Electronic negotiations in intercultural interfirm relationships

Journal of Managerial Psychology

Volumn 25, Issue 5, 2010, Pages 495-512

  Graf, Andrea ^a   Koeszegi, Sabine T ^b   Pesendorfer, Eva Maria ^c  

^a OSTFALIA UNIVERSITY OF APPLIED SCIENCES   (Germany)

^b VIENNA UNIVERSITY OF TECHNOLOGY   (Austria)

^c UNIVERSITY OF VIENNA   (Austria)

Author keywords

Multinational companies; National cultures; Negotiating

Indexed keywords

EID: 77954857210     PISSN: 02683946     EISSN: None     Source Type: Journal    
DOI: 10.1108/02683941011048391     Document Type: Article

References (82)

1. Adler, J.N., Dokter, R. and Redding, J.G. (1986), "From the Atlantic to the Pacific century: cross-cultural management reviewed" in Management Review, Vol. 12, pp. 295-318.
2. Adler, J.N., Graham, L.J. and Gehrke, S.T. (1987), "Business negotiations in Canada, Mexico, and the United States" in Journal of Business Research, Vol. 15, pp. 411-29.
3. Adair, W., Okumura, T. and Brett, J.M. (2001), "Negotiation behavior when cultures collide: the United States and Japan" in Journal of Applied Psychology, Vol. 86, pp. 371-85.
4. Adair, W., Brett, J.M., Lempereur, W., Okumura, T., Shikhirev, P., Tinsley, C.H. and Lytle, A. (2004), "Culture and negotiation strategy" in Negotiation Journal, Vol. 19, pp. 87-111.
5. Anand, B.N. and Khanna, T. (2000), "Do firms learn to create value? The case of alliances" in Strategic Management Journal, Vol. 21, pp. 295-315.
6. Barkema, H. and Vermeulen, F. (1997), "What differences in the cultural backgrounds of partners are detrimetal for international joint ventures" in Journal of International Business Studies, Vol. 28, pp. 845-64.
7. Cai, D.A., Wilson, S.R. and Drake, L.E. (2000), "Culture in the context of intercultural negotiation: individualism-collectivism and paths to integrative agreements" in Human Communication Research, Vol. 26, pp. 591-617.
8. Carlson, J.R. and Zmud, R.W. (1999), "Channel expansion theory and the experiential nature of media richness perceptions" in Academy of Management Journal, Vol. 42, pp. 153-70.
9. Chen, X.P., Au, W.T. and Komorita, S.S. (1997), "Sequential choice in a step-level public goods dilemma: the effects of criticality and uncertainty" in Organizational Behavior and Human Decision Processes, Vol. 65, pp. 37-47.
10. Cohen, J. (1960), "A coefficient of agreement for nominal scales" in Educational and Psychological Measurement, Vol. 20, pp. 37-46.
11. Culnan, M.J. and Markus, M.I. (1987), "Information technologies" in Jablin, F.M., Putnam, I.I., Roberts, K.H. and Porter, L.W. (Eds.), Handbook of Organizational Communication: An Interdisciplinary Perspective, Sage, Newbury Park, CA, pp. 421-43.
12. Curşeu, P.L. (2006), "Emergent states in virtual teams: a complex adaptive systems perspective" in Journal of Information Technology, Vol. 21, pp. 249-61.
13. Curşeu, P.L., Schalk, R. and Wessel, I. (2008), "How do virtual teams process information? A literature review and implications for management" in Journal of Managerial Psychology, Vol. 23, No. 6, pp. 628-52.
14. Daft, R.L. and Lengel, R.H. (1984), "Information richness: a new approach to managerial behavior and organization design" in Cummings, L.L. and Staw, B.M. (Eds.), Research in Organizational Behavior, JAI Press, Greenwich, CT, pp. 191-233.
15. Daft, R.L. and Lengel, R.H. (1986), "Organizational information requirements, media richness and structural design" in Management Science, Vol. 32, No. 5, pp. 554-71.
16. Daft, R.L., Lengel, R.H. and Trevino, L.K. (1987), "Message equivocality, media selection, and manager performance: implications for information systems" in MIS Quarterly, Vol. 11, pp. 355-68.
17. Dennis, A.R. and Kinney, S.T. (1998), "Testing media richness theory in the new media: the effects of cues, feedback, and task equivocality" in Information Systems Research, Vol. 9, pp. 256-74.
18. Dyer, J.H. and Singh, H. (1998), "The relational view: cooperative strategy and sources of interorganizational competitive advantage" in Academy of Management Review, Vol. 23, pp. 660-79.
19. Ertel, D., Weiss, J. and Visioni, L.J. (2001), Managing Alliance Relationships: A Cross-industry Study of How to Build and Manage Successful Alliances, Vantage Partners, Brighton, MA.
20. Etzioni, A. (1975), A Comparative Analysis of Complex Organizations: On Power, Involvement, and Their Correlates, The Free Press, New York, NY.
21. Francis, J.N.P. (1991), "When in Rome? The effects of cultural adaptation on intercultural business negotiations" in Journal of International Business Studies, Vol. 22, pp. 403-28.
22. Gordon, M. and Salganik, J. (2001), "Making alliances work: improving return on relationship" in Global Finance, Vol. 15, pp. 73-4.
23. Graf, A. (2004), "Expatriate selection: an empirical study identifying significant skill profiles" in Thunderbird International Business Review, Vol. 46, pp. 667-85.
24. Graham, J.L. and Mintu-Wimsat, A. (1997), "Cultures influence of business negotiations in four countries" in Group Decision and Negotiation, Vol. 6, pp. 483-502.
25. Graham, J.L., Mintu, A.T. and Rogers, W. (1994), "Exporations of negotiation behaviors in ten foreign cultures using a model developed in the United States" in Management Science, Vol. 40, No. 1, pp. 72-95.
26. Grinsted, A. (1990), "Distributive communicative behaviour in Danish and Spanish negotiation interactions" in Hermes: Journal of Linguistics, Vol. 3, pp. 267-79.
27. Gulati, R. (1998), "Alliances and networks" in Strategic Management Journal, Vol. 19, pp. 293-317.
28. Hall, E. and Hall, M.R. (1989), Understanding Cultural Differences, Intercultural Press, Yarmouth.
29. Harbison, J.R. and Pekar, P. Jr (1998), "Institutionalizing alliance skills: secrets of repeatable success" in Strategy and Business, Vol. 4, pp. 79-94.
30. Herbert, L. and Beamish, P.W. (2002), "Cooperative strategies between firms: international joint ventures" in Newman, K. and Gannon, M. (Eds.), The Blackwell Handbook of Cross-cultural Management, Blackwell, Oxford, pp. 78-98.
31. Hiltz, S.R., Johnson, K. and Turoff, M. (1986), "Experiments in group decision making: communication process and outcome in face-to-face versus computerized conferences" in Human Communication Research, Vol. 13, pp. 225-52.
32. Hofstede, G. (1980), Culture's Consequenzes, Sage, Thousand Oaks, CA.
33. Hofstede, G. (2001), Cultures Consequences, Sage, Thousand Oaks, CA.
34. Hofstede, G. and Hofstede, G.J. (2005), Cultures and Organizations: Software of the Mind, McGraw-Hill, New York, NY.
35. Johnson, J.L. (1999), "Strategic integration in industrial distribution channels: managing the interfirm relationship as strategic asset" in Journal of the Academy of Marketing Science, Vol. 27, pp. 4-18.
36. Joinson, A. (1998), "Causes and implications of disinhibited behavior on the internet" in Gackenbach, J. (Ed.), Psychology and the Internet: Intrapersonal, Interpersonal and Transpersonal Implications, Academic Press, San Diego, CA, pp. 43-60.
37. Kagitcibasi, C. (1997), "Individualism and collectivism" in Berry, J.W. Segall, M.H. and Kagitçibasi, C. (Eds.), Handbook of Cross-cultural Psychology: Social Behavior and Applications, Vol. 3, Allyn & Bacon, Boston, MA, pp. 1-49.
38. Kersten, G.E. (2004), "E-negotiation systems: interaction of people and technologies to resolve conflicts", paper presented at UNESCAP Third Annual Forum on Online Dispute Resolution, Melbourne, 5-6 July.
39. Kiesler, S., Siegel, J. and McGuire, T. (1984), "Social psychological aspects of computer mediated communication" in American Psychologist, Vol. 39, pp. 1123-34.
40. Kim, P.H. (2005), "Power dynamics in negotiation" in The Academy of Management Review, Vol. 4, pp. 799-822.
41. Kim, U. (1994), "Individualism and collectivism: conceptual clarification and elaboration" in Kim, U., Triandis, H.C., Kagitcibasi, C., Choi, S. and Yoon, G. (Eds.), Individualism and Collectivism: Theory, Method, and Applications, Sage, Thousand Oaks, CA, pp. 19-40.
42. Lea, M., O'Shea, T.O. and Spears, R. (1992), "'Flaming' in computer-mediated communication" in Lea, M. (Ed.), Contexts of Computer-mediated Communication, Harvester Wheatsheaf, New York, NY, pp. 30-65.
43. Lee, A.S. (1994), "Electronic mail as an medium for rich communication: an empirical investigation using hermeneutic interpretation" in Management of Information Systems Quarterly, Vol. 18, pp. 143-57.
44. Li, J., Xin, K. and Pillutla, M. (2002), "Multi-cultural leadership teams and organizational identification in international joint ventures" in International Journal of Human Resource Management, Vol. 13, pp. 320-37.
45. McGuire, T.W., Kiesler, S. and Siegel, J. (1987), "Group and computer-mediated discussion effects in risk decision making" in Journal of Personality and Social Psychology, Vol. 52, pp. 917-30.
46. March, R.M. (1990), The Japanese Negotiator, Kondansha International, New York, NY.
47. Markus, M.L. (1994), "Electronic mail as the medium of managerial choice" in Organization Science, Vol. 5, pp. 502-25.
48. Mayring, P. (2002), "Qualitative content analysis - research instrument or mode of interpretation?" in Kriegelmann, M. (Ed.), The Role of the Researcher in Qualitative Psychology, Huber, Tübingen, pp. 139-48.
49. Merritt, A. (2000), "Culture in the cockpit: do Hofstede's dimensions replicate?" in Journal of Cross-cultural Psychology, Vol. 31, pp. 283-301.
50. Moore, F. (2006), "Strategy, power and negotiation: social control and expatriate managers in a German multinational corporation" in The International Journal of Human Resource Management, Vol. 17, pp. 399-413.
51. Olekalns, M. and Smith, P.L. (2003), "Testing the relationships among negotiatiors' motivational orientations, strategy choices and outcomes" in Journal of Experimental Social Psychology, Vol. 39, pp. 191-217.
52. Oyserman, D. (1993), "The lens of personhood: viewing the self, others and conflict in a multicultural society" in Journal of Personality and Social Psychology, Vol. 65, pp. 993-1009.
53. Oyserman, D., Coon, H. and Kemmelmeier, M. (2002), "Rethinking individualism and collectivism: evaluation of theoretical assumptions and meta-analyses" in Psychological Bulletin, Vol. 128, pp. 3-72.
54. Pesendorfer, E., Graf, A. and Koeszegi, S.T. (2007), "Relationship in electronic negotiations: tracking behavior over time" in Zeitschrift für Betriebswirtschaft, Vol. 12, pp. 1315-38.
55. Pruitt, D. (1981), Negotiation Behavior, Academic Press, New York, NY.
56. Rice, R.E. and Love, G. (1987), "Electronic emotion: socioemotional content in a computermediated network" in Communication Research, Vol. 24, pp. 85-108.
57. Salacuse, J. (1999), "Intercultural negotiation in international business" in Group Decision and Negotiation, Vol. 8, pp. 217-36.
58. Schein, E.H. (1992), Organizational Culture and Leadership, Jossey-Bass, San Francisco, CA.
59. Short, J., Williams, E. and Christie, B. (1976), The Social Psychology of Telecommunications, Wiley, London.
60. Siegel, J., Dubrovsky, V., Kiesler, S. and McGuire, T.W. (1986), "Group processes in computer-mediated communication" in Organizational Behavior and Human Decision Processes, Vol. 37, No. 2, pp. 157-87.
61. Sproull, L. and Kiesler, S. (1986), "Reducing social context cues: electronic mail in organizational communication" in Management Science, Vol. 32, No. 11, pp. 1492-512.
62. Srnka, K.J. and Koeszegi, S.T. (2007), "From words to numbers - how to transform rich qualitative data into meaningful quantitative results: guidelines and exemplary study" in Schmalenbach's Business Review, Vol. 59, pp. 29-57.
63. Staples, S. and Zhao, L. (2006), "The effects of cultural diversity in virtual teams versus face-to-face teams" in Group Decision and Negotiation, Vol. 15, pp. 389-406.
64. Taras, V. and Steel, P. (2006), "Improving cultural indices and rankings based on a meta-analysis of Hofstede's dimensions" in pp. 1-41, paper presented at Academy of International Business Annual Meeting, Beijing, Best Paper Award.
65. Thompson, L.L. (1997), The Mind and the Heart of the Negotiator, Prentice-Hall, Upper Saddle River, NJ.
66. Ting-Toomey, S., Gao, G., Trubisky, P., Yang, Z., Kim, H., Lin, S.-L. and Nishida, T. (1991), "Culture, face maintenance, and styles of handling interpersonal conflict: a study in five cultures" in International Journal of Conflict Management, Vol. 2, pp. 275-96.
67. Trevino, L.K., Daft, R.L. and Lengel, R.H. (1990), "Understanding managers' media choices: a symbolic interactionist perspective" in Fulk, J. and Steinfield, C.W. (Eds.), Organizations and Communication Technology, Sage, Newbury Park, CA, pp. 71-94.
68. Triandis, H.C. (1972), The Analysis of Subjective Culture, Wiley, New York.
69. Triandis, H.C. (1989), "Cross-cultural studies of individualism and collectivism" in Berman, J. (Ed.), Nebraska Symposium on Motivation, University of Nebraska Press, Lincoln, pp. 41-133.
70. Triandis, H.C. (1995), Individualism and Collectivism, Westview Press, Boulder, CO.
71. Tse, D.K., Lee, K., Vertinisky, I. and Wehrung, D.A. (1988), "Does culture matter? A cross-cultural study of executives' choice, decisiveness, and risk adjustment in international marketing" in Journal of Marketing, Vol. 52, pp. 81-95.
72. Walcott, C. and Hopmann, P.T. (1978), "Interaction analysis and bargaining behavior" in Golembiewski, R.T. (Ed.), The Small Group in Political Science: The Last Two Decades of Development, University of Georgia Press, Athens, pp. 251-61.
73. Walker, G.B. (1990), "Cultural orientation of argument in international disputes: negotiating the law of the sea" in Korzenny, F. and Ting-Toomey, S. (Eds.), Communication for Peace: Diplomacy and Negotiation, Sage, Newbury Park, CA, pp. 96-117.
74. Walther, J.B. (1992), "Interpersonal effects in computer-mediated interaction: a relational perspective" in Communication Research, Vol. 19, No. 1, pp. 52-90.
75. Walther, J.B. (1994), "Anticipated ongoing interaction versus channel effects on relational communication in computer-mediated interaction" in Human Communication Research, Vol. 20, No. 4, pp. 473-501.
76. Walther, J.B. (1995), "Relational aspects of computer-mediated communication: experimental observations over time" in Organization Science, Vol. 6, No. 2, pp. 186-203.
77. Walther, J.B. and Parks, M.R. (2002), "Cues filtered out, cues filtered in: computer-mediated communication and relationships" in Knapp, M.L. and Daly, J.A. (Eds.), Handbook of Interpersonal Communication, Sage, Thousand Oaks, CA, pp. 529-63.
78. Walther, J.B., Loh, T. and Granka, L. (2005), "Let me count the ways: the interchange of verbal and nonverbal cues in computer-mediated and face-to-face affinity" in Journal of Language and Social Psychology, Vol. 24, pp. 36-65.
79. Weingart, L.R., Brett, J.M. and Olekalns, M. (2002), "Conflicting social motives in negotiation groups", paper presented at the Academy of Management, Denver, CO.
80. Weiss, S.E. (1994), "Negotiating with Romans" in Sloan Management Review, Vol. 35, pp. 51-85.
81. Wheeler, L., Reis, H.T. and Bond, M.H. (1989), "Collectivism-individualism in everyday social life: the middle kingdom and the melting pot" in Journal of Personality and Social Psychology, Vol. 57, pp. 79-86.
82. Zack, M.H. and McKenney, J.L. (1995), "Social context and interaction in ongoing computer-supported management groups" in Organization Science, Vol. 6, No. 4, pp. 394-423.