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Full-Text Articles in Business
A Process Model On The Formation Of Multinational Stategic Alliances, Gregory Osland, Attila Yaprak
A Process Model On The Formation Of Multinational Stategic Alliances, Gregory Osland, Attila Yaprak
Gregory E. Osland
Dr. Gregory Osland's contribution to Refik Culpan (ed.), Multinational Strategic Alliances. Binghamton, NY: International Business Press.
"Doing Business In China: A Framework For Cross-Cultural Understanding, Gregory Osland
"Doing Business In China: A Framework For Cross-Cultural Understanding, Gregory Osland
Gregory E. Osland
The process of doing business in The People′s Republic of China can be understood better and improved through a conceptual model that identifies and explains critical elements of their culture. An attempt is made to fill a gap in previous work by integrating anthropological and political theory, pertinent literature, and experience in the Chinese context. The model reveals the importance of understanding how communication occurs cross‐culturally through language, material objects, and non‐verbal behaviour. The critical role of interpersonal relationships in China is discussed, highlighting the important factors of guanxi, face, group orientation, and deference to age and authority. The …
Negotiation In Channels Of Distribution: Conditions, Behavior, And Outcomes, Gregory Osland, Lloyd Rhinehart
Negotiation In Channels Of Distribution: Conditions, Behavior, And Outcomes, Gregory Osland, Lloyd Rhinehart
Gregory E. Osland
A model of the negotiation process is developed and tested on a sample of motor carriers that provide contractual service in distribution channels. The result indicate that expectation of continuity in a channel relationship leads to cooperative negotiating behavior. This cooperative (integrative) negotiating behavior, in turn, results in mutually beneficial outcomes. In addition, perceived dependence has a weak effect on negotiating behavior and outcomes. Managers are advised about conditions and outcomes of the use of both cooperative and arms-length negotiating strategies.
Multinationals In China: Responding To Host Government Pressures, Ingmar Bjorkman, Gregory Osland
Multinationals In China: Responding To Host Government Pressures, Ingmar Bjorkman, Gregory Osland
Gregory E. Osland
Government pressures are thought to influence multinational companies' strategies. This study analyzes central government pressures regarding MNCs in China since 1990, particularly the pressures concerning operational modes utilized by foreign companies investing in China. The methodology utilizes in-depth interviews of MNC executives and government officials from the United States, Scandinavia, and China. The results indicate that the Chinese government has ratcheted up the pressure on MNCs to produce and source locally and that some MNCs are facing intense pressure to lobby their own governments on behalf of China. This article also provides insights for managers into government workings and provides …
The Use Of Multiple-Party Perspectives In International Joint Venture Research, Gregory Osland, S. Cavugsil
The Use Of Multiple-Party Perspectives In International Joint Venture Research, Gregory Osland, S. Cavugsil
Gregory E. Osland
Much academic research on international joint ventures has relied on information and insights gained from only one of the several parties that make up a collaborative venture. Motivated by a desire to explore the merits of "multiple-party" investigations in international joint ventures, a research project was designed and implemented in the context of US-China joint ventures. Matched data from eight large joint ventures were collected through in-depth interviews with 40 managers representing Chinese and US parent companies and joint venture operating managers from both partners.