MốI QUAN Hệ GIữA NHậN THứC CủA NHà ĐàM PHáN XUấT KHẩU Về VăN HóA QUốC GIA ĐốI TáC Và KếT QUả ĐàM PHáN
Abstract
Tóm tắt
Article Details
Tài liệu tham khảo
Adler, N. J. et al., 1987. Business negotiation in Canada, Mexico, & the United States. Journal of Business Research. Vol. 15, pp. 411-429.
Brett, J.M. et al., 1998a. Culture and negotiation strategy. Evanston, IL: Dispute Resolution Research Center, Northwestern University.
Calantone, R.J. et al., 1998. Problem-solving approach in an international context: Antecedents and outcome. International Journal of Research in Marketing. Vol. 15, pp. 19-35.
Cohen, J., 1988. Statistical power analysis for the behavior sciences. Hillsdale, NJ: Lawrence Erlbaum Associates
Eliashberg, J. et al., 1995. Searching for generalization in business marketing negotiations. Marketing Science. Vol. 14, pp. 47-60.
Fornell, C. & Larcker, D.F., 1981. Evaluating Structural Equation Models with Unobservable Variables and Measurement Error. Journal of Marketing Research. Vol. 18, pp. 39-50.
Gerbing, D.W. & Anderson, J.C., 1988. An Updated Paradigm for Scale Development Incorporating Unidimensionality and It Assessment. Journal of Marketing Research. Vol. 25, pp.186-192.
Ghauri, P.N., 1986. Guidelines for international marketing negotiations. International Marketing Review. Vol. 3, pp. 72-82.
Goering, E.M., 1997. Integration versus distribution in contract negotiations: An interaction analysis of strategy use. Journal of Business Communication. Vol. 34, pp. 383-400.
Graham, J.L., Mintu, A.T. & Rodgers, W., 1994. Exploration of negotiation in ten foreign cultures using a model developed in the United State. Management Science. Vol.40, pp. 72-95.
Graham, J.L., 2002. Culture’s influence on business negotiations: An application of Hofstede’s and Rokeach’s Ideas. In: Contractor, F.J. & Lorange P., edn, 2002. Cooperative Strategies and Alliances. Amsterdam: Pergamon, pp. 461-492.
Hall, E.T., 1983. The dance of life. In Manrai, L.A. & Manrai, A.K., 2010. The influence of culture in international business negotiation: A new conceptual framework and managerial implications. Journal of Transnational Management. Vol. 15, pp. 69-100.
Henseler, J. et al., 2009. The use of partial least squares path modeling in international marketing. Advances in International Marketing. Vol. 20, pp. 277-319.
Hofstede, G., 1980. Culture ‘s consequences: International differences in work-related values. In Manrai, L.A.& Manrai, A.K., 2010. The influence of culture in international business negotiation: A new conceptual framework and managerial implications. Journal of Transnational Management. Vol. 15, pp. 69-100.
Hulland, J., 1999. Use of Partial Least Squares (PLS) in Strategic Management Research: A Review of Four Recent Studies. Strategic Management Journal. Vol. 20, pp. 195-204.
Kersten, G.E. et al., 2003. The effects of culture in computer-mediated negotiations. Journal of Information Technology Theory and Application. Vol. 5, pp. 1-27.
Manrai, L.A. & Manrai, A.K., 2010. The influence of culture in international business negotiation: A new conceptual framework and managerial implications. Journal of Transnational Management. Vol. 15, pp. 69-100.
Mintu-Wimsatt, A. & Graham, J.L., 2004. Testing a negotiation model on Canadian Anglophone and Mexican exporters. Journal of the Academy of Marketing Science. Vol. 32, pp. 345-356.
Morris, M. H. et al., 1994. Fostering corporate entrepreneurship: Cross-cultural comparison of the importance of individualism versus collectivism. Journal of International Business Studies. Vol. 25, pp. 65-89.
Nunnally, J.C. & Berstein, I.H., 1994. Pschychometric Theory. 3rd edn. New York: McGraw-Hill.
Sitkin, A. & Bowen, N., 2010. International Business: Challenges & Choices. 1rd edn. Oxford University Press.
Slater, S.F. & Narver, J. C., 1995. Market Orientation and the Learning Organization. Journal of Marketing, Vol. 59, 63-74
Tenenhaus, M. et al., 2005. PLS Path Modelling. Computational Statistics and Date Analysis. Vol. 48, pp. 159-205
Weitz, B.A., 1979. A critical review of personal selling research: The need for contingency approaches. In: Churchill, G., Churchill, G.A., eds. 1979. Critical issues in sale management: State of the art and future research needs. Eugene: University of Oregon.