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Full-Text Articles in Business
Cultural Influences In Negotiations: A Four Country Comparitive Analysis, Lynn E. Metcalf, Allan Bird, Mark F. Peterson, Mahesh Shankarmahesh, Terri R. Lituchy
Cultural Influences In Negotiations: A Four Country Comparitive Analysis, Lynn E. Metcalf, Allan Bird, Mark F. Peterson, Mahesh Shankarmahesh, Terri R. Lituchy
Marketing
Empirical work systematically comparing variations across a range of countries is scarce. A comprehensive framework having the potential to yield comparable information across countries on 12 negotiating tendencies was proposed more than 20 years ago by Weiss and Stripp; however, the framework was never operationalized or empirically tested. A review of the negotiation and cross cultural research that have accumulated over the last two decades led to refinements in the definition of the dimensions in the framework. We operationalized four dimensions in the Negotiation Orientations Framework and developed the Negotiation Orientations Inventory (NOI) to assess individual orientations on those four …
A Replicable, Zero-Based Model For Marketing Curriculum Innovation, Norm A. Borin, Lynn E. Metcalf, Brian C. Tietje
A Replicable, Zero-Based Model For Marketing Curriculum Innovation, Norm A. Borin, Lynn E. Metcalf, Brian C. Tietje
Marketing
As university curriculums inevitably change, their evolution typically occurs through a series of minor incremental adjustments to individual courses that cause the curriculum to lose strategic consistency and focus. This article demonstrates a zero-based approach to marketing curriculum innovation. The authors describe forces of change that led them to completely redesign their marketing curriculum, and they chronicle a replicable process that can be used to develop and launch an extensive transformation of an existing program that is focused yet adaptive. The process includes faculty commitment, consensus, collaboration, and compromise; stakeholder input; points of distinction; unifying themes; intended learning outcomes; instructional …
Achieving Adaptive Ends Through Equivocality: A Study Of Organizational Antecedents And Consequences, Stern Neill, Gregory M. Rose
Achieving Adaptive Ends Through Equivocality: A Study Of Organizational Antecedents And Consequences, Stern Neill, Gregory M. Rose
Marketing
Confronting complex situations is the hallmark of strategic decision-making. While these situations may be perceived as equivocal, organizations must cope, act, and thrive within such ambiguities. This study explores the manifestation and regulation of equivocality during strategic marketing decision-making. The results indicate that organizations that tolerate ambiguity perceive greater equivocality in problem situations and exhibit greater adaptive behavior; however, the findings come with a caveat: while experienced firms may enjoy these benefits, the situation is more complex for firms with limited product-market knowledge.
Negotiations In International Marketing, Allan Bird, Lynn E. Metcalf
Negotiations In International Marketing, Allan Bird, Lynn E. Metcalf
Marketing
No abstract provided.
Manufacturer Perceptions Of The Consequences Of Task And Emotional Conflict Within Domestic Channels Of Distribution, Gregory M. Rose, Aviv Shoham, Stern Neill, Ayalla Ruvio
Manufacturer Perceptions Of The Consequences Of Task And Emotional Conflict Within Domestic Channels Of Distribution, Gregory M. Rose, Aviv Shoham, Stern Neill, Ayalla Ruvio
Marketing
This study examines manufacturer' perceptions of task and emotional conflict in domestic channels of distribution. Both are expected to depend on three antecedents (centralization, esprit de corps, and communication barriers) and to affect performance relative to competitors and manufacturer's satisfaction directly and indirectly through strategy quality. The results support a positive link between task and emotional conflict and the deleterious effect of emotional conflict on satisfaction and performance.
Developing The Organization's Sensemaking Capability: Precursor To An Adaptive Strategic Marketing Response, Stern Neill, Daryl Mckee, Gregory M. Rose
Developing The Organization's Sensemaking Capability: Precursor To An Adaptive Strategic Marketing Response, Stern Neill, Daryl Mckee, Gregory M. Rose
Marketing
Effective strategic planning demands that organizations develop an understanding of the forces shaping the situation by engaging the collective efforts and interpretive capabilities of various representatives of the organization. This study investigates the mechanisms by which such an understanding develops and, subsequently, shapes marketing strategy. Specifically, organizations are examined as sensemaking units stimulated by perceived environmental turbulence, cultural open-mindedness, and team functional diversity. These factors are modeled as determinants of an organization's sensemaking capability, which is comprised of communicative, interpretive, and analytical dimensions. This study argues that a developed sensemaking capability increases the potential range of strategic responses and, ultimately, …