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Joint venture ongoing negotiation: A...

Lin, Xiaohua.

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Joint venture ongoing negotiation: Approaches, relational antecedents, and influence of national culture.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Joint venture ongoing negotiation: Approaches, relational antecedents, and influence of national culture./
Author:	Lin, Xiaohua.
Description:	183 p.
Notes:	Source: Dissertation Abstracts International, Volume: 57-06, Section: A, page: 2577.
Contained By:	Dissertation Abstracts International57-06A.
Subject:	Marketing. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=9632946

Joint venture ongoing negotiation: Approaches, relational antecedents, and influence of national culture.
Lin, Xiaohua.

Joint venture ongoing negotiation: Approaches, relational antecedents, and influence of national culture. - 183 p.

Source: Dissertation Abstracts International, Volume: 57-06, Section: A, page: 2577.

Thesis (Ph.D.)--Oklahoma State University, 1996.

Scope and method of study. A field survey was conducted to examine the associations between relational contexts, partners' negotiation approach, and national culture in U.S.-Chinese joint ventures operating in the People's Republic of China. Key informants included both American and Chinese joint venture managers. A questionnaire was adapted from existing scales to measure relational variables (relationship commitment, trust, and relative power) and joint venture partners' negotiation approaches (problem-solving, compromising, forcing, and legal recourse). The data were collected using the drop-off delivery-collection method. The tests of the research hypotheses involved regression analysis. By introducing a dummy variable reflecting national culture, the regression models allowed for examining culture's moderating effect.Subjects--Topical Terms:

536353
Marketing.

Joint venture ongoing negotiation: Approaches, relational antecedents, and influence of national culture.
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008 170521s1996 ||||||||||||||||| ||eng d
035 $a (MiAaPQ)AAI9632946
035 $a AAI9632946
040 $a MiAaPQ $c MiAaPQ
100 1 $a Lin, Xiaohua. $3 700200
245 1 0 $a Joint venture ongoing negotiation: Approaches, relational antecedents, and influence of national culture.
300 $a 183 p.
500 $a Source: Dissertation Abstracts International, Volume: 57-06, Section: A, page: 2577.
500 $a Adviser: Stephen J. Miller.
502 $a Thesis (Ph.D.)--Oklahoma State University, 1996.
520 $a Scope and method of study. A field survey was conducted to examine the associations between relational contexts, partners' negotiation approach, and national culture in U.S.-Chinese joint ventures operating in the People's Republic of China. Key informants included both American and Chinese joint venture managers. A questionnaire was adapted from existing scales to measure relational variables (relationship commitment, trust, and relative power) and joint venture partners' negotiation approaches (problem-solving, compromising, forcing, and legal recourse). The data were collected using the drop-off delivery-collection method. The tests of the research hypotheses involved regression analysis. By introducing a dummy variable reflecting national culture, the regression models allowed for examining culture's moderating effect.
520 $a Findings and conclusions. Data were collected from 34 American and 54 Chinese managers who represented 61 U.S.-Chinese joint ventures. The regression models for testing the associations between relational variables and negotiation approaches were overall significant. It appeared that relationship commitment, trust, and relative power conditioned negotiation behavior in predictable ways. The results revealed that national culture modified the linkages between relational contexts and negotiation approach. In addition, national culture exerted direct influence on the choice of two negotiation approaches--forcing and legal recourse.
590 $a School code: 0664.
650 4 $a Marketing. $3 536353
650 4 $a Management. $3 516664
650 4 $a Occupational psychology. $3 2122852
690 $a 0338
690 $a 0454
690 $a 0624
710 2 $a Oklahoma State University. $3 626630
773 0 $t Dissertation Abstracts International $g 57-06A.
790 $a 0664
791 $a Ph.D.
792 $a 1996
793 $a English
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=9632946