Effect Of Strategic Complexity On Marketing Strategy And Organizational Performance, Stern Neill, Gregory M. Rose
Marketing
While researchers have examined many antecedents of marketing strategy, there is scant research assessing the effect of organizational cognition. In this study, organizational cognition is examined in terms of the firm’s strategic complexity, which is its capacity to integrate multiple environmental dimensions during marketing strategy making. The results from a sample of wholesale distributors reveal four strategic groups that differ based upon their degree of strategic complexity. Results support the proposition that strategic complexity is an organizational capability that enables more effective strategy making and produces superior firm performance.
A New Look At Industrial Sales And Its Requisite Competencies, Clifford S. Barber, Brian C. Tietje
A New Look At Industrial Sales And Its Requisite Competencies, Clifford S. Barber, Brian C. Tietje
Marketing
Although industrial sales is widely discussed in both practitioner and academic circles, no clear definition of “industrial” has been established. We present a definition of industrial sales that distinguishes it from other sales domains, and we draw from a panel of industrial sales executives and a random sample of industrial sales managers to generate and evaluate the importance of a comprehensive list of knowledge, skills, and value competencies that are required for success in industrial sales. Technical competencies, while important, were rated relatively less so than selling- and customer-related competencies. Among other recommendations, we implore industrial sales executives to incorporate …
Interrelationships Among Language Skills, Externalizing Behavior, And Academic Fluency And Their Impact On The Academic Skills Of Students With Ed, J. Ron Nelson, Gregory J. Benner, Stern Neill, Scott A. Stage
Interrelationships Among Language Skills, Externalizing Behavior, And Academic Fluency And Their Impact On The Academic Skills Of Students With Ed, J. Ron Nelson, Gregory J. Benner, Stern Neill, Scott A. Stage
Marketing
There is growing interest in understanding the factors that influence the academic achievement of students with emotional disturbance (ED). Structural equation modeling was used to test the interrelationships among language skills, externalizing behavior, and academic fluency and their impact on the academic skills of students with ED. Results showed that language skills exerted a significant proximal effect and distal effect on academic skills.The effect of language skills was mediated through academic fluency (path coefficient = .389) but also had a proximal effect on academic skills (path coefficient = .359). However, externalizing behavior failed to have a statistically significant effect on …